说谁取代谁,言过了潘文富/中小企业内部管理课题研究者关于经销商被取代的话题已经谈了十五年了,每过几年就换个花样炒一次。经销商存在的根本价值就两个字,成本。在中国商业环境下的成本。经销商能活到现在,靠的是三样东西:销售网络,社会关系资源,政府关系资源。销售网络最容易被攻击被拿走。但经销商多年积累的社会和政府资源却不是那么容易拿走的。资深一点的经销商,往往是利用自己在当地上三教下九流组合成的社 Said who replaced who, over a Pan Wenfu / SME internal management topics Researchers have been replaced on the topic has been talked about for fifteen years, every few years to change the pattern once again. Dealer existence of the fundamental value of two words, cost. Costs in China’s business environment. Dealers can live up to now, rely on three things: sales network, social relations resources, government relations resources. Sales network is the most vulnerable to be taken away. But the social and governmental resources that dealers have accumulated over the years are not that easy to take away. Veteran dealers, often use their own local teaching on the three groups of nine groups