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上节内容着重讲述了业务员在陌生市场选择经销商时的动作流程中常见误区:一、预设立场——认为经销商一定会是知名客户或者经销商一定是在批发市场。二、贸然拜访经销商——造成经销商对厂家的轻视,使自己在谈判中处于不利地位。三、不重视新经销商谈判、合作意愿煽动工作,影响经销商的合作意愿。经销商选择工作流程示例:一、首先业务人员对当地市场各渠道进行整体拜访,达到“知己、知彼、知环境”的目的。二、终端调查,寻找目标候选客户。三、经过充分准备与准经销商进行谈判,点燃其信心,激励其合作意愿。本节将着重讲解针对经销商如何进行合作意愿煽动的具体技巧。
The last section focuses on the clerk in the stranger to select the dealer when the action flow common errors: First, the preconceived position - that dealers will be well-known customers or distributors must be in the wholesale market. Second, rashly visit the dealer - causing dealers to despise the manufacturers, so that they are at a disadvantage in the negotiations. Third, do not attach importance to the new dealer negotiations, willingness to cooperate incitement, the dealer's willingness to cooperate. Dealers choose workflow examples: First, the first business staff on the local market for all channels to visit, to “friend, intellectual, environmental knowledge ” purpose. Second, the terminal investigation, looking for the target candidate. Third, after being fully prepared to negotiate with prospective distributors, ignite their confidence and encourage their willingness to cooperate. This section will focus on specific tips on how sellers can co-operate.