5.选拔和培养合格的渠道代表 * 职业技能要求 * 渠道工作的原则和建议 1. Importance of channels to manufacturer * Why do manufacturers use channel intermediaries * Functions of channels and theirs values to manufacturer * Role, position and added value of distributors
2. Designing and planning channels * Negotiating with manufacturer and becoming distributor * How to establish area channel planning * Practical aspects of channel planning * Using manufacturer resources to develop and raise channels * Principles to increase channels * 8 elements to enlarge channels * Main principles of the channel recruitment
3. How to obtain and use manufacturer resources * Product resources * Price resources * Market support resources * Training resources * People resources * Terminal resources * Distributor meeting
4. Managing, supporting and evaluating channels * Routine business support of channels * Business management * Market support * Sales support * Supply chain management * Relation management * Channel management * Why do conflicts occur and how to solve them? * Solving conflicts that manufacturers get involved * Channel evaluation * General methods, indicators and tools for channel evaluation * Standards that influence manufacturers in their evaluation
5. Selecting and developing qualified channel representatives * Pre-requisites * Principles and suggestions
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课程介绍 评价详情(0)
培训受众:
课程收益:
本课程帮助您了解厂商的心态和资源，同时也给予您下级渠道的管理方法，让您左右逢源，如鱼得水。
课程大纲
* 厂商为什么要利用营销中间机构
* 渠道的功能和对厂商的价值
* 分销商的角色、地位和增值
2.渠道的设计与规划
* 厂商任务的承接与谈判
* 如何制定区域渠道规划
* 渠道规划的实际操作
* 借助厂商资源发展与招募渠道
* 增加渠道的原则
* 渠道招募八要素
* 渠道招募主要原则
3.厂商资源获取和应用
* 产品资源
* 价格资源
* 市场支持资源
* 培训资源
* 人员资源
* 终端资源
* 渠道商大会
4.渠道管理、支持与评估
* 渠道日常业务支持
* 业务管理
* 市场支持
* 销售支持
* 供应链管理
* 关系管理
* 渠道管理
* 渠道冲突的发生和处理
* 厂商介入的冲突处理
* 渠道评估
* 渠道评估的一般方法、指标和工具
* 影响厂商的评估标准
5.选拔和培养合格的渠道代表
* 职业技能要求
* 渠道工作的原则和建议
1. Importance of channels to manufacturer
* Why do manufacturers use channel intermediaries
* Functions of channels and theirs values to manufacturer
* Role, position and added value of distributors
2. Designing and planning channels
* Negotiating with manufacturer and becoming distributor
* How to establish area channel planning
* Practical aspects of channel planning
* Using manufacturer resources to develop and raise channels
* Principles to increase channels
* 8 elements to enlarge channels
* Main principles of the channel recruitment
3. How to obtain and use manufacturer resources
* Product resources
* Price resources
* Market support resources
* Training resources
* People resources
* Terminal resources
* Distributor meeting
4. Managing, supporting and evaluating channels
* Routine business support of channels
* Business management
* Market support
* Sales support
* Supply chain management
* Relation management
* Channel management
* Why do conflicts occur and how to solve them?
* Solving conflicts that manufacturers get involved
* Channel evaluation
* General methods, indicators and tools for channel evaluation
* Standards that influence manufacturers in their evaluation
5. Selecting and developing qualified channel representatives
* Pre-requisites
* Principles and suggestions
本课程名称： 分销商的渠道管理
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