1. Understanding the relation between manufacturers and distributors * Needs of manufacturer * Needs of distributors during cooperation * Understanding the operation differences between manufacturers and distributors
2. Choosing distribution channel members * Principles and standards * Procedures and methods * Pitfalls to avoid when choosing distributors
3. Building the common performance expectations * Manufacturers’ business plan * Distributors’ plan * What makes an ideal distributor * KPI management during the cooperation
4. Monitoring performance * Monitoring channels’ daily work * Visiting customers with distributors * Meeting with distributors
5. Improving channels’ work * Communicating effectively with different levels of distributors * Building the consultative relationship with channels management teams * Motivating distributors
6. Conflicts and solutions in distribution channels * Credit and receivable control in channels * Preventing and solving conflicts * How to change and terminate distributors
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培训受众:
* 分管营销的企业高管
* 相关业务人员
课程收益:
本课程就是围绕着渠道管理中的各种问题设计的，参加者将在课上深入讨论解决这些问题的思路和方法，从而有效地推动渠道管理工作，让经销商真正成为我们企业的左膀右臂！
课程大纲
* 厂商的需求
* 经销商的需求
* 了解厂商与渠道商的经营差异
2.渠道商的选择
* 渠道成员选择的原则和标准
* 渠道成员选择的程序和方法
* 渠道成员选择时需要避免的误区
3.建立共同的绩效期望
* 厂商的商业计划
* 区域经销商的业务计划
* 理想经销商要素
* 销售的指标过程化管理
4.对绩效加以监控
* 监控日常工作运营
* 和经销商一起拜访客户
* 经销商会议
5.有力促进渠道改善
* 与经销商内部各层面沟通
* 建立与经销商管理层的顾问方式
* 经销商激励
6.分销渠道中的冲突与解决方案
* 渠道成员信用额度和应收款的控制
* 渠道冲货的预防和解决方法
* 经销商的终止及更换程序
1. Understanding the relation between manufacturers and distributors
* Needs of manufacturer
* Needs of distributors during cooperation
* Understanding the operation differences between manufacturers and distributors
2. Choosing distribution channel members
* Principles and standards
* Procedures and methods
* Pitfalls to avoid when choosing distributors
3. Building the common performance expectations
* Manufacturers’ business plan
* Distributors’ plan
* What makes an ideal distributor
* KPI management during the cooperation
4. Monitoring performance
* Monitoring channels’ daily work
* Visiting customers with distributors
* Meeting with distributors
5. Improving channels’ work
* Communicating effectively with different levels of distributors
* Building the consultative relationship with channels management teams
* Motivating distributors
6. Conflicts and solutions in distribution channels
* Credit and receivable control in channels
* Preventing and solving conflicts
* How to change and terminate distributors
本课程名称： 管理和控制分销渠道
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