渠道培訓

工業(yè)產(chǎn)品渠道管理的系統(tǒng)解決方案
Systemic Solution For Industrial Channel Management

課程特色: 講授、小組討論、角色演練、情景案例分析、管理游戲、測試

課程時間: 二天

課程內(nèi)容

第一講：渠道如何規(guī)劃
Lecture 1: How to program our channel
← 影響渠道規(guī)劃的六個因素：客戶/產(chǎn)品/制造商/經(jīng)銷商/競爭者/環(huán)境
← Six factors which can influence our channel programming:
Clients/Products/Manufacturers/Distributors/Competitors/Environment
← 評價渠道方案的三個原則
← Three principles to evaluate our channel program
← 規(guī)劃的工具和具體方法
← Program tools and detail methods
← 案例討論
← Case discussion

第二講：經(jīng)銷商的選擇
Lecture 2: Select your distributors
← 選擇經(jīng)銷商要遵循的四個基本思路；
← Four essential concepts to select your distributors
← 選擇經(jīng)銷商的六大標準：意識/實力/市場能力/管理能力/口碑/合作意愿
← Six standards to select your distributors:
Sense/Strength/Marketing Capabilities/Management Capabilities/
Public Praise/Willing to corporation
← 選擇經(jīng)銷商工作流程五步走
← Five steps to select your distributors
← 案例討論
← Case discussion

第三講：經(jīng)銷商的談判
Lecture 3: Negotiate with your distributors
← 銷售談判的基本策略
← Essential strategies for sales negotiation
← 與經(jīng)銷商談判套路四步法
← Four steps to negotiate with your distributors
← 案例討論
← Case discussion

第四講：經(jīng)銷商的日常拜訪和管理
Lecture 4: Distributor management and daily visit
← 原則：規(guī)律聯(lián)系，定期拜訪
← Principle: Contacting and visiting them regularly
← 拜訪經(jīng)銷商規(guī)定動作六步走：
銷售準備，了解當?shù)厥袌?br /> 宣傳公司政策，解決投訴
庫存檢查和訂單推薦
最終用戶拜訪
為客戶建立下線網(wǎng)絡
給客戶洗腦，提高管理水平
← Six steps to visit your distributors:
Sales preparation and furthering your understanding with local market
Advertising the policy of your company and solving complains
Checking inventories and recommending orders
Visiting your ender users
Helping your clients build the network
Brainwashing your clients and improving their management
← 案例討論
← Case discussion

第五講：制定經(jīng)銷商政策
Lecture 5: Making the distributor policy
← 制定銷售政策的五大原則：價格、返利、回款、價格保護、市場;
案例分析：某公司的銷售政策分析;
← Five principles to make the sales policy: Price,Rebate, Collecting
Accounts Receivables, Price Protection, Market
← 價格政策的特點和使用技巧
← The characteristic and using skills of price policy
← 不同返利的優(yōu)劣分析
← The advantage and disadvantage of different rebates

第六講：如何掌控經(jīng)銷商
Lecture 6: How to grasp our distributors
← 掌控經(jīng)銷商的具體思路和六個方法：理念/品牌/服務/沖突/最終用戶/利益
← The detail concepts and six methods to grasp our distributors:
Idea/Brand/Service/Conflicts/Ender Users/Benefits
← 沖突掌控—三種類型的沖突處理/解決竄貨的十種手段
← Controlling the conflicts
Dealing with three kinds of different conflicts
Ten methods to solve sales conflicts
← 最終用戶掌控—專業(yè)化的最終用戶拜訪手段（關系/關鍵人/SPIN顧問銷售技巧）
← Grasping ender users—Professional ender user visiting method
(Relationship/Key person/Spin Consulting Skills)
← 案例討論
← Case discussion

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