1. Sales growth rate analysis sales growth. In principle, the sales of dealers have a large increase in sales, and they are excellent distributors. The growth of sales must be concretely analyzed. The salesman should combine the market growth status, the average growth of the company is analyzed, compared. If a distributor is growing, the market share, the average growth rate of the goods from the company does not grow, then it can be asserted that the salesman is not properly managed by this dealer. 2. Sales statistical analysis annual, monthly sales, while checking the content sold. If the annual sales grow, the sales of each month have a large fluctuating, which is not perfect. The distributor's sales have a stable growth situation, and the management of dealers is called perfect. Balance is a lot of responsibility for salesman. 3. The sales ratio is the ratio of the sales of the company's goods accounting for the total sales of dealers. If the sales of the company grow, the ratio of our company's product sales accounts for the total sales of dealers, the salesperson should strengthen the management of the dealer. 4. The cost ratio sales are rapid growth, but the cost of growth exceeds the growth of sales, is still uncomfortable. Discount a lot of goods, do not discount, even if in stock does not enter the goods, it is not a good transaction relationship with competition companies with high inventory. Customers are not loyal to you, indicating that your customer management work is not in place. 5. The status of the payment recycling is an important part of the distributor management. Although the distributor's sales is very high, the payment is not smooth or larger, and the problem is even greater. 6. Understanding companies' policy salespersons cannot blindly pursue sales growth. The salesperson should let the dealers understand the principles of the enterprise and indeed abide by the company's policy, and then promote sales growth. Some unfair practices, such as malignancy of the market, 窜 货, etc., although it increases sales, but damages the overall interests of the company, it is harmful. Therefore, let the dealer understand that comply with and cooperate with the company's policies, which is an important aspect of the salesman's management. 7. Sales varieties must first understand whether the products sold by dealers are all products of their own products, or just part. Although the distributor sales are very high, the sales of the goods are limited to the best-selling goods, which is easy to sell, as for the company hopes that the goods, high profits, new products, and distributors are not willing to sell or do not actively sell, This is not a good practice. The salesperson should try to make the dealer balance the product of the sales company. In addition, the dealer is usually classified by key products, cultivating products, series of products, etc. when they purchase. In order to strengthen the management of dealers, the salesperson should try to do not let the other party regard their company's products as key products and cultivate products. [b] 8. The Chen Song of Commodities [/ b] The display status of goods in the distribution store is very important for promoting sales. The salesman must support, guide the dealer to show, show your products. 9. The stock conditions of the commodity are often happening, and the distribution store does not pay attention to the goods of their own business, and it also shows that the salesmanship of the salesman and the dealer is not much. This is a serious work of the salesman. Dealers are out of stock, which will make companies lose a lot of opportunities, so doing stock management is the most basic responsibility for sales managers' management. 10. Participation in promotions dealers have actively participated in the various promotions of their own companies, and give full cooperation? Each promotion is involved, and the number of sales is also increased, indicating that the management of the dealer is proper. Dealers are unwilling to participate in or do not cooperate with various promotions organized by the company, and the salesperson will analyze the reasons and make a countermeasures.
Without the participation and cooperation of the promotion, the promotion will only spend money. 11. Accessing plans to manage the dealers, mainly through sales access. Savers have to review their access work. The mistakes that many of the salespersons often have to visit the sales of sales or good sales, but have a good development potential for sales, or the sales of sales are quite high but with their own relationship. Business, the number of visits is small. This approach is definitely avoided. 12. Access status The salesman should analyze the situation of our visit to the dealer. First, whether the development of the access plan is implemented seriously. If you plan to visit several dealers every day, then compare with the actual situation, if the plan is not high every month, the salesman will analyze the reason. Second, the salesman should do a constructive visit, that is, each visit of the salesman will help the dealer's business management work. Dealers welcomes the visit of the salesperson, do not think that the salesperson's visit is trouble, so it is Successful visit. 13. There is a good relationship between interpersonal salesman and dealers, will promote the sales of Ding. It is an important part of the sales work in maintaining a good relationship with the dealer. The salesperson should review their relationship with our customers, try to deepen the relationship between customers. 14. Support level salesman should determine that the dealer is supported by the company, or a competitor. If the dealer gives the company's promotion activities? Is the promotion of new products to do in accordance with their own company? In the case where the competition is increasing, the goods and trading conditions have different conditions, the salesperson can win the support of the dealer, which has a great impact on product sales. Therefore, the active support from the salesman is a considerable management work. 15. The so-called "delivery of information" means that the salesman should convey the company's promotional plan to the dealer, then the salesman know if the dealer is in accordance with the company's regulations, or whether it is actively promoted your company The product. "If the dealer is not possible to do in accordance with the company's regulations, this shows that the dealer's operating system has undergone problems. Sometimes, salesperson must improve the management dealers for" tracking problems ". 16. Opinions exchange The salesperson should often exchange views with the dealer. Saigon may wish to reflect, do you have some key dealers to exchange comments? If there is no such opportunity, the salesperson should consider how to improve the dealers. Interpersonal relationships. Opinions exchange and negotiation should be carried out at the same time, which can strengthen the relationship between each other. 17. The degree of concern for your company's concern is concerned about whether the company is concerned about whether his company maintains a positive attitude, this is also An important aspect of dealers management. Salesperes must often explain their company's policy and policies to the dealers, so that the other party has concerns and expect from time to time. 18. Evaluation of our company's own company's status to dealers? Equivalence? In other words, whether the dealer actively expects to increase sales? The salesman should establish their position in the minds of dealers. 19. The dealers responsible for the proposed frequency operator have characteristics, so for dealers Management should also cooperate with the characteristics of the dealer to do a half-time effect. What kind of strategy should be taken every dealer, according to this strategy, the salesperson should put forward what kind of suggestions, etc., must be analyzed in advance. If you actively implement the dealer management, the frequency of proposal to the dealer will also increase significantly. 20. The sanitary staff of the distributor's materials for the sales statistics, growth rate, sales goals, etc. of the dealer can be treasure. That is, he is very good for the management of dealers and is also very perfect for the management of dealers.
On the contrary, if a salesman knows nothing about the various materials of the dealer, only knows blind sales, even if the sales increases, it is also a short-term phenomenon. Therefore, recording, organizing the dealer data is a considerable job. The above is 20 key points managed by dealers. The method for managing the dealer is: 1. Dealer data card. The salesperson must regularly check the dealer data card. Does the above matters have indeed recorded, organized, and added? 2. Analyze the distributor information. Any information related to the dealer is analyzed in detail. 3. Distributors visit. It can be found from the discrimination of the dealer and observing the situation in the store. 4. other. Use dealers to travel to company visits, industry information, sales conferences. Source: "Sales and Market" Wang Rong Yao, Jin Huanmin
