经销商管理

09：00 - 10：30

Introducing the Training Objective   介绍培训目的

Key Factors for Distribution Strategy   决定分销策略的关键因素

Discussion: Problems on managing wholesalers  讨论：管理经销商所面对的难题

Types of Distribution Strategy   不同的分销策略

Evolution of Selling System & Comparison   销售系统的演变及比较

Strengths and Weaknesses of each system   各销售系统的优弱势

Exercise: Direct or indirect, share of business, size of sales force

练习：直接或间接铺市，渠道销量及人数

10：30 - 12：00 

Role of Wholesaler   经销商的角色任务

Selecting the Wholesaler   挑选经销商

Role- play: Interviewing wholesaler   角色演练：面试经销商

Status of Wholesaler   经销商的状况

Advantages & Disadvantages of each stage   各种状况的优势和弱势

13：30 - 15：15 

Rules for Developing & Management W/S   发展及管理经销商的规则

Attitude of W/S & Limitation of Supplier   经销商的看法及供应商的局

Group Assignment: Handling the problems from Wholesaler   

分组作业：处理与经销商之间的问题

Presentation of answers   呈现讨论结果

What a W/S think is a Good Supplier   经销商眼中的好供应商

Motivating the Wholesaler   激励经销商

Managing Information  信息管理

15：15 - 17：00 

Types of Trading Terms & Objectives   贸易条件的种类及目的

Credit Facilities   信贷便利

Discounts   折扣

Skills Required by Supplier & W/S  双方人员所应具备的技巧

Improving Wholesaler relations   改进与经销商的关系

Case Study: Ethics dealing with W/S   事例研究：与经销商的道德观