How does the channel carry out sales work?

Question 1: How to do a good job in channel sales? First of all, we should be able to choose channels and understand the basic models and types of sales channels. The factors that affect the sales channels include: market factors, product factors, production enterprises themselves, policy factors, middlemen factors and economic benefits factors. Only by carefully considering these factors and making a good plan can we start the sales work.

Question 2: How to conduct channel sales? How can there be a manual for your reference? . . . . Fool.

Channels are mainly targeted at group customers or collective customers, belonging to distribution or similar to finding dealers.

Then, first of all, you should position your product, which end it belongs to and which group it will attract. Then, according to the screening of the group or the group's major customers, we will conduct targeted one-on-one negotiation and promotion. Remember, channel customers, they are your colleagues, not your end customers. They need freedom, trust and profit.

First of all, if you are a channel, you must have the right of sales supervisor and above, so that you have the right to make a profit. Then, how to compete, 1, channel customers have more profit space to sell your products, that is, you have the right to enlarge the profit space by 2, better channel services, various services aimed at channel customers' needs, because general products ignore or cancel service links because of channel customers' profit income, so you can also win customers from the software. Well, I'm tired. I don't want to talk about it. I am coughing. I'll answer you when I get better.

Question 3: What do channel sales generally do? What is the development potential of channel sales? That is, taking channels as the sales form mainly refers to how to develop and select dealers, their daily management, and how to assist dealers in marketing and daily maintenance. And can put forward corresponding 5P strategies according to market changes, effectively encouraging dealers to grow together in the sales process.

Generally speaking, sales refers to the process of selling products or services in a broad sense, including channel sales, hypermarket sales, specialty store sales and chain store sales. Of course, there are also tools and media that rely on sales, such as online sales and telephone sales.

Therefore, channel sales is a form of sales. Sales include channel sales.

note:

Choose the right channel, you are the suggestion of making small household appliances. Get close to end customers through the channels of supermarkets, department stores and convenience stores, so as to facilitate them to buy and exchange goods.

Of course, communication with customers should be skillful.

You can't keep buyers without certain skills. Time, reply skills, follow-up skills and so on are all important.

1, it must be from the customer's point of view.

2. Respond to customers' inquiries in time, and answer questions simply and clearly, so that customers feel that you are very professional.

Make friends with customers before doing business.

4, more contact with customers, you will find that many people ask similar questions. You can write the answer in a txt file and copy and paste it directly when someone asks you later. This is not laziness, it is very beneficial to customers and themselves.

5. Don't stick to customers. Few people will like door-to-door sales. This will only scare away customers and naturally affect the image of the website or company to a certain extent.

With the rapid development of the Internet, more and more individuals and enterprises see that the Internet will be the promotion point of their own development and regard it as an important tool and way for their own display and development. In the face of online sales, the latest form of direct sales, we should also relax. In this big society, the network has unlimited market and unlimited business opportunities. I hope everyone can make good use of it.

How to do channel sales?

First, how should channel marketing be defined?

The definition of channel is not a new concept. In fact, we have been doing channel work, from the traditional "media" and "channels" to the popular marketing actions such as sending orders and stopping points a few years ago, and then to "cross-border marketing". Channel marketing plays a role in different fields, which also embodies the importance of "finding customers from the terminal" and forms their own unique channels.

So far, the marketing circle can't define channels uniformly, but it can basically be divided into online channels and offline channels. If you really want to learn marketing techniques, you can come to this group, with 547 in the middle and 4 15 in the back. There are the latest marketing courses for free, and there are many people to guide you. If you don't want to learn or feel that you don't need to learn, don't add online channels. Online channels refer to bombing the media, and offline channels are mainly "precision strikes". This paper mainly discusses the expansion mode, ways and methods of offline channels.

Second, which channels are the most effective in practice?

Familiar channel categories are generally eight ways, including billing, calling customers, group buying, intermediary cooperation, e-commerce, outreach points, old customers' re-expansion and visiting.

As for which channel is the most effective, it is difficult to grasp this problem, because different customers lead to different methods. There is no "most effective" statement for these methods. Every city, every customer group, different projects and different products lead to different methods.

Third, is it necessary to do traditional static advertising again?

Traditional access cannot be said to be invalid, only that the responsibilities undertaken have changed. In the past, traditional advertising channels were the main channels for people to come, but now traditional advertising has become the carrier of brands and information.

Every city is covered by advertisements, but some outdoor and TV activities cannot be stopped. Although it can't bring people directly, it is a voice tool for the market. The mass media is still the main force, which is the need to build momentum, and it solves the problem of "who am I" and the channel personnel solve the problem of "what can I do".

However, some companies do not attach importance to mass media. Their most important mass media is outdoor, and other traditional media rarely do it.

4. What effective new channels have been launched?

Channel work mainly focuses on two points, one is the exchange of resources ... >>

Question 4: How to effectively carry out marketing work?

The marketing plan is the tactical plan of the enterprise, the marketing strategy is to "do the right thing" for the enterprise, and the marketing plan is to "do things correctly". In the actual business process of enterprises, marketing plans often encounter situations that cannot be effectively implemented. One situation is that the marketing strategy is incorrect, and the marketing plan can only "add insult to injury" and accelerate the decline of enterprises; Another situation is that the marketing plan cannot be implemented and the marketing strategy cannot be transformed into effective tactics. The basis of marketing plan is correct strategy, and a perfect strategy does not need to rely on perfect tactics. On the other hand, the correct implementation of marketing plan can create perfect tactics, which can make up for the lack of strategy and can be transformed into strategy to some extent. This paper discusses how to effectively implement the marketing plan and create a perfect marketing strategy for enterprises. First of all, the marketing plan lacks the guarantee of the system.

Marketing plan is regarded as a paper content by enterprises, and there is no specific requirement in the actual process: marketing plan is not only a method system, but also an institutional system, which means that once it is implemented, it must be guaranteed according to the corresponding requirements. In reality, many enterprises do not implement specific systems when implementing marketing plans. On the one hand, marketers can't find the norms to carry out their work and can't measure their own performance. On the other hand, some people are just satisfied with the status quo and cannot carry out their work as required.

Second, the implementation of marketing plan lacks the constraint of performance appraisal.

In the actual operation of enterprises, performance appraisal system is the basic management system of enterprises, and other functional management systems should play a role on this basis. In the process of marketing plan implementation, marketing management functions are playing a role. In order to give full play to these functions and effectively implement the marketing plan, it is necessary to combine the performance appraisal system with the completion effect of the marketing plan, so that marketers can evaluate their own performance, otherwise the implementation of the marketing plan will be lack of standardization. In practice, there are often differences between performance appraisal system and marketing plan, which makes marketing plan exist in name only.

Third, the marketing plan lacks process management

Only pay attention to the results of marketing plan implementation, but not to the process of achieving the results: in the implementation of marketing plan, some hard indicators, such as sales, distribution rate and popularity, are often the most concerned, but other soft indicators, such as market price system, market order and comparison with competitors, are often ignored, that is, there is a lack of systematic management of the implementation process when marketing plan is implemented, even if the hard indicators are reached.

Fourth, there is a lack of integration and coordination in the implementation of marketing plans.

1. Each department implementing the marketing plan is divided into different departments, such as the marketing department and the sales department, the sales front line and the sales logistics department, which largely depends on the rationality of the marketing organizational structure, that is, if the organizational structure lags behind the requirements of enterprise development, the effective implementation of the marketing plan will be limited.

2. Different departments have different understandings of marketing plan: the main reason for this problem lies in poor internal communication channels and different standards for measuring the implementation effect of marketing plan.

3. Lack of unified coordination in the implementation process: This is mainly due to the lack of a leading department to promote the whole plan in the implementation process of the marketing plan. Departmental departmentalism is serious, and the structure of functional departments affects the realization of the overall performance of enterprises. For example, enterprises with multi-product structure always lack management for different types of products, and all departments only pay attention to the completion of their respective functions. However, the lack of comprehensive management in the development process of a product leads to the fact that the professional advantages of each department have not been transformed into the overall advantages of the enterprise, and may also lead to the loss of enterprise resources and the decline of performance.

Verb (abbreviation of verb) Market situation judgment

1. Judgment of competitive environment: It includes both the overall environment and the small environment of each region. Because different enterprises have different market emphases, different resource inputs and different competitive environments in different regions, the implementation of marketing plans cannot be the same. We should make corresponding adjustments according to the differences of market competition environment in different regions, so as to make the marketing plan conform to the actual situation.

2. industry trend judgment: the development trend of some industries changes rapidly, but the development of industries among regions is unbalanced, so the marketing plan is implemented line by line ... >>

Question 5: How do I establish a sales channel? Skills of establishing sales channels. Plan an attractive product to attract investment.

Investment promotion is often the first step to establish sales channels, so the success of investment promotion also indicates that the enterprise has a good start, because the next thing will be much easier. However, due to the limited planning ability, many small enterprises do not attach importance to investment promotion or operate improperly. It is a good product, but few people are interested.

Therefore, before the establishment of investment promotion, we should solve three major problems: first, the refining of product selling points, second, the design of promotion plans, and third, the supporting sales policies. On this basis, enterprises can formulate feasible investment schemes.

Skills of establishing sales channels. Choose the right dealer.

Distributor is the only pillar for the survival and development of small enterprise products in the market. Due to the lack of economic ability, it is impossible to take the initiative in the overall promotion or negotiation with channel providers. Therefore, it is particularly important for small enterprises to choose the right dealers and cooperate with them. Powerful big dealers are bound to be demanding, and at the same time, because such dealers often cooperate with big brand enterprises, they are often domineering, and ordinary small enterprises are often difficult to control.

Choosing a dealer for a business is like falling in love alone. If you come from a humble background, but you like a noble and beautiful lady, then the relationship between your is either unrequited love or will end in vain. It is important to know that the good is not necessarily suitable, and the right channel partner is the most important.

Skills of establishing sales channels Third, choose the appropriate channel model.

The choice or planning of channel mode is an inevitable step for small enterprises to establish sales channels. However, due to the weak brand awareness, economic strength and market management ability of small enterprises, the initial channel model of the market is more suitable for the provincial total distribution system, that is, each natural province only chooses one dealer, because your product sales strength is not enough at this time, and if the sales area is too narrow, the dealers will be dissatisfied, resulting in the occurrence of regional goods smuggling. Therefore, there is a distributor in each province, and then the provincial distributors will independently attract investment to the downstream, forming a sales network in this province. If the enterprise has manpower, it can help the distributors attract investment and open up regional markets, so that the distributors will be grateful for the help of the enterprise, even if it grows stronger in the future, it will not do anything to the enterprise.

Skills of establishing sales channels. Design a controllable channel structure.

Channel structure usually refers to the width, depth and length of the channel, and the width also refers to the singleness and complexity of the enterprise in selecting channel members. For example, an enterprise has set up several independent distributors in a province to operate different small areas.

There is also a layer of width, which is the diversity of channels. At present, many multi-channel enterprises, such as IBM computer, adopt: agents, distributors, direct sales and so on. Multi-channel structure requires enterprises to have strong channel management ability, and small enterprises are not suitable for adopting multi-channel structure because of their lack of certain management ability. At the same time, it is difficult for small enterprises to control because the multi-channel structure is easy to arouse the resentment of dealers.

Skills of establishing sales channels. Perfect channel policy and effective dealer incentive.

Incentive to distribution channel members is a very important link in enterprise channel management. The paralysis of many enterprises' sales networks is largely due to the imperfection of enterprise channel policies or the lack of effective incentive mechanisms. For example, a beer company in Fujian promised a dealer in a city that if the annual sales volume exceeded 5,000 pieces, the headquarters would send a Buick car worth 280,000 pieces. After hard work, the dealers exceeded the incentive targets. However, due to the change of leadership of the enterprise, the new leadership refused to admit that the reward of the dealers became a blank check that could not be cashed. So the dealers held a grudge and planned to rehearse a cargo smuggling case involving four cities. As a result, the sales network spread all over more than half of the provinces.

Question 6: How to do a good job in channel sales 1 and find out the precise positioning of your products and target customer groups?

2. Screen companies that overlap with your customer base for tracking;

3. Look for merchants and individuals with customer resources and channels as your channel agent candidates for tracking.

4. Recommend your existing customers, or develop your existing customers into a channel to help you promote them in his industry and circle.

Question 7: How to carry out sales must first have clues, such as buying customer information yourself and looking for specific channels, followed by tapping customers, mostly scanning orders by phone, and then tapping business opportunities among customers. If the new sales don't understand, you can use Echo crm.

Question 8: How to conduct marketing? How to promote marketing business? I. Issues that must be considered before the product goes on the market 1. The demand of consumers should consider that consumers have no demand. We should study the possibility of consumer demand. The listed products may not have never appeared in the market, mainly considering how big the profit margin is. 2. Market Potential Market demand potential is a necessary condition for enterprises to formulate product listing policies. The size of demand potential determines the way to enter the market, and also determines the positioning mode of product price, brand and channel utilization. 3. Consumer's consumption pattern The purpose of examining consumer's consumption pattern is to end the psychological activity state of consumers when they buy products. 4. Maturity of the market The maturity of the market refers to the degree to which products are recognized and accepted by consumers in the market. 5. Conditions of the enterprise The conditions of the enterprise refer to the resource conditions of the enterprise, which is relative to other competitive brands in the market. 6. Product conditions refer to the comprehensive quality of the product itself, such as quality, cost, packaging, brand, etc. 7. Environmental conditions Effective environmental guarantee is a necessary condition for products to succeed in the market. Different environmental conditions may restrict or help enterprises to achieve different results in promotion and channel utilization and utilization efficiency. Second, different product listing principles 1, lead-in period The lead-in period is the initial stage of products entering the market. The product listing in this period is mainly to educate and enlighten the market. The whole work of listing is more to let consumers accept the benefits of the main products, while the work of using channels to meet demand is carried out along the track of the market. 2. When the products listed in the growth period enter the growth period, it shows that there are many competitors in the market of this product. This is that enterprises are not waiting for the market to mature, but actively learning how to seize market share, so that when the market is mature, they can occupy a certain market share and then participate in personalized competition in this share. 3. Mature products have entered maturity, and the market has been divided by different brands. At this time, the products entering the market need to use the individual interests of the products to break through the market, and the individual interests of the products need to be consistent with the brands that need the products in personality. Only in this way can we divide the geographical scope of products and gradually form our own advantages. Third, preparation before the product goes on the market. Before any product enters the market, it is necessary to investigate and analyze the market, which will help to find market opportunities, understand the way the market accepts products, and have a clearer judgment on market competition. It can also help enterprises to position and price products, so that products can enter the market in a more appropriate way. Market research Market research should include: market potential analysis, price analysis and channel analysis. Product analysis, media analysis. Environmental analysis, consumer analysis, logistics analysis, product analysis. Fourth, package a product that the market is willing to accept. The acceptance of a product in the market is not determined by whether the product has the advantages and disadvantages that consumers need, but by the demand conditions and methods of consumers. Therefore, in order to send a qualified product to the market for consumers to accept, it is necessary to package the modified product in line with the characteristics of the times and the needs of consumers. 1, design the product concept and selling point corresponding to the market. A product can be accepted by the market, not because of successful marketing, but because consumers really need it. Marketing activities are to make consumers feel the demand, which is the principle of information equivalence in marketing activities, that is, to truly link the benefits of products and the results brought by benefits with the needs of consumers. Therefore, the conceptual design and selling point design of products are the basis and the most critical link of product listing. 2. After designing a product into a commodity, packaging and creating it from the internal quality and concept, it is necessary to design the external factors of the product in line with the connotation. These designs are designed to make consumers feel the internal factors of the product from the appearance. 3. Give the product a reason to appeal. After the product enters the market, the easiest way to let consumers know the benefits that the product can bring them is to write the benefits of the product on the packaging or instructions. 5. Tell consumers about the packaged products. No matter how good the product is, if consumers don't know and understand it, they can't form a market. There are ways to inform, and there are ways to let consumers know. These methods in the market are what we call practical skills of promoting behavior. General notification method of product listing: product notification is actually a very easy thing, that is, to tell consumers the information of products and brands. Due to fierce market competition, the enterprise is informing Party A ... >>

Question 9: How do enterprises establish and maintain marketing channels? The establishment of marketing channels is to acquire channel members, that is, to design higher current short-term profits and lower risks for target channel members and attract target channel members to join. The maintenance of marketing channels is to use customer relationship management, so that channel members can establish good relations with enterprises and customers can have high loyalty to enterprises.

First, the acquisition of marketing channels

1, strive for the existing marketing channels of peers.

(1) Selection of marketing channel members

There should be certain criteria for selecting channel members, such as business scale, management level, acceptance of new things, cooperation spirit, service level to customers, number of downstream customers, development potential, etc.

The scale of operation is a factor that enterprises should carefully consider when choosing channels. The scale of operation is too large, beyond the strength of the enterprise, and the enterprise is difficult to control, let alone transform. Enterprises can only adapt to this channel and be subject to it everywhere, so the cost will be great. Although the sales volume of cooperation with it is very large, the profit is very small, and once it is not well controlled, it will lose money. The enterprise I serve cooperates with B&Q and Wal-Mart, and contributes a lot of sales every year, but overall it is a loss. For enterprises, the biggest advantage is to improve their market share, brand power and pressure on competitors. But I don't think this is sustainable. As long as competitors are willing to provide better conditions than our enterprises, these supermarkets will immediately choose to cooperate with them. According to the survey, 80% of domestic enterprises cooperating with supermarkets are losing money, and only 20% can make a profit. Therefore, Gree, Midea, Haier and other enterprises have developed their own stores, or tried to avoid chain predators such as Gome and Suning in order to better control. However, choosing small-scale enterprises, due to the lack of financial strength, often the market development is very slow, and it is difficult to meet the development needs of enterprises. It's best to choose one whose strength is slightly smaller than the enterprise itself, but not too small.

Management level is the key to the development potential of channel members, but the following points should be considered when selecting channel members for enterprises: first, if the management level of channel members is very low, as long as they accept new things well, enterprises can give them guidance and improve their management level through training; Second, channel members have a low level of management, but they have a poor degree of acceptance of new things and cannot be cultivated. Such channel members cannot choose.

Acceptance of new things is one of the key factors for enterprises to consider when choosing channels. If the acceptance of new things is low, it will be difficult to instill the business philosophy, marketing strategy and cultural style of the enterprise, so it will be difficult for such dealers to cooperate well with the enterprise, and it will be difficult to realize the integration of the two industries, and the long-term development potential of both sides is not great. However, it is different for channel providers who have a high degree of acceptance of new things. No matter how the enterprise instills it, it has the ability to distinguish, and it accepts whatever it thinks is beneficial to it. If an enterprise can speak brilliantly and its purpose is hidden, it can accept the transformation of the enterprise.

The spirit of cooperation is practiced, and few dealers have a high spirit of cooperation unless their ability is very low. All channel members with high cooperation spirit have low development ability, so it is also an expedient measure for such channel member enterprises to choose it. When an enterprise develops to a certain extent, it will hinder its development and it will be eliminated in the future. On the other hand, the cooperative spirit of channel members with high development ability is not high, because the interests of both parties are different. In order to safeguard their own interests, enterprises often ask channel providers to compromise, while channel members with high development ability are unwilling. Therefore, the spirit of cooperation is not chosen, but cultivated by the enterprise itself.

The level of service to customers depends on the management level of the enterprise. A high management level leads to a high level of customer service, and vice versa.

The number of downstream customers depends on the scale of channel providers, and the number of downstream customers is often proportional to the scale of channel providers.

(2) Motives to win over channel members

Whether channel members will choose to cooperate with enterprises depends on how much benefits the enterprises bring them. As channel members have been engaged in a variety of similar products, they have made a long-term plan for their future development strategy, repeatedly calculated the short-term benefits and long-term benefits brought by various brands, and finally came to the conclusion that the brands in their opponents were weighted. At this time, when I was striving for channel members, I told the channel chamber of commerce that it would bring great long-term benefits and would not believe it easily. Besides, I haven't cooperated and I don't know the situation of both sides. So we can only attract it with high and short-term gains.

Therefore, the calculation of short-term benefits is particularly heavy ... >>

Question 10: How do key account managers carry out channel work? Hello! First go to this city to inspect the current situation of channels and visit agents. Make full preparations before you go.

I have read several questions you listed, and it seems that your thinking is still very clear. I believe you will make the right choice after knowing the real situation of the market.