Main contents of distribution channel management.

The main content of distribution channel management: channel management refers to all the activities that manufacturers manage the existing channels in order to achieve the company's distribution goals and ensure the coordination and cooperation among channel members, companies and channel members.

Channel management is divided into: selecting channel members, encouraging channels, evaluating channels, modifying channel decisions and quitting channels. Manufacturers can control their distribution channels to two different degrees, namely absolute control and low control.

Extended data:

Channel management includes:

1. Manage the supply of dealers and ensure timely supply. On this basis, help dealers to establish and straighten out the sales subnet, disperse the pressure of sales and inventory, and accelerate the circulation of goods.

2. Strengthen the support for advertising and promotion of dealers and reduce the resistance of commodity circulation; Improve the sales force of goods and promote sales; Improve the utilization rate of funds and make it an important source of profit for dealers.

3. Be responsible for the distributor and provide product service support for the distributor on the basis of ensuring supply. Properly handle the problems of product damage and deterioration, customer complaints, customer returns, etc. in the sales process, and effectively protect the interests of dealers from unnecessary damage.

4. Strengthen the management of dealer's order processing to reduce the poor delivery caused by order processing errors.

5. Strengthen the settlement management of dealer orders, avoid settlement risks and protect the interests of manufacturers. At the same time, prevent dealers from using settlement facilities to create market chaos.

6. Other management work, including training dealers to enhance their recognition of the company's philosophy and values and their understanding of products. It is also responsible for coordinating the relationship between manufacturers and distributors, and between distributors and distributors. Especially for some unexpected events, such as price fluctuation, product competition, unsalable products, the impact of surrounding markets or low-priced dumping, we should give priority to cooperation and consultation, convince people by reasoning, help dealers to eliminate concerns in time, balance their mentality, and guide and support dealers to change in a direction conducive to product marketing.

Baidu Encyclopedia-Distribution Channel Management

Baidu Encyclopedia-Channel Management