20 Dealers Management

1. sales growth rate

Analyze the growth of sales volume.

In principle, the sales volume of dealers has increased considerably, which is the best dealer.

The growth of sales volume must be analyzed in detail.

The salesperson should analyze and compare the growth situation of the market and the average growth of the company's products.

If the sales volume of a dealer is increasing, but the market share and the average growth rate of the company's products do not decrease, then it can be asserted that the management of the dealer is not good enough.

2. sales statistics

Analyze annual and monthly sales volume while checking sales contents.

If annual sales are growing, but sales in each month are relatively volatile, this sales situation is not perfect.

The sales volume of dealers is increasing steadily, and the management of distributors is perfect.

It is a great responsibility for salesmen to balance sales in light and high season.

3. sales ratio

That is to say, the ratio of sales to the total sales volume of the company is checked.

If the sales volume of the enterprise is growing, but the sales volume of the company's sales volume is low, the salesperson should strengthen the management of the distributor.

4. cost ratio

Although sales are growing fast, the increase in fees exceeds sales growth.

A large quantity of goods will be purchased if the discount is deducted. No discount will be made, even if there is not much stock or purchase, and the goods will be bought to the high discount competition company. This is not a good trading relationship.

Customers are not loyal to you, indicating that your customer management is not in place.

5. recovery of goods

Payment recovery is an important part of dealer management.

Although the sales volume of dealers is very high, the problem of recovering money is not smooth or a lot of money is delayed.

6. understand corporate policies

Salesmen can't blindly pursue sales growth.

The salesperson should let the dealer understand the policy of the enterprise and comply with the policies of the company, thus promoting the growth of sales volume.

Some improper practices, such as disrupting the market's vicious competition and fleeing goods, have increased sales, but harmed the overall interests of enterprises.

Therefore, letting dealers understand, comply with and cooperate with the policies of enterprises is an important aspect of salesmen's management of distributors.

7. sales varieties

Salesmen first need to know whether the products sold by distributors are all the products of their company, or just part of it.

Although the sales volume of distributors is very high, the products sold are limited to products that are salable and easy to sell. As for the commodities that the company hopes to promote, the commodities with higher profits and new products, dealers are unwilling to sell or do not actively sell, which is not a good practice.

The salesperson should try to make the distributor balance the products of the company.

In addition, when purchasing goods, dealers usually classify products with key products, products and products.

In order to strengthen the management of distributors, salesmen should try not to let each other regard their company's products as key products and cultivate products.

8. the status of commodities

The display status of goods in the distribution shop is very important for promoting sales.

Salesmen should support and guide distributors to display and display their products.

9. inventory status of goods

The shortage often happens, the performance shop does not pay much attention to the goods of its own enterprises, but also shows that there are not many contacts between the salesmen and the distributors. This is a serious job dereliction of duty for the salesmen.

The shortage of dealers will result in many opportunities for enterprises to lose. Therefore, inventory management is the most basic duty of salesmen for dealer management.

10. participation in promotional activities

Do distributors actively participate in and cooperate fully with all kinds of promotional activities organized by their companies?

Every time the sales promotion takes place, and the number of sales increases accordingly, which means that the distributors are well managed.

Dealers do not want to participate in or do not cooperate with various promotional activities organized by the company. The salesperson will analyze the reasons and formulate countermeasures.

Without the participation and cooperation of promotions, promotions will only cost money.

11. access plan

The management of distributors is mainly conducted through sales promotion visits.

The salesperson should conduct a review of his visit.

The mistakes that many salesmen often make are frequent visits to dealers who have large sales or good relations with themselves; they have fewer visits to dealers who have low sales but have a potential to develop, or have a high sales volume but have a bad relationship with themselves.

This approach is absolutely avoidable.

12. access status

The salesperson should analyze the situation of his dealership.

First, the implementation of the visit plan has been seriously implemented.

If you plan to visit several dealers every day, and then compare with the actual situation, if the monthly rate is not high, the salesman will analyze the reason.

Two, the salesperson should make a constructive visit, that is, every visit of the salesperson will help the dealer's management and management. The dealer welcomes the visit of the salesperson, and does not think the visit of the salesperson is troublesome, so this is a successful visit.

13. interpersonal relationship

A good relationship between salesmen and distributors will boost sales.

A good relationship with distributors is an important part of sales promotion.

Salespeople should constantly review their relationship with customers and try to deepen their relationship with customers.

14. degree of support

The salesperson should decide whether the distributor supports his company or his competitors.

Does the distributor take the initiative to participate in the promotion activities of his company?

Is the promotion of new products done according to the requirements of the company?

In the case of increasingly fierce competition and no difference in terms of commodity and trading conditions, whether salesmen can win the support of distributors will have a great impact on product sales.

Therefore, the active support from distributors is one of the most important management tasks.

15. the pmission of information, the so-called "pmission of information", means that the salesperson should convey the sales promotion plan to the distributor, and then the salesperson will know whether the dealer is actually following the company's prescribed method or actively promoting his company's products.

"If the dealer fails to comply with the requirements of the company, this indicates that the dealer's operation system is having problems.

Sometimes, salesmen must try to improve the way of managing distributors according to "tracking problems".

16. exchange of views

Salespersons should exchange views with distributors frequently.

Salesperson may as well reflect on whether he regularly exchange views with some key distributors.

If there is no such opportunity, salesmen should consider how to improve their interpersonal relationship with distributors.

Exchange of ideas and negotiations should be carried out at the same time, which will strengthen the relationship between them.

17. degree of concern for your company

The degree of concern of distributors to their companies and their positive attitude towards their companies is also an important aspect of distributor management.

The salesperson should always explain to the dealer his company's policies and policies, so that the other side can care about and expect from time to time.

18. evaluation of your company

Is the position of your company important to dealers?

In other words, does the dealer actively expect to increase sales?

A salesperson should establish his position in a dealer's mind.

19. frequency of recommendations

Dealers responsible for each have their own characteristics, so the management of dealers should also be matched with the characteristics of dealers, so that they can achieve twice the result with half the effort.

What strategies should each dealer take? According to the strategy, what kind of suggestion the salesperson should make should be analyzed beforehand.

If the salesperson actively implements dealer management, the frequency of making recommendations to distributors will also greatly increase.

20. sorting out dealer information

Salesman's sales volume statistics, growth rate, sales targets and so on can be counted as a few words, that is, he has done a good job in the management of dealers, at the same time, the management of dealers is also very perfect.

On the contrary, if the salesperson knows nothing about the dealer's information, he knows only blindly selling, even if the sales increase is also a short-term phenomenon.

Therefore, recording and collation of dealer information is quite important.

These are the 20 key points of dealer management.

The way to manage distributors is:

1. dealer information card.

The salesperson must check the dealer's data card regularly.

Are these matters recorded, arranged and appended?

2. analyze dealer information.

All information related to distributors should be analyzed in detail.

3. dealer visits.

Problems can be found from conversations with distributors and observation of shop heads.

4. others.

Use distributors to visit companies, industry information, sales meetings and other opportunities for management.