[China Glass Network] Under the condition that today's channels are winning and the terminal is king, dealers can be said to be an indispensable part of product sales. Dealers not only bear the role of “supporting the pastâ€, but also often determine the right of a company to speak in the market. Therefore, how to mobilize the enthusiasm of dealers through the incentives of enterprises to build a long-term strategic cooperation Partnership is the work that corporate marketing managers have to do. Custom Snowflake Rhinestone Brooch Pins,Large Brooches Pins,Fancy Brooch Pin Gump E-Business Firm , http://www.zjrhinestonetiara.com
Dealer incentives are generally divided into material incentives and spiritual incentives. Let's discuss how to use these two incentives to stimulate their sales potential.
Back to the front, material incentives. Material incentives are commonly used incentives for enterprises. Commonly used are no more than rebate policies and sales of materials, but to take material incentives, we must pay attention to the following points:
1. The acquisition of dealer profits should be achieved through a reasonable price difference, rather than through rebates. When designing marketing policies, many companies often design incentives into high rebates, resulting in two outcomes. First, dealers turn rebates into profits, and do not make profits to the market. Manufacturers become dealers' profits. "Source", the second is that some speculative dealers even in order to obtain more rebates, and take part of the rebate to hit the market, in order to gain greater market share and rebate, causing dumping, dumping, price upside down, etc. to disrupt the market The act of order. Therefore, as a manufacturer to design a reasonable price difference, that is, by designing the price of the guide, the price difference, as a dealer's profit, rather than the rebate as their own profits.
2, use more rewards, less use rebate. When the rebate policy is adopted by more and more manufacturers, its utility is gradually decreasing. Its massive abuse not only allows dealers to enjoy a "big pot" treatment, but also suppresses some of the capable Dealers, so that they can not mobilize their enthusiasm for promotion. Therefore, in order to make the incentive policy of the company work better, it is recommended to convert the rebate into a reward. The specific operation is to regularly design some sales indicators that the company focuses on improving, for example, new product promotion, product structure, new network development, service level, etc., through the design selection criteria, the dealers are rewarded, in order to achieve the effect, the reward face It can be appropriately larger to create a fair, just and open incentive effect.
3. Conduct a sales competition. In fact, the sales of products are all based on the dealer salesman. As a company, by designing the salesman's marketing contest to stimulate the sales enthusiasm of the dealers, a "better, learn, catch, help, super" The craze is an effective incentive. The author once lectured for a German company. The company adopted a form similar to “Super Girlâ€. In the whole country, the sales skill competition competition was launched for the dealers of the dealers. Through this grand competition, it not only stimulated The motivation of everyone's learning has improved the shopping guide skills, and it has also subtly "assimilated" the dealer's shopping guides, prompting them to promote the company's products. This move can be described as one stone and three birds. Not only did the manufacturers benefit a lot, but they also strengthened their momentum and demonstrated their strength. The dealers were also very satisfied. Through the sales competition, the quality of their personnel was improved and the sales and profits were expanded. Therefore, Achieved a higher effect.
February 01, 2019