How To Develop Sales Network For Dealers

If distributors want to achieve long-term and excellent sales, there must be a lot of necessary work to do, such as improving network work.

Many dealers have been unable to sell, what are the reasons?

That is, the distribution work has not been done well, and the sales network has been unable to improve.

Due to the constraints of financial strength, network development capabilities and operational management capabilities, most of the market networks are difficult to quickly improve and directly affect the sales and development of products in the entire regional market.

The sales volume of many dealers is not up to date, which is closely related to this situation.

Therefore, this is a difficult problem for dealers to overcome.

Although a sound sales network is difficult for dealers, it is not difficult to solve the problem of network distribution as long as we sort out the train of thought and adopt a scientific way of development.

At the same time, dealers can also request manufacturers' help to jointly improve the regional market network, which is beneficial to distributors and manufacturers.

Then, how can we speed up the development of distribution and improve the network?

There are four main aspects: first, the regional market network planning; two, the regional market network development; three, the regional market network operation; and four, the regional market network management.

    一、 區(qū)域市場網(wǎng)絡(luò)規(guī)劃

Financial strength, team strength, operation experience, management strength and so on to evaluate how to carry out the network distribution development and operation, including how many outlets they can build, and how many people can complete the distribution and development work, etc.; two, the assessment of market conditions, that is, the assessment of the entire regional market, such as the number of outlets that the entire regional market can accommodate, and these outlets are necessary, not many, so that we need to divide the area, divide the population and divide business opportunities and so on, so as to lay the foundation for the next step of the distribution and development; three, the distribution planning, mainly for the planning of our own construction sites, the remaining two points of the distributors, the planning of the remaining distributors, the planning of the remaining network construction, and the planning of the whole distribution development schedule and the network construction table. To do this job mainly involves three aspects: one is the evaluation of self capability, that is, according to oneself.

In this way, dealers can do their best in network planning and operation, step by step to improve the network, so that sales performance continues to rise.

Among them, we should pay attention to the network layout is very exquisite, and the impact is huge.

For example, if there are several outlets in a certain area, if the consumer is not enough, it will be a waste, and a certain area will only have one node or even no outlets, so the sales will be insufficient.

Therefore, we must go deep into the market to investigate and investigate, divide the area, divide the population, divide the business opportunities, and divide the competition into the network planning. Do not appear more outlets in the "fight" or the lack of outlets, so that sales opportunities will be swagger away.

    二、區(qū)域市場網(wǎng)絡(luò)開拓

    網(wǎng)絡(luò)分銷開拓應(yīng)該是經(jīng)銷商甚至廠家都最為頭痛的事情，但是，把工作梳理出來，其實我們發(fā)現(xiàn)這并不復(fù)雜和困難。事實上，做好網(wǎng)絡(luò)分銷開拓工作，四步即完美到位。第一、開拓計劃與目標，即第一階段的開拓時間計劃、開拓片區(qū)規(guī)劃和開拓目標確定，同時可以把第二階段和第三階段的計劃與目標設(shè)定好，一般分三個階段把網(wǎng)絡(luò)分銷開拓工作做好就行了。第二、開拓人員執(zhí)行表，這就涉及到了具體人與時間的開拓工作了，一定要時間、地點、目標、人員等全部統(tǒng)一到位，方能實現(xiàn)優(yōu)良的開拓效果。第三、確定分銷開拓的方法。經(jīng)銷商完全可以根據(jù)開拓人員在當?shù)氐娜嗣}關(guān)系和實戰(zhàn)能力，采用不同的開拓方法，如關(guān)系分銷開拓、炒作分銷開拓、拜訪分銷開拓等方法，就能把開拓工作做到位。第四是分銷開拓問題解決與攻堅，即在開拓中出現(xiàn)了問題，經(jīng)銷商或者廠家要立即組織大家甚至動用廠家智慧團，快速地將分銷開拓中存在的問題解決掉，這樣不但有助于員工的工作積極性，對經(jīng)銷商的整體運營工作都有巨大的幫助。此外，經(jīng)銷商還可以組織開拓員工進行開拓攻堅，重拳出擊，快速完成分銷開拓工作，健全整個銷售網(wǎng)絡(luò)。

    三、區(qū)域市場網(wǎng)絡(luò)運營

    一步步的把分銷商找到了，把網(wǎng)點布局齊全了，這還只是前奏，因為做這些工作都是為了實現(xiàn)更好的銷售，而網(wǎng)絡(luò)科學(xué)運營正是確保銷售額穩(wěn)步上升的重要一環(huán)。因此，經(jīng)銷商要全面做好網(wǎng)絡(luò)運營工作，包括自己網(wǎng)點的優(yōu)良運營，還包括所有二級分銷商的優(yōu)良運營。這方面，要做的工作有幾個方面，如進貨工作，包括自己網(wǎng)點和分銷商網(wǎng)點的進貨，除了做好普通的發(fā)貨工作，還要做好統(tǒng)計分析工作，研究每個網(wǎng)點的銷售情況，從中發(fā)現(xiàn)問題，確保每個網(wǎng)點的銷售越來越好；又如業(yè)務(wù)開拓工作， 很多時候不是開了一個店，所有的銷售都在店中就能完成，經(jīng)銷商和分銷商還需要走出店門，到市場上去開拓業(yè)務(wù)，使銷售不斷地上漲。

    四、區(qū)域市場網(wǎng)絡(luò)管理

    管理可以使銷售增值，所以經(jīng)銷商也應(yīng)該把管理工作做好，尤其是區(qū)域市場的整體網(wǎng)絡(luò)運營的管理。因為只有管理到位，網(wǎng)絡(luò)運營才能施展最大的魅力。顯然，網(wǎng)絡(luò)管理要做的工作也是比較多的，其中重要的幾項是人員管理、分銷質(zhì)量管理、網(wǎng)點質(zhì)量管理、實銷質(zhì)量管理等一些對銷售起著重要作用的內(nèi)容。

Fact