Reference Method For Grading Management Of Agent Channel

The hierarchical management of agent channels refers to different levels of agents, according to the actual situation of strength, a certain level, and then according to different levels to give corresponding management, that is, different levels of agents to different levels of marketing resources and take different management Rizos.

Agent level: provincial agents (first level agents), prefecture level agents (two level agents), three level agents.

The advantage of dividing the three tier agents is that they can maximize the development of agents and the resources of agents.

Although it is theoretically possible to jump over the provincial agent to achieve the greatest possible utilization of agent resources by regional agents, the process of product investment needs a process. Taking the prefecture level as a primary agent requires hundreds of distributors. The development takes a long time, and the investment and management difficulties are relatively large. In order to achieve the best use of resources, the development of a powerful provincial agent can save the investment time of the company and promote the deep management of the local area, especially for a zero start new sales team.

The function of the provincial agent is to complete the sales task of the agent products in the province, develop the distribution network in the province, and manage the rush goods and bidding matters in the province.

The conditions for provincial agents must be their own pure selling ability, and the pure sales can complete more than 60% of the annual sales tasks of provinces and regions, and have strong market management ability.

The function of the agent at the prefecture level is to complete the sales tasks of the agent products in the area, and to be responsible for the pure sales and tendering in the area.

The three tier agent: refers to the retail operators who operate only one to several hospitals or small areas, and is a good complement to the one or two level agents.

(1) selection principles for the three tier agency system

1. selection principles of provincial agents

1) must be a company or a powerful individual who is affiliated with a company. Generally speaking, it is not suitable for a person to be a provincial agent if he or she does not even have regular warehouses.

2) the provincial agent must be a provincial agent with pure selling ability and no pure selling capacity. No matter how many networks he says, he is actually a second-hand master. He is not as good as the company himself.

Therefore, the provincial agent must have a clinical or OTC pure sales team, its pure sales team should be able to complete the province's 60% sales;

3) the provincial agent must have the ability to manage the market, and some companies or individuals have the ability to rely on the market. However, they have no sense in management and have no idea in operation.

4) the provincial agent must have the ability to distribute, and the stronger agents can not reach the level. Therefore, the agents at the provincial level must also have a distribution network.

5) the provincial agent must have considerable experience and strength in bidding and tendering.

2. the selection principle of agents at the prefecture level.

1) the agents at the prefecture level must be strong in local sales.

2) agents at the prefecture level must be responsible for bidding matters locally.

3) agents at the prefecture level must have market operation ideas.

3. selection principles for three tier agents

1) the three level agent selection can only have the ability of clinical pure selling, and the OTC can not consider it.

2) three level agents must have the ability to enter quickly in the hospitals they choose.

(two) market management system of three tier agency system

In the case of three levels of agents, the provincial agents will manage straight lines to the prefecture level agents and the three level agents. The company's sales department will manage the prefecture level agents and three levels of agents, that is to say, keep in touch with each other. The specific business management will be carried out by the provincial agents. Only when the agencies at the provincial level are unreasonable, the two level agents will produce opinions or complaints, and the company's sales department will carry out questioning and supervision.

In the absence of first level agents, the company's sales department directly manages the two tier agents. If the first tier agent is developed, the existing two tier agents will be pferred to the first tier agent.

At the time of the pfer, all the policies enjoyed by the two tier agents remained unchanged.

(three) agency price management under the three tier agency system.

When setting up a sales agent price system, the company aims at setting up a unified price system at the level of the agent at the level, and implementing the unified agency policy in the whole country, that is, the agency price of the one or two level agency is the same in principle.

In the three tier agent system, the provincial agent has assumed certain market management functions. Therefore, the provincial agent must have corresponding management cost and management profit requirement.

To this end, under the premise of a unified agency policy, the company takes one or two extra points as the distribution management fee of the provincial agent.

The advantage of this is whether the two tier agent is directly affiliated to the company or pferred to the first level agent, which does not generate additional costs and increase costs for the two tier agents. On the contrary, it can also increase regional market support that some companies can not give, such as first tier agents to help develop the market, facilitate delivery, business coordination and so on.

(four) margin management under the three tier agency system

As a key variety of the company, margin is undoubtedly necessary.

The purpose of margin is not to use customer funds, nor to make windfalls, but to protect and regulate the market.

Deposit amount: according to the varieties, the margin should have different amounts. The key protection should be large quantities of varieties, fewer varieties of sub key varieties, and varieties that are difficult to popularize widely in a short time.

According to the actual situation of our company, the market margin of the three tier agent is 10000~2000 yuan.

Margin usage: margin is only the guarantee of market standard operation. As long as there is no policy of rush sale and violation of the company's terminal sales price policy, the deposit is all refunded.

In case of violation, the penalty shall be punished according to the relevant provisions.

The deposit is refunded in advance: the dealer has developed 3~10 hospitals (two a and above). After verification, the dealers can refund the dealer's market margin in advance. The higher the level and the more security, the more hospitals are required to develop.

Because more and more agents are unable to accept the deposit, they are worried that the manufacturer will not refund the deposit at the end of the contract, and the dealer can give many examples.

Although the manufacturers are increasingly speaking of credibility, there must be corresponding countermeasures to dispel dealers' misgivings.

For this reason, the refund of the market margin during the execution period of the dealer contract can reduce the concerns of dealers and increase the trust degree of mutual cooperation. At the same time, the dealer will go to the hospital to develop, and the hospital will enter into the hospital. If the distributor is in violation of the company's sales policy, such as rush goods and other goods, the company can deduct it directly from the dealer's payment or call the dealer voluntary compensation.

If the dealer refuses, he may stop the goods, terminate the cooperation, and hand over the market to others.

(five) distribution management under the three tier agency system.

Despite the fact that the provincial agents have a certain ability to sell in the province, there are always some difficulties for the stronger customers.

In order to make full use of resources and develop the distribution network in the case of proper management, it is an important force to improve channels and increase sales.

Under the three tier agent system, the core of the distribution management is the following eight points:

1. when signing a provincial agent contract, we should talk about the distribution matters.

2. when the provincial agent distributes its own distribution, it must carry out the unified agency policy of the company, which can not be too high.

3., the two or three level agent for the development of the provincial agent, the provincial agent must accept and undertake the functions of management and support.

4. when the agent developing before the development of the provincial agency is pferred to the provincial agent as distributor, the provincial agent must execute the contract conditions signed by the original company, that is, when the distributor is pferred, the policy remains unchanged.

5. if the provincial agent is unable to develop the distributor and can not accept the distributor of the company's development, the company has the right to draw out from its region at the provincial level agent's ability to complete the examination, and become the two level agent directly managed by the company.

6. if the first tier agent manages the two or three level agent, if it is not in place, the company has the right to manage directly.

7. the two or three tier agent can directly engage in business relationship with the company, that is, it can directly deposit the deposit and payment to the company, and make a billing from the company, but its payment is recorded in the name of the first class agent, the goods are issued from the first level agent, and the base price difference is paid by the first class agent.

8. the provincial agent must have negative management functions to the two or three level distribution agents in the region and assume overall responsibility for its market behavior.

(six) assessment management under the three tier agency system

No matter what the agent is, there must be a clear task assessment requirement.

The contents of the examination include the following seven points:

1. first, the contract must be executed within 2 weeks after the contract is signed, otherwise the contract will automatically fail.

2. in the first three months before the execution of the contract, there should be clear requirements, number of hospitals and sales volume.

3. after the completion of the start-up period, there should be a clear minimum sales requirement for the month and quarterly and annual sales requirements.

4. regardless of whether the overall assessment is qualified, the hospitals that have been developed by the agents have to guarantee the right of the agents to continue selling and protect the interests of the agents as far as possible without the rush to buy goods.

5. for the unqualified agents, the company has the right to terminate the contract unilaterally or to reduce its authority and area.

After being reduced to a secondary agency, the company will guarantee its sales rights in the existing hospitals on the one hand, and on the one hand, it must implement the price of the sub agency.

6. unauthorized termination and cooperation with all agents who maliciously rush to buy goods and recover all sales rights;

7. in regard to the disputes between the three levels of agents on the volume of a single hospital, the manufacturers should take the lead in coordinating the agents, and consider the implementation of the buyout system and the sharing system.

(seven) special support management under the three tier agency system

Different levels of agents, the company according to the size of its sales contribution, can give some extra support to special outstanding agents, including the following four points:

1., for the first ten of the single variety sales, a certain amount of goods can be distributed.

2. for sales stable and reputable agents, we can execute the payment by the form of payment, the bill to the bill of lading.

3. an extra incentive policy can be applied to agents who sell particularly large quantities.

4., there is a certain difference in the assessment. The agents who sell up will give reinspection opportunities. Agents who pass the examination but continue to decline in sales should take precautions against risks, including the risk of punching goods and changing the variety.