How To Deal With Dealers?

Shopping malls, like battlefields, are excellent.

This is a vivid example I saw in the market.

Mr. Z is a regional manager of a certain product. The product is a famous brand in the whole country. Its annual sales volume is over ten billion yuan. The sales volume of the agent who sells products of certain products in the year of S city is also about 20000000, which shows that the distributor is also a large household in the region. There are nearly 20 distribution vehicles, nearly 100 employees, many brand agents, and the total annual sales volume of the company is more than 100 million yuan.

After all, Mr. Z has done something in a large company. His business level and business ability are relatively strong. He has done well in the operation of all levels of the market, the formulation and implementation of promotional activities, and the training of salesmen.

For some time, Mr. Z, besides training and meeting the salesmen every day, personally went to the market to help the salesmen to visit the customers and solve the market problems. In the eyes of the dealers, he was pleased with his heart and praised Mr. Z in front of me.

But in less than three months, the situation has changed dramatically.

I came to the dealer's office one morning because I had something to discuss with the dealer. At this point, Mr. Z just came in from the outside without saying anything. The dealer first said, "you don't want to come to my company again!" I didn't know what had happened. Mr. Z was very embarrassed and left with a single sentence.

Because I have maintained a good relationship with distributors for a long time, I am concerned about what is going on, and the dealer has described it to me.

It turned out that Mr. Z was condemned by the dealer because he had committed three mistakes that he himself did not know:

1. when the first time came, the dealer was in a certain position. Mr. Z took a bath and rubbed a mahjong. Later, Mr. Z had repeatedly asked dealers to go to this place for entertainment.

2. without greeting the dealer, Mr. Z went directly to the dealer's warehouse and took away several packages of products for private use.

3., because dealers have more brand agents, a business person should be responsible for several brands, while Mr. Z secretly told dealers' salesmen that they should specialize in doing so and so on.

First, dealers think that Mr. Z is easy to draw.

Second, dealers think that this person loves small profits and disrespectful to himself.

Third, touched the interests of dealers.

As Mr. Z, he has been in the market for many years, and has been doing this for several years in a well-known Brand Company.

Finally, Mr. Z had to leave the market.

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From this example, it can be seen that how to deal with the relationship between the salesperson and the dealer is indeed an art.

In order to be a good salesman with distributors, apart from having good professional knowledge and professional competence, I think the following must be done:

First, we must strengthen our self-cultivation.

The ancients said: "positive heart, cultivate oneself", "do not take good and small but not, do not be evil and small for it", do not easily accept customers' banquets.

As the saying goes, "eat your mouth soft and take your hands short."

If you eat a customer's meal, the customer may ask you to give back ten times the market cost of the meal.

Two, always pay attention to your words and actions.

Because your words and actions not only represent yourself, but also represent the company.

People who have food business are accustomed to taking customers' products in the dealership, and they think they are very bad behavior.

For example, Mr. Z went to the customer warehouse to get a few bags of products for his own use, so that the customers looked down on him from the bottom of his heart.

Therefore, in front of dealers, there must be no greedy behavior.

Three, always keep the relationship between dealers and dealers.

Relations can not be too good, such as mixing together all day, so it is very easy to get into trouble. As the saying goes, "flowers do not have a hundred days of red, but no one is good at thousands of days".

It can not be too estranged. After all, it is a customer who has a common interest relationship. There are many things to be discussed, communicated, communicated well, execution is good, execution is good, and the market is improving.

Therefore, with the distributors, we can neither be able to distinguish between you and me, nor change your neck, nor be it as cold as ice and face like a Bao Gong.

Four, stick to principles and speak with confidence.

Commitment to customer matters must be done, contrary to the provisions of the company resolutely do not do.

Only in this way can we establish prestige in front of dealers.

Five, we must put the market in the first place and pay more attention to the market.

We should dare to criticize the dealers who are not doing the right thing or performing the right thing.

This is not to offend the customer, but to market, in order to safeguard the interests of the manufacturers, but also to safeguard the market interests of dealers.

Later, dealers will understand.

Six, in front of dealers, do not just be coaches, referees, and also often do athletes.

Only in front of the market, can we understand the market and do a good job in the market. Dealers will also treat you differently, and will also admire you from the bottom of your heart.

Therefore, handling the relationship with distributors is a crucial step for business personnel to do well in the market.

Only with a harmonious customer relationship with distributors can we manage the distributors well so as to manage the market well before we can create a stable, harmonious and continuously rising market.