How to do a good job in channel sales? Sales is a profession that needs strong communication skills and thinking sensitivity, and it is the best job to exercise eloquence. Channel sales refers to a form of channel sales. Here are some related contents I brought. Let's have a look.
How to do a good job in channel sales 1
Channel support and management
With a good channel, will you be able to get good sales performance? I think we all know that the answer is no. That's right. If you don't do a good job in local market planning to specifically support their work, and don't really implement the support and management of channels, you can't do it well by relying on the market alone. Over time, the cooperation of channels will be lost. For a negative example, our supplier card, their support for us is basically not in place, they never take the initiative to provide market information and planning, and they basically don't care about our promotion, let alone manage us. If they can support us well, manage some of our market behaviors, and bring our sales work into the overall market planning system of the card, then we will certainly achieve greater achievements than today.
How to support and manage channels? I want to do it at several levels. Each level should have a clear goal and a clear plan, and the plan should be carried out to the letter. If we can really invest more in the channel, we will get more returns, because the effect of our channel work will be amplified by the channel. This is like preaching. You tell ten people by yourself, and ten people may tell a hundred people. This is a benign geometric growth process.
The first layer: information transmission
The goal of this stage is to transmit the information we have to the channel without loss, and to transmit our overall market planning of products to the decision-making level of the channel; It is necessary to convey the basic functions and performance highlights of our products, as well as the entry point, sales skills and possible returns of selling our products to the sales staff of the channel; We should transfer the knowledge of product installation, configuration and maintenance to the pre-sales and after-sales technicians of the channel. Only by letting channel personnel fully understand our product technology and market situation can they better help us promote our products.
We should have a channel training and certification system, and have different requirements for channels according to different levels. For example, a gold medal agent needs at least 4 certified product engineers and 2 certified product experts, and we can provide free training and examinations. At the same time, we provide irregular sales training to the sales staff of the channel, and at the same time encourage the sales staff of the channel, so that they can understand that our products have great market demand and high profit return. Of course, because the channels are all in other places, if we are required to go to the local training, the cost is also a problem, so the information transmission does not have to take the form of going to the local training. We can also have the following methods:
1, arrange multiple channel personnel for training at one time in regional central cities;
2. Provide training materials to the channel, and the channel will arrange training by itself;
3. Regularly issue channel newsletters to convey market and product information;
4. Open online channel support system to facilitate access to information.
Level 2: Cooperation and expansion
Everyone may talk about support channels every day, but I'm afraid many people can't tell why. I think our most effective support for channels is cooperation and expansion. What is cooperative expansion?
As we all know, the goal is the most important thing for us to do anything well. Similarly, the core of cooperative expansion is to lock in the same goal with the channel, and then work together to achieve the goal. This goal can usually be directly designated as some key target industries and target customers. In other words, we can lock in the target customer base together with the channel, and then plan the marketing and sales of the target customer base together, do a good job of division of labor and cooperation, and strive to complete certain sales in the shortest time. The following table is the simulated cooperation and expansion division of labor, which can be used for reference in practical work.
How to do a good job in channel sales 2 What is channel sales?
Channel sales is defined as sales using channels as a form of sales, which mainly refers to how to develop and select dealers, their daily management, and how to assist dealers in marketing and daily maintenance. And can put forward corresponding 5P strategies according to market changes, effectively encouraging dealers to grow together in the sales process.
Sales channel is one of the most important assets of an enterprise, and it is also the most changeable asset. It is the path taken by enterprises in the process of delivering products to consumers. This path includes sales organizations, agents, distributors and retail stores set up by enterprises themselves. For products, it is not to add value to the product itself, but to increase the added value of the product through services; For enterprises, sales channels play the role of logistics, capital flow, information flow and business flow, and complete tasks that manufacturers are difficult to complete.
Enterprises with different industries, different products, different scales and different stages of development have different forms of sales channels, and most sales channels go through these two links from dealers to retail stores. In order to meet the needs of retail stores and maximize their own profits, few dealers only represent one product, but have their own product portfolio.