FMCG Channel Management

Author: Huang Rui Gong Xiaolu
Publisher:
Publish Date: 2005-11-01
Features: This book is characterized by its comprehensive and systematic content. It provides a complete set of distribution channel management modules for quick-moving consumer goods (QMC) enterprises. It emphasizes in-depth coverage of every detail in distribution channel management. For example, the store management system, including shelf management, delves into standards such as shelf types, display positions, display methods, and shelf arrangement techniques. It also offers various agreements involved in the distribution channel management system. Each chapter is highly independent. Every chapter represents a standalone operational system corresponding to specific sales positions, allowing readers to selectively read based on their job backgrounds. A completely practical manual. It emphasizes operability and tool-based management, primarily using management culture and charts, enabling readers to directly or indirectly apply them. Clear structure and concise language, making it easy for readers to read and absorb knowledge.
This book is based on the widely adopted managed vertical distribution channel system used by renowned enterprises in the quick-moving consumer goods industry. It provides a complete set of distribution channel management methods, offering pure operational solutions to practical issues encountered in distribution management, such as: how to effectively establish regional sales teams? How to manage distributors? How to strengthen terminal control? The book is highly practical and provides tangible help for professional managers of developing enterprises in formulating sales management policies and drafting corporate documents. It also enables readers to quickly understand the specific operational processes of sales management in quick-moving consumer goods enterprises.
The book covers the following content:
- Organizational management of regional branches
- Distributor management system
- Sales department management system
- Large store management system
- Small store management system
- Management system for secondary regional distributors and secondary wholesalers
- Other activity management
- Logistics and warehousing management system for regional branches
This book can serve as:
- A management tool for professional managers
- Self-study material for sales personnel to improve their professional skills
- A reference book for marketing majors