Dealer Management: A comprehensive solution for manufacturers to manage dealers

Author: Mei Mingping
Publisher:
Publish Date: 2006-03-01
Features: This book presents a set of practical and effective dealer management methods summarized from real-world experience. It also summarizes various discussions and research on dealer management published in journals and magazines over the past decade. The book is rich in case studies and easy to understand, aiming to help sales directors develop competitive dealer management policies and provide sales personnel with effective methods for managing dealers. Additionally, the book serves as a reference for marketing professionals, managers, consultants, trainers, sales personnel, and teachers and students in related fields when researching dealer management and training sales staff. The content is organized as follows:
Part 1: Introduction to Dealer Management. This section introduces basic concepts of dealer management and summarizes emerging market terms such as "exclusive distributors" and "exclusive dealers," illustrated with case studies.
Part 2: How to Formulate Dealer Policies. This section is primarily aimed at corporate management. It summarizes methods applied in practice, most of which are original to the author and proven effective through real-world experience. Companies can adopt these practices directly.
Part 3: How to Establish an Anti-Price-Cutting System. This content originally belonged to the formulation of dealer policies, but since price-cutting is a widespread issue for most Chinese companies, it is separately explained here to help businesses effectively establish an anti-price-cutting system.
Part 4: How Sales Personnel Can Develop Dealers. This section not only covers the selection criteria and process for dealers but also clarifies the mindset and steps sales personnel should take when developing dealers, providing a clearer guide for better dealer development.
Part 5: How Sales Personnel Can Manage Dealers. This section is primarily aimed at sales personnel, summarizing methods they use in practice to manage dealers.