Quick Consumer Goods Distribution Channel Management

Author: Huang Rui, Gong Xiaolu (editors)
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 fast-moving consumer goods (FMCG) enterprises. It emphasizes in-depth coverage of every detail of distribution channel management. For example, the store management system, including shelf management, delves into standards such as shelf types, display locations, 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 different professional backgrounds. A completely practical manual. It emphasizes operability and tool-based approaches, primarily focusing on management culture and charts, enabling readers to directly or indirectly adopt them. Clear structure and concise language make 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 FMCG enterprises, providing a complete set of distribution channel management methods. It addresses practical issues in distribution management, such as: how to effectively establish regional sales teams? how to manage distributors? how to strengthen terminal control? etc. The book is highly practical and offers tangible help to 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 FMCG enterprises.
The content of the book includes:
- Organization management of regional branches
- Distributor management system
- Operations department management system
- Large store management system
- Small store management system
- Secondary regional distributor and secondary wholesaler management system
- Other activity management
- Logistics and warehouse management system of regional branches
This book can serve as:
- A management toolbook for professional managers
- Self-study material for sales personnel to enhance their professional skills
- A reference book for marketing majors