Dealer Management (Action Decomposition Training, Volume 1 and 2)

Author: Wei Qing
Publisher:
Publish Date: 2005-07-01
Features: This book is originally written by the author based on over a decade of hands-on sales experience. On this topic, the author has provided training to marketing teams of nearly 100 companies, including China Long Group, (United Foods), Midea Group, Skyworth Group, and Electrolux Appliances. The book primarily addresses common issues faced by manufacturers in selecting, motivating, and engaging distributors, daily visits, sales policy formulation, conflict resolution, price order maintenance, and replacing large clients. It offers practical solutions and strategies to tackle challenges and break deadlocks. The book's features are: ordinary people doing ordinary things; you will surely find that the scenarios and problems described in this book are "I encountered this yesterday" or "I experienced this last week." Everything written is about the everyday challenges faced by salespeople in their work.
Concept to Action: This book is the written version of the author's two highly mature training courses. The content throughout adheres to the consistent training style of "promoting concepts and implementing action breakdowns." It extracts common deadlocks and challenges encountered in distributor management and regional market management, explaining solutions to these issues. Every concept is broken down into specific actionable steps, allowing readers to apply what they learn immediately after reading in the afternoon!