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众所周知,经销商管理有三大棘手难题:一是货款难收,二是退货难处理,三是窜货难控制。其中退货最令中小企业头疼。其实经销商退货,很多是在产生合作的中后期。主要原因是由于厂家没有一个比较前瞻的导引机制,只关注对经销商签单前的心理安抚,却忽视了在能够足够消除经销商的合作顾虑之后对合作各时期的退货设定一个分阶段的管理控制政策。根据经验,很多退货损失都是可以避免或者通过加强管理来减少损失的。一、具体应对经销商退换货经销商经努力推广,却仍然导致积压一些不适销品种,这说明厂家产品设计可能有问题,在搞清是我们厂家的原因后应
As we all know, there are three difficult problems in dealer management: First, it is difficult to receive payment, second, it is difficult to handle returns, and third, it is difficult to control stocks. Which returns the most headaches for SMEs. In fact, dealers returned many of them in the middle and later stages of cooperation. The main reason is that manufacturers do not have a more forward-looking guidance mechanism and only pay attention to the psychological reassurance before dealers sign their orders, but they neglect to set a staged return for the return of cooperation in various periods after the cooperation concerns of dealers can be sufficiently eliminated. Management control policy. According to experience, many return losses can be avoided or reduced by strengthening management. First, the specific response to dealers returned exchange dealers through efforts to promote, but still leads to a backlog of some unmarketable varieties, indicating that the product design may be a problem, after clarifying the reasons for our manufacturers should be