医药企业的渠道及分销

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现象:缺乏对经销商市场营销策略上的指导,完全依赖经销商自行做推广,结果没有在某一区域或在某一种市场形成突破。对策分析:这个核心的问题就是厂家在需要的目标渠道上发生认识性偏差,厂家希望由经销商为主体的直接销售工作,始终没有展开,也就是最终要把产品卖出去的权利厂家无 Phenomenon: lack of guidance on the dealer marketing strategy, relying solely on the dealer to do their own promotion, the result did not form a breakthrough in a particular region or in a market. Countermeasure Analysis: The core issue is that manufacturers need understanding of the target channel deviation occurs, the manufacturers hope that the direct sales by the dealer as the main work has not started, that is, the final product to sell the right to manufacturers without
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