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百事可乐系列产品通过5年的成功市场运作,到1999年底在 H 省的市场占有率已高达57.6%,但近年来,其产品销售上也和其他消费品一样开始发生经销商大量窜货、低价抛售走量的现象。后来百事可乐公司各级销售经理通过展开对各级各类经销商特性的分析和研究,结合目前厂家自己的产品在 H 省日益成熟的市场特点,制定出一套较为完善的双赢销售政策。事实上,厂家和经销商之间必须建立一种兄弟般长期的业务伙伴关系,才有可能团结起来,共同做市场、做销售,从而达到在销售活动中双赢的目的。而建立兄弟般长期的业务伙伴关系的核心是让经销商在销售活动中“稳中
Pepsi series products through 5 years of successful market operation, by the end of 1999 in H Province, the market share has reached 57.6%, but in recent years, its sales of products and other consumer products, like the beginning of a large number of dealers FALSIFYING, selling at low prices Take the phenomenon of volume. Later, PepsiCo sales managers at all levels through the commencement of various types of dealers at all levels of analysis and research, combined with the current manufacturers of their own products in the increasingly sophisticated market in H Province, to develop a more comprehensive win-win sales policy. In fact, manufacturers and distributors must establish a brotherly long-term business partnership, it is possible to unite to do the market together, so sales, so as to achieve the purpose of win-win sales activities. And the core of establishing a long-term business relationship fraternal brothers is to dealers in sales activities ”steady