Question 2: What is the channel department? Every enterprise will be different. Generally speaking, it includes the selection and management of dealers, including considering the selection of dealers through address, personnel, reputation, customers, contribution, transportation and willingness. And control the phenomenon of jumping up and down. Sometimes there will be management conflicts, training, communication and coordination.
Question 3: What are the responsibilities of channel work? The responsibilities of channel management include: ① managing the dealers' supply to ensure timely supply, on this basis, helping dealers to establish and straighten out the sales subnet, dispersing the pressure of sales and inventory, and speeding up the circulation of goods. (2) Strengthen the support for advertising and promotion of dealers and reduce the resistance of commodity circulation; Improve the sales force of goods and promote sales; Improve the utilization rate of funds and make it an important source of profit for dealers. (3) Be responsible for the distributor and provide product service support to the distributor * * * on the basis of ensuring supply. Properly handle the problems of product damage and deterioration, customer complaints, customer returns, etc. in the sales process, and effectively protect the interests of dealers from unnecessary damage. ④ Strengthen the management of dealer's order processing, and reduce the poor delivery caused by order processing errors. ⑤ Strengthen the settlement management of dealer orders, avoid settlement risks and protect the interests of manufacturers. At the same time, prevent dealers from using settlement facilities to create market chaos. ⑥ Other management work, including training dealers to improve their understanding of the company's ideas and values and products. It is also responsible for coordinating the relationship between manufacturers and distributors, and between distributors and distributors. Especially for some unexpected events, such as price fluctuation, product competition, unsalable products, the impact of surrounding markets or low-priced dumping, we should give priority to cooperation and consultation, convince people by reasoning, help dealers to eliminate concerns in time, balance their mentality, and guide and support dealers to change in a direction conducive to product marketing.
Question 4: What does a channel manager do? In modern society, sales channels include online sales, telephone sales, retailers, distributors, business partners and sales teams. The channel manager here refers to the manager who indirectly sells and provides service support through the sales channels of partners (including retailers, distributors and business partners). This position is a window for manufacturers and agents to contact. Generally speaking, the account manager is the person who directly deals with the end users, while the channel manager is the person who leads the sales teams of multiple partners and indirectly deals with the end users through leverage to create a win-win situation for the partners and the company. ? Plan the overall channel strategy and operation mode, and implement the sales and marketing plan; ? Formulate channel strategy and provide channel service support; ? Communicate with customers in time, feed back market information and put forward treatment suggestions; ? Assist regional manager to develop, communicate and manage important customers in each region. Channel is a limited resource, and whoever owns the channel will win the competitive advantage. Channel managers should pay close attention to the development process of different types of channels, set goals, plans, standards, diligent evaluation and diligent guidance, maintain the benign development of various channels, and form the real core competitiveness of enterprises. Seven habits of successful channel managers: people who have a little knowledge of channels tend to be superstitious about the effectiveness of skills and tactics. However, real channel managers clearly know that it is habit that really determines the success or failure of channel operation. Because channel construction is a long-term or even endless project, it is not enough to have skills, because channels are absolutely needed, and any short-term tactics and strategies are difficult to last. If you are superstitious about specific prescriptions, you will only accomplish nothing in the end. Therefore, channel managers who expect success should remember the following sentence: morality determines ideas, ideas determine habits, and habits determine success or failure. The habit formation of successful channel managers will also go through an evolutionary process from low to high, and gradually improve. First of all, we need to cultivate communication skills and adaptability to make ourselves have the basic qualities of channel managers; After acquiring the above basic abilities, the next step is to cultivate the correct ideas and methods to influence the channel system, including balancing interests, adapting to the overall situation, and being inclusive and fair. Finally, channel managers should further cultivate the ability of value exploration on the basis of the first two, so as to enhance the competitiveness of the entire channel system, achieve a win-win situation, and seek long-term and stable cooperation with partners.
Question 5: What is a "Channel Distribution Specialist"? What exactly does this position do? What about tariffs? What is a channel distribution specialist?
The channel distribution specialist is mainly responsible for developing the company's business channels. The job content of channel specialist varies from enterprise to enterprise, but its job content is as follows: 1. Manage the retail order processing of the company's online mall, organize delivery, return and customer consultation; 2. The management of the distributor's retail distribution system. Organize delivery, return, reconciliation, dunning and consultation; 3. Channel delivery; 4. Maintenance of channel customer service; 5. Warehouse inventory; 4. Organize and submit relevant Zhou Yue reports.
Requirements of channel distribution specialist?
1, marketing and other related majors; 2. Have certain working experience as a channel specialist;
3. Have the ability to analyze and solve problems independently, good market insight, communication skills and organizational skills;
4. Experience in market channel development and excellent performance;
What does the channel distribution specialist mainly do?
What does the channel distribution specialist mainly do? Mainly responsible for the following work:
1. Planning, development, signing and daily management of regional distribution agents;
2. Planning and layout of regional agents and agent construction;
3. Regional sales target and rhythm, and implement sales incentive plan;
4. Implementation of regional product promotion plan;
5. Formulate regional sales tasks and rhythms, and be responsible for communicating with channel stores.
What is the development prospect of channel distribution specialists?
What is the development prospect of channel distribution specialists? Mainly developed into channel distribution supervisor, channel distribution manager and so on.
Question 6: What does the channel specialist mean? Channel specialist is a position role in company marketing. Simply put, it generally means that companies need to establish different sales and agency channels for their product promotion time. Channel specialists need to go to designated areas to find some industry agents related to their own products and establish such communication and agency relationships. Channel specialist generally refers to the liaison of agents or large direct customers, and also belongs to the category of generalized sales.
The job content of channel specialist [1] varies from enterprise to enterprise, but it is similar. The main job of the channel specialist is to develop the sales channels of the products sold by the company and maintain the relationship network between new and old customers. Details are as follows:
operating duty
1, do market research on similar products in the market to be developed, such as brand, price and packaging, make analysis and comparison, and prepare market reports.
2. Compare the quality, price and packaging of the products sold by the company with those of similar products, and formulate a reasonable market entry price.
3. Develop the market and find sales channels: agents, franchisees, agents, etc.
4. Timely delivery and collection of customer orders.
5, customer maintenance and regular visits and after-sales service and consulting work.
6. Summarize the sales situation, analyze the reasons for improvement and implement it.
7, inventory and suggestions for product increase or decrease.
8. Organize and submit relevant Zhou Yue reports.
9. Provide event marketing plan and support for dealers in the managed area.
operating duty
1. Participate in formulating the overall plan for channel development, selection and management, and implement it after approval.
2. Find and manage channel partners.
3. New channel development
4, industry promotion channel development trend analysis
5. Review the qualifications of channel partners.
6. Contact, evaluation, screening, elimination and update of channel partners.
7. Responsible for providing continuous support to channel partners.
8. Provide training, pre-sales assistance, after-sales customer service and technical support for channel partners.
9. Cooperate with channel development cost analysis and implementation of control scheme.
10, continuously improve the channel management strategy.
1 1. Complete other tasks temporarily assigned by the leader.
Question 7: What does a telephone channel specialist do? The post responsibilities of the telephone channel specialist are as follows, which refers to the use of telephone to complete the development of channel cooperative distributors:
1, responsible for the sales channel work of the channel department, good at dealing with dealers, maintaining customers and determined to stick to it;
2, under the leadership and supervision of the superior, regularly complete the quantitative work requirements, and gradually independently handle and solve work problems;
3. Explore and develop new channel cooperation distributors;
Question 8: What is a channel specialist? What do they do? What about the channel? Sales channel is one of the most important assets of an enterprise, and it is also the most changeable asset. It is the path taken by enterprises in the process of delivering products to consumers. This path includes sales organizations, agents, distributors and retail stores set up by enterprises themselves. For products, it is not to multiply the products themselves, but to increase the added value of products through services; For enterprises, sales channels play the role of logistics, capital flow, information flow and business flow, and complete tasks that manufacturers are difficult to complete. Enterprises with different industries, different products, different scales and different stages of development have different forms of sales channels, and most sales channels go through these two links from dealers to retail stores. In order to meet the needs of retail stores and maximize their own profits, few dealers only represent one product, but have their own product portfolio.
In the past two years, super terminals represented by Beijing Gome, Shandong Sanlian and Nanjing Suning have surfaced and even openly challenged industrial enterprises. Some home appliance enterprises have to produce according to the orders of super terminals, which is an irresistible historical trend. Although HyperTerminal is the object that enterprises pay attention to, in actual marketing, domestic enterprises mainly face problems at the dealer level. Dealers sell more than one product. Enterprises hope that dealers will invest capital, personnel, network and other resources to expand local market share and increase the driving force of products in the local area. Some enterprises want to control their distributors in some way and form a strategic alliance with distributors for common development. Some enterprises even form joint ventures with distributors.
We know that dealers guard a market, have sufficient social relations, have a perfect sales network and have a market-tested sales team. His short-term interest is making money, his long-term interest is development, and his goals are different from those of manufacturers. So what means do enterprises rely on to "control" dealers? The following five methods may give you an answer.
First, visual control:
As mentioned in the fifth discipline, corporate vision is the primary task of business leaders. An enterprise without vision is an enterprise without soul, an enterprise that can only make money, and an enterprise that has no future. Although the quality of domestic distributors is generally low, it is normal not to have their own long-term planning, but manufacturers must have their own long-term planning. Because every business should consider the development of the last home, the market opportunities are limited. I mainly do the distribution of products of company A, that is to say, I probably gave up the distribution of similar products of company B ... If there are problems in the operation of company A after a few years, and company B is booming. Then the banker chose to go home and paid a huge opportunity cost.
Based on this consideration of dealers, on the one hand, enterprises should use market performance to prove their Excellence, on the other hand, enterprises should constantly describe their bright prospects to dealers, which is what we call "spitting birds." The distributor has recognized your company's concept, the development strategy of the enterprise and the main leaders of the company. Even if the temporary policy is inappropriate and the temporary products have problems, the dealers will not care. Specific practices are as follows:
1. Senior management patrol visit: directly let the senior management communicate with the dealers, and let them establish personal contact. By conveying the development concept and looking forward to the development prospect of the enterprise through senior leaders, such measures can make dealers know more about the present situation and future development of the enterprise.
2. Internal publications of the enterprise office: regularly publish speeches of enterprise leaders and local market conditions. It is best to set up a dealer column, so that the opinions and suggestions of dealers become part of the publication. Send publications to distributors regularly.
3. Dealer meeting: The company holds regular dealer meetings to praise and encourage dealers with good performance. The introduction of company policies requires a dealer discussion meeting in advance. In this way, dealers have a sense of participation as a member of the enterprise, and feel that they are part of the enterprise, and their own development is inseparable from the development of the enterprise.
Second, brand control:
Modern commercial society is a society with homogeneous products, and the only feature that often distinguishes products is brand. Brand is the most important asset of many enterprises, so the boss of Coca-Cola Company dares to say: Burn all my factories, as long as I get the brand of Coca-Cola, I will still achieve today's scale. Some brands, such as McDonald's, Pepsi-Cola and MTV, have separated from products and become a culture, a value and a religion.
Standing in the aisle >>
Question 9: What does the Channel Department of China Postal Savings Bank do? It should refer to various channels for managing business, such as front desk, telephone banking, online banking and self-service banking. I think so, too. People have long had a channel department on mobile, which mainly manages various business development channels. There are many channels on mobile, such as front desk, self-service payment machine, online processing, SMS processing, air recharge and so on. There's more anyway. I think this is what our postal service should mean, that is, using high technology to expand business channels and scope, telephone banking, online banking and so on. It can reduce the labor cost and the pressure of the front desk business, extend the business hours and cancel the geographical scope.
Question 10: What is the channel department? I believe you can have a preliminary understanding of the channel department after reading the responsibilities of the channel department below.
Responsibilities of channel department
Chapter I General Provisions
Article 1 The Channel Department belongs to the branch company and is responsible to the general manager of the branch company.
Article 2 The channel department shall set up the posts of channel manager, channel supervisor and channel specialist.
Article 3 the channel department is responsible for the establishment and maintenance of the company's sales channels.
Chapter II Department Work
Article 4 According to the company's strategic development, conduct targeted market research and establish a sound channel letter.
Information collection, information processing and information security system.
Article 5 Collect industry information and analyze the channel construction of major competitors.
Article 6 Analyze its own resources and advantages, put forward the channel expansion plan in line with the company and follow up the implementation.
Article 7 Establish a unified channel system, including channel access, channel supervision, channel service and channel management.
Management system and workflow.
Eighth determine the annual, quarterly and monthly channel expansion and maintenance plan.
Article 9 Customize personalized service methods and standards according to different channel objects.
Tenth according to the channel development plan, clear channel development cooperation units and direction, at any time.
Follow up and adjust.
Eleventh to supervise and inspect the planned work, to ensure the effectiveness.
Twelfth regular training, improve the professional quality of waterway department personnel, and maintain the professional image of petrochemical. Thirteenth formulate the cost budget of the waterway department, do a good job of cost control, and ensure the transparency of the use of fees.
And reason.
Fourteenth regularly summarize the channel work, share experience and make improvement plans.
Fifteenth strict examination of quasi cooperation channel qualification, adhere to the choice of channel partners.
Principle.
Article 16 supervise and standardize the established cooperation channels to ensure the brand effect of Shihua; Seventeenth channels for signing cooperation agreements, strict channel operation, is not conducive to Shihua brand.
The channel is resolutely banned.
Eighteenth to improve the various documents of the department.
Nineteenth establish a file management system, and keep important documents and agreements according to the classification. Article 20 Establish docking with customer service departments to ensure the information security of channel customers.
Article 21 Summarize this year's work and adjust the working methods according to the company's annual strategic objectives.
To.
Chapter III Scope of Authority
Twenty-second people, things and things in the management department.
Twenty-third standardize the management system of the department, put forward the revision requirements, and declare according to the process. Article 24 Have the right to control channel expenses, reduce costs and safeguard the company's interests.
Article 25 Have the right to organize the signing of channel cooperation contracts and agreements, and be responsible for organizing the inspection and supervision of the contracts.
The fulfillment of the agreement.
Twenty-sixth have the right to organize and manage channel activities.
Article 27 Have the right to evaluate relevant channel partners and provide basis for the company's decision-making. Twenty-eighth have the right to apply to the higher authorities for assistance.
Article 29 Anyone who disagrees with the company's rewards and punishments has the right to appeal to the superior.
Article 30 Have the right to make suggestions on the company's internal business activities and major human resources decisions.