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Articles by 赵永杰
Browse 2 New Distribution articles by 赵永杰.
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Analysis and Comparison of Different Types of Distributors
This article categorizes distributors based on their cooperation with manufacturers and their own business models. It contrasts Type A and Type B distributors in terms of partnership, communication, and integrity, and then contrasts Type C and Type D distributors regarding management style, philosophy, and learning orientation, emphasizing the importance of being a Type A and Type D distributor for success.
赵永杰Thirty Secrets to Countering KA Procurement Negotiation Tactics
As a KA manager (salesperson), you face procurement negotiations daily, and these buyers are typically trained professionals who use their learned tactics against you. Without proper training, especially for new KA managers, you may fail to recognize these tactics as mere tricks, leading to concessions without gains. This article provides thirty counter-strategies to help KA managers effectively respond to common procurement negotiation techniques.
赵永杰