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Articles by 柏龑
Browse 2 New Distribution articles by 柏龑.
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When Salespeople Are Idle, Markets Unmanaged, and Maintenance Neglected, They Resort to Pressuring Stock, Chasing Payments, and Maliciously Overdrawing the Market—How Should Such Business Be Managed?
Many bosses only care about sales results, not the process, which can lead to idle salespeople, market mismanagement, and harmful practices like forced stocking and price dumping. Modern marketing emphasizes process management, and this article outlines six key measures—recruitment, goal setting, work planning, reporting tools, performance appraisal, and audit monitoring—to effectively manage salespeople and ensure sustainable performance.
柏龑Solving the Cost Overrun Problem of Distributor-Operated KA from the Root
As KA systems rapidly expand into third- and fourth-tier markets, modern retail channels account for an increasing share of corporate sales, prompting large companies to manage these systems directly while SMEs rely on distributors to control costs. However, this often leads to uncontrolled expenses, such as excessive cost ratios and unmonitored promotional spending, which can be addressed through risk transfer, careful distributor selection, and cross-regional KA management.
柏龑