TOPIC ARCHIVE
Management & Methods articles
管理/团队/方法论
Browse 3961 New Distribution articles about Management & Methods.
Published articles
3961 articles · Page 153 of 166
The Train Salesman's 'Three Moves and Six Tactics' for Crazy Sales
This article shares the sales techniques of a train vendor selling chamois cloths, highlighting his use of humor, live demonstrations, and scarcity tactics to achieve rapid sales. It breaks down his approach into 'Three Moves and Six Tactics' that terminal salespeople can learn from.
张令凯Getting Started: How to Get Along with Distributors
For FMCG salespeople, getting along with distributors is an indispensable part of their work. Friendly and harmonious relationships can make sales work smooth, reduce unnecessary obstacles, and facilitate rapid market and channel expansion and sales growth. Conversely, poor relationships can lead to passive sales work and unnecessary troubles. This article aims to guide newcomers on how to get along with distributors effectively and avoid detours.
New DistributionMobile Internet 1.5 Model – Dare You Not Be So Awesome?
This article discusses the challenges traditional liquor companies face in integrating with mobile internet, proposing a '1.5 model' that bridges the gap between simple e-commerce (1.0) and consumer-centric approaches (2.0). It presents successful case studies from HeLong and Zhijiang, demonstrating how leveraging mobile tools to engage both consumers and terminal store owners can drive sales and efficiency.
New DistributionOutline of the "Penetration" Model for Distributor Management
Distributor management is a critical issue for FMCG companies. This article proposes a "penetration" model for distributor management, emphasizing data analysis and standardized actions to guide distributors' resources toward the company's products, thereby achieving sustainable sales growth.
刘杰How Distributors Can Retain Employees
Many distributors find personnel management more challenging than business development, with talent attrition and low morale being the most prominent issues. This article explores how distributors can address salesperson turnover and underperformance through effective compensation structures, career development opportunities, and motivational strategies.
New DistributionKeeping Pace with the Times: Building a "Proper" Marketing Team
A seasoned marketing professional reflects on the challenges of building a strong marketing team, emphasizing that true team success comes from internal development, not just hiring. The article outlines key principles and practical steps for creating a team that can win battles, understand tactics, and execute strategy.
丁永征The Difference Between a Boss and a General Manager
The difference between a boss and a general manager is not just in the title, but in their thinking, management, and profit models, which lead to different development speeds and outcomes. This article outlines the specific differences in areas such as what they sell, how they handle pressure, resources, employees, difficulties, products, division of labor, problem-solving, costs, and financing.
New DistributionHow to Understand Others' Personalities Through Their Way of Speaking
This article explains how to discern personality traits through different aspects of speech, including humor styles, flattery, and greeting habits, providing insights into human behavior and social interactions.
New DistributionManagement Is a 'Fine Craft' – You Must Master the Balance Between Loose and Tight Control
For most distributors, managing employees is a thorny issue. With varying knowledge levels and cultural backgrounds, employees respond differently to management concepts and methods. The rapid pace of change means management approaches must evolve accordingly. While efficient management is challenging, it is achievable by identifying and following the underlying principles.
New DistributionHow to Make Promotional Discounts Both Boost Volume and Profit?
This article offers five strategies to address the common problem of promotions that fail to increase sales or profits, covering product selection, store choice, timing, promotional mix, and profit margin considerations.
徐立岗How to Implement Fine Management of Distribution Channels?
In marketing practice, we often encounter issues such as how to determine the optimal number of sales staff, allocate promotional resources, accurately forecast sales, quickly obtain market information, effectively check the work of sales personnel, and understand the flow of products in the distribution channel. By implementing a fine management strategy for distribution channels, we have achieved certain results and now share our experience with peers.
New DistributionPractical Tips for Getting Customers to Accept 'High Prices'
High-priced products are an important source of profit for companies, but many are blocked by distributors before reaching consumers due to their concerns. This article provides practical techniques to eliminate distributors' worries and make them feel that carrying your high-priced products is worthwhile.
毛小民The Magic of Reverse Thinking: Mastering It Opens a New World
Life is full of seemingly impossible changes, and the key is to get used to reverse thinking. Sometimes we only need to take a small step beyond, like the 'Hassan IOU Principle.' A merchant borrowed 2000 yuan from Hassan and wrote an IOU. When the repayment deadline approached, Hassan suddenly found the IOU lost, which made him anxious because he knew the borrower would deny the debt without the IOU.
New Distribution119 Marketing Maxims Summarized by a Decade-Long Marketing Director
A veteran marketing director with over ten years of experience distills his insights into 119 concise sayings, covering career advice, management principles, and personal growth for marketing professionals. The article emphasizes that marketing success comes from dedication and mindfulness, not just talent.
New DistributionLove Until Death, Never Rest Until Results Are Achieved (Step-by-Step Guide to Running Effective Morning Meetings)
This article emphasizes that in morning meetings, both the 'performance review' and 'employee report' segments require dialogue and follow-up on key performance issues, not just going through the motions. It provides models and examples for tracking and resolving performance problems, such as item management, to ensure results are achieved.
魏庆The Cornell Note-Taking System: Effective for Lectures, Seminars, and Meetings
The 5R note-taking method, also known as the Cornell method, is named after the university where it was developed. It is highly effective for lectures and reading, involving five steps: Record, Reduce, Recite, Reflect, and Review. This article also covers symbol marking and note organization techniques.
New Distribution5 Major Aspects and 17 Methods: Effective Terminal Management to Boost Sales!
This article outlines 17 methods across 5 key areas—terminal network width, depth, key accounts, merchandising, and information reach—to help FMCG distributors and manufacturers increase sales through improved terminal management. It emphasizes practical tactics like expanding coverage, increasing SKU penetration, signing agreements with key outlets, enhancing in-store displays, and ensuring product information reaches retailers.
魏庆A Seasoned Sales Veteran's Practical Insights: Better Than 10 Sales Trainings
This article shares practical sales tips from a seasoned veteran, covering topics such as conversation starters, time management, finding clients, making phone calls, initial visits, maintaining client relationships, closing deals, and collecting payments. The author emphasizes the importance of persistence, building relationships, and continuous learning.
New DistributionEvery Outstanding Sales Elite Is a Madman, a Fool, and a Grandson
Sales is tough, and to achieve results, I've forced myself into three roles: a madman, a fool, and a grandson. These represent the spirit of madness, the stubbornness of a fool, and the awareness of being a grandson, which are essential for successful sales.
New DistributionEleven Management Practices for Guangping Wine Distributors (Pure Dry Goods)
This article outlines eleven essential management practices for distributors of Guangping wine (low-end baijiu), covering channel construction, customer tiering, profit distribution, logistics, territory division, philosophy alignment, operational methods, prize redemption management, inventory control, materials management, and team building.
New DistributionAre You Still Using Price Cuts for Promotions?
A reminder: click the up arrow above to follow "FMCG Distributor Professional Consulting" for more marketing and distributor internal management insights. I recall a case where a chili sauce company secured a prime outdoor billboard at a low price, first ran a rental ad for it at a million yuan per month, then replaced it with their own ad, achieving instant fame. Is it illegal to rob and deceive? You don't understand promotions: robbing means making customers pay immediately; deceiving means making them fall in love exclusively. Every shot hits, one strike one kill...
New Distribution5 Essential Elements of a High-Performance Team: Missing One Means Failure
A high-efficiency team has five essential elements (the 5Ps): Purpose, People, Position, Power, and Plan. Each team must have a common goal, select the right people, define roles and authority, and follow a clear plan to achieve high performance.
New DistributionNine Distributor Management Problems That Enterprises Cannot Afford to Ignore
This article summarizes common distributor management problems from the perspective of the manufacturer's headquarters, not the sales staff. It highlights issues such as manufacturers blaming external factors, lacking understanding of distributors, imposing their own values, attempting to directly reform distributors, ignoring the actual executors (distributor's salespeople), single profit sources, homogeneous management methods, neglecting distributors' changing needs, and relying solely on individual salespeople's abilities. The author argues that these are not just problems but results of long-term neglect, urging manufacturers to address them systematically.
New DistributionRapid Growth Strategies for Distributors
This article analyzes the internal and external challenges facing FMCG distributors and proposes three key directions for upgrading: management, product, and marketing. It emphasizes the need for standardized management, strategic product selection, and proactive customer relationship building to achieve sustainable growth.
杭天跃