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Management & Methods articles
管理/团队/方法论
Browse 3961 New Distribution articles about Management & Methods.
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3961 articles · Page 156 of 166
Ten Internal Weaknesses That Doom Salespeople
With about 80 million salespeople in China, standing out requires mastering internal skills. This article outlines ten common internal weaknesses that hinder success, from evading supervisors to lacking self-reflection.
New DistributionHow to Drive Sell-Through at Foodservice Outlets?
Without sell-through, everything else is meaningless; distributing products to outlets merely shifts inventory. Only sustained sell-through is the right path. This article outlines the sequence of sell-through, factors affecting it, methods, and common tactics for driving sell-through at foodservice outlets.
朱志明Market Downturn and Tough Business: How to Manage Staff, Promotions, and Outlets?
In recent years, many major brands in the food and beverage industry have hit bottlenecks, and many distributors feel that business is tough. This article analyzes the underlying economic downturn and provides strategies for distributors to manage their markets, staff, promotions, and outlets effectively.
李临春5 Key Thinking Perspectives That Marketing Professionals Must See
Marketing management is the process of planning and executing the conception, pricing, promotion, and distribution of ideas, goods, and services to create exchanges that satisfy individual and organizational objectives. This article outlines five essential capabilities for marketing professionals: public relations skills, information gathering and processing, innovation, adaptability, and reflection and summarization.
New DistributionOff-Season Sales: Finding the Right Spot for a 'Marriage'
Off-season marketing is often overlooked by distributors. Strengthening manufacturer-distributor relationships and improving immunity in the off-season market has become a common concern for many companies. The key to a true partnership lies in 'profit'—helping distributors maximize long-term benefits through strategic shifts, reasonable profit systems, new channels, and training.
丁永征Festival Marketing: How to Turn It into Winning Sales?
As the Mid-Autumn Festival and National Day approach, the battle of festival marketing is about to begin. For manufacturers and distributors, festival marketing presents a huge opportunity to boost annual sales, but it also poses challenges. This article explores common pitfalls, such as over-reliance on price cuts and rigid thinking, and offers strategies to succeed, including focusing on product highlights, experiential marketing, emotional appeal, and systematic planning.
何慕What to Say When Visiting the Factory Management
When distributors visit manufacturers, they need to employ certain techniques, such as how to schedule appointments, whom to bring, what to bring, and what topics to discuss. This article provides practical advice based on the author's years of experience in the distribution industry.
New DistributionThe Truth About Networking
This article discusses the true nature of networking, arguing that it is not about utility or quantity but about self-improvement, selfless help, and time investment. It corrects common misconceptions and emphasizes that genuine relationships are built on mutual growth and sincerity.
New DistributionSales Management Practice: The 1.5x Principle and Inventory Turnover
Sales personnel must master inventory management knowledge and skills, which include the 1.5x principle and inventory turnover. The 1.5x principle is a safety stock guideline based on previous sales, while inventory turnover ensures fresh products are displayed and sold.
詹居臻A Comparative Analysis of Dealer Management Approaches: Chinese vs. Foreign Enterprises
This article compares the dealer management strategies of foreign and domestic Chinese enterprises, using two case studies to illustrate differences in cooperation positioning, assessment focus, and management methods. It highlights the legalistic, process-oriented approach of foreign firms versus the relationship-based, results-driven tactics of Chinese companies, offering insights into the strengths and weaknesses of each.
New DistributionManaging Cross-Regional Sales (Channel Conflict) — Confronting the Issue Head-On
This article examines the phenomenon of cross-regional selling (channel conflict) in China's FMCG distribution channels, detailing its forms, types, root causes, and control strategies. It emphasizes that while some forms of cross-regional selling can be benign or even beneficial in early market development, malignant forms can severely damage distribution networks and brand trust, requiring proactive management through product, pricing, promotion, distribution, and enforcement strategies.
New DistributionWhen Manufacturer Promotions Cut into Margins, How Can Distributors Stay Profitable?
As the dairy peak season intensifies price wars, a strong manufacturer cuts prices by 20% at key accounts and offers 10-for-1 deals, requiring the distributor to bear 30% of promotion costs. The distributor calculates a monthly loss of over 100,000 yuan, prompting strategies to shift promotional resources and secure profitability.
New DistributionDon't Always Wait for Your Boss to Arrange Your Work
In the workplace, some employees idle away time after completing assigned tasks, believing that finishing what the boss asks is sufficient. However, in today's economy, proactive initiative is more valued than mere obedience, and those who take initiative without being told will achieve greater success.
New DistributionExcellent Salespeople Must Overcome These Obstacles!
The biggest obstacle in a sales career is not price, competition, or customer resistance, but the salesperson's own shortcomings. When facing products with low brand awareness, especially high-priced ones, customers are often wary and seek to verify value before purchasing. Salespeople must win customer trust to facilitate purchases, which requires overcoming six major barriers.
New DistributionStop Making Excuses: If Your Employees Lack Execution, It's Your Failure as a Manager
This article uses two fables and a case study to illustrate that poor employee execution often stems from management issues such as unrealistic strategies, lack of clear goals, and inadequate communication. It then provides six solutions: clear objectives, feasible methods, good communication, reasonable processes, sufficient incentives, and effective assessment.
New DistributionThe Art of Motivating and Communicating with Terminal Sales Staff
Terminal sales staff are the mainstay of terminal sales, and their management is crucial. This article discusses how to motivate and communicate with terminal sales personnel through techniques such as praise, criticism, and specific motivational methods, as well as strategies for handling problematic salespeople and top performers.
杨旭Why Is Your Product Not Selling? How Can You Make It Sell?
This article analyzes the reasons why products fail to move at the terminal and provides practical solutions to improve terminal sell-through, including refining product purchase reasons, focusing on key outlets, using merchandising materials, and building strong trade relationships.
New DistributionFormer Yinlu Sales VP Shares a "4P" Promotional Management Strategy
Promotion is a common marketing tactic, but poorly executed promotions can waste money and create long-term problems. This article introduces a "Promotion 4P Strategy"—Purpose, Portfolio, Policy, and Pipeline—to help design effective promotions that balance short-term goals with long-term marketing health.
New DistributionTen Principles for Super Salespeople to Succeed
Super salespeople are neither handsome nor eloquent; their valuable asset is possessing successful methods. According to a US survey, super salespeople achieve 300 times the performance of average salespeople, and in many companies, 80% of results come from 20% of salespeople.
New DistributionWho Is to Blame for the Loss of Control in Distributor Internal Management?
This article discusses the challenges distributors face when transitioning from individual businesses to larger operations, highlighting a case where a distributor's failure to honor promises and enforce management systems led to a collective employee phone shutdown. It emphasizes the need for credible systems, consistent enforcement, and fulfilling commitments to maintain employee motivation.
New Distribution4 Strategies for Terminal Interception: Better to Exhaust Yourself Than to Starve Your Competitor!
Terminal interception is a fierce battle for channel and consumer resources, involving information overload, salesperson competition, and profit erosion. The most effective form is deploying promoters in KA stores, but this raises questions about cost and effectiveness, leading to the need for strategic counter-interception.
李政权The "Three Axes" of Daily Sales Team Management
This article discusses the importance of daily management in marketing teams and outlines three key methods: meeting management, form management, and workplace management. It emphasizes that these foundational practices are crucial for team growth and effective operations.
徐应云Four Methods, Five Core Elements, Six Factors: A Comprehensive Analysis of Terminal Sales Promotion!
Many companies face the puzzle: after successfully recruiting distributors and stocking a new product, they expect smooth sales, but suddenly find the product isn't moving at the terminal. This article analyzes the six factors affecting terminal sales, proposes four methods to boost it, and details five core elements for successful implementation.
朱志明Ten Major Challenges Facing Chinese Enterprises!
This article outlines ten persistent challenges that have hindered the progress of Chinese enterprises over the past 30 years, including execution, innovation, and talent management. It argues that these issues, if not addressed, will prevent Chinese companies from upgrading and competing effectively in the global market.
New Distribution