At the time of the new product launch, as the dealers that the manufacturers always hope to find, they can cooperate with them to achieve the multiplier effect of the new product market. In the long run, it is also conducive to the brand construction and development. Because dealers not only have certain financial strength and strong logistics and distribution capabilities, but also make manufacturers more valued by the dealer's modern marketing concept, excellent sales team execution and a sound sales network.

Manager Y is the sales manager of a food company. The company has just produced snack foods, and the retail price is higher in the same industry. Because it is to open up new markets, Manager Y shoulders the mission of the company and comes to G City.

G City is a city with a population of more than 10 million. It has strong consumption power and more modern hypermarkets. There are more than one hundred stores in the single store, and 20,000 stores in the BC and D stores. The sales volume of a popular brand of competing products in G City is more than 60 million. It is conceivable that the market space of G City is huge. Manager Y is thinking about what kind of dealers to look for in order to open the G City market as soon as possible. After a few days of searching and visiting, I have a general understanding of the dealership situation in G City.

Because the managerial price of Y manager is higher than that of all competing products, some dealers are not afraid of receiving funds because of insufficient funds; or the dealers are too demanding; too, some dealers are not willing to make new products. I don't want to be a cow. In short, a variety of reasons for Y managers gradually feel the pressure from the market, of course, let Y Manager more clearly understand the market conditions of G City and the mentality of various dealers. After constant visits and screenings, a company was locked in the future.

This is a large-scale commerce company with more than ten years of sales history. The company has standardized management, the boss has certain business ideas and advanced management consciousness; the middle-level and above managers have worked hard with the boss for more than eight years; the company has sound mechanisms. Clear division of labor; distribution of nearly 20 vehicles; distribution of more than 20 large and small brands; the company has three branches, has a certain influence in the local industry. Manager Y made a first contact with the manager of the company's business, Z, and found that Z manager was interested in the new product. During the conversation, he learned an important message. The company is restructuring the more than 20 brands it distributes. And the company also intends to pick up a new product like this. This undoubtedly let the manager Y see the dawn of victory. Through several telephone conversations, Manager Z volunteered to make an appointment and requested substantive negotiations. After several rounds of negotiations, the two sides reached a consensus and soon signed a distribution contract.

At that time, I said that I had to pay for a certain month, but I didn’t wait until the 5 o'clock in the afternoon. The manager Y immediately realized that the situation was not good. I immediately called the manager Z to ask for the money. The manager Z said: This is the case. Tomorrow morning, all sales personnel of the company will be called to open a new product promotion meeting, and the manager Y will be asked to participate. After the meeting, the decision will be made. Manager Y immediately felt the complexity of the situation, and he was very upset: tomorrow's meeting must be unusual. It may not be a new product promotion meeting. It may be a new product criticism meeting. Manager Y left and thought about it and couldn’t think of any accidents in the end. Rethinking every detail in each negotiation, he did not find any doubts. The two parties from the initial contact to the contract were all carried out in a pleasant atmosphere. The project was also made by their boss himself. I can't allow the manager Y to think more. It seems that I can only wait until the next day to see the opportunity.

The next morning, Manager Y came to the large commerce company, the sales staff had been concentrated in the conference room, and the manager Z began to explain the background, product positioning, operation mode, market support, etc. of the new product company. What advice?

First of all, the marketing manager started to attack, saying how strong a competitive product is. Now the new product marketing of the agent is small, there is no visibility, the market is difficult to do, etc., and the new product has been approved. Then a person with a round face said: How to conduct a market survey on how to represent a new product. How did I promote a new product in a well-known foreign company? I must decide the new product after I have to investigate the new product. Can you do it? When the words of the two men were finished, the manager of Z was very uncomfortable because the entire project was tracked and participated in the decision by the Z manager. Manager Y saw this battle and knew that the situation was more complicated than he expected. After the meeting, the round-faced person gave a sentence to Manager Y: Let your boss come to talk to me before you can make a payment. After turning around, I left the venue.

Manager Y suddenly felt the seriousness of the matter and hurriedly asked Z Manager: What happened? Because I have never seen the round face before. Manager Z said: He is the new CEO of our company. He is now responsible for the company's overall work. He said that if you want to talk to your boss, you can make a payment. Then the Z manager returned to his office.

I couldn’t think of a half-way in the middle of the road to smash the whole pond water. Manager Y made a certain decision. After thinking for a few minutes, he rushed into the manager's office. Theoretically: I don't know what you mean by doing this? The contract was signed. Everything was very clear. Now I have to make a payment. At this festival, we still want our boss to come. I tell you: First, I can’t let our boss come, our boss will not Second, if you don't want to let our boss come before signing the contract, it is to let our chairman come to no problem, but now no one can come! As for how the market is launched, we have not started to cooperate now. How do you know that our market is small? ! I really don't know what you really want to do? Z manager saw the manager Y finished talking for a full two minutes, did not say a word, slowly picked up the phone on the table. A few minutes later, Manager Z put down the phone and said to Manager Y: At 3:30 in the afternoon, our boss asked you to go to his office.

After listening to the manager of Z, the manager Y’s heart was put down a little. At 3:30 in the afternoon, Manager Y came to their boss's office on time, and saw that the new Sun Sun was also present. The later results were conceivable. The next day, he went to the account of Y Manager.

From this case, it can be seen that if the manager Y was hesitant at the time, calling the company to tell the actual situation and then asking the boss to come, it would only explain the stupidity and incompetence of the manager Y; but the manager Y was very decisive and squandered and desperate. This move, in the end, survived this step and won the overall victory.

Therefore, how to deal with dealers, each has its own way, the foot is the key to success.

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