Distributors are a very important link in the marketing chain of enterprises, and they should also attach great importance to the management of distributors, and pharmaceutical companies should also strengthen the training of distributors. So, what are the main elements of dealer training?
The main content of dealer training
The purpose of dealer training is to enhance the dealer's trust in the company, improve its marketing level, expand the sales of the company's products, improve the company's marketing performance, and establish a stable and lasting strategic partnership with dealers. Focusing on such a purpose, the company's training content for dealers should mainly include the following aspects:
1.Promotion of company image and brand
In the training process, the first thing that should be recommended to dealers is the company's image, the company's corporate culture, the company's brand, the company's personnel quality, and the company's sustainable development guarantee factors. The main purpose of all this is to build trust and confidence, which is the basis of dealer training and a unique approach that distinguishes it from ordinary competitors.
In this regard, it is necessary to make proper use of the company's brochures, internal publications, relevant reports of the company in important media, the company's classic marketing cases, etc.
2.The company's products
It should focus on the technical support of the company's product development, the uniqueness of the company's products, or the unique efficacy, and establish a good market positioning to distinguish it from competitors and their products. At this time, we should focus on introducing the characteristics and advantages of the company's products and the benefits that can be brought to dealers, avoid devaluing the opponent's products as much as possible and ignore the introduction of their own product characteristics, and encourage dealers to boldly distribute the company's products.
3.The company's sales policy
Before carrying out the training of dealers, we must do a good job of sufficient market research, understand the local level, and formulate a set of sales policies for the regional market. In this regard, the company's marketing personnel must grasp the "degree". When necessary, incentive policies should also be formulated, such as time rewards, total quantity rewards, cultural incentives, and so on.
4.Recommendation of the company's marketing team
It should focus on promoting the company's marketing personnel to dealers who have been well trained, professional, and professional. Before the promotion of training, the marketing department must be fully prepared, the marketer is well trained, and the marketing manager should guide the marketer to make an effective visit to the dealer. Generally speaking, it is difficult for a dealer to say no in front of a dedicated and well-trained marketer.
5.Marketing support for the company
It should focus on promoting the company's academic support, promotion support, and management support to dealers, as well as the sales assistance measures that the company can provide to dealers, public relations operations, etc.
6.Communication of marketing ideas
In the face of increasingly fierce market competition pressure, dealers will be very keen to gain experience from the outside world, and will generally seriously discuss this issue. In the process of exchanging marketing concepts, we will achieve more consistency and recognition with dealers.
7.Rights and obligations of both parties to cooperate (omitted).
8.Analysis of the market environment and consumption in the region and countermeasures
Of course, there will be many contents that dealers are concerned about, such as mistakes, lessons, difficulties encountered and solutions in the business process; At a lower level, it also includes practical skills in marketing and so on.
The above is an introduction to the training content of pharmaceutical enterprise distributors, and the training of distributors should also be emphasized. When training dealers, you can follow the above content to conduct training. If the pharmaceutical company has any questions about the training content, you can consult us in time.