We will encounter a lot of channel problems in channel marketing management, these problems restrict the sustainable development and growth of enterprises, although the enterprises are different but the channel problems they face are about the same, there are commonalities, so today's topic we will talk about the main problems that exist in enterprises? Based on years of experience in channel marketing management, I have sorted out the 12 major problems that are common in channels, which are summarized as follows.
The 12 major channel problems that are prevalent:
The above 12 channel problems are specifically sorted out and classified according to the channel model as follows:
Channel planning problems: aging dealers, natural growth, single channel channels; The volume ratio of large business and large regions is not large; The large wholesale model has many levels, extensive channels, and insufficient sinking.
Channel development problems: it is difficult to split and plant a good market, lack of standards for dealer selection, and it is difficult to develop a weak blank market.
Channel management problems: the old household lies flat and talks about the emotion, and sells dog meat on the head of a sheep; The low-price goods market is chaotic and does not make money; There is no policy and no incentive for naked price sales.
Channel assistance problem: customer stores and other customers do sales, dealers do not do first-class dynamic sales services, and there is no action, no potential energy, and no sound in the publicity and promotion service market.
Channel organization problems: dunning pressure goods to walk the market to walk customers, staking newcomers are not good to work, big pot rice is good and bad, commission incentives are used for process management, and sales staff have low income and low enthusiasm.
All the above channel problems are summarized into one core problem: the small number and poor quality of channel dealers.
So how to solve the above channel problems? Many of our companies are still taken out of context, headaches, feet hurt feet, the results are not obvious, or can not solve the current situation of weak channel growth, channel dealers aging, sales team aging, many business owners blame our sales team ability is not good, the actual core problem of the solution to the idea of systematically combing and defining the channel problem, relying on the optimization of the overall operation and management system of the channel, relying on the power of the system to systematically enhance the channel force and stimulate the vitality of the sales organization.
Finally, please pay attention to the micro public account "talk about channel marketing", my micro account nflxgh can add exchanges, I will regularly share how to solve the channel marketing problem that restricts the amount of sales, and talk about marketing to everyone.