導語：水(shui)泥銷(xiao)售公司產(chan)品(pin)營(ying)銷(xiao)渠道探(tan)討(tao)一文來源于(yu)網友上傳，不代表本站觀點，若需要(yao)原創(chuang)文章可咨詢客服(fu)老(lao)師(shi)，歡迎參(can)考。

摘要：近幾年來，水泥行業產能過剩問題嚴重，市場水泥需求減少，供需矛盾愈加尖銳，導致水泥行業的銷售難度加大，水泥銷售公司面臨嚴峻的市場競爭挑戰。在市場洗牌形勢下，水泥銷售公司意識到營銷渠道管理的重要作用，做好營銷渠道管理有利于激發水泥銷售公司的經營活力，為公司發展提供源源不斷的動力支持。現階段水泥銷售公司應當基于產品特點，建立有效的營銷渠道，并對(dui)其(qi)進行嚴格(ge)管(guan)理，定期(qi)維護，逐步提高營(ying)(ying)銷(xiao)(xiao)管(guan)理水(shui)(shui)準，夯實公司發展基礎。文章主要圍(wei)繞(rao)水(shui)(shui)泥(ni)銷(xiao)(xiao)售(shou)公司產品(pin)營(ying)(ying)銷(xiao)(xiao)渠道管(guan)理展開研究，簡單論述水(shui)(shui)泥(ni)營(ying)(ying)銷(xiao)(xiao)渠道相關理論，重點(dian)分析當前水(shui)(shui)泥(ni)銷(xiao)(xiao)售(shou)公司建(jian)立和(he)管(guan)理產品(pin)營(ying)(ying)銷(xiao)(xiao)渠道的策略，旨在協(xie)助水(shui)(shui)泥(ni)銷(xiao)(xiao)售(shou)公司提高產品(pin)營(ying)(ying)銷(xiao)(xiao)水(shui)(shui)平。

關鍵詞：水泥(ni)銷(xiao)售公司；產品營銷(xiao)；銷(xiao)售渠道

水(shui)(shui)(shui)泥(ni)產(chan)(chan)品(pin)屬于(yu)高度同質(zhi)化產(chan)(chan)品(pin)，并且在(zai)營(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)策(ce)略同質(zhi)化之后，營(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)渠道(dao)建設和管理成為水(shui)(shui)(shui)泥(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售公(gong)(gong)(gong)司(si)的(de)(de)取勝關鍵，在(zai)經營(ying)過程中，營(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)渠道(dao)管理應當(dang)作(zuo)為水(shui)(shui)(shui)泥(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售公(gong)(gong)(gong)司(si)在(zai)營(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)活動中的(de)(de)核心工(gong)作(zuo)。營(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)負(fu)責人需注意，水(shui)(shui)(shui)泥(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售不僅僅是將水(shui)(shui)(shui)泥(ni)產(chan)(chan)品(pin)賣給客戶，同時需要做好客戶群體劃(hua)分、市場(chang)劃(hua)分、評(ping)價不同營(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)渠道(dao)效能等工(gong)作(zuo)。水(shui)(shui)(shui)泥(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售公(gong)(gong)(gong)司(si)聯系實際以及總結營(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)經驗，對營(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)渠道(dao)進行拓展和維護，打開水(shui)(shui)(shui)泥(ni)產(chan)(chan)品(pin)的(de)(de)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售市場(chang)，增加公(gong)(gong)(gong)司(si)產(chan)(chan)品(pin)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售份額，進一步(bu)擴(kuo)大公(gong)(gong)(gong)司(si)利(li)潤空間，減輕(qing)水(shui)(shui)(shui)泥(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售公(gong)(gong)(gong)司(si)的(de)(de)發展壓力。

一、水泥營銷渠道相關概述

水(shui)泥(ni)(ni)(ni)營(ying)銷(xiao)(xiao)(xiao)(xiao)渠(qu)道(dao)主要是指通過多(duo)種路徑將水(shui)泥(ni)(ni)(ni)產(chan)品(pin)(pin)從廠商(shang)處傳(chuan)遞至消費者手中(zhong)，水(shui)泥(ni)(ni)(ni)銷(xiao)(xiao)(xiao)(xiao)售(shou)公司以袋裝(zhuang)和散裝(zhuang)形式向企業(ye)客(ke)戶(hu)、個(ge)人(ren)客(ke)戶(hu)銷(xiao)(xiao)(xiao)(xiao)售(shou)水(shui)泥(ni)(ni)(ni)產(chan)品(pin)(pin)，一(yi)般情況下，水(shui)泥(ni)(ni)(ni)產(chan)品(pin)(pin)的營(ying)銷(xiao)(xiao)(xiao)(xiao)策略是按照客(ke)戶(hu)市(shi)場情況制定，即企業(ye)客(ke)戶(hu)適用直(zhi)銷(xiao)(xiao)(xiao)(xiao)渠(qu)道(dao)、個(ge)人(ren)客(ke)戶(hu)適用經銷(xiao)(xiao)(xiao)(xiao)渠(qu)道(dao)。其中(zhong)直(zhi)銷(xiao)(xiao)(xiao)(xiao)渠(qu)道(dao)是水(shui)泥(ni)(ni)(ni)銷(xiao)(xiao)(xiao)(xiao)售(shou)公司獨(du)立(li)的銷(xiao)(xiao)(xiao)(xiao)售(shou)體系，涉及公司業(ye)務(wu)部門(men)、銷(xiao)(xiao)(xiao)(xiao)售(shou)中(zhong)心、銷(xiao)(xiao)(xiao)(xiao)售(shou)業(ye)務(wu)辦事(shi)處等(deng)，整(zheng)體銷(xiao)(xiao)(xiao)(xiao)售(shou)工作由水(shui)泥(ni)(ni)(ni)銷(xiao)(xiao)(xiao)(xiao)售(shou)公司獨(du)立(li)完成，全(quan)程無(wu)第三(san)方介入。

二、水泥銷售公司產品營銷渠道建立與管理策略

（一）優(you)化(hua)營銷渠道組織體(ti)系

1.劃(hua)(hua)分(fen)(fen)(fen)(fen)管(guan)(guan)理(li)(li)歸屬(shu)與(yu)(yu)權責(ze)(ze)(ze)(ze)(ze)針(zhen)對(dui)獨(du)供市(shi)場(chang)管(guan)(guan)理(li)(li)，應(ying)當由(you)(you)(you)總部(bu)指定(ding)(ding)的(de)(de)(de)區(qu)域(yu)(yu)(yu)主管(guan)(guan)公(gong)司(si)(si)(si)負(fu)(fu)(fu)責(ze)(ze)(ze)(ze)(ze)，繼續優化(hua)客(ke)(ke)戶(hu)(hu)(hu)(hu)拓展(zhan)維(wei)護(hu)、銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)業(ye)(ye)務(wu)、市(shi)場(chang)協(xie)同(tong)(tong)等(deng)(deng)工(gong)(gong)(gong)作(zuo)(zuo)(zuo)，重點關(guan)注市(shi)場(chang)調研，緊(jin)貼(tie)市(shi)場(chang)需求制定(ding)(ding)營(ying)(ying)(ying)(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)策(ce)略，切(qie)實(shi)提高(gao)產(chan)品(pin)(pin)營(ying)(ying)(ying)(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)水(shui)(shui)(shui)平，增加(jia)(jia)市(shi)場(chang)份額。水(shui)(shui)(shui)泥(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)公(gong)司(si)(si)(si)下的(de)(de)(de)各(ge)個區(qu)域(yu)(yu)(yu)公(gong)司(si)(si)(si)應(ying)當依據產(chan)品(pin)(pin)存量(liang)開發銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)市(shi)場(chang)，但是(shi)不應(ying)至其他區(qu)域(yu)(yu)(yu)公(gong)司(si)(si)(si)所(suo)負(fu)(fu)(fu)責(ze)(ze)(ze)(ze)(ze)區(qu)域(yu)(yu)(yu)內拓展(zhan)客(ke)(ke)戶(hu)(hu)(hu)(hu)。2.界定(ding)(ding)營(ying)(ying)(ying)(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)部(bu)門(men)的(de)(de)(de)職能首先，水(shui)(shui)(shui)泥(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)公(gong)司(si)(si)(si)按(an)照客(ke)(ke)戶(hu)(hu)(hu)(hu)采購方式(shi)將銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)市(shi)場(chang)劃(hua)(hua)分(fen)(fen)(fen)(fen)為(wei)大(da)客(ke)(ke)戶(hu)(hu)(hu)(hu)市(shi)場(chang)、經(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商市(shi)場(chang)、獨(du)供市(shi)場(chang)，營(ying)(ying)(ying)(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)部(bu)門(men)分(fen)(fen)(fen)(fen)為(wei)市(shi)場(chang)部(bu)、大(da)客(ke)(ke)戶(hu)(hu)(hu)(hu)部(bu)以(yi)及各(ge)區(qu)域(yu)(yu)(yu)公(gong)司(si)(si)(si)派駐的(de)(de)(de)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)專員，其中市(shi)場(chang)部(bu)負(fu)(fu)(fu)責(ze)(ze)(ze)(ze)(ze)協(xie)調處理(li)(li)經(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商篩(shai)選、管(guan)(guan)理(li)(li)工(gong)(gong)(gong)作(zuo)(zuo)(zuo)，大(da)客(ke)(ke)戶(hu)(hu)(hu)(hu)部(bu)負(fu)(fu)(fu)責(ze)(ze)(ze)(ze)(ze)與(yu)(yu)建筑施工(gong)(gong)(gong)企業(ye)(ye)、房地(di)產(chan)公(gong)司(si)(si)(si)等(deng)(deng)進(jin)(jin)行(xing)對(dui)接，銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)專員負(fu)(fu)(fu)責(ze)(ze)(ze)(ze)(ze)協(xie)調工(gong)(gong)(gong)廠訂單。結合(he)(he)目前(qian)實(shi)際情(qing)況(kuang)來分(fen)(fen)(fen)(fen)析，水(shui)(shui)(shui)泥(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)公(gong)司(si)(si)(si)針(zhen)對(dui)不同(tong)(tong)客(ke)(ke)戶(hu)(hu)(hu)(hu)群體(ti)(ti)的(de)(de)(de)定(ding)(ding)價(jia)(jia)不同(tong)(tong)，加(jia)(jia)之不同(tong)(tong)客(ke)(ke)戶(hu)(hu)(hu)(hu)的(de)(de)(de)經(jing)(jing)(jing)營(ying)(ying)(ying)(ying)(ying)規模(mo)和(he)采購數量(liang)不完(wan)全一(yi)致，而且水(shui)(shui)(shui)泥(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)公(gong)司(si)(si)(si)面對(dui)的(de)(de)(de)集中采購客(ke)(ke)戶(hu)(hu)(hu)(hu)，其要(yao)求公(gong)司(si)(si)(si)墊付資(zi)金，公(gong)司(si)(si)(si)的(de)(de)(de)現金流面臨嚴峻挑戰，回款(kuan)時間過(guo)長容易加(jia)(jia)劇公(gong)司(si)(si)(si)的(de)(de)(de)運營(ying)(ying)(ying)(ying)(ying)成本。水(shui)(shui)(shui)泥(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)公(gong)司(si)(si)(si)應(ying)當根據實(shi)際問(wen)題(ti)對(dui)營(ying)(ying)(ying)(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)部(bu)門(men)的(de)(de)(de)職能責(ze)(ze)(ze)(ze)(ze)任進(jin)(jin)行(xing)細分(fen)(fen)(fen)(fen)，謹慎劃(hua)(hua)分(fen)(fen)(fen)(fen)不同(tong)(tong)組(zu)織成員的(de)(de)(de)職責(ze)(ze)(ze)(ze)(ze)，由(you)(you)(you)專業(ye)(ye)人(ren)(ren)員分(fen)(fen)(fen)(fen)管(guan)(guan)營(ying)(ying)(ying)(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)活動，做(zuo)好銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)對(dui)接工(gong)(gong)(gong)作(zuo)(zuo)(zuo)，比如市(shi)場(chang)部(bu)負(fu)(fu)(fu)責(ze)(ze)(ze)(ze)(ze)簽訂整體(ti)(ti)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)合(he)(he)同(tong)(tong)，在區(qu)域(yu)(yu)(yu)公(gong)司(si)(si)(si)處和(he)經(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商處派遣銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)專員，溝通(tong)合(he)(he)同(tong)(tong)、產(chan)品(pin)(pin)訂單等(deng)(deng)信息；大(da)客(ke)(ke)戶(hu)(hu)(hu)(hu)部(bu)負(fu)(fu)(fu)責(ze)(ze)(ze)(ze)(ze)與(yu)(yu)大(da)額訂單客(ke)(ke)戶(hu)(hu)(hu)(hu)進(jin)(jin)行(xing)對(dui)接，簽訂框架協(xie)議(yi)，實(shi)際訂單交由(you)(you)(you)經(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商負(fu)(fu)(fu)責(ze)(ze)(ze)(ze)(ze)完(wan)成，并(bing)(bing)且產(chan)品(pin)(pin)訂單的(de)(de)(de)具體(ti)(ti)定(ding)(ding)價(jia)(jia)與(yu)(yu)經(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商共同(tong)(tong)商定(ding)(ding)，同(tong)(tong)時大(da)客(ke)(ke)戶(hu)(hu)(hu)(hu)部(bu)負(fu)(fu)(fu)責(ze)(ze)(ze)(ze)(ze)跟(gen)進(jin)(jin)獨(du)供市(shi)場(chang)客(ke)(ke)戶(hu)(hu)(hu)(hu)，對(dui)其進(jin)(jin)行(xing)評估(gu)后(hou)交由(you)(you)(you)經(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商繼續跟(gen)進(jin)(jin)。水(shui)(shui)(shui)泥(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)公(gong)司(si)(si)(si)對(dui)營(ying)(ying)(ying)(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)部(bu)門(men)的(de)(de)(de)職責(ze)(ze)(ze)(ze)(ze)進(jin)(jin)行(xing)細化(hua)、明確營(ying)(ying)(ying)(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)渠(qu)(qu)道(dao)(dao)節點，能夠減少直接銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)渠(qu)(qu)道(dao)(dao)和(he)經(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商渠(qu)(qu)道(dao)(dao)之間的(de)(de)(de)矛盾沖突(tu)，公(gong)司(si)(si)(si)可潛心研究市(shi)場(chang)開發問(wen)題(ti)。3.加(jia)(jia)強(qiang)渠(qu)(qu)道(dao)(dao)管(guan)(guan)理(li)(li)人(ren)(ren)員組(zu)織隊伍(wu)(wu)建設(she)(she)關(guan)于水(shui)(shui)(shui)泥(ni)產(chan)品(pin)(pin)營(ying)(ying)(ying)(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)渠(qu)(qu)道(dao)(dao)管(guan)(guan)理(li)(li)人(ren)(ren)員組(zu)織隊伍(wu)(wu)建設(she)(she)，建議(yi)水(shui)(shui)(shui)泥(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)公(gong)司(si)(si)(si)從以(yi)下幾點入手：第一(yi)，構(gou)建長效(xiao)化(hua)管(guan)(guan)理(li)(li)人(ren)(ren)才培養(yang)機(ji)制，豐富培養(yang)形式(shi)，采用內外培訓聯合(he)(he)、校企合(he)(he)作(zuo)(zuo)(zuo)等(deng)(deng)形式(shi)多方位(wei)培養(yang)管(guan)(guan)理(li)(li)人(ren)(ren)才，并(bing)(bing)且公(gong)司(si)(si)(si)也(ye)可建設(she)(she)人(ren)(ren)才培養(yang)基地(di)，為(wei)公(gong)司(si)(si)(si)營(ying)(ying)(ying)(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)渠(qu)(qu)道(dao)(dao)管(guan)(guan)理(li)(li)儲備高(gao)質(zhi)(zhi)量(liang)人(ren)(ren)才。第二，圍繞能力、業(ye)(ye)績(ji)績(ji)效(xiao)等(deng)(deng)目標建立管(guan)(guan)理(li)(li)人(ren)(ren)才培訓考核(he)機(ji)制，緊(jin)抓管(guan)(guan)理(li)(li)人(ren)(ren)才的(de)(de)(de)工(gong)(gong)(gong)作(zuo)(zuo)(zuo)能力提升、職業(ye)(ye)道(dao)(dao)德(de)素(su)養(yang)、知識結構(gou)體(ti)(ti)系更新等(deng)(deng)要(yao)素(su)，堅決抵制“以(yi)學歷論(lun)人(ren)(ren)、以(yi)資(zi)歷論(lun)人(ren)(ren)、以(yi)身份論(lun)人(ren)(ren)”等(deng)(deng)陋習，為(wei)企業(ye)(ye)選拔專業(ye)(ye)本領(ling)強(qiang)大(da)、個人(ren)(ren)整體(ti)(ti)素(su)質(zhi)(zhi)過(guo)硬的(de)(de)(de)管(guan)(guan)理(li)(li)人(ren)(ren)才。第三，建設(she)(she)人(ren)(ren)才激勵機(ji)制，為(wei)企業(ye)(ye)留住優質(zhi)(zhi)人(ren)(ren)才，水(shui)(shui)(shui)泥(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)公(gong)司(si)(si)(si)可為(wei)在營(ying)(ying)(ying)(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)活動中貢獻突(tu)出(chu)的(de)(de)(de)員工(gong)(gong)(gong)，提供晉升機(ji)會或是(shi)調整薪資(zi)結構(gou)，激勵員工(gong)(gong)(gong)的(de)(de)(de)工(gong)(gong)(gong)作(zuo)(zuo)(zuo)積極性(xing)。

（二）合理(li)調整渠道組織(zhi)結構(gou)

1.結合區(qu)域(yu)差異設(she)計(ji)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)(shou)渠(qu)(qu)道(dao)國(guo)內經(jing)(jing)(jing)濟(ji)(ji)差異、文化(hua)差異、城鄉差異明顯，統一的(de)(de)(de)營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)渠(qu)(qu)道(dao)難以(yi)成功實現銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)(shou)目(mu)標(biao)，因(yin)此，水(shui)(shui)(shui)(shui)(shui)泥(ni)(ni)(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)(shou)公(gong)(gong)(gong)(gong)(gong)司(si)(si)在設(she)計(ji)營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)渠(qu)(qu)道(dao)時(shi)應當(dang)著重(zhong)考慮地(di)(di)(di)域(yu)差異，進(jin)(jin)一步優(you)化(hua)營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)渠(qu)(qu)道(dao)的(de)(de)(de)設(she)計(ji)方(fang)(fang)案。水(shui)(shui)(shui)(shui)(shui)泥(ni)(ni)(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)(shou)公(gong)(gong)(gong)(gong)(gong)司(si)(si)基于地(di)(di)(di)域(yu)差異實行一地(di)(di)(di)一策略的(de)(de)(de)設(she)計(ji)方(fang)(fang)式(shi)(shi)，針對(dui)(dui)不同(tong)地(di)(di)(di)區(qu)的(de)(de)(de)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)(shou)市(shi)場營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)側重(zhong)點(dian)不同(tong)，比如水(shui)(shui)(shui)(shui)(shui)泥(ni)(ni)(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)(shou)公(gong)(gong)(gong)(gong)(gong)司(si)(si)在設(she)計(ji)營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)方(fang)(fang)案時(shi)，針對(dui)(dui)我(wo)國(guo)南部地(di)(di)(di)區(qu)和東部地(di)(di)(di)區(qu)的(de)(de)(de)市(shi)場營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)中(zhong)心放(fang)在獨供(gong)市(shi)場，北部地(di)(di)(di)區(qu)和西北地(di)(di)(di)區(qu)重(zhong)點(dian)推(tui)進(jin)(jin)經(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)渠(qu)(qu)道(dao)，南部、中(zhong)部以(yi)及東部地(di)(di)(di)區(qu)開(kai)設(she)分公(gong)(gong)(gong)(gong)(gong)司(si)(si)，劃分銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)(shou)區(qu)域(yu)，有(you)條不紊(wen)地(di)(di)(di)開(kai)展(zhan)水(shui)(shui)(shui)(shui)(shui)泥(ni)(ni)(ni)產品銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)(shou)活動，西北地(di)(di)(di)區(qu)則(ze)(ze)以(yi)運營(ying)(ying)商(shang)(shang)(shang)(shang)(shang)(shang)和代理(li)商(shang)(shang)(shang)(shang)(shang)(shang)為(wei)主(zhu)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)(shou)渠(qu)(qu)道(dao)。2.廠(chang)商(shang)(shang)(shang)(shang)(shang)(shang)聯合建立一體化(hua)運作機制(zhi)現階段，水(shui)(shui)(shui)(shui)(shui)泥(ni)(ni)(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)(shou)公(gong)(gong)(gong)(gong)(gong)司(si)(si)遵循效率優(you)先(xian)和能力優(you)先(xian)原(yuan)則(ze)(ze)，將經(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)定(ding)(ding)位為(wei)區(qu)域(yu)內市(shi)場主(zhu)體，廠(chang)商(shang)(shang)(shang)(shang)(shang)(shang)分工重(zhong)新(xin)界定(ding)(ding)，水(shui)(shui)(shui)(shui)(shui)泥(ni)(ni)(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)(shou)公(gong)(gong)(gong)(gong)(gong)司(si)(si)提供(gong)服(fu)務(wu)支持，經(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)提供(gong)穩定(ding)(ding)可靠的(de)(de)(de)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)(shou)渠(qu)(qu)道(dao)和終端，廠(chang)商(shang)(shang)(shang)(shang)(shang)(shang)聯合謀求利益最大化(hua)。水(shui)(shui)(shui)(shui)(shui)泥(ni)(ni)(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)(shou)公(gong)(gong)(gong)(gong)(gong)司(si)(si)應當(dang)提前籌劃經(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)負責的(de)(de)(de)區(qu)域(yu)和渠(qu)(qu)道(dao)，向其(qi)(qi)承諾相應的(de)(de)(de)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)(shou)回報(bao)，并且解決經(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)無法解決的(de)(de)(de)營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)問題，處(chu)理(li)完成后(hou)(hou)再交(jiao)由(you)(you)經(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)，比如水(shui)(shui)(shui)(shui)(shui)泥(ni)(ni)(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)(shou)公(gong)(gong)(gong)(gong)(gong)司(si)(si)可指導經(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)維護和開(kai)發重(zhong)點(dian)、分銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)管理(li)水(shui)(shui)(shui)(shui)(shui)泥(ni)(ni)(ni)產品、促銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)推(tui)廣、售(shou)(shou)(shou)(shou)(shou)(shou)后(hou)(hou)服(fu)務(wu)等(deng)工作，對(dui)(dui)經(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)進(jin)(jin)行培訓，協(xie)(xie)助(zhu)其(qi)(qi)構建完善的(de)(de)(de)組織體系，助(zhu)力經(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)發展(zhan)壯大，從(cong)而公(gong)(gong)(gong)(gong)(gong)司(si)(si)再移交(jiao)部分職能至經(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)處(chu)，由(you)(you)經(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)大力營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)水(shui)(shui)(shui)(shui)(shui)泥(ni)(ni)(ni)產品。3.利用(yong)增值服(fu)務(wu)促進(jin)(jin)經(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)轉型(xing)水(shui)(shui)(shui)(shui)(shui)泥(ni)(ni)(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)(shou)公(gong)(gong)(gong)(gong)(gong)司(si)(si)應當(dang)定(ding)(ding)期(qi)(qi)與營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)渠(qu)(qu)道(dao)的(de)(de)(de)成員進(jin)(jin)行溝通，向其(qi)(qi)宣傳企(qi)業文化(hua)，爭(zheng)取營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)渠(qu)(qu)道(dao)成員對(dui)(dui)公(gong)(gong)(gong)(gong)(gong)司(si)(si)經(jing)(jing)(jing)營(ying)(ying)目(mu)標(biao)的(de)(de)(de)理(li)解。首先(xian)，水(shui)(shui)(shui)(shui)(shui)泥(ni)(ni)(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)(shou)公(gong)(gong)(gong)(gong)(gong)司(si)(si)制(zhi)定(ding)(ding)協(xie)(xie)商(shang)(shang)(shang)(shang)(shang)(shang)機制(zhi)，與經(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)進(jin)(jin)行交(jiao)流；其(qi)(qi)次，在公(gong)(gong)(gong)(gong)(gong)司(si)(si)公(gong)(gong)(gong)(gong)(gong)共(gong)(gong)信息平臺中(zhong)公(gong)(gong)(gong)(gong)(gong)示(shi)不同(tong)系列水(shui)(shui)(shui)(shui)(shui)泥(ni)(ni)(ni)產品的(de)(de)(de)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)(shou)政策，解答經(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)的(de)(de)(de)疑(yi)惑；再者，水(shui)(shui)(shui)(shui)(shui)泥(ni)(ni)(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)(shou)公(gong)(gong)(gong)(gong)(gong)司(si)(si)設(she)置的(de)(de)(de)區(qu)域(yu)主(zhu)管公(gong)(gong)(gong)(gong)(gong)司(si)(si)責任(ren)人應定(ding)(ding)期(qi)(qi)拜訪(fang)經(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)，與其(qi)(qi)交(jiao)流銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)(shou)市(shi)場相關問題；最后(hou)(hou)，優(you)化(hua)廠(chang)商(shang)(shang)(shang)(shang)(shang)(shang)合作模(mo)式(shi)(shi)，最大限(xian)度地(di)(di)(di)保(bao)證經(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)的(de)(de)(de)經(jing)(jing)(jing)濟(ji)(ji)利益，水(shui)(shui)(shui)(shui)(shui)泥(ni)(ni)(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)(shou)(shou)(shou)公(gong)(gong)(gong)(gong)(gong)司(si)(si)和經(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)各自承擔責任(ren)，協(xie)(xie)調營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)渠(qu)(qu)道(dao)的(de)(de)(de)長短期(qi)(qi)利益，建立合作共(gong)(gong)贏的(de)(de)(de)營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)機制(zhi)。

（三）建立良(liang)好的渠道經銷(xiao)商激勵機(ji)制

1.完(wan)善渠(qu)道(dao)成(cheng)(cheng)(cheng)(cheng)員(yuan)選(xuan)(xuan)(xuan)(xuan)擇(ze)(ze)(ze)(ze)(ze)評(ping)(ping)價標(biao)準(zhun)(zhun)水(shui)(shui)泥(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)公(gong)司(si)(si)(si)(si)需要從(cong)眾多營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)渠(qu)道(dao)成(cheng)(cheng)(cheng)(cheng)員(yuan)中(zhong)選(xuan)(xuan)(xuan)(xuan)擇(ze)(ze)(ze)(ze)(ze)能(neng)力(li)(li)強(qiang)、行(xing)(xing)(xing)動力(li)(li)強(qiang)的(de)(de)(de)(de)(de)(de)(de)(de)(de)成(cheng)(cheng)(cheng)(cheng)員(yuan)執(zhi)行(xing)(xing)(xing)下發(fa)的(de)(de)(de)(de)(de)(de)(de)(de)(de)營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)部(bu)署策略(lve)(lve)，公(gong)司(si)(si)(si)(si)應當針(zhen)對(dui)(dui)(dui)不同層級(ji)(ji)(ji)(ji)的(de)(de)(de)(de)(de)(de)(de)(de)(de)經(jing)(jing)(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)制(zhi)定(ding)(ding)(ding)合(he)理(li)的(de)(de)(de)(de)(de)(de)(de)(de)(de)選(xuan)(xuan)(xuan)(xuan)擇(ze)(ze)(ze)(ze)(ze)評(ping)(ping)價標(biao)準(zhun)(zhun)。首先是(shi)(shi)一(yi)(yi)(yi)級(ji)(ji)(ji)(ji)經(jing)(jing)(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)選(xuan)(xuan)(xuan)(xuan)擇(ze)(ze)(ze)(ze)(ze)評(ping)(ping)價標(biao)準(zhun)(zhun)，站在(zai)水(shui)(shui)泥(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)公(gong)司(si)(si)(si)(si)角度(du)(du)(du)來看(kan)，一(yi)(yi)(yi)級(ji)(ji)(ji)(ji)經(jing)(jing)(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)有(you)助(zhu)于(yu)開(kai)發(fa)區(qu)(qu)域(yu)市場(chang)，并(bing)且協(xie)助(zhu)選(xuan)(xuan)(xuan)(xuan)拔二級(ji)(ji)(ji)(ji)經(jing)(jing)(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)，維護(hu)公(gong)司(si)(si)(si)(si)與二級(ji)(ji)(ji)(ji)經(jing)(jing)(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)的(de)(de)(de)(de)(de)(de)(de)(de)(de)客(ke)情(qing)(qing)關(guan)(guan)系。因(yin)此(ci)一(yi)(yi)(yi)級(ji)(ji)(ji)(ji)經(jing)(jing)(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)的(de)(de)(de)(de)(de)(de)(de)(de)(de)選(xuan)(xuan)(xuan)(xuan)擇(ze)(ze)(ze)(ze)(ze)評(ping)(ping)價標(biao)準(zhun)(zhun)應當定(ding)(ding)(ding)為(wei)(wei)(wei)資(zi)(zi)金實(shi)(shi)力(li)(li)、區(qu)(qu)域(yu)影(ying)響力(li)(li)、業(ye)(ye)務能(neng)力(li)(li)、前期(qi)合(he)作(zuo)忠誠度(du)(du)(du)等(deng)(deng)(deng)，水(shui)(shui)泥(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)公(gong)司(si)(si)(si)(si)將擬錄的(de)(de)(de)(de)(de)(de)(de)(de)(de)一(yi)(yi)(yi)級(ji)(ji)(ji)(ji)經(jing)(jing)(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)按(an)照以(yi)上標(biao)準(zhun)(zhun)進(jin)(jin)行(xing)(xing)(xing)評(ping)(ping)分(fen)排(pai)名(ming)，在(zai)此(ci)過(guo)程中(zhong)，公(gong)司(si)(si)(si)(si)還應適(shi)度(du)(du)(du)考量(liang)經(jing)(jing)(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)的(de)(de)(de)(de)(de)(de)(de)(de)(de)具(ju)體(ti)優(you)劣勢。其(qi)次(ci)是(shi)(shi)二級(ji)(ji)(ji)(ji)經(jing)(jing)(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)選(xuan)(xuan)(xuan)(xuan)擇(ze)(ze)(ze)(ze)(ze)評(ping)(ping)價標(biao)準(zhun)(zhun)，合(he)適(shi)的(de)(de)(de)(de)(de)(de)(de)(de)(de)二級(ji)(ji)(ji)(ji)經(jing)(jing)(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)是(shi)(shi)推廣水(shui)(shui)泥(ni)產品(pin)的(de)(de)(de)(de)(de)(de)(de)(de)(de)重(zhong)要“窗口(kou)”，經(jing)(jing)(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)的(de)(de)(de)(de)(de)(de)(de)(de)(de)選(xuan)(xuan)(xuan)(xuan)擇(ze)(ze)(ze)(ze)(ze)是(shi)(shi)否恰當直接(jie)影(ying)響公(gong)司(si)(si)(si)(si)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)成(cheng)(cheng)(cheng)(cheng)效(xiao)。針(zhen)對(dui)(dui)(dui)二級(ji)(ji)(ji)(ji)經(jing)(jing)(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)選(xuan)(xuan)(xuan)(xuan)擇(ze)(ze)(ze)(ze)(ze)，水(shui)(shui)泥(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)公(gong)司(si)(si)(si)(si)可指導一(yi)(yi)(yi)級(ji)(ji)(ji)(ji)經(jing)(jing)(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)從(cong)覆中(zhong)國集體(ti)經(jing)(jing)(jing)(jing)(jing)濟(ji)(ji)CHINACOLLECTIVEECONOMY蓋區(qu)(qu)域(yu)、市場(chang)經(jing)(jing)(jing)(jing)(jing)營(ying)(ying)能(neng)力(li)(li)、經(jing)(jing)(jing)(jing)(jing)濟(ji)(ji)實(shi)(shi)力(li)(li)、對(dui)(dui)(dui)市場(chang)的(de)(de)(de)(de)(de)(de)(de)(de)(de)影(ying)響力(li)(li)等(deng)(deng)(deng)方面制(zhi)定(ding)(ding)(ding)選(xuan)(xuan)(xuan)(xuan)擇(ze)(ze)(ze)(ze)(ze)評(ping)(ping)價標(biao)準(zhun)(zhun)。另外，對(dui)(dui)(dui)于(yu)空白區(qu)(qu)域(yu)的(de)(de)(de)(de)(de)(de)(de)(de)(de)經(jing)(jing)(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)選(xuan)(xuan)(xuan)(xuan)擇(ze)(ze)(ze)(ze)(ze)，水(shui)(shui)泥(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)公(gong)司(si)(si)(si)(si)更(geng)需要慎重(zhong)，因(yin)為(wei)(wei)(wei)空白區(qu)(qu)域(yu)可能(neng)成(cheng)(cheng)(cheng)(cheng)為(wei)(wei)(wei)公(gong)司(si)(si)(si)(si)利(li)潤增(zeng)加(jia)的(de)(de)(de)(de)(de)(de)(de)(de)(de)新(xin)起(qi)點(dian)，水(shui)(shui)泥(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)公(gong)司(si)(si)(si)(si)可向(xiang)正(zheng)(zheng)(zheng)在(zai)合(he)作(zuo)中(zhong)的(de)(de)(de)(de)(de)(de)(de)(de)(de)經(jing)(jing)(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)了(le)解空白區(qu)(qu)域(yu)經(jing)(jing)(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)分(fen)布情(qing)(qing)況，進(jin)(jin)行(xing)(xing)(xing)全面調(diao)查后，設置合(he)作(zuo)門(men)檻，比如具(ju)有(you)墊資(zi)(zi)能(neng)力(li)(li)、影(ying)響力(li)(li)大等(deng)(deng)(deng)條件。2.發(fa)揮多元激(ji)(ji)勵(li)的(de)(de)(de)(de)(de)(de)(de)(de)(de)作(zuo)用在(zai)水(shui)(shui)泥(ni)產品(pin)同質化(hua)愈加(jia)嚴(yan)重(zhong)的(de)(de)(de)(de)(de)(de)(de)(de)(de)背景下，水(shui)(shui)泥(ni)企業(ye)(ye)之間的(de)(de)(de)(de)(de)(de)(de)(de)(de)競(jing)爭逐漸(jian)轉(zhuan)向(xiang)營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)渠(qu)道(dao)的(de)(de)(de)(de)(de)(de)(de)(de)(de)競(jing)爭，對(dui)(dui)(dui)于(yu)此(ci)，水(shui)(shui)泥(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)公(gong)司(si)(si)(si)(si)有(you)必要針(zhen)對(dui)(dui)(dui)營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)渠(qu)道(dao)成(cheng)(cheng)(cheng)(cheng)員(yuan)制(zhi)定(ding)(ding)(ding)多元化(hua)激(ji)(ji)勵(li)機(ji)(ji)制(zhi)，保(bao)證企業(ye)(ye)的(de)(de)(de)(de)(de)(de)(de)(de)(de)競(jing)爭優(you)勢。以(yi)下主(zhu)要從(cong)正(zheng)(zheng)(zheng)向(xiang)和(he)(he)負(fu)向(xiang)兩個(ge)角度(du)(du)(du)分(fen)析如何(he)制(zhi)定(ding)(ding)(ding)激(ji)(ji)勵(li)機(ji)(ji)制(zhi)并(bing)發(fa)揮激(ji)(ji)勵(li)作(zuo)用，第(di)一(yi)(yi)(yi)，正(zheng)(zheng)(zheng)向(xiang)激(ji)(ji)勵(li)，即對(dui)(dui)(dui)渠(qu)道(dao)成(cheng)(cheng)(cheng)(cheng)員(yuan)的(de)(de)(de)(de)(de)(de)(de)(de)(de)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)工作(zuo)進(jin)(jin)行(xing)(xing)(xing)鼓勵(li)，肯定(ding)(ding)(ding)其(qi)工作(zuo)效(xiao)果，公(gong)司(si)(si)(si)(si)可對(dui)(dui)(dui)正(zheng)(zheng)(zheng)向(xiang)激(ji)(ji)勵(li)措施進(jin)(jin)行(xing)(xing)(xing)細化(hua)，具(ju)體(ti)如下：（1）經(jing)(jing)(jing)(jing)(jing)濟(ji)(ji)激(ji)(ji)勵(li)，對(dui)(dui)(dui)完(wan)成(cheng)(cheng)(cheng)(cheng)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)指標(biao)的(de)(de)(de)(de)(de)(de)(de)(de)(de)經(jing)(jing)(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)，公(gong)司(si)(si)(si)(si)可提(ti)供月度(du)(du)(du)折(zhe)讓、季度(du)(du)(du)折(zhe)讓等(deng)(deng)(deng)，降低經(jing)(jing)(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)成(cheng)(cheng)(cheng)(cheng)本(ben)，但需注(zhu)意折(zhe)讓額度(du)(du)(du)不應過(guo)高，防控(kong)(kong)營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)渠(qu)道(dao)管控(kong)(kong)風險。（2）服務激(ji)(ji)勵(li)，向(xiang)經(jing)(jing)(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)提(ti)供銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)技能(neng)培訓、產品(pin)管理(li)培訓、營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)策略(lve)(lve)培訓等(deng)(deng)(deng)無(wu)形激(ji)(ji)勵(li)。（3）其(qi)他激(ji)(ji)勵(li)，定(ding)(ding)(ding)期(qi)組織優(you)秀經(jing)(jing)(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)參與交流(liu)會議，彼此(ci)交換經(jing)(jing)(jing)(jing)(jing)驗，更(geng)好地維護(hu)營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)渠(qu)道(dao)網(wang)絡穩定(ding)(ding)(ding)性(xing)。第(di)二，負(fu)向(xiang)激(ji)(ji)勵(li)，主(zhu)要是(shi)(shi)針(zhen)對(dui)(dui)(dui)營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)渠(qu)道(dao)造成(cheng)(cheng)(cheng)(cheng)嚴(yan)重(zhong)損(sun)失的(de)(de)(de)(de)(de)(de)(de)(de)(de)經(jing)(jing)(jing)(jing)(jing)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)(shang)(shang)(shang)(shang)(shang)，或(huo)者無(wu)法達成(cheng)(cheng)(cheng)(cheng)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)指標(biao)的(de)(de)(de)(de)(de)(de)(de)(de)(de)渠(qu)道(dao)成(cheng)(cheng)(cheng)(cheng)員(yuan)，對(dui)(dui)(dui)其(qi)進(jin)(jin)行(xing)(xing)(xing)一(yi)(yi)(yi)定(ding)(ding)(ding)的(de)(de)(de)(de)(de)(de)(de)(de)(de)懲處，比如調(diao)整(zheng)經(jing)(jing)(jing)(jing)(jing)營(ying)(ying)區(qu)(qu)域(yu)、罰款等(deng)(deng)(deng)，促使其(qi)增(zeng)加(jia)危機(ji)(ji)意識，進(jin)(jin)而調(diao)整(zheng)營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)策略(lve)(lve)，保(bao)質保(bao)量(liang)完(wan)成(cheng)(cheng)(cheng)(cheng)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)指標(biao)。3.完(wan)善客(ke)戶(hu)分(fen)級(ji)(ji)(ji)(ji)評(ping)(ping)價體(ti)系水(shui)(shui)泥(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)公(gong)司(si)(si)(si)(si)應當對(dui)(dui)(dui)客(ke)戶(hu)進(jin)(jin)行(xing)(xing)(xing)定(ding)(ding)(ding)期(qi)評(ping)(ping)價打分(fen)，有(you)針(zhen)對(dui)(dui)(dui)性(xing)地維護(hu)和(he)(he)拓(tuo)展(zhan)客(ke)戶(hu)關(guan)(guan)系，以(yi)某(mou)水(shui)(shui)泥(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)企業(ye)(ye)為(wei)(wei)(wei)例，該(gai)公(gong)司(si)(si)(si)(si)基于(yu)對(dui)(dui)(dui)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)量(liang)、價格、應收款、合(he)同履約進(jin)(jin)度(du)(du)(du)等(deng)(deng)(deng)的(de)(de)(de)(de)(de)(de)(de)(de)(de)評(ping)(ping)價結(jie)果將客(ke)戶(hu)分(fen)為(wei)(wei)(wei)六個(ge)等(deng)(deng)(deng)級(ji)(ji)(ji)(ji)，分(fen)別(bie)為(wei)(wei)(wei)無(wu)星(xing)(xing)(xing)(xing)級(ji)(ji)(ji)(ji)、一(yi)(yi)(yi)星(xing)(xing)(xing)(xing)級(ji)(ji)(ji)(ji)、二星(xing)(xing)(xing)(xing)級(ji)(ji)(ji)(ji)、三星(xing)(xing)(xing)(xing)級(ji)(ji)(ji)(ji)、四(si)星(xing)(xing)(xing)(xing)級(ji)(ji)(ji)(ji)和(he)(he)五星(xing)(xing)(xing)(xing)級(ji)(ji)(ji)(ji)，該(gai)企業(ye)(ye)重(zhong)點(dian)維護(hu)五星(xing)(xing)(xing)(xing)和(he)(he)四(si)星(xing)(xing)(xing)(xing)客(ke)戶(hu)，為(wei)(wei)(wei)其(qi)提(ti)供個(ge)性(xing)化(hua)服務，對(dui)(dui)(dui)于(yu)三星(xing)(xing)(xing)(xing)和(he)(he)二星(xing)(xing)(xing)(xing)客(ke)戶(hu)則(ze)重(zhong)視與其(qi)的(de)(de)(de)(de)(de)(de)(de)(de)(de)交流(liu)，掌握客(ke)戶(hu)的(de)(de)(de)(de)(de)(de)(de)(de)(de)實(shi)(shi)際需求信息，針(zhen)對(dui)(dui)(dui)一(yi)(yi)(yi)星(xing)(xing)(xing)(xing)客(ke)戶(hu)，該(gai)企業(ye)(ye)為(wei)(wei)(wei)其(qi)提(ti)供正(zheng)(zheng)(zheng)常(chang)(chang)服務，并(bing)且時刻關(guan)(guan)注(zhu)其(qi)發(fa)展(zhan)前景，采取措施促使其(qi)從(cong)低星(xing)(xing)(xing)(xing)級(ji)(ji)(ji)(ji)向(xiang)高星(xing)(xing)(xing)(xing)級(ji)(ji)(ji)(ji)轉(zhuan)化(hua)。而該(gai)企業(ye)(ye)的(de)(de)(de)(de)(de)(de)(de)(de)(de)無(wu)星(xing)(xing)(xing)(xing)級(ji)(ji)(ji)(ji)客(ke)戶(hu)則(ze)被(bei)列為(wei)(wei)(wei)重(zhong)點(dian)關(guan)(guan)注(zhu)對(dui)(dui)(dui)象，其(qi)對(dui)(dui)(dui)企業(ye)(ye)的(de)(de)(de)(de)(de)(de)(de)(de)(de)正(zheng)(zheng)(zheng)常(chang)(chang)經(jing)(jing)(jing)(jing)(jing)營(ying)(ying)活動干擾(rao)嚴(yan)重(zhong)，存(cun)在(zai)重(zhong)大風險，該(gai)企業(ye)(ye)營(ying)(ying)銷(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)(xiao)部(bu)門(men)定(ding)(ding)(ding)期(qi)清理(li)客(ke)戶(hu)名(ming)單中(zhong)的(de)(de)(de)(de)(de)(de)(de)(de)(de)無(wu)星(xing)(xing)(xing)(xing)級(ji)(ji)(ji)(ji)客(ke)戶(hu)。

（四）加強對銷(xiao)售渠(qu)道的日常管理

1.及(ji)時獲取(qu)銷(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)信息(xi)(xi)流(liu)向(xiang)(xiang)(xiang)(xiang)(xiang)水(shui)泥(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)公(gong)司(si)必須抓緊對(dui)(dui)產品銷(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)流(liu)向(xiang)(xiang)(xiang)(xiang)(xiang)的(de)(de)跟蹤監(jian)(jian)管，從源頭開始監(jian)(jian)管，及(ji)時確認產品流(liu)向(xiang)(xiang)(xiang)(xiang)(xiang)，做好銷(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)流(liu)向(xiang)(xiang)(xiang)(xiang)(xiang)信息(xi)(xi)單據核(he)對(dui)(dui)和存(cun)檔工(gong)作，避免銷(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)過(guo)程中產品丟失、產品運輸損耗過(guo)大等風險。對(dui)(dui)于經銷(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)渠道的(de)(de)銷(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)信息(xi)(xi)獲取(qu)，公(gong)司(si)統一發(fa)(fa)貨(huo)后(hou)，發(fa)(fa)貨(huo)客(ke)戶(hu)(hu)聯(lian)共(gong)同發(fa)(fa)出，到終(zhong)端(duan)客(ke)戶(hu)(hu)手中后(hou)簽(qian)字確認，公(gong)司(si)營銷(xiao)(xiao)(xiao)(xiao)(xiao)部(bu)(bu)門定(ding)期回(hui)收(shou)經過(guo)終(zhong)端(duan)客(ke)戶(hu)(hu)簽(qian)字確認的(de)(de)發(fa)(fa)貨(huo)客(ke)戶(hu)(hu)聯(lian)復(fu)(fu)印件以(yi)及(ji)經銷(xiao)(xiao)(xiao)(xiao)(xiao)商(shang)提(ti)供的(de)(de)終(zhong)端(duan)客(ke)戶(hu)(hu)數(shu)量結(jie)算單據、應收(shou)賬款單據、發(fa)(fa)票(piao)等復(fu)(fu)印文(wen)件，在月底核(he)對(dui)(dui)之后(hou)轉交至(zhi)銷(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)部(bu)(bu)門建(jian)立(li)(li)臺賬和存(cun)檔。2.建(jian)立(li)(li)三級(ji)(ji)檢(jian)查機(ji)制(zhi)水(shui)泥(ni)銷(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)公(gong)司(si)需建(jian)立(li)(li)三級(ji)(ji)檢(jian)查機(ji)制(zhi)，層(ceng)層(ceng)把(ba)關水(shui)泥(ni)產品的(de)(de)流(liu)向(xiang)(xiang)(xiang)(xiang)(xiang)，首先，市(shi)場(chang)部(bu)(bu)負(fu)責控制(zhi)低價市(shi)場(chang)的(de)(de)產品流(liu)向(xiang)(xiang)(xiang)(xiang)(xiang)，對(dui)(dui)客(ke)戶(hu)(hu)進行(xing)(xing)定(ding)期抽查，準(zhun)確記錄抽查數(shu)據并(bing)及(ji)時反饋(kui)至(zhi)營銷(xiao)(xiao)(xiao)(xiao)(xiao)部(bu)(bu)門。其次，營銷(xiao)(xiao)(xiao)(xiao)(xiao)部(bu)(bu)門安(an)排銷(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)專員不定(ding)期檢(jian)查水(shui)泥(ni)產品銷(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)流(liu)向(xiang)(xiang)(xiang)(xiang)(xiang)，將(jiang)違規情況及(ji)時上(shang)報至(zhi)區域公(gong)司(si)。再者(zhe)，區域主管公(gong)司(si)安(an)排人事部(bu)(bu)門、財務審計部(bu)(bu)門組建(jian)聯(lian)合審查小(xiao)組，對(dui)(dui)營銷(xiao)(xiao)(xiao)(xiao)(xiao)渠道成(cheng)員的(de)(de)銷(xiao)(xiao)(xiao)(xiao)(xiao)售(shou)(shou)(shou)流(liu)向(xiang)(xiang)(xiang)(xiang)(xiang)進行(xing)(xing)檢(jian)查，將(jiang)檢(jian)查結(jie)果上(shang)報至(zhi)區域公(gong)司(si)以(yi)及(ji)相關成(cheng)員處。

（五）提高服務(wu)質(zhi)量，穩(wen)固下游客(ke)戶(hu)

1.建(jian)(jian)立(li)高(gao)質(zhi)(zhi)量、高(gao)效(xiao)率(lv)的客(ke)(ke)戶(hu)(hu)服(fu)務(wu)(wu)體(ti)系水(shui)(shui)泥(ni)(ni)銷售(shou)公司應(ying)當致(zhi)力(li)于建(jian)(jian)立(li)高(gao)質(zhi)(zhi)量、高(gao)效(xiao)率(lv)的客(ke)(ke)戶(hu)(hu)服(fu)務(wu)(wu)體(ti)系，優化(hua)(hua)服(fu)務(wu)(wu)流程，為(wei)客(ke)(ke)戶(hu)(hu)提供標(biao)準(zhun)化(hua)(hua)高(gao)效(xiao)服(fu)務(wu)(wu)。一(yi)方面(mian)，公司可將傳統銷售(shou)部門(men)轉(zhuan)化(hua)(hua)為(wei)客(ke)(ke)戶(hu)(hu)導(dao)向型(xing)服(fu)務(wu)(wu)平臺，安排其處理(li)經(jing)(jing)銷商(shang)的營(ying)(ying)銷難題，向經(jing)(jing)銷商(shang)宣傳公司銷售(shou)政策、經(jing)(jing)營(ying)(ying)理(li)念(nian)等。另(ling)一(yi)方面(mian)，營(ying)(ying)銷部門(men)應(ying)當增設客(ke)(ke)戶(hu)(hu)服(fu)務(wu)(wu)管理(li)崗，由(you)專業服(fu)務(wu)(wu)人(ren)員(yuan)對客(ke)(ke)戶(hu)(hu)的滿意(yi)(yi)度(du)進行調查(cha)回(hui)訪，系統全(quan)面(mian)地了解(jie)當前營(ying)(ying)銷策略執行進度(du)和(he)具體(ti)成(cheng)效(xiao)，研究客(ke)(ke)戶(hu)(hu)反(fan)饋意(yi)(yi)見，并將意(yi)(yi)見納入下一(yi)階(jie)段營(ying)(ying)銷策略制定(ding)中(zhong)。2.加強產(chan)(chan)品(pin)質(zhi)(zhi)量管控(kong)水(shui)(shui)泥(ni)(ni)產(chan)(chan)品(pin)生產(chan)(chan)標(biao)準(zhun)基本都符(fu)合國家(jia)標(biao)準(zhun)，但是水(shui)(shui)泥(ni)(ni)企(qi)業為(wei)保證競爭(zheng)優勢，其產(chan)(chan)品(pin)質(zhi)(zhi)量一(yi)般都高(gao)于國家(jia)標(biao)準(zhun)，而且不同企(qi)業的自定(ding)的標(biao)準(zhun)不同，在實際經(jing)(jing)營(ying)(ying)中(zhong)，水(shui)(shui)泥(ni)(ni)銷售(shou)公司必(bi)須(xu)嚴格把關(guan)產(chan)(chan)品(pin)質(zhi)(zhi)量，從源頭到銷售(shou)終(zhong)端(duan)，加大質(zhi)(zhi)量管理(li)力(li)度(du)，為(wei)營(ying)(ying)銷渠(qu)道成(cheng)員(yuan)提供高(gao)質(zhi)(zhi)量的水(shui)(shui)泥(ni)(ni)產(chan)(chan)品(pin)，獲得終(zhong)端(duan)客(ke)(ke)戶(hu)(hu)的高(gao)度(du)認可。

三、結語

綜(zong)上所(suo)述，對水(shui)(shui)(shui)(shui)泥(ni)銷(xiao)售(shou)公司而言(yan)，營銷(xiao)渠(qu)道(dao)管理無疑(yi)是保(bao)(bao)證(zheng)水(shui)(shui)(shui)(shui)泥(ni)產(chan)品順(shun)利銷(xiao)售(shou)的關鍵舉措，水(shui)(shui)(shui)(shui)泥(ni)銷(xiao)售(shou)公司應(ying)當加大(da)力(li)度拓展和維護營銷(xiao)渠(qu)道(dao)，應(ying)對水(shui)(shui)(shui)(shui)泥(ni)行業(ye)產(chan)能過剩(sheng)帶來的嚴(yan)峻市(shi)場挑(tiao)戰，通(tong)過籌劃和管理營銷(xiao)渠(qu)道(dao)，實現(xian)公司利潤空間增加，市(shi)場競(jing)爭優勢提升。營銷(xiao)渠(qu)道(dao)直(zhi)接決(jue)定水(shui)(shui)(shui)(shui)泥(ni)銷(xiao)售(shou)公司是否能在同質化(hua)嚴(yan)重(zhong)的水(shui)(shui)(shui)(shui)泥(ni)行業(ye)中勝出，水(shui)(shui)(shui)(shui)泥(ni)銷(xiao)售(shou)公司需持(chi)續研究如何平衡營銷(xiao)渠(qu)道(dao)成員利益問題(ti)，合(he)理選擇合(he)作(zuo)的經銷(xiao)商，既要擴大(da)水(shui)(shui)(shui)(shui)泥(ni)產(chan)品的銷(xiao)量，也要保(bao)(bao)證(zheng)經銷(xiao)商的利益需求，實現(xian)合(he)作(zuo)共贏(ying)。

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作者(zhe)易(yi)健超 單位:福建水泥股(gu)份(fen)有限公司