信任与稳定——销售渠道的制胜根基

The Basis of Successful Marketing Channel: Faith and Stability

在销售渠道的网络结构中,制造商和代理商之间的信任尤为重要。信任是稳定销售渠道的前提。公司加强与代理商之间的信任关系,重在信守承诺,向代理商表示信任,共同承担经营风险,实行人员交流,加强信息协调。还应当加强销售渠道的冲突管理,即加强销售渠道设计,优化销售渠道管理,加强渠道成员间的信息沟通,积极开展对中间商的服务。

In the network structure of marketing the faith between the manufacturer and the commercial agent is important. The faith is the promise that makes the marketing channel stable. To strengthen the relation between the enterprise and the commercial agent we should be regardful of our promises, express our faith to the commercial agent, divide the operating risk with them, communicate by the exchange of staff, strengthen the information coordination and the conflict management of marketing.