★ Liu Xiaoliang: Dealer Management and terminal sales promotion 【Organizer】 JOINTAK training time can consult [] 27-28 September 2013 in Guangzhou in October 2013 26-27 November 2013 16-17 in Shenzhen, Shanghai 2013 November 30-12 January 21-22 in Guangzhou in December 2013 at Shanghai in December 2013 28-29 January 2014 15-16 in Shenzhen, Guangzhou 【Course investment] 4800 yuan / two days to buy a gift * one, no discount ", a single person charges 3,500 yuan. (including textbooks, taxes, lunch, afternoon tea on) [Audience] general manager, marketing vice president, regional manager, channel manager, marketing manager, training manager and potential sales staff [teaching methods] lecturers deductive + + Video Case Studies + Review + RPG + lecturer landing tool [Tips] This course can be tailored for the enterprise internal training services, welcomed the Advisory! [Curriculum] Dealers are factory to the retail terminal channels an important link in the chain is the backbone of sales channels, the amount of information in their possession the market can not be ignored, however, as an independent and dealers closely individual manufacturers, the manufacturers to fully effectively "manage" them is not easy, it is also deeply troubling many regional manager --- ◆ dealers and manufacturers do not want to sync new markets, promote new products, how to do? ◆ dealers do not put major funding and personnel Operating my brand, how to do? ◆ How to effectively manage and control distributors, dealers do not listen, how to do? ◆ salespeople do not know how to do channel optimization, how to do? ◆ business online and offline channels Channel unbalance , how do? ◆ terminal sales staff visit inefficient, how to do? ◆ salespeople do not know where to start counseling dealer stores, how do? above problems, the Chinese distributor management real experts Liu Xiaoliang famous teacher first public electric Manufacturers of traditional dealers consistently profitable times 7 Great Tips! focus of this course is "Dealer Management 20 cases, 36 utility landing Tools" from the dealer's maintenance, the development of online and offline channels control methods to help you fully understand the system the traditional dealer management strategies and methods, while the use of a systematic way of thinking, quickly and efficiently help dealers improve product sales! [Training benefits one, quickly grasp the relevant channel development planning, channel management and terminal refinement methods and tools. 2, to enhance communication with distributors, management capacity, improve loyalty and marketing channels enthusiasm. 3, grasp the regional market traditional channels, the official website mall and electricity supplier channel balancing strategy. 4 channels failed to do auto tuning tips, evaluation and optimization. 5, to enhance regional market channel terminal meticulous management performance. 6, rapid increase brand terminal sales market share. [Syllabus] The first element: how to master the regional market channel planning ? First, you should know the channel planning basic rules: 1, channel development process five forms two, flat sales channels Types and Characteristics 3, channel sales model with two sales environment changes, channel planning and design of concrete Application: 1, channel planning five steps 2, we need what kind of dealer? 3, group discussion and publication: E-commerce era, we choose what is the standard dealer? Third, the traditional channels cut into the e-commerce, how to layout online and offline channel business? 1, O2O era, how to properly balance the official website of the Mall and Taobao shop? 2, how to build brand sales channels, "Skynet and ground network"? 3, how it works online and offline channels and price system? Fourth, how to develop an effective regional market channel marketing plan? 1, recognize the importance of marketing plan: - What is the marketing plan? - Regional Manager of the consequences of not doing marketing plan - how to promote the channel and the terminal according to plan sophisticated management? 2, on-site to develop a regional marketing plan - Comments: × × company regional manager wrote, "regional marketing plan" - Job: According to the reference template, make your site "regional marketing plan" ● Case Study: JDB herbal tea brand turnover exceeded 20 billion to become the industry leader, look at its 50 sales regions 500 offices is how planning and integration channels, rapid control 200000 three-dimensional "Postman" Terminal? second unit: How effective do dealership business management and control? First, the three major dealer management purposes two, dealer management 7 Difficulty: 1, big monopolize the market, the impact of small household? 2, interregional "Cuanhuo" and control? 3, distributors Why not make money? 4, dealers cheap / online dumping? 5, the tilt in different regions and preferential policies? 6, the direct selling company and distribution channel conflict? 7, how to effectively under the control of a distribution of client resources? Third, the channel Five Conflict Problems and Solutions: 1, sales policy management issues, how to do? 2, the price system confusion, how do? 3, rebate policy implementation issues, how to do? 4, performance indicators appraisal problem, how do? 5, online sales arbitrary price problem, how do? four, control of the seven dealers strategies: 1, channel 2 control purposes, and how to avoid the "big bully shop"? 3, effective way to control the dealer's seven what? ● Case Study : Shenzhen famous × × phone how to control annual sales greater than he, and standardize management companies stronger than his super big "voracious"? third unit: How do dealers assessment and channel optimization? First, how to assess your regional markets? 1, five markets need to optimize two, make good use of the Boston Matrix analysis of market 3, dealers and the top five issues of performance evaluation method - too many dealers spend a lot of conflict management effort - Dealers evaluation system lacks - do not place two , how to optimize unqualified dealer? 1, the distinction between four types of two dealers, the replacement of five to prepare three dealers, distributors effectively adjust the six technical three, group discussion and publication: channel performance assessment, how to adjust Three dealers unqualified "nail households"? 1, skip you, just find the boss, how do? 2, hang on, higher subsidies, how to do? 3, export raving, called underworld threat you, how do? ● Case Study: × × appliances to the famous "obedient" key indicators of performance evaluation into the dealer, the strict implementation made an unexpected channel control effect, become the industry leading brands. IV: How to do terminal meticulous management, enhance brand competitiveness? First, a dealer terminal meticulous management, customer management principles: A class customers often walk / B class customers often contact / C class customers often Optimization, dealers visited six Task: Sell Product / Market Maintenance / Training Customer / downline visit / information collection / customer relations Second, how to fast forward terminal meticulous management? 1, analyzing the structure and layout of retail outlets - "plate of Focus" strategies using two maintenance Long terminal price management - Mystery Shopper operation of law 3, continuous optimization work good end-ISP terminal optimization principles three, how to enhance the efficiency of dealers visited the terminal? 1, the sales staff encountered five key issues: - sales staff inefficiency - on-site too slow to solve the problem - not done grading visits, see decision-makers - just ask to turnover, than to ask other information - to talk about feelings too two to rapidly enhance the efficiency of the terminal to visit - how to develop call plans? - How to Plan Visited line? - how to operate hierarchical visit? 3, fine terminal visited five steps: - Visit Five Steps -5 sophisticated manipulation tools 4 different styles of coping strategies retail terminal 5, KA / large dealer organization docking Management Act ● Case Study: Shanghai × × famous lighting brand dealers visited regulations apply action - "Seven asked to see eight nine hands" to create sophisticated terminals, achievements of the brand's core competitiveness. fifth element: how counseling dealer stores, fast upgrade store performance? 1 trick: Branding - How to solve the problem of insufficient traffic stores? First, from selling products to selling brand to lead "three bridges": 1, brand in the mind of the customer to floor two, tree brands such as pig, to have patience and attention to detail 3 promotion, the correct implementation of brand awareness, reputation and loyalty, "three bridges" two, channel planning improper siting bad, store less traffic, how to do? 1, the professional market Ten Tactics 2 store location, target customer analysis: Who is your district "god"? Third, how to develop distribution portfolio, catch target customers? 1, 2 from the target customer needs, develop distribution portfolio tool: Decision tree 3, the role and mission of the departure from the product \ Departing from four stores, the brand quickly put down roots in the regional market promotion activities operate an effective, shiny image is very important to two stores, business alliance resource sharing five ways 3, Baidu Promotion , the network information, forums, microblogging, micro-channel how to promote four, low-cost cell line market branding campaign operate 5, secondary and tertiary markets branding strategy and a sustained traffic stickers Ten action 6, competition, single Shou-store marketing model has been aging, how to go out "set-off"? five marketing function under the new situation has changed, how to do marketing and profit balanced input and output strategy? 1, recognizing promotional dilemma Status: no you do not promote the brand, promotion of sales did not, how do? 2, regional manager to convince dealers promotion is not positive, does not coincide with five Method 3, how to successfully plan a single store promotional activities: five-step operation? 4, competitive market store promotional activities It should be noted six traps 5,26 kinds of innovative activities 6 terminal promotional, promotional ROI analysis ● Case Study: Guangzhou × × brand furniture stores initiative to "go out" the use of a multi-polar sales model, annual sales of more than 1 million 2 strokes : store atmosphere - how to make customers more willing to stay in the store? First, create a human / cargo / field environment, attracting guests accesible 1, store atmosphere is what? Let atmosphere as a "gas Ecstasy"! 2, store stores to enhance the atmosphere of human yard three strategies: people - busy oriented; goods - vivid; Field - festivals three scenarios review two cases two, vivid display with SKU Strategy 1, according to the shopping habits of moving lines and display 2, Circle target customer and product portfolio strategy 3, select SKU into the store, build your product advantages three stores, stores to create a festive atmosphere of the terminal stores 1234 Strategy 2, Feng Shui and store sound and light colored Secret Panel Discussion: combine their Company status quo, to improve and enhance the atmosphere of what method stores? 3 strokes: Sales Skills - How to quickly enhance the "finishing touches" Kung Fu? 1, combat stores sell five kinds of strategies and facilitate the use of: cost ratio Law / Comparative Law / Four Questions France comic / sell Standards Act / Act 2 intimidate sales price auction method --- Eight strategies to deal with customers lower prices and excellent classroom work, then surgery: make your brand terminal "store sales Handbook" and "100 kinds of customer coping strategies "4 strokes: Service - how to establish brand management" evergreen "philosophy? First, the value of a quality service to bring customers, loss of a customer 5 Consideration 2, satisfied customers to bring the value of two of the 10, Ten ways to enhance customer satisfaction a sale, customer service questions where the root causes? 2, which acts extra points for satisfaction? satisfaction which acts for less points? Third, the distinction between the four service class four star and four wicked, telephone, door handle customer complaints of the "five-step Getter Law" drill five, classroom assignments: Production and improve your brand terminal "service manual" as well as to pay attention to the details of the first five strokes: Customer management - how to use the "membership" good customer relationship management? First, membership management problems: 1, customers do not come to the store VIP card spending, how to do? 2, membership activities no value innovation, how do ? 3, VIP membership low return on investment, how to do? Second, the competitive situation of the five stores membership management bottlenecks three, membership-based processes to effectively manage eight four, wake up "sleeping customers" Ten Strategies five, maintaining relationship management, prevent customers quit seventeen effective strategies ● Case Study: xx shoe store using the VIP customer relationship management innovation activities, is a peer-store sales month 2 times [Introduction] Mr. Liu Xiaoliang lecturer combat channel marketing and marketing management specialist terminal management experts China's top ten dealer training teacher Tsinghua University, Shanghai Jiaotong University EMBA classes Distinguished Lecturer Guangzhou Germany can set Enterprise Management Consulting Co., Ltd. Principal Consultant him start from foreign sales representatives, with over 10 years of multinational experience in senior marketing management and global forward Name consulting firm McKinsey PAI campaign management project counselor qualifications, and has 15 years of enterprise marketing management training and consulting experience. founded set Deneng Marketing Institute, in order to "brand enterprises to train combat-type channels and terminal management talent" as mission focused on electrical appliances, lighting, home, building materials, automobiles, clothing and other consumer durables growth brand channel marketing issues and the terminal quickly enhance research and curriculum development, training often provides a variety of effective problem-solving gadgets, known as "Tools sir." there are already thousands of professional marketing people benefit from Liu Xiaoliang teacher "concept + method + Tools" practical courses in their enterprise marketing management jobs play an important role in his view, "neglect channel fine operation and management "and" dealer profit model of aging "is the brand in the terminal stores constraints continued to gain market share in two problems at the same time, in marketing, consulting, Liu Xiaoliang teacher invented the" five-dimensional growth of Law "has helped many brands channel terminal to solve the "single-store performance upgrade" problem. Mr. Liu Xiaoliang knowledgeable, vision and informative. courses humorous, interactive and insightful perspectives, tools landing. many brands Dealer Conference Speakers designated his founded the "345B" training quality control system solves the long-standing areas of enterprise marketing management training effect is difficult to consolidate the problem, innovation management training for Chinese enterprises have made important contributions to his speaker of the "market development and dealers management "," dealer management and terminal sales promotion "," dealer bigger and stronger six practice "," build super-combat sales team "," build gold manager Training Camp "and other consultative training courses have helped many brands and their dealers to improve the management team quickly, significantly increasing business. a customary idea of ??a "real, professional, happy," training concept was well received by students at home. Liu Xiaoliang special training of teachers in recent years, coached some of our customers: [electronic appliances 】 Lenovo, TCL, Schneider Electric, 3M Medical, Shimadzu China, Philips Lighting, Osram lighting, NVC, Op lighting, lighting Sidon, ODEER appliances, Mingpai lighting, Haolida lighting, Johnson Electric, home appliances, beautiful lighting, Skyworth Group, Gree air-conditioning, EcoWater water purification equipment, water purification equipment, the United States, Vantage, love sound waves, Matsunichi appliances, Fukuda appliances, Huimin City Electric, Panasonic washing machines, electrical Lonon , duo CD phones, Jin phone, the king TICO, waiting for the name of Gome home building enterprise class】 【Grohe sanitary (super treasure), Dongpeng, the new source ceramics, Qiaodeng bathroom, four-bathroom, Shengli Ya Ware, Jane a ceramic, Huiquan Mercure, Sui Po Group, Qu Mei Furniture, all friends home, Lixing furniture, double tiger furniture, Jianhui Ceramics, southern home, Miho smallpox, Germany Yishi wallpaper, Wo Laifei wallpaper, Hebei Sheng Delong, CR paint, painted the United States, Seattle chemicals, Zhuo Bao shares Dianbao building materials, Wing Tai adhesive, United Plastic pipes Icahn Group, the plastic pipe industry, more famous enterprises [Class] Chow Tai Fook Jewellery Fashion , Luk Fook Jewellery, swatch watches, Fidelity clocks, Si-Hua Luo Siqi crystal, Hendry watches, glasses train, Rebecca shares, China National Garment Association Forum, Li Ning clothing, Yalu Group, Tang lion costumes, Dike Ni clothing, WSM clothing, MELS underwear, lingerie soft ripples, Cartelo, perfect woman, Yi Xiya costumes, 24 hours, Picasso, apple costumes, Satchi leather, Samsonite leather (Yi Chen), flyovers Group, Heber Laipi tools, pig Banner, good mother, the sun baby, blossoming Belle, Luck fashion, can children dolls, Shu Friends of the costumes, the trend line, order flowers, Dr. Li skincare waiting consolidated group class name companies 【】 Shanghai Xinhua Group, New Oriental Education Group, New Hope Group, Liuhe Group, Baisha Group, Haid Group, Wuliangye (Jiangsu), Zhijiang wine, Shanghai nine hundred Group, Tiggo Group, Dunlop tires, Tires, Sanjiu Group, Southeast Asian medicine, Hong Rentang medicine, dominate medicine, Pioneer Pharmaceuticals, Noah bioengineering, Vinda Paper, Huashan Quan to Lihong Group, Agile Property, Accor Holdings, China Construction Bank, Industrial and Commercial Bank of China, Ping An Group, Toyota, Shaanxi Auto heavy truck, Foton Lovol, Wuyang - Honda, Chery emblem silver, Great Wall Asset waiting famous enterprises. More detailed information please visit Baidu "Liu Xiaoliang Baidu Encyclopedia" inspection.