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专栏天地: 潘文富-经销商研究


  全文 别拿管工人的办法来管理营销人员 热 (潘文富,中国营销传播网,2006-01-10)
企业是一个系统,一个个部门构成了这个系统,所有部门的正常运转才能确保企业有钱赚,企业的每一个部门,都分别承担着其特定的职能和工作目标,就工作内容和人员构成而已,部门之间存在着较大的差异性,但从管理角度来说,无论是那个部门,那个员工,都要处于?... ... (阅读: 25355,评分: 8.67分/52人,行业: 其它)

  全文 我为什么要创业? 热 (潘文富,中国营销传播网,2005-12-07)
99%以上的老板都是从打工者一步步发展起来的,另外那1%含着金钥匙出生的老板则要感谢他的爹妈,从打工者到老板,有些人是为了获得更好的发展,赚更多的钱,过上自己想要的生活,有些人是为了独立的闯番事业出来,实现自己的个人价值,还有些人则是为了摆脱一些 ... ... (阅读: 26694,评分: 8.92分/64人,行业: 其它)

  全文 职场经历:从300到8000到15000 热 (潘文富,中国营销传播网,2005-03-18)
98年以前,我一直在读书,每天的工作就是学习。  98年大学毕业之后的那四个月,我的工作就是找工作。  找到工作之后我的工作就是再找更好的工作。 以下记录的是笔者从刚走上工作岗位时的业务代表到如今市场部经理的发展过程,笔者其实是一特平凡的人,并不?... ... (阅读: 34840,评分: 8.07分/64人,行业: 其它)

  全文 边打工边创业的两个前提和三个阶段 热 (潘文富,中国营销传播网,2004-10-27)
现在,越来越多的在职人员开始关注这个边打工边创业的问题,在本职工作的发展空间及利益回报开始出现问题的时候,直接跳槽不在是唯一的解决方案,那就干脆把精力转边打工边创业上面来,工作带来不了收益的平衡,那就利用这个工作作为基础平台,自己做点生意,?... ... (阅读: 28557,评分: 8.80分/140人,行业: 其它)

  全文 28个业务员如何变成28个老板? 热 (潘文富,中国营销传播网,2004-08-09)
在苏北的经销商圈子里说起做酒水的张老板,谁人不知,谁人不晓,经销酒类牌子有好几十个,再加上那些干果副食,一年下来几千万的销售额,销售网络遍布苏北,甚至山东河南都有张老板的渠道,特别是在苏北白酒经销圈子里,张老板只要接下那个白酒牌子,就代表着?... ... (阅读: 19614,评分: 8.37分/43人,行业: 食品/糖烟酒)

  全文 店里进来的那些不正常顾客 (潘文富,中国营销传播网,2016-06-17)
俗话说:人上五十,千奇百怪。这开店做生意,大门敞开,什么样的人都会进来,虽说来的都是客,可也不是每一个顾客都是好对付的,也不是每一个顾客都是正常人。作为导购,对各种非正常的顾客类别得要有所了解,至少在心理上要有所准备,再来研究对应的应对方案?... ... (阅读: 8268,行业: 其它)

  全文 厂家发布新品时的六大死脑筋(上) (潘文富,中国营销传播网,2016-04-20)
不是所有的厂家老板,都是脑子非常清楚的;也不是所有的厂家老板,都能对经销商换位思考的。在厂家的新产品发布的这个事上,就能直接看出来这个厂家是否真的了解经销商,对这个新产品是真的有信心还是在忽悠经销商。 我们先来看看,厂家在发布新产品时,一般?... ... (阅读: 7195,行业: 其它)

  全文 零售店产品组合的基本方法 (潘文富,中国营销传播网,2016-01-27)
先把次序明确下来,先得要有产品组合,确定产品类别后,然后才是选品。 先说说这个产品组合 如果每个产品,既有利润,又有销量,而且牌子响,不用店家费力推销,顾客进来就会指明购买,那就太好了。可是,在现实中,几乎没有这样完美的产品。每样产品都是有?... ... (阅读: 8170,行业: 其它)

  全文 烟酒店该补上零售这门课了 (潘文富,中国营销传播网,2015-12-22)
在电商还没有大行其道,八项规格也没有严格执行的时候,烟酒店的生意还是比较好做的,诸如: 1, 利润相对较高,甚至对半的利润也不罕见; 2, 内部管理简单,很少请人,夫妻俩一个主外一个主内就足够了; 3, 只要有几个稳定的单位关系,就敢开店,甚至是?... ... (阅读: 7770,行业: 商业/百货零售业)

  全文 经销商管理工作的两个前提 (潘文富,中国营销传播网,2015-06-04)
经销商的管理问题几乎是每家厂家的营销From EMKT.com.cn管理层每天都要面对的现实问题,管理成效直接影响到业绩和各项计划的推进,从战术层面来看,经销商的管理问题分为两个部分: 一是厂家自身业务人员对经销商的管理能力,二是厂家对经销商的管理策略制定?... ... (阅读: 8195,评分: 6.00分/2人,行业: 其它)

  全文 第一次拜访经销商时的自我心理调整 (潘文富,中国营销传播网,2015-05-04)
影响工作进程和成果的原因,一是技术,二是心态。心态包括了对工作的态度,对企业的态度,对客户的态度,乃至是对自己的态度。心态的根本,其实就是考虑问题的习惯而已。在各式各样的面临问题时,无论是看待问题还是分析问题,每个人都有不同的面对习惯,有正?... ... (阅读: 6827,行业: 其它)

  全文 厂家给经销商的业务人员发证书 (潘文富,中国营销传播网,2015-03-13)
作为厂家的业务人员,都希望能和经销商老板友好相处下去,把这生意做的顺风顺水,在和平友好的氛围中大家各赚各的钱。但往往这只是厂家业务人员一个美好的期望,在现实的业务工作中,双方出于对各自利益的争夺和理解上的不对称,厂家的业务人员和经销商老板之?... ... (阅读: 6721,行业: 其它)

  全文 换个角度看待厂家的年度返利 (潘文富,中国营销传播网,2015-03-02)
厂家给经销商的年度返利,给还是不给?这是一个问题。给多少?这是一个更麻烦的问题。 在厂家对经销商的管理体系中,设计年终返利这个环节,无非是想起到调动经销商积极性,给厂家自己留些回旋余地,在一定程度上牵制经销商等等目的。但在实施过程中,这年终?... ... (阅读: 7062,行业: 其它)

  全文 小型公司需要提前做好的九件小事 (潘文富,中国营销传播网,2015-02-05)
生意不在乎起步的大小,而是后期的发展速度,若是老板能从长远的发展眼光来看待自己公司的发展,提前建立远期目标,提前启动相关战略项目,对公司的未来发展速度将有个很大的促进作用。有些老板则是只顾今天的生意,很少考虑公司三五年以后的事情,总觉得很遥?... ... (阅读: 7866,行业: 其它)

  全文 经销商,年终过“钱关” (潘文富,中国营销传播网,2014-12-31)
年终“钱关” 皆因利起 在这个“终端为王”、“渠道致胜”的营销From EMKT.com.cn时代,虽然通路中一些经销商生意越做越大,但总感觉资金紧张,周转困难。尤其每每到了“硝烟弥漫”年终销售旺季,面对众酒企先后抛出的优厚销售政策,还有来自终端消费高峰的商 ... ... (阅读: 7976,行业: 其它)

  全文 是旗舰店还是旗舰人 (潘文富,中国营销传播网,2014-01-02)
旗舰店这个说法最早是大企业大品牌提出来的,后来,一些中小型零售商也开始闹着要开旗舰店,也就是选个好地段,门店面积大,硬件装修豪华,产品线齐全,貌似这个旗舰店可以提升品牌形象,彰显企业实力,抢占市场份额,乃至直接提升销售业绩之类的功效。   当?... ... (阅读: 9617,评分: 10.00分/1人,行业: 其它)

  全文 经销商管理问题的汇总 (潘文富,中国营销传播网,2013-11-08)
这里所说的经销商管理问题汇总,是站在厂家总部的层面,而非厂家业务人员的角度。也就是说,这是需要厂家老板来思考和面对的,不能简单认为这只是业务员的事情。 虽说存在行业区别,各厂家之间也有很多不同,但是,在面对经销商管理问题上,共性的问题还是有 ... ... (阅读: 7766,评分: 10.00分/1人,行业: 其它)

  全文 为什么大家都喜欢招商 (潘文富,中国营销传播网,2013-09-27)
很多年前,就有营销From EMKT.com.cn专家说,糖烟酒这种集市式的招商模式,随着厂家市场工作的扁平化,信息传递的多元化,肯定是要萎缩的,肯定是要消亡的云云~~~,但是活生生的现实,把无数的专家打成了砖家。不但是糖酒会越来热闹(即便总有厂家销售总监或是 ... ... (阅读: 8972,评分: 6.40分/5人,行业: 食品/糖烟酒)

  全文 经销商撤盘的背后 (潘文富,中国营销传播网,2013-07-19)
中国From EMKT.com.cn各行各业的经销商有三百多万,每天都有新开张和关门歇业的,有生有死,这也正常,不过,在关门歇业的经销商中,有一种则是属于主动撤盘的,并且是当前生意运转正常,生意规模也不错,甚至还是当地本行业的龙头翘楚。 这些生意不错的经销?... ... (阅读: 8546,评分: 10.00分/2人,行业: 其它)

  全文 门店运营策略 (潘文富,中国营销传播网,2013-06-04)
这门店宣传工作的重要性和必要性,就不用多说了,麻烦在于,都知道宣传的重要性,但却又较少的来系统思考和设计宣传问题。 常见的门店宣传问题有: 1,临时抱佛脚,往往是活动之前才开始启动宣传工作,并且希望宣传启动之后就马上出效果。 2,认为自己刻意?... ... (阅读: 7358,评分: 10.00分/1人,行业: 其它)



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  潘 文 富,销商问题研究者,私营业主出身,经营家族经销商公司十多年,同时在多个著名生产企业历任销售经理、市场部经理、培训师等职,具备经销商业主和生产企业经销商管理人员的双重视角和经历,具备从多个角度看经销商问题的实战基础。研究领域主要集中在经销商公司的内部管理优化,公司化改造,创新经营策略,营运成本节约,厂商关系优化等方面,拥有全国最大的经销商课题库,对经销商公司所涉及的四百多个课题保持着长期的素材收集和解决方案研究,更多信息,请在百度、google等网络搜索中输入“潘文富”,进行实名查找。http://www.panwenfu.com,EMAIL:panwenfu@vip.sina.com,武汉办公室:027-83968251 83968132(传真) 上海办公室:021-52353796 52353769(传真)

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