There is no simple magic way to maximize sales through agents and distributors. The principles of managing wholesale distributors(Chapter ), and also those for developing key accounts (Chapter ), all have very practical application when managing a network of agents and distributors.
Your agents and distributors will look to you mainly as a provider of support and assistance, particularly in respect of:
While visiting markets and working with your agents or distributors it is likely that your main discussions and activities will fall into the categories of:
Within the earlier chapters of this text we have covered all these topics, and your experience and expertise in these areas will Tell for export market management. Our export markets invariably operate to different cultural norms than ourselves, and we must be the chameleons, adapting to their local culture while propagating ‘best practice’.
While in the foreign market, on what is usually a rather short visit, you will be under great deal of pressure (much of it self-generated)to accomplish a variety of tasks and objectives. During your extended working day time will normally be spent in meetings with your representative, customers or end users, and perhaps monitoring performance in the market place (field checking distribution).While with the distributor or agent some of your key activities will usually include:
Of course there is more to do on a foreign market visit than just hold meetings in annoyance. Field work with the agent or distributor’sales team, or sometimes alone conducting distribution audits, is another important market activity function. There are several aspects to field work, including:
The experienced international marketer may be involved in all these activities without thinking; new representatives may want to develop personal checklists to remind themselves of the factors relevant to their particular products and markets.
Those sales managers who transfer from domestic market operations into the export function will find that they are well prepared if they have a broad competence in the subject matters covered in this text and the companion volume, The CIM Handbook of Export Marketing (Butter worth-Heinemann).
Sales Management Related Tutorials
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Sales Management Tutorial
Roles And Functions In The Sales Force
Sales Structures And Organization
Motivational Management In The Sales Force
Sales Management By Objectives
Motivating Through Rewards And Incentives
Providing Appraisals And Feedback For Motivation, Training And Discipline
Communication In The Sales Force
Sales Meetings And Conferences
Recruitment And Selection In The Sales Force
Basic Sales Training
Field Sales Training
The Planning Process
Sales Force Administration
Sales Management Control
Merchandising At The Point Of Sale
Key Account Management
Alternative Sales Or Distribution Operations
Developing International Markets
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