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销售人员与经销商之间,既有猫和老鼠的博弈,又有相互协作的亲密。只有真正摸透经销商的心思,才能与之顺畅沟通,才能有效管理他们。初入销售行业的新人,通常会遇到这样的问题:在与经销商打交道的过程中,总是感觉自己处于下风,对经销商抛出的一个个问题,不知如何应对。实际上,出现这种情形的主要原因是销售新人的经验不足,而其中最关键的因素,则是销售新人不知该如何辨别经销商的真实诉求,无法判断经销商行为背后的逻辑是什么。
Between the sales staff and the dealer, there are both the game of cats and rats and the closeness of mutual cooperation. Only by really understanding the minds of dealers can they communicate with them smoothly and effectively manage them. Newcomers entering the sales industry often face such problems: In the process of dealing with dealers, they always feel that they are at a disadvantage, and they do not know how to deal with the ones that the distributors have thrown. In fact, the main reason for this situation is the lack of experience in selling newcomers, and the most critical factor is that the salesperson does not know how to identify the true claims of the dealership, and cannot determine the logic behind the distributor’s behavior.