近年来,随着竞争加剧,产品销售的市场重心明显在前移,尤其快速消费品的市场份额争夺战可谓短兵相接,于是,一个新的概念——“跑单员”应运而生。跑单员主要是对竞品进行“实时监控”;对终端进行定时拜访、随时服务;给经销商、二批商提供及时送货的订单,已成为企业产品决胜终端的关键因素之一。我们通常把跑单员称为“地面部队”,其实更准确的称呼应该是:“海军陆战队”,因为他们的作用不仅仅是协助经销商铺货,还有局部区域的突击战和攻坚战的任务。在平时他们还是“维和部队”和“警察”,他们还肩负着:终端维护、商品陈列、理货和检查、售点广告、POP,DM宣传画的管理、终端促销的检查落实和兑现、客情关系的沟通和加强等等工作。不管厂家还是代理商不能把开发市场的希望和责任全部寄托在经销商身上。要将销售管理的重心及时前移,组建跑单员队伍是现实需要,它可以协助经销商、二批 In recent years, as the competition intensifies, the market focus of product sales is clearly moving forward. In particular, the market share battle for fast moving consumer goods can be described as a close match. Therefore, a new concept, “runner”, came into being. Running single is mainly competing products for “real-time monitoring”; regular access to the terminal, at any time service; to the dealer, two batches of business to provide timely delivery of orders has become one of the key factors in deciding the end product business. We usually refer to runners as “ground forces”. Actually, the more accurate term should be: “Marine Corps,” because their role is not merely to assist dealers in distributing goods, but also to deal with the task of assault warfare and storm fighting in some areas . In peacetime, they are still “peacekeepers” and “policemen.” They also shoulder the tasks of terminal maintenance, display of goods, tally and checking, point-of-sale advertisements, management of POPs and DM posters, checking and implementation of terminal promotions, Relationship between the communication and strengthening and so on. Regardless of manufacturers or agents can not develop the market all the hopes and responsibilities on the dealer body. To shift the focus of sales management forward in time, the formation of the run player team is a real need, it can assist the dealer, two batches