How does the salesman handle the relationship with the dealer?

With the increasing competition and the diversification of market operation modes, the relationship between salesmen and dealers is becoming more and more complicated. The customer is God! This is what all manufacturers talk about every day. Some salesmen naturally understand that dealers are God! Dealers are our parents. In their eyes, manufacturers, distributors and their own interests are completely consistent. As long as there is sales, everyone makes money. Where does the sales come from? Nonsense! Of course, the sales volume comes from many dealers. As long as the dealers make money to purchase goods, the products will sell and they will have their own achievements. How to get dealers to purchase goods? Of course, it depends on the guest relationship! I haven't heard of it-if you drink a lot, you will sell a lot! Eat, drink and play with dealers every day, and look closer than brothers. Often after dinner, the dealer will come up with a market fee application. After eating, people are short-mouthed, and whether there is such a fee or not, sign the word: "OK, you can do it." A few days later, the dealer found the salesman with the bill and reimbursement form. I didn't know if I could get it approved, so I swollen my face and filled my fat face. I signed the name with a stroke of a pen without seeing it clearly. After signing the name, I also said, "Please buy me a drink when the fee is approved!" This kind of salesman usually has nothing to do. As soon as the end of the month arrives, he runs to the dealer's office every day: "Brother X or Manager X, you haven't paid the company back this month, have you?" Dealer: "Return money? I still have a lot of goods in the warehouse now, and I can't walk at all now. Why do I enter so many goods? I will naturally make a payment when the goods are sold out! " Salesman: "Oh dear! Brother X, you must help your brother this month. I haven't finished my task this month, and I'm only 1 thousand short. You don't have to fight more. It's enough to fight 1 thousand. " Dealer: "With so many goods, the sales volume is so small now. What if it can't be sold?" Salesman: "What are you worried about? Our company will replace the products after the expiration date, and it won't make you lose money. Just do your brother a favor. First, finish the payment collection task this month. That's all. So I can always give you an extra 2 thousand yuan for the market next month. "Dealer:" I really can't stand you. I'll help you once this time! Don't forget what you said yourself! " The salesman thumped his chest: "Don't worry, when do I stop talking?" In this way, month after month, and at the end of the month, the dealer saw that the inventory was still more than 1 thousand, and he spent nearly 1 thousand on the market without reporting a penny, while the monthly sales volume of the market was less than 4 thousand. The dealer was deceived and asked for a salesman, who hid in hiding and didn't show up. The dealer was impatient and sued the factory. As a result, the salesman was dismissed and the manufacturers all suffered huge losses. Such cases often happen around us, but why did it lead to such a result? From this kind of salesman, I found the following points: 1. Being a man without doing anything. 2. In the eyes, there is no market for payment, only dealers have no consumers. 3. Buddies kill people with loyalty, make empty promises with dealers, and write empty checks to kill the goose that lays the golden eggs. There is also a kind of salesman who regards himself as the "God" of the dealer. Xiao B is the regional manager of a large domestic company. Xiao B has rich experience in market operation, and has done everything from product listing to resource integration and utilization, channel development, distribution channel management, sales team building, etc., and has been in the leading position in market sales. It can be said that Xiao B is a rare cadre. However, more and more dealers are beginning to be dissatisfied with Xiao B, and even dealers in a model market change every year. To this end, Xiao B reflected on his work. Soon, Xiao B found some problems in himself: Xiao B found himself too proud, and often said, "Our company has a strong brand appeal, high-quality products, first-class service, mature and advanced market operation mode, and strong financial strength. Whoever is our locksmith will make money, and whoever is' disobedient' will be punished. "Doing work is very arbitrary and rarely considers the feelings of dealers. For example: 1. In order to crack down on competing products and prevent other brands from entering the market, Xiao B asked the dealer to lower the delivery price and increase the promotion. As a result, the sales volume went up and the dealer made no profit. 2. In order to make the market service more detailed, Xiao B asked the dealers to increase the delivery vehicles and salesmen, and the operating costs of the dealers increased. 3。 Seeing that sales have increased, Xiao B has improved the sales tasks of dealers, and must pay back the money on time and in quantity, so the inventory pressure of dealers has increased from the perspective of funds. 4. For dealers who "disobey management", one word-change. As a result, people are flustered. Little B summed up his three shortcomings: 1. Only working relationship with customers, ignoring the customer's feelings. As a result, the work was done, and no one said it was good. 2。 Doing work is too arbitrary and lacks communication with dealers. 3。 Only pay attention to sales volume, not the profit of dealers, only pay attention to market development, regardless of the input-product ratio of dealers. 1. There is no "God" relationship between the salesman and the dealer, but there is only one God-the consumer. 2. Salesman and distributor are in the same boat. 3. Salesman is also a bridge between factories and businesses. 4. The interests between manufacturers (salesmen) and distributors are not completely unified, but the unity of opposites. 1. Do a good job of "Theory of Three Represents" to represent the interests of manufacturers, distributors and individuals. And unify the goals of the three parties and work towards a common goal (market sales). 2. Communicate more to achieve three effects: First, correct attitude. Second, establish a correct business thinking. Third, find specific solutions to specific problems. 3. Establish personal friendship on the basis of work, and personal friendship serves the work. 4. We should not only do a good job in management to ensure the implementation of the company's policies, but also serve the dealers well and do more practical things. 5. As the spokesman of the factory, we should be good at resolving the contradictions between manufacturers and coordinating the relationship, and deal with the contradictions among dealers in a "rational, favorable and restrained way" to maximize the mobilization of dealers' resources to make the market.