09：00 - 10：30

Introducing the Training Objective   介紹培訓目的

Key Factors for Distribution Strategy   決定分銷策略的關鍵因素

Discussion: Problems on managing wholesalers  討論：管理經(jīng)銷商所面對的難題

Types of Distribution Strategy   不同的分銷策略

Evolution of Selling System & Comparison   銷售系統(tǒng)的演變及比較

Strengths and Weaknesses of each system   各銷售系統(tǒng)的優(yōu)弱勢

Exercise: Direct or indirect, share of business, size of sales force

練習：直接或間接鋪市，渠道銷量及人數(shù)

10：30 - 12：00 

Role of Wholesaler   經(jīng)銷商的角色任務

Selecting the Wholesaler   挑選經(jīng)銷商

Role- play: Interviewing wholesaler   角色演練：面試經(jīng)銷商

Status of Wholesaler   經(jīng)銷商的狀況

Advantages & Disadvantages of each stage   各種狀況的優(yōu)勢和弱勢

13：30 - 15：15 

Rules for Developing & Management W/S   發(fā)展及管理經(jīng)銷商的規(guī)則

Attitude of W/S & Limitation of Supplier   經(jīng)銷商的看法及供應商的局

Group Assignment: Handling the problems from Wholesaler   

分組作業(yè)：處理與經(jīng)銷商之間的問題

Presentation of answers   呈現(xiàn)討論結(jié)果

What a W/S think is a Good Supplier   經(jīng)銷商眼中的好供應商

Motivating the Wholesaler   激勵經(jīng)銷商

Managing Information  信息管理

15：15 - 17：00 

Types of Trading Terms & Objectives   貿(mào)易條件的種類及目的

Credit Facilities   信貸便利

Discounts   折扣

Skills Required by Supplier & W/S  雙方人員所應具備的技巧

Improving Wholesaler relations   改進與經(jīng)銷商的關系

Case Study: Ethics dealing with W/S   事例研究：與經(jīng)銷商的道德觀