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渠道的開發與創新

渠道的開發與創新
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課程名稱:《渠道的開發與創新》

課程性質:內訓

課程學員:業務人員,包括:辦事處以上級別、辦事處客戶經理、營銷部門負責人等;

教學時數:學時6小時(1天)

課程簡介:渠道的開拓是企業產品迅速占領市場的重要方法,優質渠道的打造是企業銷量迅速提升的重要方法,因此渠道考察、渠道設計、渠道管理是業務經理的必修課。

教學目標:掌握渠道的考察、設計、選擇、管理、整頓等渠道操作中的系列知識,學會針對渠道難題破解的方法,從而提升渠道的效能,以及在互聯網時代渠道創新的重要方法,本課程具有渠道管理的系統性和創新性。

教學要求:采用課堂講授與課堂討論相結合的方式進行,課堂講授要求理論結合實際,運用大量案例和教學實例,深入淺出、旁征博引,要求講師運用多媒體課件和網絡技術作為教學輔助工具,同時配備課堂練習,現場互動以消化老師的課程內容。

第一章:渠道布局與規劃

一、渠道的設計與選擇

1. 渠道的主要功能有哪幾種?

2. 渠道點、線、面的邏輯關系

3. 渠道開發的整體策略

1) 渠道的寬度設計

2) 渠道的廣度設計計

3) 渠道的長度設計

4) 網絡設備各種渠道的優劣

4. 渠道數量與質量目標

5. 渠道的系統性

1)   產品的特質與渠道的選擇

2)   利潤空間與渠道的選擇

3)   營銷的模式與渠道的選擇

工具:產品線梳理表

工具:渠道設計的主要步驟

二、渠道的開發

1.   陌生拜訪模式

2.   展會模式

3.   轉介紹模式

4.   訂貨會模式

5.   招商模式

6.   行業精英模式

7.   集團采購模式

8.   客戶都不接招怎么辦?

案例:蘇泊爾的渠道轉型與成長

工具:新產品招商工具

第二章:渠道的運營與管理

一、渠道的運營

1. 渠道的成長

1) 開發期

2) 成長期

3) 整合期

2. 渠道的細分

3. 渠道的倒樹裝結構

4. 渠道的動銷

5. 渠道活力

6. 渠道的變革

工具:經銷商經營能力判斷表

工具:廠商利益分配表

二、渠道的管理

1. 廠家核心的“兩張牌”

2. 渠道優化六原則

3. 渠道管理的“六專”

4. 與渠道商的相處六大技巧

5. 管理渠道商的七種力量

6. 向工渠道商的八大輸出

7. “管卡壓”到”支幫促”

8. 渠道商向品牌運營商轉變

9. 渠道商的滿意度管理

10. 客戶投訴的處理

11. 銷售產品到解決方案

12. 供銷對接到生態形成

工具:渠道活力模型

案例:創維的顧問營銷

三、網絡設備的渠道促銷

1、渠道促銷的基本步驟與方法

1)   區域市場分析

2)   目標市場定位

3)   消費群體定位

4)   促銷的產品策略

5)   促銷的價格策略

6)   SWOT分析

7)   渠道促銷方案的組成

8)   渠道促銷的預算

2.網絡設備促銷方法與注意事項

1) 提貨獎勵

2) 網點開拓

3) 節日促銷

4) 品牌促銷

5) 聯合促銷

6) 年終返利

7) 旅游獎勵

8) 實物獎勵

9) 晉級獎勵

10) 授牌獎勵

11) 培訓獎勵

12) 店面陳列獎勵

13) 明返與暗返

第三章:渠道創新

一、渠道開發創新

1. 微信模式

2. 020模式

3. 行業論壇模式

4. 媒體開發模式

5. 技術研討模式

6. 代操盤模式

7. 股權模式

8. 貼牌模式

二、渠道管理創新

1.   渠道人聯網的形成

2.   渠道沖突與大數據的管理

3.   從管理鏈到價值鏈

4.   廠商分離到廠商一體化

5.   產品利潤到平臺利潤

   三、渠道運營創新

1. 客戶的體驗中心

2. 客戶的傳播中心

3. 客戶的樣板效應

4. 客戶的網絡開拓

5. 客戶的參與感

工具:網絡設備的社群營銷方式

案例:OPP0手機的渠道運營

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 


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