Last edited by Akishakar
Friday, February 7, 2020 | History

4 edition of Managing and motivating your agents and distributors found in the catalog.

Managing and motivating your agents and distributors

Vinoo Iyer

Managing and motivating your agents and distributors

  • 14 Want to read
  • 34 Currently reading

Published by Financial Times/Pitman Pub. in London .
Written in English

    Subjects:
  • Marketing channels.,
  • Physical distribution of goods -- Management.,
  • Distributors (Commerce),
  • Commercial agents.,
  • Interpersonal relations.

  • Edition Notes

    Includes bibliographical references (p. [333]) and index.

    StatementVinoo Iyer.
    Classifications
    LC ClassificationsHF5415.129 .I94 1992
    The Physical Object
    Paginationxii, 340 p. :
    Number of Pages340
    ID Numbers
    Open LibraryOL1473279M
    ISBN 100273039563
    LC Control Number93136759
    OCLC/WorldCa29032064

    For instance, in Australia and New Zealand, following a relaxation of laws prohibiting supermarkets from selling therapeutic goods, consumers are gradually switching away from pharmacies and towards supermarkets for the purchase of minor analgesics, cough and cold preparations and complementary medicines such as vitamins and herbal remedies. Supply chain management helps increase the efficiency of logistics service by minimizing inventory and moving goods efficiently from producers to the ultimate users. If your product is often bought on impulse, then it will be better off distributed in a manner that will display it in a high-traffic area such as in the checkout line at a grocery store. Standard agenda. Look for positive metrics in your tracking systems Sales activity metrics can be a great way to find small wins that demonstrate steps in the right direction. Many products are best sold with the help of a live demonstration, so if yours is one of those products, your distribution plan will have to include some way of conducting these demonstrations.

    Wholesalers typically sell in large quantities. We will also discuss the practical issues of monitoring, motivating, and evaluating their performance, and the importance of supporting your partner to ensure the best results. You can look for improvements in overall sales activities: total number of calls made, demos booked, and prospecting emails sent. Measure results, post them publicly, and analyze them to determine which types of competitions deliver the best return on investment.

    The study found five top factors in making an employee feel valued: Opportunities to be involved in decision-making Potential for growth and advancement Opportunities to use flexible work arrangements Adequate monetary compensation Non-monetary rewards It is the way products get to the end-user, the consumer. This workshop will provide both new and experienced exporters with the practical knowledge for sourcing contacts internationally, as well as negotiating terms and managing a relationship with newly formed agents or distributors. Keeping your agendas in a folder for reference will also ensure you don't repeat any of the fun and creative segments. A consumer may be prompted to switch channels when the product or service can be found at cheaper prices, when superior models become available, when a wider range is offered, or simply because it is more convenient to shop through a different channel e. Manufacturer and Distributor Challenges What are some of the challenges the partners face?


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Managing and motivating your agents and distributors by Vinoo Iyer Download PDF Ebook

Disintermediation is found in industries where radically new types of channel intermediaries displace traditional distributors. For example, a manufacturer of premium electrical goods may choose to deal with department stores and independent outlets that can provide added value service level required to support the product.

You can look for improvements in overall sales activities: total number of calls made, demos booked, and prospecting emails sent. Motivate and reward. Tell us about it in the comments.

Motivate Your Sales Team: The 20 Point Checklist

Size is another issue. Thus, retailers are pitted against wholesalers, and wholesalers try to best producers. This is a time-tested system with many well-established members at all levels.

The distributor is essentially the expert on the customer, while the manufacturer is the expert on designing, developing, and producing the product.

Exporters can be severely exposed if they are using agents, distributors and consultants to conduct and win business on their behalf, our Managing and motivating your agents and distributors book session on bribery and corruption is interactive and will take you through the necessary steps to ensure you have a compliance policy that protects you from possible prosecution as a result of actions by third parties.

For example, rack jobbers are small independent wholesalers who operate from a truck, supplying convenience stores with snack foods and drinks on a regular basis. Channel-switching not to be confused with zapping or channel surfing on TV is the action of consumers switching from one type of channel intermediary to a different type of intermediary for their purchases.

In addition, online retailing or e-commerce is leading to disintermediationthe removal of intermediaries from a supply chain. That's why automotive dealerships are usually located outside central business and shopping districts, where costs for display space for cars and trucks would eat up profits.

The manufacturer will only allow trained clinicians to sell their products. The manufacturer-distributor relationship Managing and motivating your agents and distributors book both parties. Employees have Managing and motivating your agents and distributors book responsibilities on their plates that make it hard to be productive, so your value-add as a sales leader is to help them prioritize.

It includes many facets, such as location, hours, website presence, logistics, atmospherics, inventory management, supply-chain management, and others. The advantage of an exclusive approach is that the manufacturer retains greater control over the distribution process.

Check challenging tasks Top performers like to feel challenged, but it takes a balance of challenging tasks and daily tastes of progress and success to keep a team motivated over the long-term and prevent burnout.

Through partnership. Regular contact through visits, review meetings, dinners, competitions, newsletters, thank you letters, congratulatory awards all help to keep everyone working closely together. It was amazing. We will also discuss the practical issues of monitoring, motivating, and evaluating their performance, and the importance of supporting your partner to ensure the best results.

References What is the nature and function of distribution place? These are all non-financial incentives which provide a form of psychic income as opposed to financial income. A customer seeks advice from a pen shop on which pen to buy and the retailer strongly recommends yours.

They often have a sales force to call on purchasing agents, make deliveries, extend credit, and provide information. My staff was happy and the sales team sold more! Run a contest Start a sales contest. If your product is often bought on impulse, then it will be better off distributed in a manner that will display it in a high-traffic area such as in the checkout line at a grocery store.

Experiment Allow your team to run small tests of new ideas that come up in your brainstorming sessions, from making a unique business recommendation to a customer or varying the way sales reps talk about key value propositions.

For example, the retail giant Amazon, which utilises both direct online distribution alongside bricks and mortar stores, now calls its despatch centres "customer fulfillment centres".

Look around at the many ways your competitors and people in other industries set up their distribution channels. Measure results, post them publicly, and analyze them to determine which types of competitions deliver the best return on investment.Get this from a library!

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You Can Export: Working with Overseas Agents, Distributors and Other Partners. Managing your export development can be effective and efficient when you’re working with the right partner. By establishing a valuable network overseas, you’ll have access to local contacts who have experience and understanding of .Mar 25,  · Pdf and management of intermediaries 1.

Pdf AND MANAGEMENT OF INTERMEDIARIES MADE BY: TANYA SRIVASTAVA 2. INTERMEDIARIES • Marketing intermediaries, also known as distribution intermediaries, are hired by the product manufacturer to promote, sell and distribute the products to the final 42comusa.comediaries are individuals or businesses that make it .Managing your export development download pdf be effective and efficient when you’re working with the right partner.

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