In the sales process, according to the different products will create a different sales channels, will also form a variety of distribution network. Should be said that the sales will not be built sales network members, can not be a good salesman.
Seller in process of construction of distribution network should pursue an important principle: that is the point of sale to be built close to users and consumers as possible. The objective conditions permit, the better to direct to the customer. I then started to do health care products, many peers are the products to the local health care products companies or pharmaceutical companies to do wholesale, as is the consignment, while loan recovery is too slow, often result in payment default or die off. On the other hand, due to wholesale the company's products too much, simply can not focus to sales of new products, resulting in returns and product unmarketable. The face of market presence, I used direct rental counters and drug stores, direct sales of products to send their own promoters. So I have only a prefecture-level cities, building three to five direct sales counter, and then the way through school flyers, and soon the open market. A counter can be the best day when sales of more than 30,000, has been known gradually, then buying and selling point of the construction, after nearly a decade of development, I built more than 800 pharmacies in the distribution network. Through their own experience, I concluded the first step in building distribution networks is to build the point of sale. Some salesmen, and most end customers do not want to do business, because the large amount of labor, work it cumbersome, the beginning of sales volume is small, to the immediate interests and tasks, directly to the wholesalers, the results seem large amount of the first delivery, but can not control the terminal sales, sales never mastered the right to speak or do not end up selling. The second step is to establish sales channels. With a good sales point, and finding ways to connect the pieces line. Radiation according to the scope of point of sale, ongoing construction of points, coordinated interaction. Can repair a good distribution channel. I built sales point, not every pharmacy is doing, but pick a pleasant cooperation with strength, integrity good. Now my car went out, ran a line can be dozens of distribution. The third is the sales channel based on sales network. Building distribution network must be the main channel and secondary channels of the points. I remember I once conducted a health-care eyes water, that is the main channel to drugstore channels, and then with the secondary channel of the eye acts. Very good results. I also did a kind of mask, or in pharmacies as the main channel for the auxiliary channel in the beauty salon with. The results complement each other, sales skyrocketed.
Above my health care products industry, for example, describes how to build sales networks, can be some salesman said: I do the raw materials, how to build sales channels? The salesman also said, I am doing is machinery and equipment, how to do sales channels? In fact, no matter what you do is sell the product in the design of distribution channels, be sure to find a sales breakthrough. And through this points to the line and then to face, can eventually be woven into a large sales network. Each of our sales staff, should be like a spider to learn, you will always be the center of this network, then you definitely successful sales.