1
销售人员管理
Sales Reps. Management
提供专业的专项一线人员全面管理服务
分布全国, T1~T6各级城市
16年的经验累积
7大行业(快消、食品、医药、电子、银行、烟酒、汽车)
100%符合国家劳动法
Provide professional frontline staff with comprehensive management services. Nationwide coverage, T1 to T6cities. 16 years of experience. Across 6 industries ( Fast-moving Consumer Goods, Foods, Pharmaceuticals, Electronics, Banking, Alcohol & Tobacco, Automotive ). One set of management system, two cooperation models ( joint management and total management ). 100% compliance with China Labor Law.
案例分享
美孚TMM&TSR全面管理项目
Case Sharing
Mobil TMM&TSR Total Management Project
美孚TMM&TSR全面管理项目

奥维思为埃克森美孚组建并管理一支优秀的Trade Marketing Manager(通路营销经理,简称TMM)&Trade Sales Representative(通路销售代表,简称TSR)团队,作为美孚销售部、经销商发展部和市场部的延伸,指导和督促经销商更好的执行美孚所有的市场项目,同时帮助经销商做好零售团队的各项管理,并协助拓展新客户、提升销量,从而提高美孚产品的市场占有率和品牌知名度。项目自启动以来一直获得美孚公司的高度认可。

我们的服务范围:

1.全国通路营销经理和销售代表管理的日常业务全面管理

2.团队规模:80+TMM&TSR

3.区域覆盖:120+个城市覆盖

4.项目培训:90+季度课堂培训

TMM工作职责:

1.帮助经销商培训W@R项目的DSR团队,包括课堂培训及OJT

2.在新客户协访过程中直接与新客户洽谈,并跟进DSR的后续执行情况

3.确保经销商完全遵循美孚项目的商业模式并完成项目制定的KPI

4.正当、合法的收集市场信息并及时向美孚销售部和市场部反馈

TSR工作职责:

1.帮助经销商开拓当地的零售终端市场

2.按照拜访计划走访客户和销售美孚产品(以美孚速霸产品为主)

3.定期与美孚的销售顾问和经销商进行业务汇报和回顾

4.正当、合法的收集市场信息并及时向美孚销售部和市场部反馈

我们的困难:

1.对通路营销经理和通路销售代表这两个团队进行全面的管理

我们的挑战:

1.拓展新思路新方法

2.更好的体现Management的价值

我们的解决方案:

1.打造专业的TMM&TSR团队,严格选拔人才,合理分配工作,充分发挥个人优势及主观能动性

2.激励团队士气,保持团队稳定。

3.确保按要求执行美孚所有项目。

4.与经销商保持良好客情。

5.关注TMM&TSR的能力发展。

6.通过观察提供新的管理想法

Mobil TMM&TSR Comprehensive Management Project

sales, dealer development and marketing department, to guide and urge the dealers, help them to manage the retail team, expand new customers and increase sales. Thereby increasing the market share and brand awareness of Mobil. The project has been highly recognized by Mobil since its inception.

Service Coverage:

1.The comprehensive management of daily business managed by the national channel marketing managers and sales representatives

2.Team scale: 80+TMM&TSR

3.Regional coverage: 120+ city

4.Project training: 90+ quarterly classroom training

TMM Responsibility:

1.Help dealers training DSR teams in W@R projects, including classroom training and OJT

2.Negotiate directly with the new customers and follow up with the DSR.

3.Make dealers fully follow Mobil’s business mode and complete KPI.

4.Collecting market information properly and legally, informing Mobil sales and marketing department timely.

TSR Responsibility:

1. Help dealers developing the local retail terminal market.

2.Visiting customers and selling Mobil products according to the visit plan (Mobil Super as the main)

3.Regularly report and review the business with Mobil sales consultants and distributors

4.Collecting market information properly and legally, informing Mobil sales and marketing department timely.

Difficulties:

1.The comprehensive management of the channel marketing managers and representatives

Challenges:

1.Expand new ideas and methods

2.Manifest the value of Management

Solutions:

1.Build a professional TMM & TSR team, select talents strictly, allocate work reasonably, and give full play to personal advantages and subjective initiative.

2.Inspire team morale and keep team stable.

3.Ensure that all Mobil projects are implemented as required.

4.Maintain good relationship with dealers.

5.Focus on the development of capabilities of TMM&TSR.

6.Provide new management ideas through observation.

COPYRIGHT (C) 2018 ALWAYS MARKETING SERVICES | 沪ICP备10014490号-2 | 营业执照 Business License 条款 | 隐私 | Cookie Terms | Privacy | Cookie