According to the overall strategic objectives, the channel manager should determine the specific objectives of each channel, such as sales volume. Distribution rate, vividness and other indicators, and decomposed into various regions, formulate corresponding assessment policies, and guide sales personnel to correctly implement channel management measures.

2. Channel development management:

Channel managers should define the overall development models of different channels, provide overall strategic direction guidance for sales staff, allocate corresponding expense resources according to different development models, and establish specific expense standards. So as to improve the efficiency of regional channel development.

3. Channel image management:

The focus of channel image is vividness, which both traditional channels and modern channels must attach importance to. Channel managers must determine the overall image building standards of different channels, including display standards. Popular standards. Personnel communication standards, image maintenance standards, etc. , and refine the evaluation criteria for key contents, and at the same time conduct systematic and in-depth training for sales personnel.

4. Channel price management:

Price management is the control channel; At the core of the mutation, channel managers should not only adopt agreement constraints, but also strengthen the daily management of regional sales personnel, focusing on timely reflecting the price indicators of different channels in the information management system, coordinating and solving price differences quickly and effectively, and strictly controlling the scope and degree of price conflicts, especially cross-regional KA terminals.

5. Channel information management:

Channel managers must establish a set of perfect information management system, grasp the development trends of different channels, so as to effectively track the completion of channel objectives, find problems according to differences, find out the reasons and solve them in time, and promote regional sales personnel to pay attention to channel process management.

Extended data:

A channel manager is similar to a product manager and is equivalent to the "general agent" of a certain channel.

He needs to formulate a series of management contents such as the overall strategic planning of channel development, channel sales target, channel structure system, product system, channel development model, channel space occupation, channel image construction, channel process management and so on. And then constantly push the sales team to implement these management norms, coordinate various problems in the process, guide, train and evaluate the sales staff.

References:

Baidu Encyclopedia-Channel Manager