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Posted On Juni 24, 2019

Distributorship Management Training

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Training Bagus >> Management , Marketing >> Distributorship Management Training

Juni 24, 2019 Pusat Training 0 Comments

Keluhan yang sering terjadi atas kerjasama penjualan lewat distributor oleh principal adalah rendahnya penjualan. Sementara itu distributor sering mengeluh profit yang diperoleh sangat minim, sedangkan principal terus berupaya agar distributor memiliki kinerja prima. Problema ini tidak pernah kunjung berhenti sebelum masing-masing mengetahui peran masing-masing secara mendalam.

Sementara itu sukses pemasaran suatu produk selain terletak pada banyaknya produk yang dibuat dan adanya support marketing oleh produsen, sebenarnya terletak juga di pundak distributor, bagaimana distributor bisa menjualnya, di saat daya beli konsumen menurun sekalipun. Distributor bisa exis bersama principal berpuluh-puluh tahun, kuncinya karena distributor bisa menerjemahkan kemauan principal. Tidaklah mudah mengikuti kemauan principal kalau distributor tidak memiliki manajemen yang cukup baik.

Table of Contents

MATERI

1. Pendahuluan Distributorship Management

* Konsep Pemasaran dan Strategi Distribusi Distributor
* Model-model Multi Distributor
* Latar Belakang Kerjasama Principal dan Distributor
* Prospek Bisnis Distributor
* Orientasi Principal dan Distributor Dalam Penjualan

2. Sales Force Management Principal vs Distributor

* Aplikasi Key Performance Indicator Sales Force
* Sistem Remunerasi Sales force
* Reward & Punisment Sales Force
* Daya Tarik dan Alasan Pemberian Insentif Sales Force

2. Maksimalisasi Penjualan Distributor Melalui Sales Territory Management

* Element Sales Territory Management
* Jenis Channel Distribusi
* Mendesain Rute Kunjungan
* Menghitung Beban Kerja Sales Force
* Sales Territory vs Sales Process

3. Strategi Distributor Kelola Pelanggan

* Bagaimana Menangani Komplain
* Memaksimalkan Inti CRM (Customer Relationship Management)
* Mengukur Kinerja Distributor Melalui Key Performance Indicator (KPI)
* Aplikasi dan Contoh KPI Distributor

4. Menekan Shrinkage dan Meningkatkan Profit Distributor

* Biaya-biaya Distributor dan Pengelompokannya
* Sebab-sebab Shrinkage dan Cara Mengatasinya

5. Mengelola Account Receivable (AR) Sales Force Distributor

* Status Piutang Penjualan
* Kelola AR Melalui Audit Lapangan
* Problem Setelah Audit Lapangan
* Penyebab Piutang Penjualan Bermasalah
* Performance dan Tanggung Jawab Sales Force
* Mencegah Piutang Bad Debt

METHOD

Presentation

Discussion

Case Study

Evaluation

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