question 1: what does the channel management department do? In many functional modules of home appliance manufacturers' headquarters, there will always be such a department: channel management department, planning department, marketing department, sales department and service department. What does the channel management department do? Some people say that the channel management department mainly signs the market, especially in home appliance enterprises, and signs national cooperation agreements with Gome and Suning to assist branches or agents to explore the market. Some people say that the channel management department, as its name implies, is engaged in channel management, such as setting incentive policies for channel development, urging provincial branches or agents to develop markets, and statistically analyzing the quantitative output of various channel types. Others say: channel management is to do a good job of supporting and provide guns and ammunition for branches, such as intellectual support and resource support. As a practitioner of household appliance channel management, the author has his own views on the channel management department, which I would like to share with you now. The channel management department can do it in obscurity and submit a channel statistics table every month or quarter; It can also be done vividly, and planning, expansion, implementation and publicity are not lost. So, what role should the channel management department play? What should I do? The author believes that the channel management department should do the following work: 1. Channel planning-strategic commander is the most basic and important work in the annual channel management work. At the beginning of each year, each household appliance enterprise usually submits product planning and promotion planning, but there is often no channel planning. Therefore, the annual channel planning is also the most easily overlooked work. A complete channel plan usually includes the following contents: (1) Report and summary of channel strategy implementation this year; (2) the next year's industry and channel development trend report; (3) Strategic planning and strategy of enterprise channels in the next year; (4) Policies and implementation plans to support the realization of channel strategy in the next year. Channel strategic planning is related to enterprises' judgment on the development trend of channels, the delivery of enterprise channel resources and the sales channels of enterprise products. Channel planning is directional and strategic. If the direction is different, the development of enterprises will be slowly pulled down by competitors, so we must pay attention to it. How to carry out channel strategic planning, please see another article published by the author in marketing communication, "How to make the annual channel planning for the next year". 2, channel development-the sales engine gets the channel, and the channel, as an important resource of the enterprise, is in an important position in marketing activities. As the main responsible department for the flow of products in the market, the channel management department shoulders all the channel marketing activities of products from the factory warehouse to consumers' homes. At this stage, household appliances, such as rice cookers, electric fans and soybean milk

Question 2: What is the channel department? Every enterprise will be different. Generally speaking, it includes selecting and managing distributors, including choosing distributors through address, personnel, reputation, customers, financial resources, transportation, willingness and other aspects, so as to control the phenomenon of goods rushing and blocking. Sometimes there are management conflicts, training, communication and coordination.

Question 3: What are the responsibilities of channel work? The responsibilities of channel management include: ① managing the supply of dealers to ensure timely supply, on this basis, helping dealers to establish and straighten out the sales subnet, dispersing the pressure of sales and inventory, and speeding up the circulation of goods. (2) Strengthen the support for advertising and promotion of dealers, and reduce the resistance of commodity circulation; Improve the sales force of goods and promote sales; Improve the utilization rate of funds and make it an important profit source for dealers. (3) responsible for the dealer, on the basis of ensuring the supply, to the dealer * * * product service support. Properly handle the problems such as product damage and deterioration, customer complaints and customer returns in the sales process, and effectively protect the interests of dealers from unnecessary damage. ④ Strengthen the management of dealer's order processing, and reduce the poor delivery caused by mistakes in order processing. ⑤ Strengthen the settlement management of dealers' orders, avoid settlement risks and protect the interests of manufacturers. At the same time, it will prevent dealers from using settlement facilities to create market chaos. ⑥ Other management work, including training the distributors to enhance their recognition of the company's philosophy and values and their knowledge of products. It is also responsible for coordinating the relationship between manufacturers and distributors, and between distributors and distributors. Especially for some unexpected events, such as price fluctuation, product competition, unsalable products, impact of surrounding markets or low-price dumping, we should give priority to cooperation and negotiation, convince people by reasoning, help distributors to eliminate their concerns in time, balance their mentality, and guide and support distributors to change to a direction conducive to product marketing.

question 4: what does a channel manager do? In modern society, sales channels include online sales, telephone sales, retailers, distributors, business partners and sales teams. Here, the channel manager refers to the manager who sells indirectly through the sales channels of partners (including retailers, distributors and business partners) and provides service support. This position is a window for manufacturers and agents to contact. Generally speaking, the account manager is the person who directly deals with the end users, while the channel manager is the person who leads the sales teams of multiple partners and indirectly deals with the end users through leverage to create a win-win situation for the partners and the company. ? Plan the overall channel strategy and operation mode and implement the sales and marketing plan; ? Formulate channel strategy and provide channel service support; ? Communicate with customers in time, feed back market information and make handling suggestions; ? Assist the regional manager to explore, communicate and manage important customers in each region. Channel is a limited resource, and whoever owns the channel can win the competitive advantage. Channel managers should pay close attention to the development process of different types of channels, set goals, make plans, set standards, evaluate frequently and guide diligently, so as to maintain the benign development of various channels and form the real core competitiveness of enterprises. Seven habits of successful channel managers: people who have little knowledge of channels tend to be superstitious about the effectiveness of skills and tactics. However, real channel managers clearly know that it is habit that really determines the success or failure of channel operation. Because channel construction is a long-term and even endless project, for it, it is not enough to have skills, because channels are absolutely needed, and any short-term tactics and strategies are difficult to last. If you are superstitious about the specific prescription, you will only accomplish nothing in the end. Therefore, channel managers who expect to succeed should remember the following sentence: morality determines ideas, ideas determine habits, and habits determine success or failure. The habit cultivation of successful channel managers will also experience an evolutionary process from low to high and gradually improve. At first, we need to cultivate communication and flexibility to make ourselves have the basic quality of channel manager; After obtaining the above-mentioned basic abilities, the next step of cultivation is the correct ideas and methods to exert influence on the channel system, including balancing interests, adapting to the overall situation and being inclusive and fair. Finally, on the basis of the first two, channel managers should further cultivate the ability to explore value, so as to enhance the competitiveness of the whole channel system, achieve a win-win situation and seek long-term and stable cooperation with partners. < P > Question 5: What is a "channel distribution specialist"? What exactly does this position do? What about the duties? What is the channel distribution specialist?

the channel distribution specialist is mainly responsible for developing the company's business channels. The work of the channel specialist varies from enterprise to enterprise, but its work generally includes: 1. Managing the retail order processing of the company's online mall, organizing delivery, return and customer consultation; 2. The management of the distributor's retail delivery system. Organize delivery, return, reconciliation, dunning and consultation; 3. Channel delivery; 4. Maintenance of channel customer service; 5. Warehouse inventory; 4. Collating and submitting relevant Zhou Yue statements, etc.

Requirements of channel distribution specialists?

1, marketing and other related majors; 2. Have certain working experience as a channel specialist;

3. Have independent ability to analyze and solve problems, good market insight, communication skills and organizational skills;

4. Experience in market channel development and outstanding performance;

what does the channel distributor mainly do?

what does the channel distributor mainly do? Mainly responsible for the following work:

1. Planning, development, signing and daily management of regional distribution agents;

2. Planning and layout of regional agents and agent construction;

3. regional sales target and rhythm, and implement sales incentive plan;

4. Implementation of regional product promotion plan;

5. Formulate regional sales tasks and rhythms, and be responsible for communicating with channel stores.

what is the development prospect of channel distribution specialists?

what is the development prospect of channel distribution specialists? Mainly develop into a channel distribution supervisor, a channel distribution manager, etc.

Question 6: What does a channel specialist mean? A channel specialist is a position role in the company's marketing. Simply speaking, it generally means that the company needs to establish different sales and agency channels for its own product promotion time. The channel specialist needs to go to the designated area, look for some industry agencies related to his company's products, and establish such communication and agency relationship. The channel specialist generally refers to the liaison of agents or large direct customers, and also belongs to the category of sales in a broad sense.

the job content of the channel specialist [1] varies from enterprise to enterprise, but it is similar. The main job of the channel specialist is to develop the sales channels of the products to be sold by the company and maintain the relationship network between new and old customers. The details are as follows:

Work content

1. Analyze and compare the market research of similar products in the market to be developed, such as brand, price and packaging, and prepare a market report.

2. Compare the quality, price and packaging of the products sold by the company with those of similar products, and set a reasonable market entry price.

3. Develop the market and find sales channels: agency, franchise, agency, etc.

4. Timely delivery and collection of customers' orders.

5. Maintenance and regular visits to customers, after-sales service and consultation.

6. Summarize the sales situation, analyze the reasons for improvement and implement it.

7. Inventory counting and suggestions for product increase or decrease.

8. Collate and submit relevant Zhou Yue statements, etc.

9. Provide event marketing plan and support to dealers in the managed area.

Job responsibilities

1. Participate in formulating the overall plan for channel development, selection and management. And implement

2, find and manage channel partners

3, develop new channels

4, analyze the development trend of industry promotion channels

5, review the qualifications of channel partners

6, contact, evaluation, screening, elimination and updating of channel partners

7, and be responsible for providing continuous support to channel partners

. Pre-sales assistance, after-sales customer service and technical support, etc.

9. Cooperate with the implementation of the channel development cost analysis and control plan

11. Continuously improve the channel management strategy

11. Complete other tasks temporarily assigned by the leader

Question 7: What does the telephone channel specialist do? The post responsibilities of the telephone channel specialist are as follows, which means to complete the development of channel cooperative distributors by telephone:

1. Be responsible for the sales channels of the channel department, be good at dealing with distributors, maintain customers and have the determination to persist;

2, under the leadership and supervision of the superior, complete the quantitative work requirements on a regular basis, and gradually handle and solve work problems independently;

3. Explore and develop new channel cooperative distributors;

question 8: what is a channel specialist? What do they do? What about the channel? Sales channel is one of the most important assets of an enterprise, and it is also the most variable asset. It is the path that enterprises take in the process of transferring products to consumers. This path includes sales organizations, agents, distributors and retail stores set up by enterprises themselves. For the product, it does not proliferate the product itself, but increases the added value of the product through service; For enterprises, sales channels play the role of logistics, capital flow, information flow and business flow, and complete tasks that manufacturers are difficult to complete. Different industries, different products, different scales and development stages of enterprises have different forms of sales channels, and most sales channels have to go through these two links from dealers to retail stores. In order to meet the needs of retail stores and maximize their own profits, few dealers only represent one product, but have their own product portfolio.

In the past two years, super terminals represented by Beijing Gome, Shandong Sanlian and Nanjing Suning have surfaced, and even openly challenged industrial enterprises. Some home appliance enterprises have to produce according to the orders of super terminals, which is an irresistible historical trend. Although the super terminal is the target that enterprises pay attention to, in the actual marketing, domestic enterprises mainly face the problems at the dealer level. Dealers don't sell only one product. Enterprises want dealers to invest their capital, personnel, network and other resources in order to expand their local market share and increase the local driving force of their products. Some enterprises want to control their distributors in some ways, form strategic alliances with distributors, and develop together. Some enterprises even form joint ventures with distributors.

We know that dealers are guarding one market, have sufficient social relations, a sound sales network and a market-tested sales team. His short-term interest is to make money, his long-term interest is to develop, and his goals are different from those of manufacturers. So what means do enterprises rely on to "control" dealers? The following five methods may give you an answer.

1. Vision control:

As mentioned in the Fifth Discipline, enterprise vision is the top priority for enterprise leaders. An enterprise without vision is an enterprise without soul, an enterprise that can only make money, and has no future. Although the quality of domestic distributors is generally low, it is normal that they do not have their own long-term plans, but manufacturers must have their own long-term plans. Because every business has to consider the development of its last home, the market opportunities are limited. I mainly do the distribution of products of Company A, which means that I probably gave up the distribution of similar products of Company B.. If a company has operational problems in a few years, and company B is very prosperous. Then the dealer paid a huge opportunity cost when he chose to go home.

based on this consideration of dealers, on the one hand, enterprises should prove their Excellence with market performance, on the other hand, enterprises should constantly describe their bright prospects to dealers, which is what we call "spitting on birds". The distributor has recognized your company's concept, the development strategy of the enterprise and the main leaders of the company, even temporarily.