[6渠道成员选择.ppt

Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 学习目标 了解寻找渠道成员的途径； 渠道成员选择的基本原则； 熟悉渠道成员评估的基本内容； 应用加权评分法选择渠道成员； 知道如何通过合同方式在渠道成员之间进行渠道任务的分配； 起草一份渠道成员权利与义务的协议。 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 选择渠道成员既是渠道设计的最后一步，又是渠道管理的开始。 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 一、寻找渠道成员的途径 寻找渠道成员，就是搜寻企业未来在营销渠道活动中可能的合作伙伴。 示例 华帝创办伊始，寻 找经销商的过程。 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 企业自己的地区销售组织 商业展览会 网上查询 顾客和中间商咨询 其他途径 分类电话簿或黄页； 在有关出版物上刊登广告；通过熟人介绍； 委托经纪人寻找。 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 二、选择渠道成员 企业选择渠道成员的标准，要根据企业渠道目 标和渠道策略，综合考虑各方面的因素得出。 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 选择客户多的中间商 选择规模大的中间商 选择资历深和经验足的中间商 选择资金实力强的中间商 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. Evaluation only. Created with Aspose.Slides for