如果时间可以倒流

任务四 如果时间可以倒流，请为张经理设计《经销 商招商，激励与考核手册》内容包括 第一:经销商简明招商手册 a行业前景:本食品零售公司在市场上的竞争占据主要地位，从前期的销售数量和经营营业额来，本公司在未来的市场上也将会占据主流。无论是从食品质量，数量，规格，价格等方面都深受消费者喜爱。所以，本公司的食品销售的潜力将会与日俱增。 b产品前景:本公司主要经营食品，副食品等，产品质量，规格，价格等等，都严格按照国家的标准生产。本零售食品在消费者心目中已经树立起良好的品牌忠诚度，所以产品的前景销量将会持续上升。 c公司介绍:本公司建于2008年8月8日，主要是经营零售食品，公司规模不大，公司人数100人左右，属于中小企业，经营效益不错，在市场上的地位不断地上升，公司对员工实行严格的绩效考核方式，优胜劣汰，对经销商也会进行严格的筛选。 d公司支持:到目前为止，本公司已有不少投资人支持，并且投资者也获得了丰厚的利润，这些是前期的投资情况，请看如下。。。。。。 第二:经销商评价，分级标准 经销商评价及分级标准: 随着中国经济的高速发展，企业间的竞争日趋激烈，营销手段也不断升级。渠道, 日益成为许多企业的必争之地。目前，很多企业都意识到渠道之争，决胜于终端。因此，纷纷把渠道下沉，产品采取直practice activities implementation programme, and XX town party leadership party of mass line education practice activities rectification programme, and XX town carried out four wind aspects highlight problem special regulation implementation programme and XX town system construction plans,. One is to pay special attention to education. A party Lecture with 71 for all party members and cadres education, organizations watch anti-corruption warning education propaganda, promoting seven special and 9+1+X problems of rectification, Enhance the awareness of all the party members and cadres and the sense, honesty in politics and corruption of immunity. Second, well check the urge. Efforts to increase the annual implementation of the supervision to ensure completion of the various tasks. Third, conscientiously implement the Central, provincial, municipal and County requirements. All party members and cadres and workers to improve the style of work of the Organization, and strive to improve the level of services and service for the masses. Four are in strict accordance with the Central eight regulations and requirements set out in provincial, city and County of ten, resolutely eliminate and prevent expensive recreational activities and entertainment, such as during the holiday season. Five is the renovation of office space. In accordance with the requirements for Office space over standard treatment. Town check the swing team issue 12, make the action 35, carefully check the system, develop and improve the system 8. (D) three 供或建立区域物流的形式，让利给终端，与其结盟，进行统一管理，形成由上至下的产业链条，进而掌控终端，协同运作，达到有效出货的目的。 然而，很多企业的区域经理和业务员在对终端进行市场管理、维护的过程中，经常会出现手中资源不知道怎样去投放;区域广告资源、装修资源、物料资源、人力资源等投放超标，但区域销量无明显提升;人员指派无，工作无重点等情况; 到头来企业钱花了很多，但无法获得好的销量，经销商也怨声载道。为了规范公司产品销售，加强对经销商队伍的管理，真正确保厂商之间的合作达成“双赢”， 实现从上游至下游的整个产业链的协同效率。本着合理配制公司资源，有效提升终端销量的原则，必须对经销商进行考评和分级，进行精细化市场运作。 一、评定、分级的原理: 按照20 / 80的原则来分析，市场上20% 的经销商创造了近80%的销售额。因此，首先要找到决定区域内80%销售额的优秀核心经销商，对其进行政策倾斜，重点培养和扶植，不断发掘他们的潜力，以确保公司产品的整体销量，合理配置公司的资源。同时，在此基础上通过对另外40%的优秀经销商的扶植，以期获得另外15%以上的销售额增量，从而保证企业的产品能够在最短的时间内占领市场，销售额稳步增长，达到厂商“双赢”。 二、定量分析法: practice activities implementation programme, and XX town party leadership party of mass line education practice activities rectification programme, and XX town carried out four wind aspects highlight problem special regulation implementation programme and XX town system construction plans,. One is to pay special attention to education. A party Lecture with 71 for all party members and cadres education, organizations watch anti-corruption warning education propaganda, promoting seven special and 9+1+X problems of rectification, Enhance the awareness of all the party members and cadres and the sense, honesty in politics and corruption of immunity. Second, well check the urge. Efforts to increase the annual implementation of the supervision to ensure completion of the various tasks. Third, conscientiously implement the Central, provincial, municipal and County requirements. All party members and cadres and workers to improve the style of work of the Organization, and strive to improve the level of services and service for the masses. Four are in strict accordance with the Central eight regulations and requirements set out in provincial, city and County of ten, resolutely eliminate and prevent expensive recreational activities and entertainment, such as during the holiday season. Five is the renovation of office space. In accordance with the requirements for Office space over standard treatment. Town check the swing team issue 12, make the action 35, carefully check the system, develop and improve the system 8. (D) three 1(汇总区域内年度、月度销售情况。 2(将经销商的销量进行排名。 3(按照排名找出决定区域销量80%的客户，这些客户定为A级。 4(按照排名找出决定区域销量95%的客户，除去A级客户外，这些客户定为B级。 5(除去A级、B级经销商外，剩下的为C级。 三、定性分析法: 1(从两个维度进行分析:区域和经销商(见图例)。 2(区域划分: 区域市场一般分为三级:A、B、C三类市场。 A. 一级市场:直辖市、省(自治区)首府、沿海发达地区的地级市。 B. 二级市场:地级市(不包含沿海发达地区地级市)、沿海发达地区的县级市、镇。 C. 三、四级市场:县级市(不包含沿海发达地区县级市)、经济较好的镇(除沿海发达地区的镇)。 (注:沿海发达地区为江苏省、浙江省、福建省、广东省等) 3、经销商评定标准: (1)硬件标准: 实力:经销商的年度销售额完成情况、资金、员工数量、店面面积、经营其他同类品牌、经营同类产品时间、知名度、地区影响力。， 是否按公司规定形象装修;是否是专卖店(视每家公司具体情况而定)。 practice activities implementation programme, and XX town party leadership party of mass line education practice activities rectification programme, and XX town carried out four wind aspects highlight problem special regulation implementation programme and XX town system construction plans,. One is to pay special attention to education. A party Lecture with 71 for all party members and cadres education, organizations watch anti-corruption warning education propaganda, promoting seven special and 9+1+X problems of rectification, Enhance the awareness of all the party members and cadres and the sense, honesty in politics and corruption of immunity. Second, well check the urge. Efforts to increase the annual implementation of the supervision to ensure completion of the various tasks. Third, conscientiously implement the Central, provincial, municipal and County requirements. All party members and cadres and workers to improve the style of work of the Organization, and strive to improve the level of services and service for the masses. Four are in strict accordance with the Central eight regulations and requirements set out in provincial, city and County of ten, resolutely eliminate and prevent expensive recreational activities and entertainment, such as during the holiday season. Five is the renovation of office space. In accordance with the requirements for Office space over standard treatment. Town check the swing team issue 12, make the action 35, carefully check the system, develop and improve the system 8. (D) three3 (2)软件标准: 忠诚度和合作意愿:经销商是否对我们的产品、品牌有强烈的认同;是否对市场前景有信心;是否主推我们的产品——没有合作意愿的经销商不会对这个产品积极投入。， 管理能力:经销商自身店面经营管理状态如何，是否有足够能力管理好店面。行销意识:经销商对做终端市场的意识是否强烈，其营销观念是“坐商”形式，还是“行商”形式。， 市场能力:经销商是否有足够的能力主动运作自己的市场，进行品牌推广，店面促销、小区促销和客户联络。， 口碑、诚信度:迟付货款、是否有带头窜货、砸价等不良行为。， 4、经销商评定分级标准: A(1( 年销售额在 万以上或区域市场占有率在 % 以上，店面经营面积在 M2以上 。 2( 忠诚度高、合作意愿强、主推我们的产品。 3( 按公司规定形象装修;经营形式以专卖店或店中店为主。 4( 综合能力强。 5( 诚信度高、无违规行为。 B(1( 年销售额在 万-- 万之间或区域市场占有率在 %-- %之间，店面面积在 M2以上。 2( 忠诚度较高、合作意愿较强、主推产品。 3( 按公司规定形象装修;经营形式以店中店为主。 4( 综合能力教强。 practice activities implementation programme, and XX town party leadership party of mass line education practice activities rectification programme, and XX town carried out four wind aspects highlight problem special regulation implementation programme and XX town system construction plans,. One is to pay special attention to education. A party Lecture with 71 for all party members and cadres education, organizations watch anti-corruption warning education propaganda, promoting seven special and 9+1+X problems of rectification, Enhance the awareness of all the party members and cadres and the sense, honesty in politics and corruption of immunity. Second, well check the urge. Efforts to increase the annual implementation of the supervision to ensure completion of the various tasks. Third, conscientiously implement the Central, provincial, municipal and County requirements. All party members and cadres and workers to improve the style of work of the Organization, and strive to improve the level of services and service for the masses. Four are in strict accordance with the Central eight regulations and requirements set out in provincial, city and County of ten, resolutely eliminate and prevent expensive recreational activities and entertainment, such as during the holiday season. Five is the renovation of office space. In accordance with the requirements for Office space over standard treatment. Town check the swing team issue 12, make the action 35, carefully check the system, develop and improve the system 8. (D) three 5( 诚信度高、无违规行为。 C(1( 年销售额在 万以下，店面面积在 以下。 2( 忠诚度一般、合作意愿一般、主推产品。 3( 按公司规定形象装修或延缓装修;经营形式以店中店专区。 4( 综合能力一般。 5( 诚信度较高、无违规行为。 5、经销商分级(见图例): A级:AA、AB、BA ，是立基性市场，是优秀核心经销商，是品牌的推广者和整体销售额的主要贡献者，也是公司资源的最大享用者。 B级:AC、BB、CA ，是竞争性市场，是优秀经销商，是品牌的推广者和增量销售额的主要贡献者，也是公司资源的一般享用者。 C级:BC、CB、CC ，是发展性市场，是一般经销商，是品牌的传播者和产品的出货口，不是公司资源的主要投放对象。 6(已开发区域布局策略: 通过经销商的评定和分级，可以一目了然区域经销商的情况和各类别经销商所占的比率，为区域经理合理安排资源、分配工作重点提供了标准而规范的依据。 A级:应该重点扶植，根据其完成销量情况给以广告、装修、物料的最大支持力度，特殊情况应给予特批(一定要与销量挂钩)，以增强经销商的信心和其对市场的投入 力度。 practice activities implementation programme, and XX town party leadership party of mass line education practice activities rectification programme, and XX town carried out four wind aspects highlight problem special regulation implementation programme and XX town system construction plans,. One is to pay special attention to education. A party Lecture with 71 for all party members and cadres education, organizations watch anti-corruption warning education propaganda, promoting seven special and 9+1+X problems of rectification, Enhance the awareness of all the party members and cadres and the sense, honesty in politics and corruption of immunity. Second, well check the urge. Efforts to increase the annual implementation of the supervision to ensure completion of the various tasks. Third, conscientiously implement the Central, provincial, municipal and County requirements. All party members and cadres and workers to improve the style of work of the Organization, and strive to improve the level of services and service for the masses. Four are in strict accordance with the Central eight regulations and requirements set out in provincial, city and County of ten, resolutely eliminate and prevent expensive recreational activities and entertainment, such as during the holiday season. Five is the renovation of office space. In accordance with the requirements for Office space over standard treatment. Town check the swing team issue 12, make the action 35, carefully check the system, develop and improve the system 8. (D) three5 B级:应该给以扶植，根据其完成销量情况给以广告、装修、物料的一般支持，以增强经销商的信心和其对市场的投入力度。 C级:视具体情况而定，减少投入或不投入。 第三:经销商考核与激励政策 经销商激励政策、策略、、手段、方法、措施 经销商激励政策作为企业年度营销计划中核心内容之一，集中体现了企业盈利模式、盈利能力和盈利水平。是企业6P等经营策略和经营水平的综合体现、最高体现，是企业市场竞争力的集中表现。因此，研究经销商激励政策的制订策略，提高经销商激励政策制订水平，对提高企业的市场竞争力是十分必要和有重要意义的。 一、 制订经销商激励政策的指导思想和原则 1、经销商激励政策的核心竞争力是“让经销商在待续合作过程中有最大获利可能”。首先，站在企业往外看，经销商是企业在市场的外延部分，要让经销商代表企业在市场参与竞争，企业的经销商激励政策就必须有竞争力。其主要标志就是能否提高经销商在商品所有权交换过程中的赢利能力。其次，现今在渠道上产品高同质化，资源(品种和量)相对过剩，买方市场特征明显，企业的产品能否进入经销商的主推品种计划是至关重要的。再次，站在市场上看，经销商作为买方市场的龙头、发言人，他的讨价还价代表了买方市场的意愿和法practice activities implementation programme, and XX town party leadership party of mass line education practice activities rectification programme, and XX town carried out four wind aspects highlight problem special regulation implementation programme and XX town system construction plans,. One is to pay special attention to education. A party Lecture with 71 for all party members and cadres education, organizations watch anti-corruption warning education propaganda, promoting seven special and 9+1+X problems of rectification, Enhance the awareness of all the party members and cadres and the sense, honesty in politics and corruption of immunity. Second, well check the urge. Efforts to increase the annual implementation of the supervision to ensure completion of the various tasks. Third, conscientiously implement the Central, provincial, municipal and County requirements. All party members and cadres and workers to improve the style of work of the Organization, and strive to improve the level of services and service for the masses. Four are in strict accordance with the Central eight regulations and requirements set out in provincial, city and County of ten, resolutely eliminate and prevent expensive recreational activities and entertainment, such as during the holiday season. Five is the renovation of office space. In accordance with the requirements for Office space over standard treatment. Town check the swing team issue 12, make the action 35, carefully check the system, develop and improve the system 8. (D) three 则，企业必须尽力考虑他们的要求，才能打开买方市场的大门。最后，经销商的盈利水平往往决定合作的深度和广度。如果与企业合作，经销商能获得最大赢利能力，那他肯定会请你吃饭喝酒，反之，你请他也没用。 2、为经销商激励政策进行整合配套: 1) 不断开发新产品、差异化产品、高赢利产品，满足经销商盈利要求，提高经销商的赢利能力，经销商的销货结构往往是枣核型的，上头是高毛利的新产品，是靠它赚钱的;下头是不赚钱也要卖的通货;中间大部分是薄利产品，靠它做现金流和支持费用。 2) 技术服务支持:有无技术服务推广，日渐重要，尤其是支持新产品推广，能为经销商带来更多盈利，同时也是打造型企业品牌“三度”(知名度、美誉度、忠诚度)的有效途径。 3) 定区销售管理:必须有相对稳定的市场容量，保证经销商的绝对利润额，不论按行政区域划分，按物流方向划分，按种植结构划分或综合划分，都必须有明确的区域市场图例标明，尽可留出5%—10%的区域空间作为市场润滑空间。 4) 建立经销商评估、管理体系，不同的等级予以不同的政策相匹配。经销商培训:不断提升经销商素质，公司文化、公司产品、财务、销售技巧的培训，尤其激励政策培训，以利于政策的推行。 5) 品牌建设支持:企业在创建品牌上有一定的广告宣传的投入，拉动市场销量，增强经销商的信心和忠诚度。 practice activities implementation programme, and XX town party leadership party of mass line education practice activities rectification programme, and XX town carried out four wind aspects highlight problem special regulation implementation programme and XX town system construction plans,. One is to pay special attention to education. A party Lecture with 71 for all party members and cadres education, organizations watch anti-corruption warning education propaganda, promoting seven special and 9+1+X problems of rectification, Enhance the awareness of all the party members and cadres and the sense, honesty in politics and corruption of immunity. Second, well check the urge. Efforts to increase the annual implementation of the supervision to ensure completion of the various tasks. Third, conscientiously implement the Central, provincial, municipal and County requirements. All party members and cadres and workers to improve the style of work of the Organization, and strive to improve the level of services and service for the masses. Four are in strict accordance with the Central eight regulations and requirements set out in provincial, city and County of ten, resolutely eliminate and prevent expensive recreational activities and entertainment, such as during the holiday season. Five is the renovation of office space. In accordance with the requirements for Office space over standard treatment. Town check the swing team issue 12, make the action 35, carefully check the system, develop and improve the system 8. (D) three7 3、经销商政策要有连续性和差异性、全面性和导向性、规范性和灵活性: 1) 在企业往年的基础上相对稳定，纵向有连续性，稳定性。若有重大调整须慎重。 2) 同业间横向比较有差异性，有自身特点，有创新，掌握各区域市场的差异性，尤其南、北方市场差异。 3) 要全面衔接业务活动各环节，不能有遗漏，要建立各种备案制度。若有一环节脱落，会导致整个政策系统紊乱。 4) 引导市场发力的方向:如今年需加大新经销商开发力度，则用政策引导实施，在政策给予新经销商更多优惠，同时，对业务经理制订开发新客户数和新客户销量比率指标及奖励政策等。如企业需要加快现金流，可对付全额、现款买断商品所有权的经销商加大奖额，设立奖息制鼓励其从银行拿钱付款。 5) 经销商激励政策既要激活市场，提高经销商积极性，又要规范市场，保护市场，与经销商的管理应结合起来，如严惩窜货，严格执行定区销售等。 6) 经销商政策要有张力、弹力、灵活性。(例如:可另行协商，可附设条款、OEM，另签订合作条款等)。 4、经销商政策的制定方法是不能闭门造车: practice activities implementation programme, and XX town party leadership party of mass line education practice activities rectification programme, and XX town carried out four wind aspects highlight problem special regulation implementation programme and XX town system construction plans,. One is to pay special attention to education. A party Lecture with 71 for all party members and cadres education, organizations watch anti-corruption warning education propaganda, promoting seven special and 9+1+X problems of rectification, Enhance the awareness of all the party members and cadres and the sense, honesty in politics and corruption of immunity. Second, well check the urge. Efforts to increase the annual implementation of the supervision to ensure completion of the various tasks. Third, conscientiously implement the Central, provincial, municipal and County requirements. All party members and cadres and workers to improve the style of work of the Organization, and strive to improve the level of services and service for the masses. Four are in strict accordance with the Central eight regulations and requirements set out in provincial, city and County of ten, resolutely eliminate and prevent expensive recreational activities and entertainment, such as during the holiday season. Five is the renovation of office space. In accordance with the requirements for Office space over standard treatment. Town check the swing team issue 12, make the action 35, carefully check the system, develop and improve the system 8. (D) three 1) 由下而上:在企业内收集、征询经销商政策意见、建议，须征求不同部门、不同市场区域的意见。 2) 由外而内:由市场到企业，同业间的经销商政策调查，经销商需求调查。 3) 由往而今:在历年经销商政策的基础上参考制订。 4) 专门组织:组成专门的经销商政策制订组织。人员多样化:内行、专家、外脑、财务、市场企划业务人员。 5) 初案出来后，反复征求意见，(在一定范围内，二轮次以上)。 实事求是:寻求本、利、率、量、价、款的最佳结合点，注意企业的承受能力，尤其在授信额度、结算方式和账期设置上要注意财务承受能力。 二、 经销商激励政策的具体制订方法: 1、 激励政策的利益点: 1) 产品价格:产品应质优价宜。价格偏高，奖励再高也无力，可通过协商确定批发指导价和零售指导价等，定出经销商的合理盈利空间。 2) 区域市场划分管理:经营半径稳定，保证市场容量(目标市场、区域市场)，保护价格稳定，这是经销商最看重的市场资源。 3) 宣传推广利益点:媒体支持、人员推广、试用、零售促进，POP广告。 practice activities implementation programme, and XX town party leadership party of mass line education practice activities rectification programme, and XX town carried out four wind aspects highlight problem special regulation implementation programme and XX town system construction plans,. One is to pay special attention to education. A party Lecture with 71 for all party members and cadres education, organizations watch anti-corruption warning education propaganda, promoting seven special and 9+1+X problems of rectification, Enhance the awareness of all the party members and cadres and the sense, honesty in politics and corruption of immunity. Second, well check the urge. Efforts to increase the annual implementation of the supervision to ensure completion of the various tasks. Third, conscientiously implement the Central, provincial, municipal and County requirements. All party members and cadres and workers to improve the style of work of the Organization, and strive to improve the level of services and service for the masses. Four are in strict accordance with the Central eight regulations and requirements set out in provincial, city and County of ten, resolutely eliminate and prevent expensive recreational activities and entertainment, such as during the holiday season. Five is the renovation of office space. In accordance with the requirements for Office space over standard treatment. Town check the swing team issue 12, make the action 35, carefully check the system, develop and improve the system 8. (D) three9 4) 销售利益点:授信额度、返利、扣点、推广费、累进奖、零售计奖等。 5) 结算利益点:铺货、月结、批结、滚动、赊销额、付款奖励、奖息、结算让利、承兑汇票、降价，费用包干。 6) 产品质量方面的承诺:产品标准、田间效果、使用方便，运输损坏、包装损耗等包换包退等。 7) 服务方面承诺:最短到货周期、产品技术支持植保技术咨询等。 2、 激励政策的组合设计:以年度经销合同、经销合同、代理合同(协议)及附件，产品价格表，厂家促销、让利公告、通知、双方另行签订的奖励协议、管理协议等涉及签约双方的文字材料为载体(书面、签章生效)。 1) 激励政策必须与产品策略紧密联系: 新产品、老产品、专利产品激励利益点和设奖力度均有区别。 新产品必须“低起点、高奖额、密档次”;老产品必须“高起点、高台阶、上封顶”。专利产品“低起点、宽档次、高奖额”。 2) 与价格策略紧密联系:如行业年度产品价格平均下调5,，企业如不下调，则激励政策就会失效;销售季节中市场价变动后，价格必须随之调整:如冲货、调货后价格变动、结算价应适当调整。 practice activities implementation programme, and XX town party leadership party of mass line education practice activities rectification programme, and XX town carried out four wind aspects highlight problem special regulation implementation programme and XX town system construction plans,. One is to pay special attention to education. A party Lecture with 71 for all party members and cadres education, organizations watch anti-corruption warning education propaganda, promoting seven special and 9+1+X problems of rectification, Enhance the awareness of all the party members and cadres and the sense, honesty in politics and corruption of immunity. Second, well check the urge. Efforts to increase the annual implementation of the supervision to ensure completion of the various tasks. Third, conscientiously implement the Central, provincial, municipal and County requirements. All party members and cadres and workers to improve the style of work of the Organization, and strive to improve the level of services and service for the masses. Four are in strict accordance with the Central eight regulations and requirements set out in provincial, city and County of ten, resolutely eliminate and prevent expensive recreational activities and entertainment, such as during the holiday season. Five is the renovation of office space. In accordance with the requirements for Office space over standard treatment. Town check the swing team issue 12, make the action 35, carefully check the system, develop and improve the system 8. (D) three 3) 与财务结算方式紧密联系:先款后货，货到全款;预付定金，货到结清;货到付40,，余款第二批货，结算40,，第三批货时结清;货到付60,，余款一个月内结清(下批货前结清);授信额、奖息方式的组合使用;累进奖与扣点方式不同。授信额度必须总量控制:各部门、区域市场额度内分配，资金占用水平分级预算等。 4) 激励力度与渠道模式密不可分; 高长渠道，因合作基数高，则返利、累进奖起点高，地市级、跨县区代理商、老客户适用。 短宽渠道，则起点低，但片区内总量较高。 5) 激励政策与销量紧密联系:量是必要条件、重要条件，没有量的考核，也就没有激励政策。 6) 淡旺季的激励政策调整:淡季让利，旺季促销。旺季授信额度可调高，淡季授信额度应收拢。 7) 对零售商的奖励政策是经销商激励政策的重要辅助部分。对经销商区域内的零售商给予奖励是激励经销商积极性的强心剂。 8) 对经销商的业务人员奖励:对经销商企业内的批发员、业务人员和推广人员等给予奖励，让其主推公司的产品。 9) 区域性的特殊激励政策:区域市场往往有其个性特点，可作适当调整，以适应区域市场，但须经过批准、授权，面不宜过宽。 practice activities implementation programme, and XX town party leadership party of mass line education practice activities rectification programme, and XX town carried out four wind aspects highlight problem special regulation implementation programme and XX town system construction plans,. One is to pay special attention to education. A party Lecture with 71 for all party members and cadres education, organizations watch anti-corruption warning education propaganda, promoting seven special and 9+1+X problems of rectification, Enhance the awareness of all the party members and cadres and the sense, honesty in politics and corruption of immunity. Second, well check the urge. Efforts to increase the annual implementation of the supervision to ensure completion of the various tasks. Third, conscientiously implement the Central, provincial, municipal and County requirements. All party members and cadres and workers to improve the style of work of the Organization, and strive to improve the level of services and service for the masses. Four are in strict accordance with the Central eight regulations and requirements set out in provincial, city and County of ten, resolutely eliminate and prevent expensive recreational activities and entertainment, such as during the holiday season. Five is the renovation of office space. In accordance with the requirements for Office space over standard treatment. Town check the swing team issue 12, make the action 35, carefully check the system, develop and improve the system 8. (D) three11 10) 合作年限:一般一,二年，期限太短，大部分经销商无积极性，期限过长，企业怕受经销商控制。结清后，老客户优先合作。 3、经销商政策设计中应注意: 1) 经销商激励政策与企业内部业务人员息息相关，注意企业内部激励政策与外部激励政策的配套、协调。 2) 激励政策推出的时机非常重要。有好的政策也必须要在适合的时间、空间推出。推出过早，被竞争对手获悉，推出过迟，不利于业务人员与经销商谈判、推销政策。 3) 经销商年度结算“二清”水平与奖励挂钩:呆、赖帐水平与结算让利挂钩，余货调集。 4) 根据企业产品结构注意集中市场与分散市场的区别:此二类市场营销策略不同，人、财、物投入不同。 5) 注意空白市场，成熟市场有所区别:基数不同、财务结算方式不同、肥田瘦地，应区别对待，各有侧重，返利起点和档次均不同。 6) 注意新、老经销商有所区别:有时为了鼓励新经销商开拓市场，可采用低起点，结算灵活等方式。 三、 发布经销商激励政策后应注意的几个方面。 1) “经销商激励政策”发布后要做好竞争力调研，进行同业竞争力水平分析，找出不足或遗漏，以提高经销商政策的竞争力。 practice activities implementation programme, and XX town party leadership party of mass line education practice activities rectification programme, and XX town carried out four wind aspects highlight problem special regulation implementation programme and XX town system construction plans,. One is to pay special attention to education. A party Lecture with 71 for all party members and cadres education, organizations watch anti-corruption warning education propaganda, promoting seven special and 9+1+X problems of rectification, Enhance the awareness of all the party members and cadres and the sense, honesty in politics and corruption of immunity. Second, well check the urge. Efforts to increase the annual implementation of the supervision to ensure completion of the various tasks. Third, conscientiously implement the Central, provincial, municipal and County requirements. All party members and cadres and workers to improve the style of work of the Organization, and strive to improve the level of services and service for the masses. Four are in strict accordance with the Central eight regulations and requirements set out in provincial, city and County of ten, resolutely eliminate and prevent expensive recreational activities and entertainment, such as during the holiday season. Five is the renovation of office space. In accordance with the requirements for Office space over standard treatment. Town check the swing team issue 12, make the action 35, carefully check the system, develop and improve the system 8. (D) three 2) 注意及时调整、修正、控制，确保它的持续性、全面性、差异性、灵活性。(合同期限内调整、补充，应注意切入的时间) 3) 及时对经销商培训:组织区域经销商集中培训，或由片区经理向经销商培训、宣讲、传达。让经销商充分认识、加强沟通。既讲 利益，也讲管理。 4) 激励政策中的经济利益必须及时兑现，说到做到。 5) 组织企业员工学习、培训经销商政策，以增强全员营销意识。 6) 经销商激励政策为企业最高商业机密，未公布前注意保密。 practice activities implementation programme, and XX town party leadership party of mass line education practice activities rectification programme, and XX town carried out four wind aspects highlight problem special regulation implementation programme and XX town system construction plans,. One is to pay special attention to education. A party Lecture with 71 for all party members and cadres education, organizations watch anti-corruption warning education propaganda, promoting seven special and 9+1+X problems of rectification, Enhance the awareness of all the party members and cadres and the sense, honesty in politics and corruption of immunity. Second, well check the urge. Efforts to increase the annual implementation of the supervision to ensure completion of the various tasks. Third, conscientiously implement the Central, provincial, municipal and County requirements. All party members and cadres and workers to improve the style of work of the Organization, and strive to improve the level of services and service for the masses. Four are in strict accordance with the Central eight regulations and requirements set out in provincial, city and County of ten, resolutely eliminate and prevent expensive recreational activities and entertainment, such as during the holiday season. Five is the renovation of office space. In accordance with the requirements for Office space over standard treatment. Town check the swing team issue 12, make the action 35, carefully check the system, develop and improve the system 8. (D) three13