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\u32463?\u-27392?\u21830?\u30340?\u32456?\u27490?\u21450?\u26356?\u25442?\u31243?\u24207?\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 Outline:\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 1. Understanding the relation of channels and manufacturer\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Needs of manufacturer\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Needs of distributors during cooperation\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Knowing the management difference of distribution channel members and the manufacturer\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 2. Choosing distribution channel members\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Principle and standard\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Procedure and methods\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Pitfalls to avoid when choosing channel members\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 3. Building the common performance expectations\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Manufacturer\u8217?s business plan\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Distribution channel members\u8217? plan\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * What makes an ideal distributor\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * KPI management during the cooperation\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 4. Monitoring performance\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Monitor channels day\u8217?s work\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Accompanying the visits\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Channel meeting\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 5. Improving channels\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Communicating with every level of channel members\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Building the consultative relationship with wholesaler\u8217?s owner\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Motivation policy and implementation\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 6. Conflicts and solution in distribution channels\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Credit and receivable control in channels\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * Preventing and solving conflicts\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 * How to changing and terminate with channel members\par\pard\plain\s0\fi0\li0\ri0\sb60\sa60\sl300\plain\f0\fs24\b \u23004?\u-32767?\u24072?\u20171?\u32461?\b0\par\pard\plain\s0\fi400\li0\ri0\sb80\sl300\plain\f0\fs22 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