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The relationship between enterprises and distributors is changing dramatically in the development of new technology

Jun 17, 2020

The relationship between enterprises and distributors is changing dramatically in the development of new technology


Enterprises and distributors form a close community of interests, through mutually agreed agreements and regulations, to jointly distribute goods, jointly develop and control the market. There are many intermediate enterprises between dealers and users, including: wholesalers, retailers, agents and channel providers, etc.


Take walkie talkie sales as an example. When selling, the dealers either buy products directly or sell products on behalf of them. These businesses are relatively intuitive and have a simple relationship of "one hand for money and one hand for goods". When walkie talkies form a cluster system, the sales ability of dealers must be changed to a sales system, because customers will not only purchase terminals. If it is a broadband multimedia cluster system, because there are many kinds of application equipment in the system, the system itself is the application of various technologies, each part of each equipment has many functions, facing the complex system, the dealers in the past may not be able to do anything, because these are no easier than selling walkie talkies directly, the customers of dealers have changed from scattered to centralized, and the groups have changed from scattered to centralized When an individual becomes a department unit, the sales business needs to be re established. Since then, the installation and debugging in the sales process can not be completed independently by individuals. The pre-sale, in-sale and after-sale of products will form an organic system, or even a service culture or a complete industrial chain. At this time, the enterprises must immediately adjust the sales model, so that the individual soldiers can organize themselves to form a team and a group with professional knowledge Team. In a word, the retail way of "you take the load, I take the horse, dare to ask where the road is" is no longer brilliant.


 

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