Weight loss and feeding

In the actual operation among the common discounts errors are summarized as follows:

1, discount the bigger the better. Many sales managers, tend to discount as its own "killer" or even "life-saving straw" and that the discounts the bigger the better. The goal, nothing more than: First, the bigger the discount when the "powers," whereby you can do anything, "about" dealer, let obediently listen to his own mercy. The second is that the operation of enterprises and products, plenty of room for multi-point discount to the distributors have not tied their own personal situation, you can fall. Third, through a large discount policy can be implemented Yahuo occasionally to stimulate the channel to enhance sales, encouraged by the dealers, and ultimately make their own smooth and slick, both ways, to achieve double-edged sword with good results.

2, the discount is the profit. Some sales to the dealer in charge of instilling in the discount policy, they tend to mislead the dealers, so that they purchase price of sales, will give them a discount as corporate profits, a larger discount, the dealer or even "subsidizing" the sales in order to achieve more big discounts, so that product prices an "inversion" phenomenon, channels, distribution of profits resulting imbalance. In such a "discount is the profit" driven by ideology, dealers tend to not increase sales profits, but profits of the "treasure" who bet on the discount, resulting in a channel chain disorder and fragile.

3, discounts or promotions. Some SMEs, marketing director of marketing in the enterprise is not even to regulate the situation, often in order to "the easy way" and keeping as promotional discounts, and all will fall into places of shifting the dealers, thereby committing an assumed error. Discount policy of its main function is to stimulate the purchase and sales distributor, greater thrust performance of the market, while the promotion is the more applied end, as well as consumers, reflects a kind of tension. And the discounts given to dealers as a promotional post, promotions tend to lose their promotional functions, while disguised as a distributor of the extra profit, so that sales would not achieve its proper role and, instead, have the potential to spoil dealer.

4, the discount is a value plunges. In the actual operation among the many companies tend to discount as a kind of "conventional weapons", the intensity of discount either static, or is dealer growing appetite for more and more cases, so that discounts become a vendor, "let them go" The "hot potato." The discount to a certain extent in high-time, dealers have been tying up capital, is stuck with the feeling of imbalance, and many will be shown, so that they in order to relieve financial pressures, will continue to put pressure on manufacturers to discount prices, and thus to discount the price reduction has become the "culprit." The product once the price cuts will affect the stability of the market price system, it will trigger a new round of restructuring, which could eventually make products from the "Golden Bull" bad into a "skinny dog" or "the products in question."

Understand the operation of the above discounts among the many errors, as the manufacturer or the sales director, we can targeted, clever and flexible use of the discount policy. Any discount policy are "double-edged sword," calling such people not only injury but also hurt themselves, therefore, how clever and flexible way to grant the distributor discount policy, making it play a positive role in promoting the market, that is, as manufacturers and sales executives need to carefully think about strategy.

The skills and knowledge to the discount

To the discount is really a learning, discount policy to the just right, not only can save businesses with limited resources, so that the "good steel blade is used to", but can also increase the sales director in the hands of business or a "bargaining chip", which can be flexibility to freely control channels, skillfully respond to market competition for the discount to become a powerful weapon for squeezing out rivals.

1, the discount into a reward. Many enterprises can not easily be reduced discounts, often with the operation of enterprises in the process, discounts are more fixed, leaving too much for granted to the distributors related to the discount in order to use freely, truly play its role, a very effective method is to discount into awards, discounts at the dealer's reckoning since it is not easily changed, then, as a sales director for the business or customers may wish to talk about, it will be turned into incentives and discounts to the customer "brainwashing," to be clear.

Source：http://www.Tradenovice.com