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Distribution system management
  • Logistics and distribution: definition and objectives; components
  • Distributors = a route towards consumers: direct vs. indirect distribution
  • Distribution excellency: roles and challenges for the manufacturer and distributors; selecting and evaluating the distributor; organizing the territory; techniques for establishing the routes; sales force dimensioning
  • The partnership with the distributor: contract with the distributor; management of profitability; objectives and KPI’s; estimating the sales; the annual business plan; “Business review”; The distributor’s sales force performance; Verification on field
  • Individual and group exercises;
  • Case study: „The SRL company”;
  • Role-play: “A meeting with the distributor”.