【四】举例：铺货率与拜访率 [four]For example:Shop goods rate and visit rate

　　举个例子：领导来了很生气臭骂一顿“我让你卖新产品，上个月只卖了1000箱，这个月卖不到1600箱，提头来见我，不对，我提头来见你。”领导要提头来见你这更吓人，这个人说“我来看你的市场你只卖了1000箱，卖不到1600箱，我提头来见你，杀你全家。”领导骂了一顿，问大家有没有办法让这个人立刻多卖1000箱？多卖600箱？有没有办法？压货是常规思维，但是常规思维压了没出去，我提示大家一句，有没有办法让这个区域经理立刻多卖600箱，我不互动了直接跟你说，你们记住：经销商老板不是管卖货的，谁是管卖货的？经销商的员工，真正卖货的不是经销商的老板是经销商的员工，我们在底下开玩笑说一句话，说经销商这帮老板都已经做台不出台了，销售这行懂我这句话的意思吧？老板刚创业的时候，那爬冰卧雪、走街串巷、冲锋陷阵那是为了谋生，每天早上4点多起来装货、5点多出车、亲自当搬运工有没有？稍微规模大一点往这一坐我是老板了，我有马仔了，我有销售经理了，往店里一坐凡事听汇报了，记住，经销商老板不是管卖货的，是卖进货的（管头一回进货的），高手应该懂我这句话的意思。经销商跟你说你们这公司什么破玩意压根卖不动，老板跟你说这话的时候哪来的？他的业务员说的“老板这个货卖不动”，各位听我说怎么让他多卖600箱，找经销商老板很沉痛的告诉他“张哥，今儿刘总来了。”“刘总来了怎么不叫我？”“叫个屁，刘总看完市场说，下个月新品卖不到1600箱，他要提头来见我，这是搞死我，我告诉你他在搞死我之前，我先搞死一个我不说是谁？你自己猜”，然后跟他讲“大哥我也不让你白干，下个月新品销售我已经把咱们当地新品没铺货的400多个网点空白店拉出来了，一个店进新品进6箱，600箱，不就是一百个店吗？你空白店还有400个，下个月大哥不让你白干，你给我铺一家铺，销量、返利、提成你照样拿，初次之外，这400家空白店只要你铺进去一家，我奖30。”听懂了没有，我们把空白店名单列出来给他告诉他这些是空白店，你把新品铺进去，不但挣销量、毛利之外还额外一家店奖30万的铺货奖励，请问这个动作经销商有没有兴趣？因为开网点对他有好处、新品能挣钱啊，何况开网点、卖新品还有奖励呢？经销商说那行，好注意这30万给谁？不能给他，给他没用，这30万你留5万，剩下25万给兄弟们分可不可以？他有没有可能答应？有，有的经销商还很杠，“我再加20一个店给他们50”，赶紧开会，千万不能隔夜，懂了没有，别这当时说的很好，晚上一琢磨，再琢磨明白了，尤其老板娘在旁边一吹风，为什么说老板娘是百兽之王，老板娘在旁边一吹风，“咱的钱也不是白来的，我妈还想要点呢？”经销商一想“对啊，方方面面是我的朋友、我的战友，凭啥让你挣那么多呢？”第二天早上“50日元”赶紧开会，宣布什么？兄弟们拿出钱来看这是什么，眼熟吧，这是主席素描，老大说了，就这些店干进去一个奖现大洋50，请问这帮司机有没有兴趣，经销商业务员那帮有没有兴趣？打今天起，他们出了门看到这些店都不是店是什么？50反正我头一回干的时候结果是什么？就是我那一天没走了，那帮司机把我嚆了说我这个店地址写的不清，他们拉着我说我店的地址写的不清，说明他们有没有兴趣？绝对有了。

For example:Leading to the angry scold your meal"I let you sell new products,Last month only sold 1000 cases,This month to sell less than 1600 cases,Lift head to see me,wrong,I raise head to see you."Leadership to ask head to see you more scary,The man said"I come to see you market you only sold 1000 cases,Sell less than 1600 cases,I raise head to see you,Kill your family."Leadership with a stream of abuse,Ask everyone is there a way to let the person immediately sold more than 1000 cases?Sold more than 600 cases?Is there any way to?Pressure cargo is conventional thinking,But conventional thinking pressure not go out,I hint everyone a,Is there a way to make the area manager immediately sold more than 600 cases,I'm not the direct interaction with you,You remember:Dealers not tube to sell goods,Who is the tube to sell goods?Dealer employees,Not really selling goods dealers boss is dealer's staff,We joked that under a word,Dealers said that help the boss have do table not introduced,Sales this line I understand this sentence mean it?The boss just labor time,The climb down the ice snow/lane/Remember the titans that is to make a living,Every morning at 4 o 'clock up loading/More than 5 points a/When a porter have personally?A little bit bigger scale to the sat I'm the boss,I have the end,I have a sales manager,Go to the store in a sat listening to the report,remember,Dealers not tube to sell goods,Is to sell the stock(Tube for the first time the purchase),Master should understand me the meaning of this sentence.The dealer told you what your company sells the trifle not move at all,The boss told you these things which come of?He salesman said"The boss the goods sell did not move",You listen to me how to let him sell more than 600 cases,Find dealers very somber told him"Zhang elder brother,Liu2 zong3 come today.""Liu2 zong3 come why not call me?""Call fart,Liu2 zong3 finish see market said,Next month to sell new products less than 1600 cases,He will lift head to see me,This is make me to death,I told you he doing before I die,First I make dead a I don't say who?You guess",Then speak to him"Eldest brother I will not let you dry wine,New product sales next month I have let's local new shop goods not more than 400 outlets blank shop to pull out,A shop in new product into the box,600 cases,Is not one hundred shop?You blank shop and 400,Next month eldest brother don't let you dry wine,You give me a shop shop,sales/rebate/So you get commission,Outside the first,This 400 blank shop as long as you go in a shop,I prize 30."Understand have no,We put the blank inn name is singled out to he told him that this is blank shop,You put the new product in shop,Not only make sales/Maori outside a shop for an additional 300000 shop goods reward,Excuse me, are you interested in this action dealers?Because the network is good for him/New product can earn money ah,How much more will open network/Sell new products and reward it?Dealers said that the line,Good note that this 300000 to who?Can't give him,Gave him no,The 300000 you leave 50000,Leaving 250000 to brothers can points?Did he may promise?have,Some dealers is bar,"I add twenty a shop to give them fifty",Hurriedly meeting,Never overnight,Understand not,Don't this said at that time is very good,In the evening a figure,To understand the thinking,Especially the wife of shop-owner beside a blow,Why to say the wife of shop-owner is the king of beasts,Wife of shop-owner beside a blow,"My money is not the white,My mother still want to order it?"Dealers to"yes,Aspects is my friend/My brother,By what let you earn too much?"The second day morning"yen"Hurriedly meeting,Announced what?Brothers to take out money to see what is this,Familiar it,This is the chairman sketch,Boss said,The store dry in a prize XianDaYang fifty,Excuse me, does this help the driver have interest,The dealer sales that help you interested in?Play this day,Them out of the door to see these shops are not shop is???????Fifty anyway I for the first time when working, what were the results?Is the day I didn't go,That help the driver to the Hao I said I the store address is not clear,They took I said I store address is not clear,Shows that they have interest?Absolutely the.

　　各位把这些人发动起来帮你铺货，比你们厂家自己铺货，是快呢、还是快呢还是快呢？快吧，因为这些人说难听点，他们可以赊销，先放点放点卖不完给我，他手里有个金高粱卖的很好，你拿两箱金高粱再拿这个，我还见过强买强卖的，举个例子：假设这个人叫聂阿姨，聂阿姨在当地做生意做了20几年了，人人都给面子，我给聂阿姨下去铺货到店里，因为她是老前辈店里都给面子，那天店主不在小女儿在，聂阿姨在卸货的时候，小女儿怯生生的问了一句“聂阿姨这货能卖不？”就这一句，老太太当时就发飙了“你问你妈敢不敢这么跟我说话？我卖货卖30多年了，你才几岁，能不能卖我不知道你知道，我先给你喝一罐，下个月卖不完我就全喝了，卸货。”有没有这样的经销商？有，但你们厂家人敢不敢下去这么干，要是这么干腿都被打断了。所以先挖坑，我发动经销商的员工开一户奖30、开一户奖50，有没有可能一个月下来这帮人开了100家店，有没有可能？有，注意出事了？什么事？这哥们本来5个车、10个人，管300个店，现在5个车、10个人、管400个店，马上暴露出问题：送货不及时。所以刚才第一个记“挖坑”，第二个记“找事”。

You put these people started to help you shop goods,Than you shop goods manufacturers,Is fast?/Or fast?? Or fast?quick,Because these people saying offensive point,They can sell on credit,Put some put point can not sell out to me,His hand a gold sorghum sell very well,You take two boxes of gold sorghum take this,I have seen the zhichang purchase,For example:Imagine if this person who called nie aunt,Nie aunt do in a local business for twenty years,Everybody face,I give nie aunt on shop goods to the store,Because she is old timer store all face,The day is not the daughter,Nie aunt during the unloading time,The timid girl asked 1"Nie aunt this cargo can not sell?"Is this a,The old lady was angry"You ask your mother dare so talk with me?I sell goods sold 30 years,You just a few years,Can you sell I don't know that you know,I give you drink a pot,Next month I will not sell out all drank,discharging."There's no such dealers?have,But you manufacturer people dare to dare not to do it,If so dry leg was interrupted.So to dig a hole,I started the dealer employees open a door prize 30/Open a door prize fifty,Could a month down the gang opened 100 stores,Is it possible to?have,Note had an accident?what?This elder brothers had five car/Ten people,Tube 300 shop,Now five car/Ten people/Tube 400 shop,Expose the problems immediately:Delivery in.So was the first one to remember"Dig a hole",The second remember"go".

　　知道要找什么事吧？去店里面问，问什么？你们答我给一本书，跟你开玩笑的，到店里面问送货及时不？不能这么问，你要问“送货及时不？”很多人可能说“还行”。要这么问“大哥有没有曾经有一次送货不及时？”这两问法答案一样不？不一样吧，有没有不开眼的说“基本还可以，基本上还行”“都行吗？一直行吗？20年以来没有一次送货不及时吗？”我就不信诚心想问还问不出来，找事，谁说送货不及时赶紧干吗？一“挖坑”，二“找事”，三“念经”，找经销商念经。念什么经？给经销商念“你人不够、车不够、送货送不到………你看你淡季都送不到，到旺季等差劲，再这样就开经销商，加人加车”，经销商自己乐不乐意，满大街货送不到。好各位一“挖坑”，二“找事”，三“念经”，四“算帐”。他现在已经充分意识到了，因为人不够、车不够，终端店送货都不到位，意识到了，一旦加人加车心里就恼了，为什么？这玩意要花钱的，就要算帐的。这要怎么算啊？教一个技巧按天算不要按月算，按月算一个月一辆车费用老高了，按天算，举例：“大哥加一个人一天多少钱？”“50块钱”“加一个车一天多少钱？”“50块钱”“加一个车、一个人一天总共多少钱？”“100块钱”“你卖我们这个酒一箱挣多少钱？”“20块钱”“你是不是一天卖5箱就能挣回来？人不是脑膜炎，人出去卖5箱，一天开车出去卖5箱，总能卖了吧”懂了没有？当然我这么算没算他下雨出不去的一天，也没算车的维修费用，没算车油费用，总之大家要明白我的意思，要通过算帐让对方觉得我加人加车，一天出去卖5箱这个本就回来，我加人加车成本能赚回来。各位问“有没有可能他的人出去就一箱卖不了？”真有，你让他加人、加车是拜访新开发的网点，尤其新开发的网点要货量少，经销的人特别喜欢卖老网点，因为老网点一进门“大姐你好，又送了，进货”，非常熟、非常客气，新网点一进门，请问“到一个终端店里面一进门，终端店给你拍桌子，你们公司这个酒过期了，到现在都不给换，你说怎么弄？”，一进门终端店就拍桌子，请问这个店还有没有戏？有，为什么？都是内行，拍桌子吵架说明有问题没解决，把问题解决了你们俩还成哥们了。就跟谈恋爱一个道理，我问你哪种店没戏，进门之后哪种店没戏？就是“嗯嗯、行、知道了，把名片留下有事找你”，这种店没戏。跟谈恋爱一样的，谈恋爱老婆跟你吵架，哭、摔桌子、砸盘子、要回娘家、闹，你们俩还有戏没？有戏，你老婆如果说“你把名片留下有事找你？”你还有戏没？指定没戏了，所以一挖坑、二找事、三念经、四算帐，算帐的时候就告诉他加个人加个车一天这个钱能挣回来有可能经销商出去，跑新店还挣不回来，有没有可能？有，各位但这个时候我觉得我的经销商说过一句话，“魏老师，我加一个人加一个车一天总共100块钱，我一天一箱都不卖赔多少钱？一百，一个月赔多少钱，三个月赔多少钱，三个月这人和车三个月跑一箱不卖，我了不得赔一万块钱，赔不死，但我这个人和车下去怎么可能3个月都不卖呢？有没有可能？”不可能，头一回去大不了店里跟你不熟，你就是抱着大腿哭，他要不要？不要啊？你就是告诉他不要强求，“大姐不要货太正常了，我明白，你都有固定的进货客户，头回见我凭啥进货，没事，您不信任我很正常，是我来的少，我以后多来几次咱们时间长了，认识我了，信任我了，啥时候想要货就给我打电话随时来的及。”越是这种店，要半箱货赶紧给人送过去，越是这种店服务要做好一点吧，越是这种店陈列奖励赶紧兑现吧。一次、两次、三次、十次、三十次他要不要？要，除非长的太欠扁了。

Know to seek what things?To store inside asked,Q: what?You answer me to give a book,Joking with you,To store inside delivery timely don't ask?Can't ask,You ask"Delivery timely don't?"A lot of people might say"ok".Want to ask so"Eldest brother have once in delivery?"The two ask method is not the answer?It is not the same,Have BuKaiYan said"Basic can also,Basically still line""Is ok??Have been all right?Twenty years has not a delivery not in time?"I will not citic prudential thought ask asked not to come out,go,Who said not timely delivery to stem?a"Dig a hole",two"go",three"To chant buddhist scripture",Looking for distributors to chant buddhist scripture.Read what the?Give dealers read"You are not/Car is not enough/Delivery can't send………Do you think you can't send off season,To the season and bad,So again and then open the dealer,With extra trains to",Dealers his music does not enjoy,Full avenue can't deliver the goods.Good you a"Dig a hole",two"go",three"To chant buddhist scripture",four"reckoning".He is now fully realized,Because the person is not enough/Car is not enough,Terminal shop delivery are not in place,aware,Once with extra trains was annoyed,why?This thing to spend money,Will do.This how to calculate?Teach a skills by the day calculate do not calculate monthly,Monthly calculate a month a car cost a high,According to the day to the,For example:"Eldest brother and one day how many money?""Fifty dollars""Add a car one day how many money?""Fifty dollars""Add a car/One day a total of how much money?""100 dollars""You sell this wine a case of how much money?""Twenty dollars""Are you a day to sell five cases can earn back?Man is not meningitis,People go out to sell five cases,One day to drive out to sell five cases,Can always sell it"Understand not?Of course I calculate so don't count him out of the rain not to day,Also don't count the car of the cost of maintenance,Don't count the car oil cost,In a word you want to know what I mean,To get through to the other side feel I add one full speed again,One day to sell five cases this will be back this,I add one extra trains to earn back the cost.You ask"Is it possible to him go out a box can't sell?"Really have,You let him and people/Full speed again is to visit the new development of the network,Especially the development of new outlets to cargo quantity is little,Distribution of people especially like flaunt one's old age outlets,Because the old site an enter a door"Elder sister hello,And sent,purchase",Very familiar/Very polite,A new outlets in the door,Excuse me"To a terminal shop inside a door,Terminal shop on striking table for you,Your company this wine is out of date,Now will not give in,You say how to do?",A door terminal shop will strike table,Excuse me the store and did not play?have,why?Are adept,Strike table quarrel is that the problem was not solved,To solve the problem you both still into the elder brothers.Fall in love with a truth,I ask you what kind of shop no,After the door which shop no?is"Uh huh/line/know,The card left something for you",This shop no.Fall in love with the same,Fall in love with your wife quarrel,cry/Broke the table/Smashing up/Return to/make,You two have not play?games,Your wife if"You put the card left something for you?"You have not play?Designated no,So a dig a hole/Go two/Three to chant buddhist scripture/Even with four,When I do tell him add personal add a car one day the money can earn back may dealers out,Yet to make new running back,Is it possible to?have,You but this time I think of my dealer said a word,"Miss wei,I add a person add a car one day a total of 100 dollars,I one day a box don't sell a compensate how many money?One hundred,A month to compensate how many money,Three months compensate how many money,Three months this car and three months to run a case of don't sell,I might lose ten thousand dollars,Compensate the undead,But I the car down and how can three months is not sell?Is it possible to?"Can't,The first go back to deal with the store you are not ripe,You are holding the thigh cry,He will not?Don't?You just tell him not to demand,"Big sister don't cargo too normal,I understand,You have fixed purchase customers,See my head with what purchase,nothing,You don't trust me is normal,Is me less,I later for more than a few times let's for a long time,Know me,Trust me,What you want the goods at any time to call me and."More this shop,To half LCL hurriedly to send in the past,The more the store service to do a bit,The more the store display reward to cash it.a/two/Three times/Ten times/Thirty times he will don't?to,Unless long owe too much flat.

　　一挖坑、二找事、三念经、四算帐，让对方算出来，感觉车和人投的钱能挣回来，如果这时候还犹豫再来个补贴，补贴什么意思？比如说你买车的话我们公司给多少补贴，买车给你喷广告，买车的话交押金，完不成业务量把押金给你退，我们公司给你促销知识，再让他看到我加人加车之后，不但对我销售量有好处公司还给支持再来个补贴，那如果到了这儿经销商还是不愿意加人加车，对不起只能敬酒不吃吃罚酒，罚酒就是要给加压力，罚酒一般是3种做法，第一种数字加压力；把经销商叫过来，“告诉你一个好消息、告诉你一个坏消息，你听哪个？”经销商听到这个话就哭了“随便”，“好消息是你这个月成长率25%，坏消息是我们山东的山东大区本月成长75%，你拉我们山东大区50个点的后退，成长率在山东大区是倒数第二，倒数第一是烟台，烟台这个月已经干掉了，恭喜你这个月夺冠了。”第二种直接用罚款加压力，别跟我谈感情，谈感情伤钱，你爱加不加，赶明儿起我拜访终端，抓住一个终端店送货不到我扣你50块钱的返利；第三种方法用老板来加压力，老板来看市场给经销商打电话“刘老板，我们公司张总来了。”一般经销商会说什么？“行了，今天晚上我安排。”然后领着老板看一天，晚上老板去吧，不去，然后你自己去了一人吃俩人的饭，然后经销商在包间里面整的烟、整的酒、整的菜，坐那儿正想，怎么跟老板哭穷要费用，你进来了，“小魏，老板呢？”“走了”，“拿了钱走的，老板说如果再出现这种事的时候，我可以保持沉默，但如果我开口每句话都成为遗言，老板说下个月再要是做不到货的话就杀某些人全家，是谁他没说。”各位基本上做一件事光来硬的没用，光软的也没用对任何人都一样要软硬兼施，让他往前看，掌声鲜花红地毯，往后看屁颠镣铐狼牙，墙上两个人头鲜血淋淋。各位这样经销商就下来了，他首先第一个通过挖坑网点处变大了，然后又念经算帐把人和车加了，刚才是5个车、10个人，现在加了一个车一个人那就是6个车、11个人了，接下来告诉他“我们帮你开发乡镇。”新的故事又拉开了，又帮他开了100个网点，然后找事，车不够人不够加人加车，我们又告诉他，帮你开发特速公路，开发服务区，又开了100个服务点，车不够人不够，又上了一辆车，帮你开发学校，车不够人不够又上了一辆车，就这样周而复始，三年之后经销商感慨的说“跟魏经理合作这三年太充实了，挣点钱都买车了，这就是著名的魏氏灯火理论。”

A dig a hole/Go two/Three to chant buddhist scripture/Even with four,Let them work out,Feel the car and people put money can earn back,If this time still hesitate again a subsidy,Subsidies what mean?Let's say you buy a car, our company give how much allowance,Buy you spray advertising,If buying a car on margin,To finish the required deposit business to you back,Our company give you promotion knowledge,Let him see me with full speed again later,Not only is good for my sales company to support another subsidies,If came here a dealer or don't want to add one full speed again,I'm sorry JingJiuBuChiChiFaJiu only,FaJiu is to add pressure,FaJiu is generally three kinds of practice,The first kind of figures and pressure;The dealer is over,"Tell you a good news/Tell you a bad news,You listen to what?"The dealer heard the words he wept"literally","The good news is you this month growth rate was 25%,The bad news is that we in the shandong region grow 75% this month,Pull you in our shandong region fifty points back,Growth rates in shandong region is the second to last,The last one is yantai,Yantai this month has been killed,Congratulations to you this month the title."The second kind of direct with a fine and pressure,Don't talk to me about feelings,Talk about feelings hurt money,You love and don't add,GanMingEr since I visit terminal,Catch a terminal shop delivery less than I button you fifty dollars rebate;And the third way with the boss to add to the pressure,The boss came to see the market to call the dealer"Liu's owner,Our company zhang came."The general dealers will say???????"did,This evening I arrange."Then took the boss look one day,The evening go to the boss,Don't go to,Then you go alone one person eat two people of the rice,Then the dealer in the private room inside the whole of smoke/Whole wine/Whole food,Sit there are want to,What with the boss to cry poor cost,You came in,"XiaoWei,The boss??""go","Took money to go,The boss said if again appear this kind of things,I can keep silence,But if I open every word be last words,The boss said again next month if do not arrival, you can kill some people family,Is who he didn't say."Basically, you do one thing light to hard useless,It's no use soft light for anyone to use both hard and soft tactics,Let him look forward,Applause flowers red carpet,Looking back the fart dian bonds spike,The wall two head blood dripping.You so dealers came down,He first first through the network to dig the disappearance presupposes a change against,And then to chant buddhist scripture reckoning the car and added,Just five car/Ten people,Now add a car a person that is 6 car/11 the,Then tell him"We help you develop township."A new story and pulled open,And help him open 100 outlets,And then look for a job,The car is not enough people with full speed again,We have to tell him,To help you develop xpress highway,Development service area,And opened 100 service point,The car is not man enough,And on a car,To help you develop the school,The car is not man enough and a car,So go round and round,After three years of dealers regrets say"With wei manager cooperation this three years too enriched the,Earn some money to buy a car for all,This is the famous personal resource questionnaire part ii lights theory."

　　经销商是一盏灯，我是一把火，用我的火点你的灯，烧你的油照亮我。你要让经销商赚钱，同时让他倾家荡产，但是各位你想我这么做真的很悲略，真的对经销商没有好处，对他们有没有好处？经销商天天喊“我要做市场，要做市场。”告诉我什么是经销商做市场？第一、我手里掌握一个品牌；第二、有一个队伍在一个区域做销售；品牌可不可以换？可以，不做康师傅做康师娘，不做和气正做和气不正，不做加多宝做加多不宝，品牌可不可以换？队伍是谁的？是自己的吗？区域是谁的还是自己的，我现在用各种方法逼你加人加车，扩大网点是给你卖命，虽然说这几年你可能个人生活没有提高挣点钱都买车，但也许三年之后你会变成当地同行业网络配送终端拜访能力最强的经销商有没有可能？这就是特别的爱给特别的你，以霹雳手段显菩萨心肠。

The dealer is a lamp,I am a fire,With my point your light,Burn your oil shine on me.You have to let the dealer to make money,At the same time let his ruin,But you do you think I do really sad slightly,It is not good to the dealer,For they have benefits?Dealers out every day"I want to be the market,To do market."Tell me what is the dealers do market?The first/My hand grasp a brand;The second/Have a team in a regional sales;Brand can change?can,Don't do kang teacher do kang teacher niang,Don't do and doing and not straight,Do not add much do not add more treasure,Brand can change?Team who is?Is his??Area is who is his own,Now I try every means to force you with full speed again,Expand the network is to give you hard,Although these years you may earn some money to improve personal life did not have a car,But maybe three years later you will become the local industry network distribution terminal visit the most powerful dealers may have?This is a special love for special you,With blue means show bodhisattva heart.

　　终端总得有人去吧，我们谈到终端拜访率，终端总得有人去，第一个人是厂家拜访，第二个是经销商加人加车，好各位拿我这个方法下去量量找个店看看我，“老板你好，我是我们公司总部的，我问一下我们当地的经销商是谁？我们当地的总经销商是谁？姓什么、叫什么、长什么样、电话多少你知道不？”如果问十家店，十家店对答如流，那经销商姓魏叫魏庆，黑黑的龅牙陕西人1米75高，在哪个大街歪脖树底下那个商店里面就是，电话是多少？自己去找，如果十个店九个店对答如流，报出经销商的电话、姓名、联系人、地址这说明经销商终端拜访能力很强，有没有可能这哥们说“你们公司经销商我还真不知道？”“那大哥你不知道经销商的话有没有要过电话，有要过电话也行？”这可以吧“要过电话还真没有？”“那大哥你没有要过电话，这货是哪来的？店里不是有我们酒吗，货哪来的？”“我就不一定，车来了我就卸两包，车不来我就不卸了。”有没有这样的经销商？有，好各位，一厂家没人去，二经销商没人去，鬼给你铺货呢？各位知道住宾馆最可怕的是什么？就是你不知道你这个房间上个房客是什么人？还有这个人走了没有？你想提高销量要提高铺货率，要提高铺货率总得有人去，谁去呢？不是厂家去就是经销商去，结果到终端一问“你们厂的业务员吗？你们的厂里人不去？”一问经销商，经销商我也不知道也没人去那谁去呢？没有拜访率哪有铺货率呢？第三种可能性还有一个就是分销商，我不小心在山东某个地级市搞死一个经销商，不是我搞的他自己死的，我在那个城市山东青岛讲一堂公开课《终端销售》，结果这个经销商估计属于狮子座、B型血，比较冲动听了我一上午课就疯了，中午来给我敬酒“魏老师听你一席课，胜读十年书。”“说明你书读的太少。”“我听完你的课就激动、就冲动要行动。”“你听完下午再走？”“不行，我激动的不行，我下午有事就走了。”听了一上午走了，过了3个月，脸上一个脚印、缠一条绷带来找我“魏老师，破产了。”你们知道他为什么破产的？因为他下午课没听，因为我下午讲的是说上午那个内容是错的，真的是，我上午讲终端销售的菜单，我下午讲终端销售的陷阱，这哥们没听陷阱回去掉井里了，我上午讲经销商要执控终端，我说这话错了没有？我说要点评？没错吧，要执控终端，结果这哥们听了一上午的课没听下午回去疯了。

Terminal somebody has to go,We talk about terminal visit rate,Someone has to end,The first man is factory visit,The second is the dealer with full speed again,Good you take me this method on measured find a shop to see me,"The boss hello,I am our company headquarters,I ask our local dealers who is?Our local total dealers who is?What name/Call what/Long what kind/Don't you know how much phone?"If ask ten stores,Answer up ten stores,The dealer name is wei called WeiQing,Black buckteeth shanxi 1 meter 75 high,Which street wide neck tree that shop is inside,Number is how many?find,If ten shop nine answer up shop,Quote us dealer's phone/name/contact/Address this shows the dealer terminal visit ability is very strong,Is it possible to this elder brothers said"Your company dealers I really don't know?""The eldest brother you don't know if dealers have a telephone,Have telephone also line?"This ok"Telephone was not?""The eldest brother you didn't telephone,This cargo is which come of?The store is not have our wine,Goods which come of?""I don't have,The bus is coming I will discharge two bags,The car to me is not removed."There's no such dealers?have,Well you,A manufacturer to no one,No one to two dealers,Ghost give you shop goods??You know the worst is the hotel?Is you don't know you this room last tenant is what person?And this man went without?You want to improve sales to improve shop goods rate,To improve the shop goods rate someone have to,Who go??Not to go to factory is dealers,The results to the terminal ask"The salesman in your factory?People don't go to your factory?"Ask distributors,The dealer I also don't know no one to go to the who?No visit rate which have shop goods rate it?A third possibility is there is a distributor,I don't care a city in shandong province have died a dealer,I'm not of his own death,I am in the city of shandong Qingdao speak a public class[Terminal sales],Results the dealer estimate belongs to Leo/Type B blood,Comparative impulse heard my morning lesson is crazy,Noon to give me to propose a toast"Wei teacher listen to you a seat class,The bullet hole in my head.""Show that you read too little.""I listened to your lesson is excited/Will urge to action.""You have listened to walk again in the afternoon?""no,I'm excited no,In the afternoon I have went away."Listen to the morning go,After 3 months,Face a footprint/Tie a bandage to seek me"Miss wei,broke."You know why he bankruptcy?Because he didn't listen to lesson in the afternoon,Because I afternoon speak that morning the content is wrong,Is really,In the morning I speak terminal sales menu,I afternoon speak terminal sales trap,This elder brothers didn't listen to trap back off well,In the morning I speak dealers should hold control terminal,I say this not wrong?I say I want to comment on?Yes,,To hold control terminal,Results this elder brothers to listen to the morning class didn't listen to the afternoon back to crazy.

　　把当地城市划成40个片区，一口气招了40个业务员，买了40辆电动三轮，开了40辆电动三轮直奔终端酒店送酒，他把二批城以前是啥，他自己覆盖1000个酒店还有10个2批，每个2批手里都有200个酒店，而且人家覆盖的酒店他送货拿回来钱，你送货钱不一定拿回来，听完我的课疯了，“凭啥说你二批，把你的执照拿出来看上面写二批没？”执照上没写啊，他把二批全干掉了他要执控终端，三个月之后破产了。咱不说成本高低，成本高低大部了亏点，会做酒的人一定是我执控1000个酒店，还有10个2批，在帮我控制每个2批控制200个，10个2批控制2000个，我们11个人总共控制3000个酒店，为什么？酒店结帐是怎么结的？月结赊销，以前我们11个人同时承担这几千个酒店的资金压力，和把他们干掉一个人承担这3000个酒店的压力，咱不说利润高低，很快资金链就完蛋了。

The local city cross into forty area,A sigh of relief for forty a salesman,Bought and a electric tricycle,Opened and a electric tricycle to terminal hotel a bottle of wine,He put the second batch of city used to be what,He covers 1000 hotel and 10 2 batches,Each of the two batch of hand has 200 hotel,And somebody else's coverage of the hotel he delivery back money,You deliver the money does not necessarily bring back,After listening to my class crazy,"With what say you two batch,Put your license to write out the second batch no?"No license to write ah,He put the second batch of all killed him to hold control terminal,Three months after the bankruptcy.I don't say high and low cost,High and low cost most fingers point,Do the person of wine must be I hold control 1000 hotel,There are ten 2 batches,Help me to control in every 2 batch control 200,10 2 batch control 2000,We are a total of 11 control 3000 hotel,why?Hotel checkout is how to "?Monthly financial credit,Before we 11 people at the same time assume that thousands of the fund pressure,And they kill a person take the 3000 hotel pressure,I don't say profit level,Soon capital chain will be ruined.

　　所以各位，终端拜访无非三类人，一厂家要上人，二经销商要上人，但是各位注意还有一类要上就是分销商。现在很多厂家提出一个概念，要直奔终端我在这儿告诉你们敲敲警钟，不能，为什么？我说这句话你们同不同意“全中国的经销商有一个是一个，没有一个经销商在当地具备全渠道的网点覆盖能力？”同不同意？有没有这样的经销商说在当地学校、高速路服务区、网吧、餐饮、零售、火锅店、乡镇、农村、市区、远郊、城乡结合部所有网点都能覆盖有没有？压根没有，他一定有的经销商擅长做流通，有的经销商擅长做餐饮，有的擅长做市区，有的擅长做郊县，所以二批对经销商来讲是一个弥补经销商网络覆盖的不足，但是二批最容易砸架，所以各位要记住，当你要提高终端拜访率的时候是三个人拜访，一厂家上人、二经销商上人、三分销商，这个分销商的概念在这儿只能做个介绍，不能多说了，分销商跟二批最大的区别是什么？这个人是二批我把货卖给你，你自己卖这就是二批。这120个网点划给你懂了没有？你帮我把这120网点送货而我手里还掌握你的返利，你要送货不及时我要扣你的返利。

So you,Terminal visit but three categories of people,A manufacturer to master cheng yen,Two dealers should master cheng yen,But you will note that there is also a kind of is distributors.Now many manufacturers put forward a concept,Want to go straight to terminal I'm here to tell you knock alarm,Can't,why?I say this with don't agree with you"All the Chinese dealers have a is a,Don't have a dealer in local have full channel network covering power?"Agree that?There's no such dealer said that in the local schools/Expressway service area/Internet cafe/catering/retail/Hotpot restaurant/township/rural/urban/Outer suburbs/The integration of urban and rural all network to cover the have?Not at,He must have some dealers do good circulation,Some dealers are good at making food,Some good at doing downtown,Good at doing some suburban county,So the second batch of dealers, it's a make up for the deficiency of the dealer network coverage,But two of the most easy to hit frame,So you want to remember,When you want to improve the terminal visit rate is three people to visit,Here a manufacturer/Here two dealers/Three distributors,The concept of the distributors here can only make an introduction,Can't say more than that,Distributors with two of the biggest difference is that???????This person is the second batch of the goods I sell to you,You sell this is the second batch.The 120 outlets row to you understand not?Could you help me with this 120 outlets delivery and my hand grasp your rebate,You want to delivery not in time I will buckle your rebate.

　　分销商跟二批的区别两个，一：二批没有网点没有区域，分销商给划定了网点和区域；二：二批无法管理，因为手里没掌握二批的返利，分销商手里我们掌握了它的返利，其实各位分销商想想它叫分销商不就是个经销商，只不过我们给经销商留面子叫分销商而已。各位终端团队管理首先基础是要实现终端拜访率，终端拜访率包括厂家上人做拜访，经销商加人加车，分销商配送，各位注意，这里还有很多陷阱，在这儿就没时间讲了，否则这一个话题讲完就12点了这都已经11点半了。

Distributors with two group of the difference between the two,a:The second batch of no networks do not area,Distributors to a network and regional;two:The second batch of cannot manage,Because hand didn't grasp the second group of rebate,Distributors hand we have mastered it rebate,In fact you don't think it's called distributors distributors is a distributor,It's just that we give dealers leave face call distributors only.Your terminal team management first foundation is to realize the terminal visit rate,Terminal visit rate including manufacturer do visit here,The dealer with full speed again,Distributors distribution,You pay attention to,There are a lot of traps,Here is not about the time,Otherwise this topic after 12 o 'clock this has 11 o 'clock.