The Research Of Salesmen Management Of Lubes Distributors

According to the rapid developing of auto market in China, the competition among the lubes market is becoming harder and harder. As an important power to compete with other lubes brand, the capability of distributor always decide whether a lubes brand could get a big share in local market.Through the developing for a long time, the local brand of lubes have gotten a huge market share in middle and low level market, but the distributors of local brand have not developed accordingly, the most reason is that there are many problems in salesmen management of distributors.The purpose of the article is to analysis the salesmen management of lubricant distributors in China,and find the shortage of salesmen management in the field such as daily management, training and coaching, performance assessment, then find out the reasons why the distributors could not do well in salesmen management.(1) The salesmen of distributor have a problem of low efficiency in daily works, and so they could not delivery a stable performance;(2) The salesmen of distributor have following weakness, they are easy to resign,their sales skills can’t to be improved, they can’t get effective training and coaching, then they can’t implement effectively the marketing strategy;(3) The salesmen of distributors always pay attention to the target of short term,ignoring the performance assessment in long term, this activity will do some damage to market development in long term.This article offers many idea to solve the problems above, and the same time, the article will find out the advantage of distributor’s salesmen management of lubricant units in BP company, based on analyzing the method and activities of management. Also the theory of the article is based on many relevant theories,many others achievement, many worthy experience. The article also will tell many points on distributor salesmen management. The article will give some suggestion to distributors that could improve their daily management, training and coaching, performance assessment according to their situation, then the salesmen of distributors will do the job better, develop the business better. The purpose of article is to offer suggestions and ideas on salesmen management to the distributors at middle or small size in China.