{"id":515761,"date":"2022-12-23T13:55:10","date_gmt":"2022-12-23T12:55:10","guid":{"rendered":"https:\/\/www.atreus.de\/?post_type=publication&#038;p=515761"},"modified":"2024-10-18T10:06:42","modified_gmt":"2024-10-18T08:06:42","slug":"developpement-des-ventes-et-des-distributeurs-en-chine","status":"publish","type":"publication","link":"https:\/\/www.atreus.de\/fr\/publication\/etude-de-cas\/developpement-des-ventes-et-des-distributeurs-en-chine\/","title":{"rendered":"D\u00e9veloppement des ventes et des distributeurs en Chine"},"content":{"rendered":"<div  class=\"zw-cgb header-standard-block is-first-block desktop-has-image mobile-has-image default-margin white-color content-left content-down zw-atr-portrait-pos-default zw-atr-landscape-pos-default height-default \"><div class=\"row\"><div class=\"zw-cgb-content col-12 mx-auto\"><div  class=\"header-standard-inner-container\"><div class=\"bg-image\"><span class=\"copyright-image d-none d-lg-block\">\u00a9fotolia.com, pressmaster<\/span><img decoding=\"async\" class=\"respnsive-img d-none d-lg-block\" loading=\"lazy\" alt=\"atreus_\" src=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-03-8.jpg\" srcset=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-03-8.jpg 1920w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-03-8-768x432.jpg 768w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-03-8-1024x576.jpg 1024w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-03-8-480x270.jpg 480w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-03-8-1440x810.jpg 1440w\" sizes=\"(max-width: 1920px) 100vw, 1920px\" style=\"aspect-ratio:1920\/1080 !important\" title=\"atreus_\"><span class=\"copyright-image d-lg-none d-block\">\u00a9fotolia.com, pressmaster<\/span><img decoding=\"async\" class=\"responsive-img d-lg-none d-block\" loading=\"lazy\" alt=\"atreus_\" src=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-img-fuer-2-und-3-spalter-03-7.jpg\" srcset=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-img-fuer-2-und-3-spalter-03-7.jpg 823w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-img-fuer-2-und-3-spalter-03-7-768x578.jpg 768w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-img-fuer-2-und-3-spalter-03-7-480x361.jpg 480w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" style=\"aspect-ratio:823\/619 !important\" title=\"atreus_\"><\/div><div class=\"preheadline-container\"><div class=\"zw-breadcrumb-container black-color d-md-down-none\"><\/div><p class=\" zw-cgb preheadline zw-prevent-animation\">\u00c9tude de cas<\/p><h1 class=\" zw-cgb headline zw-prevent-animation\">D\u00e9veloppement des ventes et des distributeurs en Chine<\/h1><\/div><div class=\"inner-content\"><p class=\" zw-cgb fulltext zw-prevent-animation\"><code><sub>210443<\/sub><\/code><\/p><\/div><\/div><\/div><\/div><\/div><div class=\"zw-breadcrumb-container black-color d-none d-md-down-block\"><nav aria-label=\"breadcrumbs\" class=\"rank-math-breadcrumb\"><p><span class=\"label\">c<\/span> <a href=\"https:\/\/www.atreus.de\/fr\">Home<\/a><span class=\"separator\"> c <\/span><a href=\"https:\/\/www.atreus.de\/fr\/publications-et-evenements\/mediatheque\/\">Publications<\/a><span class=\"separator\"> c <\/span><span class=\"last\"><\/span><\/p><\/nav><\/div>\n\n    <div  class=\"zw-cgb    infoblock default-margin black-color  \">\n      <div class=\" row\">\n        <div class=\"zw-cgb-content has-padding col-12\">\n          <div class=\"inner-content parent-has-padding\"><h2 class=\" zw-cgb headline\">Reconstruction et orientation des ventes pour les constructeurs de machines<\/h2><div class=\"link-container\"><\/div><\/div>        <\/div>\n      <\/div>\n    <\/div>\n\n\n<div  class=\"zw-cgb row  columnmaster020 default-margin \"><div class=\"columnmaster-inner-content g-0\">    <div  class=\"zw-cgb no-image-layout columnblock black-color has-icon   \">\n      <div class=\"zw-cgb zw-cgb-content\">\n\n        <div class=\"column-content\"><div class=\"inner-content\"><div class=\"icon-container\"><span class=\"atr-icon\">q<\/span><h2 class=\" zw-cgb headline h4\">D\u00e9tails de l\u2019entreprise<\/h2><\/div><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Soci\u00e9t\u00e9 de production \u00e0 Tianjin, soci\u00e9t\u00e9 de distribution \u00e0 Shanghai, soci\u00e9t\u00e9 d\u2019apr\u00e8s-vente \u00e0 Tianjin, production principale en Allemagne, 2 sites de production\u200b<\/li><li class=\"\">12 distributeurs, les ventes ont baiss\u00e9 ces derni\u00e8res ann\u00e9es de 30 unit\u00e9s (2018) \u00e0 7 unit\u00e9s (2021)\u200b<\/li><\/ul><\/div><\/div>      <\/div>\n    <\/div>\n    <div  class=\"zw-cgb no-image-layout columnblock black-color has-icon   \">\n      <div class=\"zw-cgb zw-cgb-content\">\n\n        <div class=\"column-content\"><div class=\"inner-content\"><div class=\"icon-container\"><span class=\"atr-icon\">p<\/span><h2 class=\" zw-cgb headline h4\">Situation et d\u00e9fi<\/h2><\/div><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Baisse drastique des ventes, vendeurs d\u00e9motiv\u00e9s\u200b<\/li><li class=\"\">Pas de direction visible de l\u2019\u00e9quipe de vente\u200b<\/li><li class=\"\">Pr\u00e9judice caus\u00e9 par le directeur des ventes (vol, corruption, etc.)\u200b<\/li><\/ul><\/div><\/div>      <\/div>\n    <\/div>\n    <div  class=\"zw-cgb no-image-layout columnblock black-color has-icon   \">\n      <div class=\"zw-cgb zw-cgb-content\">\n\n        <div class=\"column-content\"><div class=\"inner-content\"><div class=\"icon-container\"><span class=\"atr-icon\">m<\/span><h2 class=\" zw-cgb headline h4\">Objectif et mission<\/h2><\/div><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Reconstruction et orientation de la distribution, \u00e9valuation de l\u2019\u00e9quipe de vente existante, recrutement de nouveaux vendeurs\u200b<\/li><li class=\"\">Recherche, s\u00e9lection et formation de revendeurs (vente et apr\u00e8s-vente)\u200b<\/li><li class=\"\">Mise en place de ventes \u00e0 Dongguan, \u00ab&nbsp;Embauche et formation&nbsp;\u00bb, gestion en centre de profit, mise en place d\u2019un atelier de r\u00e9paration\u200b<\/li><\/ul><\/div><\/div>      <\/div>\n    <\/div>\n<\/div><\/div>\n\n<div id=\"parent68212\"class=\"zw-cgb halb-halb-headline-text-block-135 default-margin \"><div class=\"row\">    <!--  block -->\n    <div class=\"half-content has-padding col-lg-6 col-12 leftBlock order-1 blue-400 white-color has-icon has-headline \"><div class=\"icon-container\"><span class=\"atr-icon\">n<\/span><h2 class=\" zw-cgb headline\">Mesures et approche<\/h2><\/div><div class=\"content-container\"><div class=\"inner-content parent-has-padding\"><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Pr\u00e9sentation du concept de la soci\u00e9t\u00e9 m\u00e8re et du directeur g\u00e9n\u00e9ral (PowerPoint), prise en charge personnelle de la distribution \u00e0 Dongguan\u200b<\/li><li class=\"\">D\u00e9finition des param\u00e8tres pour les revendeurs, pr\u00e9paration des contrats, entretiens personnels avec les d\u00e9cideurs\u200b<\/li><li class=\"\">Entretiens de s\u00e9lection, entrevues, programme de formation pour les revendeurs et formation technique pour les revendeurs\u200b<\/li><li class=\"\">Nouvelles directives et primes pour les succ\u00e8s dans l\u2019apr\u00e8s-vente, programme de motivation, licenciement du personnel corrompu \u200b<\/li><\/ul><div class=\"link-container\"><\/div><\/div><\/div><\/div>    <!--  block -->\n    <div class=\"half-content has-padding col-lg-6 col-12 rightBlock order-2 blue-600 white-color has-icon has-headline \"><div class=\"icon-container\"><span class=\"atr-icon\">x<\/span><h2 class=\" zw-cgb headline\">R\u00e9sultats et succ\u00e8s<\/h2><\/div><div class=\"content-container\"><div class=\"inner-content parent-has-padding\"><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Concept de vente directe via des distributeurs en Chine approuv\u00e9 par la soci\u00e9t\u00e9 m\u00e8re\u200b<\/li><li class=\"\">S\u00e9lection de 4 vendeurs potentiels et \u00e9laboration de param\u00e8tres pour les revendeurs (chaque revendeur ach\u00e8te 2 machines)\u200b<\/li><li class=\"\">1 revendeur apr\u00e8s-vente qualifi\u00e9 et 20+ distributeurs potentiels trouv\u00e9s dans toute la Chine, planification contact, \u00e9quipe de visite, s\u00e9lection\u200b<\/li><li class=\"\">Contrats et formation d\u00e9finis, crit\u00e8res de s\u00e9lection et t\u00e2ches, calendrier d\u00e9fini\u200b<\/li><\/ul><div class=\"link-container\"><\/div><\/div><\/div><\/div><\/div><\/div>\n\n\n<div style=\"height:100px\" aria-hidden=\"true\" class=\"wp-block-spacer is-style-zw-default-color-400\"><\/div>\n\n\n    <div  class=\"zw-cgb  change-padding  infoblock default-margin black-color  \">\n      <div class=\" row\">\n        <div class=\"zw-cgb-content has-padding col-12\">\n          <div class=\"preheadline-container parent-has-padding\"><p class=\" zw-cgb preheadline ' .  . '\">Ces articles pourraient vous int\u00e9resser :<\/p><\/div><div class=\"inner-content parent-has-padding\"><div class=\"link-container\"><\/div><\/div>        <\/div>\n      <\/div>\n    <\/div>\n\n\n\n    <div  class=\"zw-cgb  latestPosts default-margin \">\n      <div class=\"row zw-cgb-content\">\n              <\/div>\n    <\/div>\n\n","protected":false},"author":3,"featured_media":8439,"menu_order":0,"template":"","newsticker-publication":[573],"competences":[681,677],"industry-sectors":[694],"region-publication":[],"typ-publication":[635],"category-publication":[],"class_list":["post-515761","publication","type-publication","status-publish","has-post-thumbnail","hentry","competences-marketing-et-ventes","competences-missions-internationales","industry-sectors-construction-de-machines-et-dinstallations","typ-publication-etude-de-cas"],"_links":{"self":[{"href":"https:\/\/www.atreus.de\/fr\/wp-json\/wp\/v2\/publication\/515761","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.atreus.de\/fr\/wp-json\/wp\/v2\/publication"}],"about":[{"href":"https:\/\/www.atreus.de\/fr\/wp-json\/wp\/v2\/types\/publication"}],"author":[{"embeddable":true,"href":"https:\/\/www.atreus.de\/fr\/wp-json\/wp\/v2\/users\/3"}],"version-history":[{"count":0,"href":"https:\/\/www.atreus.de\/fr\/wp-json\/wp\/v2\/publication\/515761\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.atreus.de\/fr\/wp-json\/wp\/v2\/media\/8439"}],"wp:attachment":[{"href":"https:\/\/www.atreus.de\/fr\/wp-json\/wp\/v2\/media?parent=515761"}],"wp:term":[{"taxonomy":"newsticker-publication","embeddable":true,"href":"https:\/\/www.atreus.de\/fr\/wp-json\/wp\/v2\/newsticker-publication?post=515761"},{"taxonomy":"competences","embeddable":true,"href":"https:\/\/www.atreus.de\/fr\/wp-json\/wp\/v2\/competences?post=515761"},{"taxonomy":"industry-sectors","embeddable":true,"href":"https:\/\/www.atreus.de\/fr\/wp-json\/wp\/v2\/industry-sectors?post=515761"},{"taxonomy":"region-publication","embeddable":true,"href":"https:\/\/www.atreus.de\/fr\/wp-json\/wp\/v2\/region-publication?post=515761"},{"taxonomy":"typ-publication","embeddable":true,"href":"https:\/\/www.atreus.de\/fr\/wp-json\/wp\/v2\/typ-publication?post=515761"},{"taxonomy":"category-publication","embeddable":true,"href":"https:\/\/www.atreus.de\/fr\/wp-json\/wp\/v2\/category-publication?post=515761"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}