The hierarchical management of agent channels refers to different levels of agents, according to the actual situation of strength, a certain level, and then according to different levels to give corresponding management, that is, different levels of agents to different levels of marketing resources and take different management Rizos.

Agent level: provincial agents (first level agents), prefecture level agents (two level agents), three level agents.

The advantage of dividing the three tier agents is that they can maximize the development of agents and the resources of agents.

Although it is theoretically possible to jump over the provincial agent to achieve the greatest possible utilization of agent resources by regional agents, the process of product investment needs a process. Taking the prefecture level as a primary agent requires hundreds of distributors. The development takes a long time, and the investment and management difficulties are relatively large. In order to achieve the best use of resources, the development of a powerful provincial agent can save the investment time of the company and promote the deep management of the local area, especially for a zero start new sales team.

The function of the provincial agent is to complete the sales task of the agent products in the province, develop the distribution network in the province, and manage the rush goods and bidding matters in the province.

The conditions for provincial agents must be their own pure selling ability, and the pure sales can complete more than 60% of the annual sales tasks of provinces and regions, and have strong market management ability.

The function of the agent at the prefecture level is to complete the sales tasks of the agent products in the area, and to be responsible for the pure sales and tendering in the area.

The three tier agent: refers to the retail operators who operate only one to several hospitals or small areas, and is a good complement to the one or two level agents.

(1) the selection principle of the three tier agency system 1. the selection principle of the provincial agency 1) must be a powerful individual who is affiliated to the company or a company. Generally speaking, no individual is considered. With the deepening of drug management, even those who do not have regular warehouses will not be suitable for acting as provincial agents. 2) the provincial agent must be a provincial agent who has pure selling ability and no pure sales capacity. No matter how many networks he says, he is actually only a second-hand master.

因此，省級(jí)代理必須要有臨床或OTC純銷隊(duì)伍，其純銷隊(duì)伍應(yīng)該能完成該省區(qū)60%的銷售； 3)省級(jí)代理必須有市場(chǎng)管理能力，有的公司或掛靠的個(gè)人市場(chǎng)能力有，但是，在管理上沒有意識(shí)，在操作上沒有思路，交給他一個(gè)省，肯定市場(chǎng)要亂； 4)省級(jí)代理必須有分銷能力，再強(qiáng)的代理商，也有能力達(dá)不到的地方，因此，省級(jí)代理商還必須有一定的分銷網(wǎng)絡(luò)； 5)省級(jí)代理必須在招投標(biāo)方面有相當(dāng)?shù)慕?jīng)驗(yàn)和實(shí)力； 2.地級(jí)代理的選擇原則 1)地級(jí)代理必須是當(dāng)?shù)丶冧N實(shí)力較強(qiáng)的； 2)地級(jí)代理必須在當(dāng)?shù)啬茇?fù)責(zé)招投標(biāo)事項(xiàng)的； 3)地級(jí)代理必須是具有市場(chǎng)操作思路的； 3.三級(jí)代理的選擇原則 1)三級(jí)代理選擇只能是有有臨床純銷能力的，OTC的不能考慮； 2)三級(jí)代理必須在其選擇的醫(yī)院有快速進(jìn)入的能力； （二）三級(jí)代理制的市場(chǎng)管理體系 在三級(jí)代理齊全的情況下，由省級(jí)代理

The management of the prefecture level agent and the three level agent is straight-line management. The Sales Department of the company carries out the cross type management to the prefecture level agents and the three level agents, that is to keep in touch with each other. The specific business management is carried out by the provincial agents. Only when the agents at the provincial level are not handled properly, the two level agents produce opinions or complaints, and the company's sales department carries out questioning and supervision.

In the absence of first level agents, the company's sales department directly manages the two tier agents. If the first tier agent is developed, the existing two tier agents will be pferred to the first tier agent.

At the time of the pfer, all the policies enjoyed by the two tier agents remained unchanged.

(three) the agency price management company under the three tier agency system set up a unified price system with the goal of setting up a unified price system at the time of setting up the sales agent price system, and implementing the unified agency policy in the whole country, that is, the agency price of the one or two level agents is the same.

In the three tier agent system, the provincial agent has assumed certain market management functions. Therefore, the provincial agent must have corresponding management cost and management profit requirement.

To this end, under the premise of a unified agency policy, the company takes one or two extra points as the distribution management fee of the provincial agent.

The advantage of this is whether the two tier agent is directly affiliated to the company or pferred to the first level agent, which does not generate additional costs and increase costs for the two tier agents. On the contrary, it can also increase regional market support that some companies can not give, such as first tier agents to help develop the market, facilitate delivery, business coordination and so on.

(four) margin management under the three tier agency system is a key component of the company. Margin is undoubtedly necessary.

The purpose of margin is not to use customer funds, nor to make windfalls, but to protect and regulate the market.

Deposit amount: according to the varieties, the margin should have different amounts. The key protection should be large quantities of varieties, fewer varieties of sub key varieties, and varieties that are difficult to popularize widely in a short time.

According to the actual situation of our company, the market margin of the three tier agent is 10000~2000 yuan.

Margin usage: margin is only the guarantee of market standard operation. As long as there is no policy of rush sale and violation of the company's terminal sales price policy, the deposit is all refunded.

In case of violation, the penalty shall be punished according to the relevant provisions.

The deposit is refunded in advance: the dealer has developed 3~10 hospitals (two a and above). After verification, the dealers can refund the dealer's market margin in advance. The higher the level and the more security, the more hospitals are required to develop.

Because more and more agents are unable to accept the deposit, they are worried that the manufacturer will not refund the deposit at the end of the contract, and the dealer can give many examples.

Although the manufacturers are increasingly speaking of credibility, there must be corresponding countermeasures to dispel dealers' misgivings.

For this reason, the refund of the market margin during the execution period of the dealer contract can reduce the concerns of dealers and increase the trust degree of mutual cooperation. At the same time, the dealer will go to the hospital to develop, and the hospital will enter into the hospital. If the distributor is in violation of the company's sales policy, such as rush goods and other goods, the company can deduct it directly from the dealer's payment or call the dealer voluntary compensation.

If the dealer refuses, he may stop the goods, terminate the cooperation, and hand over the market to others.

(five) the distribution management under the three tier agency system, though the provincial agent has a certain ability to sell in the province, there are always some difficulties for the stronger customers.

In order to make full use of resources and develop the distribution network in the case of proper management, it is an important force to improve channels and increase sales.

The implementation of distribution management under the three tier agent system has the following eight points: 1., when signing a provincial agent contract, it should talk about the distribution matters.

2.省級(jí)代理自主分銷時(shí)，必須執(zhí)行公司的統(tǒng)一地級(jí)代理政策，不可以過高； 3.公司給省級(jí)代理發(fā)展的二、三級(jí)代理，省級(jí)代理必須接受并且承擔(dān)管理和支持的職能； 4.在發(fā)展省級(jí)代理之前發(fā)展的代理，劃轉(zhuǎn)至省級(jí)代理做分銷商時(shí)，省級(jí)代理必須執(zhí)行原來他們與公司簽定的合同條件，即劃轉(zhuǎn)分銷商時(shí)，政策不變； 5.省級(jí)代理如果沒有能力發(fā)展分銷商并且不能接受公司發(fā)展的分銷商，公司有權(quán)在省級(jí)代理能完成考核的情況下從其區(qū)域劃出來，獨(dú)立做為公司直管的二級(jí)代理商； 6.一級(jí)代理對(duì)二、三級(jí)代理的管理如果不到位，公司有權(quán)直接進(jìn)行管理； 7.二、三級(jí)代理可以直接與公司發(fā)生業(yè)務(wù)關(guān)系，即可以直接將保證金和貨款打到公司，從公司開票，但其貨款記入一級(jí)代理商名下，貨從一級(jí)代理那里發(fā)，底價(jià)稅差由一級(jí)代理支付； 8.省級(jí)代理必須對(duì)區(qū)域內(nèi)的二、三級(jí)分銷

The agency is responsible for the negative management function and has a total responsibility for its market behavior; (six) the examination management under the three tier agency system, regardless of the agent, must have a clear task assessment requirement.

The contents of the examination include seven points as follows: 1., first, after the contract is signed, the contract must be executed within 2 weeks, otherwise, the contract will automatically fail; 2., within three months before the execution of the contract, there should be a definite task requirement, the number of hospital development and the sales volume requirement; after the 3. start-up period, there should be a definite minimum sales requirement and quarterly and annual sales requirements; 4., regardless of whether the overall assessment is qualified, the hospital already developed by the agent, without the rush to buy goods, the company must ensure the right of the agent to continue to sell, protect the interests of the agents as far as possible, and 5. to the unqualified agents, the company has the right to terminate the contract unilaterally or to reduce its authority and area.

降為次級(jí)代理后，公司一方面保證其在現(xiàn)有醫(yī)院的銷售權(quán)利，一方面要求其必須執(zhí)行次級(jí)代理的價(jià)格； 6.對(duì)惡意沖串貨的代理商，無條件終止與其合作并收回全部銷售權(quán)利； 7.關(guān)于三級(jí)代理間就單個(gè)醫(yī)院上量的爭(zhēng)議，由廠家牽頭協(xié)調(diào)代理商，可考慮實(shí)行買斷制和分成制； （七）三級(jí)代理制下的特別支持管理 不同級(jí)別的代理商，公司根據(jù)其銷售貢獻(xiàn)的大小，對(duì)特別優(yōu)秀的代理，可以給予部分額外的支持，具體包括以下四點(diǎn)： 1.對(duì)單品種銷售的前十名，可以給予一定額度的鋪貨； 2.對(duì)銷售穩(wěn)定，信譽(yù)好的代理商，可以實(shí)行見打款單發(fā)貨，款到帳傳提貨單； 3.對(duì)銷售特別大的代理商，可以實(shí)行額外獎(jiǎng)勵(lì)政策； 4.對(duì)考核有一定差異，銷售上升的代理商給予再考察機(jī)會(huì)，對(duì)考核及格但銷售持續(xù)下降的代理商要注意防范風(fēng)險(xiǎn)，包括沖串貨和換品種倒戈的風(fēng)險(xiǎn)等；