? ?? ???? ????, 13? LCT ? ??? ??, ?? ?? ??? ???? ?? ????.??? ??? ? ????? ?? ??? ??? ?????, ?? ?? ??? ???? ??? ????? ???? ?? ??? ???? ???, ???? ??? ???? ???? ????.??? ?? LCT ? ?? ???? ??? ????? ????? ???? ???? ????.?? ?? ??? ?? ??, ?? ?? ? ?? ??? ??? ????, ??? ??? ???? ?? ??? ???? ??.??? ?? ???? LCT ? ??? ??? ??. ?? ??? ??? ?? ? ??? ??.?? ?? ??? ??, ??, ?? ? ?? ?? ??, ??? ? ??? ?? ?? ?? ??? ??? ??? ???.?? ???? ??? ??? ??? ??, ??? ??? ????, ?? ?? ??? ???? ?? ?? ??? ??? ? ??? ???.??? ??? ??? ?? ??? ?? ? ? ??.'??'? ?? ?? ?? ???????'??'? ????????? ???, ???, ????, ????? ??? ???? ??? ??????? ?? ??? LCT ? ? ??? ???? ?? ??.?? ??? ??, ???? ???? LCT ?? ??? ???? ? ??? ????.???? ?? ??? ?? ??? ?? ??, ????? "??" ?? "?? ???" ?? "??" ? ?, ?? ??? ??? ???.???? ??? ??, ??? LCT ?? ?? ??: ???'??'? ??? ????? ??? ????? ? ?? ??, ??? ?? ? ??? ?? ? ?????LCT ?? ??? ???.?? ???.??? ?? ??? ??? ????? ?????, ??? ?? ??? ???? ? ???? ??? ???? ????. ?? ???????? ???, ??? ??? ????? ?? ???? ??.? ?? ??? ??? ??? ??.??? ??? ?? ??? ?????? ?, ?? ‘??? ?? ?? ?? ’??? ‘??? ???? ’? ??? ?? ??? ‘??? ?? ?? ?? ’??? ??? ?? ??? ??, ???? ‘?? ’? ?? ‘?? ’? ??? ?? ??? ??.?? ??? ?? ?, ?? ? ‘??’? ‘????’? ????? ?? ??.現(xiàn)在我們就來(lái)做一個(gè)這樣的列舉，把它叫作“廠家喜好圖”也行： 　　廠家喜好圖： 　　·誠(chéng)信重于資金，專心重于規(guī)模 　　·合伙關(guān)系、所有權(quán)人、管理權(quán)人明晰 　　·對(duì)區(qū)域市場(chǎng)有深刻認(rèn)識(shí)，不盲目進(jìn)入 　　·對(duì)經(jīng)銷產(chǎn)品有深刻認(rèn)識(shí)，不沖動(dòng)投資 　　·合作前有一定系統(tǒng)性的人員、市場(chǎng)、財(cái)務(wù)準(zhǔn)備 　　·注重契約精神，簽約前與簽約后一個(gè)樣 　　·經(jīng)營(yíng)者能夠積極引導(dǎo)經(jīng)銷產(chǎn)品的重點(diǎn)推廣 　　·理性的分析市場(chǎng)風(fēng)險(xiǎn)并有一定的危機(jī)準(zhǔn)備 　　·面對(duì)市場(chǎng)困難，能夠堅(jiān)定信心，風(fēng)雨共濟(jì) 　　·維護(hù)廠家信譽(yù)，積極推廣品牌的 　　·信守帳期，不惡意拖款、欠款 　　·終端規(guī)范，執(zhí)行即定價(jià)格體系的 　　·分銷去向清楚，市場(chǎng)信息能夠共享 　　·不同利潤(rùn)、規(guī)格、品類的產(chǎn)品銷售比例平衡得當(dāng) 　　·帳目往來(lái)清楚，能夠執(zhí)行較規(guī)范的財(cái)務(wù)制度 　　·穩(wěn)妥經(jīng)營(yíng)，不貪大求快，急功近利 　　·善意合作，不轉(zhuǎn)嫁經(jīng)營(yíng)風(fēng)險(xiǎn)或設(shè)置“合作陷阱” 　　·袒誠(chéng)相待，不搞經(jīng)銷商“地下大聯(lián)盟” 　　·以合法手段推廣經(jīng)營(yíng)，保持良性發(fā)展 　　·能夠主動(dòng)配合、積極參與廠家的市場(chǎng)活動(dòng) 　　·能夠做到不斷改進(jìn)經(jīng)營(yíng)思路，適應(yīng)變化 　　·能夠做到持續(xù)的銷售增長(zhǎng)，不忽漲忽落 　　·溝通方便，責(zé)任人明確，家族色彩趨淡 　　·上下團(tuán)結(jié)，目標(biāo)一致，無(wú)內(nèi)部拆臺(tái)現(xiàn)象 　　·要求合理，有一定計(jì)劃性，多雙向思考 　　·互相信任，不隨意聽(tīng)信非正常渠道的廠家信息 　　·善始善終，良性解除合作關(guān)系，無(wú)遺留問(wèn)題 　　…… ? ?? ??? ?? ????!????? ??? ??? ? ???.??? ?? ‘??? ??? ’? ??? ????, ?? ??? ‘??? ?? ’? ?? ‘??? ?? ’? ???? ??, ??? ?? ???? ?? ??? ??? ??.‘?? ’? ???? ?? ??? ??, ??? ???? ??? ???? ??? ?? ? ??? ? ???? ???.‘ ?? ’ ? ? ‘ ?? ’ ? ??? ??.???? ??? ??? ??? ???? ?? ????? ??? ???? ??? ?? ??? ??? ?? ??, ??? ???? ‘10? 9???’? ??, ??? ‘??’? ‘??? ?? ???? ??’, ‘? ? ?? ??? ?? ?? ??’? ‘??? ?? ??? ??’? ??? ?? ??.‘ ?? ’ ? ? ‘ ?? ’ ? ???? ??.????, ??, ??, ??, ???? ?? ??? ?? ???? ?????? ???? ??, ??? ???? ? ??? ?? ??, ?? ????? ??? ???.??? ??? ??? ?? ???? ???? ?????? ???? ?? ? ??? ??? ???? ??? ???? ??? ??? ??? ???? ??? ? ???, ???? ?? ??? ???? ?? ???, ?? ??? ????.‘ ?? ’ ? ???? ????? ??? ????, ??? LCT ? ?? ‘ ?? ’ ? ??? ‘ ?? ’ ? ??? ????, ??? ??? ??? ??? ?? ??? ???? ??? ??? ??? ? ??.‘ ?? ’ ?? ’ ? ??? ???? ?????, ?? ‘ ?? ’ ? ?? ??? ? ??????? RPAS ? ? ?? ??? ??? ??????? ?? ??? ?? “ ?? ” ? “ ?? ” ? ???? ???? ??.(RPAS ? "??"? ? ? ?? ??, Realistic ? ??, ????? ???, Attainable ? ??? ? ??, Suited ???? ?? ???.?? LCT ? ??? ???? ??? ??.??: ??? ??? '??'? ?? ??? ??? ???? ? ??? ?? ????? ?? ??? ??? ?? ???, ??? ? ?? ?? ???.???? LCT ? ??? ?? ‘ ?? ’ ??? ??? ?, ?? ??? ??? ??? ?? ??? ???? ??? ????, ? ???, ??? ? ?? ????? ???? ??.????, ??? ??? ??? ??? ????? ?????, ??? ???? ??? ???? ??, ??? ??? ??? ? ?? ???.???? ???? ?? ?? ? ?? ?? ?? ? ?? ??. ‘?? ?? ??’ ‘??? ???’, ‘????’ ? ?? ??? ?? ?? ???? ?? ??.??, ??, ??, ??, ??? ????, ?? ??? ??? ????, ??, ?? "??"? ????? ???? ???.‘ ? ’ ? ?? ?? ??? ? ??.LCT ??? ?? ?? ????? ??? ?? ?? ? ??? ???? ???, ???? ??? ?? ? ?? ??? ??? ?? ??? ????, ????, ??? ??? ???? ??? ???.??? ???, ?? ??? ??? ??? ?? ?? ???? ???? ?? ???.‘ ?? ’ ? ??? ??? ’? ??? ???? ??? ???? ?? ??? ‘ ?? ’ ‘ ?? ’ ‘ ?? ’ ? ???, ????? “ ?? ’ ? ???? ??? ‘ ?? ’ ? ??? ??, ??? ‘ ?? ’ ? ??? ? ?? ??? ??? ‘ ?? ’ ? ???? ??? ??? ‘ ?? ’ ? ??? ? ‘ ?? ’ ? ??? ? ???? ?? ??.??? ?? ?? ??? ‘ ???? ?? ’ ??. ??? ?? ?? ??? ‘ ??? ?? ???.LCT ???? ??? ????? ?? ??? ??? ??? ??? ??? ???? ??. ?? ???? ?? ????? ???? ??.???? ?? ?? ‘ ???? ’ ?? ?? ???.??? ?? ??, ??, ?? ??, ?? ??, ??? ?? ??? ?? ?? ??? ?? ????.???, ?? ?? ???? ???? ‘?? ?? ?? ?? ?? ?? ?? ?? ’ ?? ??? ?? ???? ‘??? ’?? ??? ? ??? ???. ??? ? ??? ‘? ’??? ??? ????.??? ??? ??? ????, ????? ??? ???? ??? ??? ????, ??? ???? ????? ?? ????? ?? ?? ?? ? ??.??'? ? ??? ???? ? ? ?? ??? ??. ??'??? ??'??'??'? ? ? ?? ??? ??.'??'??'???'??.LCT ??? ?? ‘??? ?? ’? ??? ??. ???? ??? ??? ??? ???? ???, ????, ?? ‘??? ??? ?? ?? ’? ???? ????.?? ?? ?? ?? ??? ??? ????? (?????) ? ?? ?? ???? ???? ??? LCT ? ????. ??? ?? ??, ???? ??.??? ?? ??, ??? ?? ??? ‘???, ??, ??’? ‘??’? ???? ???.? ?? ?? ?? ?? ?? ??? ???, ?? ???? ‘ ?? ’ ? ???????????????????????????????? ( ( (333??) ?? ?????? ?????, ??? ???????????? ?? ??? ???? ??? ??? ????? ??? ?? ???? ???????? ?? ?? ???? ??????????? ??? ?????? ??????????????????????????? ??????????????????????????????????????????????????? ??? ??????, ??? ??? ?? ????.133?? ??? 3?? ????.15 '???, ??? ??, ??...“ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “ “3? (元) ? ??? ???? ?? ??? ??? ???? ?? ????, ??? … … … ….“ ????? ”, “ ??? ” ? ??? ????, “ ??? ??? ?? ? ???? ”, “ ??? ” ? ???? ????? “ ?? ?? ” ?? ? ??? ?? ??? ???? … … … … … … … … ….1333. ? ??? ?? ?? ???? ?? ????, ?, ???? ?? ??? ……….“ 1333 ”, “ 13 ” ? ??? ?? ??? ???? ????? ???, “ ???? ”, “ 19 ”, “ 19 ”, “ 19 ”, “ 19 ”, “ 19 ”, “ 19 ”, “ 19 ” 13 ” ?? “ 19 ” ?? “ 19 ” ?? “ 19 ” ?? ???“ ?? ” ?? ???? ?? ???.?? ??? ??? ????, ? ‘??’, ??? ? ??? ???????? ??? ?? ?? ???? ????.????? “ ?? ” ?? ?? ‘ ?? ’ ? ??? ??? ??? ??? ?? ’ ? ??? ?? ?? ???? ?????.??? ? ?? ????? ??? ????? ?? ????? ??? ??? ? ???? ??? ? ??? ????. ?? ??? ? ?? ???: “ 13% 1?, ??? ??, ?? ??? ???? ???? ???? ????, ???? ???? ?? ????, ???? ?? ‘ ?? ’ ? ?? ??? ??? ???? ???, “ 133 ” 3? ????, ??? ????, ??? ???? ??, ??