Distributorship Management (Indonesian Edition)

Synopsis: The main strategy for distributors to increase profit is by selling the principal's product as much as possible. But this strategy does not always help distributors. Sometimes they don't get enough profit. What's wrong with it? Investigation shows that most distributors merely focus on sales, while neglecting other supporting factors, such as: ? Employing the correct sales force strategy (exclusive or mix). ? Lack of sales promotion. ? Management of receivables. ? Lack of proper order accounting and lack of validation process to verify customer's credibility. ? Various shrinkages and how to handle it. ? High operating costs. ? Lack of principal audit. ? Lack of facility management provided by principal. These factors often affect the distributors' growth to gain profit. (http://www.gramediainternational.com/book/detail/9789792251128)