EXERCISE - GROUP WORK

練習(xí) EXERCISE - GROUP WORK
目前你只完成了銷售指標(biāo)的75%。 You have been given a sales target to achieve and you are behind in your YTD performance, currently at 75% only.

你有什么辦法完成銷售指標(biāo)？ What are your options to ensure that the performance of your area is on target ?
解決方法1 POSSIBLE SOLUTIONS (1)
擴(kuò)大分銷 Expand Distribution

可立即增加銷售 Immediate increase in incremental sales
更多的客戶是提升銷售額的關(guān)鍵 Potential for future sales expansion due to bigger customer base

機(jī)會(huì) OPPORTUNITIES

用附近零售店的銷售數(shù)據(jù)說服店主進(jìn)貨 Next door selling
用該地區(qū)的銷售數(shù)據(jù)說服零售店進(jìn)貨 Track record of sales in same area
促銷和廣告 Promotion & advertising
銷售競爭品牌的零售店 Competitor’s products already in
解決方法2 POSSIBLE SOLUTIONS (2)
增加產(chǎn)品規(guī)格 Increase Range
增加銷售 Incremental sales
有銷售增長的潛力 Potential for future sales expansion
我們的產(chǎn)品有更多的陳列面 More merchandising space for our products thus edging out competitors

機(jī)會(huì) OPPORTUNITIES

有競爭品牌銷售 Selling competitive brands but not ours
同一系列的產(chǎn)品陳列在一個(gè)貨架里 Offer a display stand to house range
有促銷支持 Currently supported by an attractive promotion
有廣告支持 Product being ‘On Air’ currently
相關(guān)產(chǎn)品銷售很好。例如：如果系列好賣，可賣旋轉(zhuǎn)系列 Related products selling well
解決方法3 POSSIBLE SOLUTIONS (3)
改善陳列 Improve Merchandising
創(chuàng)造顧客認(rèn)知度 Create customer awareness
使產(chǎn)品容易被顧客取拿 Improve accessibility of our products
確保零售店貨量充足。 Ensure retailer is always sufficiently stocked

機(jī)會(huì) OPPORTUNITIES

店內(nèi)凌亂 Messy shop
盜竊問題 Pilferage problems
陳列貨架等 Display stands/ shelves etc.
缺少人手 Short handed
商品破損、嚴(yán)重/退貨 High stock damage/market returns
解決方法4 POSSIBLE SOLUTIONS (4)
舉行促銷活動(dòng) Launch Promotions
增加庫存 Increase stock depth
增加客戶數(shù)量 Increase number of stockiest
解決方法5 POSSIBLE SOLUTIONS (5)
盡量減少問題，提高服務(wù)質(zhì)量 Minimize Problems & Improve Services
使銷售運(yùn)作更順利 - 運(yùn)輸、財(cái)務(wù)等 Remove bottlenecks to smooth sales operations such as - logistics, accounting etc.
退貨服務(wù) Market Return service
解決方法6 POSSIBLE SOLUTIONS (6)
貨架空 Empty shelves
競爭品牌斷貨 Competitors out of stock
庫存積壓 Customer overstocked
競爭對手不經(jīng)常拜訪的零售店 Shop not regularly serviced by competitors



新的宣傳品 New POS
店主/老板易人 New owner/boss
曾經(jīng)銷售過我們的產(chǎn)品 Previously selling
非傳統(tǒng)零售店 NTO (Non traditional outlets)

解決方法-總結(jié) POSSIBLE SOLUTIONS (SUMMARY)
擴(kuò)大分銷 Expand Distribution
增加產(chǎn)品規(guī)格 Increase Range
改善陳列 Improve Merchandising
舉行促銷活動(dòng) Launch Promotion
盡量減少問題，提高服務(wù)質(zhì)量 Minimize Problems & improve Services
尋求機(jī)會(huì) Search for opportunities


EXERCISE - GROUP WORK