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1、如何提升销售额如何提升销售额F目前你只完成了销售指标的75%。You have been given a sales target to achieve and you are behind in your YTD performance,currently at 75%only.F你有什么办法完成销售指标?What are your options to ensure that the performance of your area is on target?练习练习EXERCISE-GROUP WORK扩大分销Expand Distribution可立即增加销售Immediate inc
2、rease in incremental sales更多的客户是提升销售额的关键Potential for future sales expansion due to bigger customer base解决方法解决方法1POSSIBLE SOLUTIONS(1)FF机会OPPORTUNITIESOPPORTUNITIES用附近零售店的销售数据说服店主进货Next door selling用该地区的销售数据说服零售店进货Track record of sales in same area促销和广告Promotion&advertising销售竞争品牌的零售店Competitors prod
3、ucts already in增加产品规格Increase Range增加销售Incremental sales有销售增长的潜力Potential for future sales expansion我们的产品有更多的陈列面More merchandising space for our products thus edging out competitors解决方法解决方法2POSSIBLE SOLUTIONS(2)F机会OPPORTUNITIES有竞争品牌销售Selling competitive brands but not ours同一系列的产品陈列在一个货架里Offer a disp
4、lay stand to house range有促销支持Currently supported by an attractive promotion有广告支持Product being On Air currently相关产品销售很好。例如:如果系列好卖,可卖旋转系列Related products selling well改善陈列Improve Merchandising创造顾客认知度Create customer awareness使产品容易被顾客取拿Improve accessibility of our products确保零售店货量充足。Ensure retailer is alw
5、ays sufficiently stocked解决方法解决方法3POSSIBLE SOLUTIONS(3)F机会OPPORTUNITIES店内凌乱Messy shop盗窃问题Pilferage problems陈列货架等Display stands/shelves etc.缺少人手Short handed商品破损、严重/退货High stock damage/market returns举行促销活动Launch Promotions增加库存Increase stock depth增加客户数量Increase number of stockiest解决方法解决方法4POSSIBLE SOLUT
6、IONS(4)尽量减少问题,提高服务质量Minimize Problems&Improve Services使销售运作更顺利-运输、财务等Remove bottlenecks to smooth sales operations such as-logistics,accounting etc.退货服务Market Return service解决方法解决方法5POSSIBLE SOLUTIONS(5)F货架空Empty shelvesF竞争品牌断货Competitors out of stockF库存积压Customer overstockedF竞争对手不经常拜访的零售店Shop not r
7、egularly serviced by competitors寻求机会Search for opportunities解决方法解决方法6POSSIBLE SOLUTIONS(6)F新的宣传品New POSF店主/老板易人New owner/bossF曾经销售过我们的产品Previously sellingF非传统零售店NTO(Non traditional outlets)F扩大分销Expand DistributionF增加产品规格Increase RangeF改善陈列Improve MerchandisingF举行促销活动Launch PromotionF尽量减少问题,提高服务质量Minimize Problems&improve ServicesF寻求机会Search for opportunities解决方法解决方法-总结总结POSSIBLE SOLUTIONS(SUMMARY)提问与回答Q&A