如何提升销售量.pptx

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1、如何提升销售量如何提升销售量目前你只完成了销售指标的目前你只完成了销售指标的75%75%。You have been given a sales target to achieve and you are You have been given a sales target to achieve and you are behind in your YTD performance,currently at 75%only.behind in your YTD performance,currently at 75%only.你有什么办法完成销售指标？你有什么办法完成销售指标？What are

2、your options to ensure that the performance of your What are your options to ensure that the performance of your area is on target?area is on target?练习练习EXERCISE-GROUP WORKEXERCISE-GROUP WORK第1页/共14页扩大分销Expand DistributionExpand Distribution可立即增加销售可立即增加销售Immediate increase in incremental salesImmedi

3、ate increase in incremental sales更多的客户是提升销售额的关键更多的客户是提升销售额的关键Potential for future sales expansion due to bigger customer Potential for future sales expansion due to bigger customer basebase解决方法解决方法1POSSIBLE SOLUTIONS(1)POSSIBLE SOLUTIONS(1)第2页/共14页机会OPPORTUNITIESOPPORTUNITIES用附近零售店的销售数据说服店主进货用附近零售店的

4、销售数据说服店主进货Next door sellingNext door selling用该地区的销售数据说服零售店进货用该地区的销售数据说服零售店进货Track record of sales in same areaTrack record of sales in same area促销和广告促销和广告Promotion&advertisingPromotion&advertising销售竞争品牌的零售店销售竞争品牌的零售店Competitors products already inCompetitors products already in第3页/共14页增加产品规格Increase

5、 RangeIncrease Range增加销售增加销售Incremental salesIncremental sales有销售增长的潜力有销售增长的潜力Potential for future sales expansionPotential for future sales expansion我们的产品有更多的陈列面我们的产品有更多的陈列面More merchandising space for our products thus edging More merchandising space for our products thus edging out competitorsout

6、 competitors解决方法解决方法2POSSIBLE SOLUTIONS(2)POSSIBLE SOLUTIONS(2)第4页/共14页机会机会OPPORTUNITIESOPPORTUNITIES有竞争品牌销售有竞争品牌销售Selling competitive brands but not oursSelling competitive brands but not ours同一系列的产品陈列在一个货架里同一系列的产品陈列在一个货架里Offer a display stand to house rangeOffer a display stand to house range有促销支持

7、有促销支持Currently supported by an attractive promotionCurrently supported by an attractive promotion有广告支持有广告支持Product being On Air currentlyProduct being On Air currently相关产品销售很好。例如：如果系列好卖，相关产品销售很好。例如：如果系列好卖，可卖旋转系列可卖旋转系列Related products selling wellRelated products selling well第5页/共14页改善陈列Improve Merch

8、andisingImprove Merchandising创造顾客认知度创造顾客认知度Create customer awarenessCreate customer awareness使产品容易被顾客取拿使产品容易被顾客取拿Improve accessibility of our productsImprove accessibility of our products确保零售店货量充足。确保零售店货量充足。Ensure retailer is always sufficiently stockedEnsure retailer is always sufficiently stocked解

9、决方法解决方法3POSSIBLE SOLUTIONS(3)POSSIBLE SOLUTIONS(3)第6页/共14页机会OPPORTUNITIESOPPORTUNITIES店内凌乱店内凌乱Messy shopMessy shop盗窃问题盗窃问题Pilferage problemsPilferage problems陈列货架等陈列货架等Display stands/shelves etc.Display stands/shelves etc.缺少人手缺少人手Short handedShort handed商品破损、严重商品破损、严重/退货退货High stock damage/market re

10、turnsHigh stock damage/market returns第7页/共14页举行促销活动Launch PromotionsLaunch Promotions增加库存增加库存Increase stock depthIncrease stock depth增加客户数量增加客户数量Increase number of stockiestIncrease number of stockiest解决方法解决方法4POSSIBLE SOLUTIONS(4)POSSIBLE SOLUTIONS(4)第8页/共14页尽量减少问题，提高服务质量Minimize Problems&Improve S

11、ervicesMinimize Problems&Improve Services使销售运作更顺利使销售运作更顺利-运输、财务等运输、财务等Remove bottlenecks to smooth sales operations such as-Remove bottlenecks to smooth sales operations such as-logistics,accounting etc.logistics,accounting etc.退货服务退货服务Market Return serviceMarket Return service解决方法解决方法5POSSIBLE SOLU

12、TIONS(5)POSSIBLE SOLUTIONS(5)第9页/共14页货架空货架空Empty shelvesEmpty shelves竞争品牌断货竞争品牌断货Competitors out of stockCompetitors out of stock库存积压库存积压Customer overstockedCustomer overstocked竞争对手不经常拜访的零售店竞争对手不经常拜访的零售店Shop not regularly serviced by competitorsShop not regularly serviced by competitors寻求机会寻求机会Searc

13、h for opportunities解决方法解决方法6POSSIBLE SOLUTIONS(6)POSSIBLE SOLUTIONS(6)第10页/共14页新的宣传品新的宣传品New POSNew POS店主店主/老板易人老板易人New owner/bossNew owner/boss曾经销售过我们的产品曾经销售过我们的产品Previously sellingPreviously selling非传统零售店非传统零售店NTO(Non traditional outlets)NTO(Non traditional outlets)第11页/共14页扩大分销扩大分销Expand Distribu

14、tionExpand Distribution增加产品规格增加产品规格Increase RangeIncrease Range改善陈列改善陈列Improve MerchandisingImprove Merchandising举行促销活动举行促销活动Launch PromotionLaunch Promotion尽量减少问题，提高服务质量尽量减少问题，提高服务质量Minimize Problems&improve ServicesMinimize Problems&improve Services寻求机会寻求机会Search for opportunitiesSearch for opportunities解决方法解决方法-总结总结POSSIBLE SOLUTIONS(SUMMARY)POSSIBLE SOLUTIONS(SUMMARY)第12页/共14页提问与回答Q&A第13页/共14页感谢您的观看。感谢您的观看。第14页/共14页