1、HOW TO INCREASE SALES,如何提升銷售額,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 ?,練習(xí)EXERCISE - GROUP WORK,擴(kuò)大分銷Expand Distribution

2、 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,解決方法1POSSIBLE SOLUTIONS (1),機(jī)會(huì)OPPORTUNITIES 用附近零售店的銷售數(shù)據(jù)說(shuō)服店主進(jìn)貨Next door selling 用該地區(qū)的銷售數(shù)據(jù)說(shuō)服零售店進(jìn)貨Track record of sales in same area 促銷和廣告Promotion & advertising 銷售競(jìng)爭(zhēng)品牌的零售店Comp

3、etitors products already in,增加產(chǎn)品規(guī)格Increase Range 增加銷售Incremental sales 有銷售增長(zhǎng)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,解決方法2POSSIBLE SOLUTIONS (2),機(jī)會(huì)OPPORTUNITIES 有競(jìng)爭(zhēng)品牌銷售Selling competitive brands but not ours 同一系列的產(chǎn)品陳列在一

4、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,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

5、。Ensure retailer is always sufficiently stocked,解決方法3POSSIBLE SOLUTIONS (3),機(jī)會(huì)OPPORTUNITIES 店內(nèi)凌亂Messy shop 盜竊問(wèn)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,舉行促銷活動(dòng)Launch Promotions 增加庫(kù)存Increase stock depth 增加客戶數(shù)量Increase number of st

6、ockiest,解決方法4POSSIBLE SOLUTIONS (4),盡量減少問(wèn)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5POSSIBLE SOLUTIONS (5),貨架空Empty shelves 競(jìng)爭(zhēng)品牌斷貨Competitors out of stock 庫(kù)存積壓Customer

7、 overstocked 競(jìng)爭(zhēng)對(duì)手不經(jīng)常拜訪的零售店Shop not regularly serviced by competitors,尋求機(jī)會(huì) Search for opportunities,解決方法6POSSIBLE SOLUTIONS (6),新的宣傳品New POS 店主/老板易人New owner/boss 曾經(jīng)銷售過(guò)我們的產(chǎn)品Previously selling 非傳統(tǒng)零售店NTO (Non traditional outlets),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(wèn)題，提高服務(wù)質(zhì)量