如何提升銷(xiāo)售量

1、如何提升銷(xiāo)售額如何提升銷(xiāo)售額F目前你只完成了銷(xiāo)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.F你有什么辦法完成銷(xiāo)售指標(biāo)？What are your options to ensure that the performance of your area is on target ?練習(xí)練習(xí)EXERCISE - GROUP WORKExpand DistributionF可立即增加銷(xiāo)售Immediate i

2、ncrease in incremental salesF更多的客戶(hù)是提升銷(xiāo)售額的關(guān)鍵Potential for future sales expansion due to bigger customer base解決方法解決方法1POSSIBLE SOLUTIONS (1)F用附近零售店的銷(xiāo)售數(shù)據(jù)說(shuō)服店主進(jìn)貨Next door sellingF用該地區(qū)的銷(xiāo)售數(shù)據(jù)說(shuō)服零售店進(jìn)貨Track record of sales in same areaF促銷(xiāo)和廣告Promotion & advertisingF銷(xiāo)售競(jìng)爭(zhēng)品牌的零售店Competitors products already inI

3、ncrease RangeF增加銷(xiāo)售Incremental salesF有銷(xiāo)售增長(zhǎng)的潛力Potential for future sales expansionF我們的產(chǎn)品有更多的陳列面More merchandising space for our products thus edging out competitors解決方法解決方法2POSSIBLE SOLUTIONS (2)F機(jī)會(huì)OPPORTUNITIESF有競(jìng)爭(zhēng)品牌銷(xiāo)售Selling competitive brands but not oursF同一系列的產(chǎn)品陳列在一個(gè)貨架里Offer a display stand to hou

4、se rangeF有促銷(xiāo)支持Currently supported by an attractive promotionF有廣告支持Product being On Air currentlyF相關(guān)產(chǎn)品銷(xiāo)售很好。例如：如果系列好賣(mài)，可賣(mài)旋轉(zhuǎn)系列Related products selling wellImprove MerchandisingF創(chuàng)造顧客認(rèn)知度Create customer awarenessF使產(chǎn)品容易被顧客取拿Improve accessibility of our productsF確保零售店貨量充足。Ensure retailer is always sufficient

5、ly stocked解決方法解決方法3POSSIBLE SOLUTIONS (3)F機(jī)會(huì)OPPORTUNITIESF店內(nèi)凌亂Messy shopF盜竊問(wèn)題Pilferage problemsF陳列貨架等Display stands/ shelves etc.F缺少人手Short handedF商品破損、嚴(yán)重/退貨High stock damage/market returnsLaunch PromotionsF增加庫(kù)存Increase stock depthF增加客戶(hù)數(shù)量Increase number of stockiest解決方法解決方法4POSSIBLE SOLUTIONS (4)Min

6、imize Problems & Improve ServicesF使銷(xiāo)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.F退貨服務(wù)Market Return service解決方法解決方法5POSSIBLE SOLUTIONS (5)F貨架空Empty shelvesF競(jìng)爭(zhēng)品牌斷貨Competitors out of stockF庫(kù)存積壓Customer overstockedF競(jìng)爭(zhēng)對(duì)手不經(jīng)常拜訪的零售店Shop not regularly serviced by competitorsSearch for opportunities解決方法解決方法6POSSIBLE SOLUTIONS (6)F新的宣傳品New POSF店主/老板易人New owner/bossF曾經(jīng)銷(xiāo)售過(guò)我們的產(chǎn)品Previously sellingF非傳統(tǒng)零售店NTO (Non traditional outlets)F擴(kuò)大分銷(xiāo)Expand DistributionF增加產(chǎn)品規(guī)格Increase RangeF改善陳列Improve MerchandisingF舉行促銷(xiāo)活動(dòng)Launch PromotionF盡量減少問(wèn)題，提高服務(wù)質(zhì)量Minimize Pro