如何提升销售量

如何提升销售额目前你只完成了销售指标的75%。YouhavebeengivenasalestargettoachieveandyouarebehindinyourYTDperformance,currentlyat75%only.你有什么办法完成销售指标？Whatareyouroptionstoensurethattheperformanceofyourareaisontarget?练习EXERCISE-GROUPWORK扩大分销ExpandDistribution可立即增加销售Immediateincreaseinincrementalsales更多的客户是提升销售额的关键Potentialforfuturesalesexpansionduetobiggercustomerbase解决方法1POSSIBLESOLUTIONS(1)机会OPPORTUNITIES用附近零售店的销售数据说服店主进货Nextdoorselling用该地区的销售数据说服零售店进货Trackrecordofsalesinsamearea促销和广告Promotion&advertising销售竞争品牌的零售店Competitor’sproductsalreadyin增加产品规格IncreaseRange增加销售Incrementalsales有销售增长的潜力Potentialforfuturesalesexpansion我们的产品有更多的陈列面Moremerchandisingspaceforourproductsthusedgingoutcompetitors解决方法2POSSIBLESOLUTIONS(2)机会OPPORTUNITIES有竞争品牌销售Sellingcompetitivebrandsbutnotours同一系列的产品陈列在一个货架里Offeradisplaystandtohouserange有促销支持Currentlysupportedbyanattractivepromotion有广告支持Productbeing‘OnAir’currently相关产品销售很好。例如：如果系列好卖，可卖旋转系列Relatedproductssellingwell改善陈列ImproveMerchandising创造顾客认知度Createcustomerawareness使产品容易被顾客取拿Improveaccessibilityofourproducts确保零售店货量充足。Ensureretailerisalwayssufficientlystocked解决方法3POSSIBLESOLUTIONS(3)机会OPPORTUNITIES店内凌乱Messyshop盗窃问题Pilferageproblems陈列货架等Displaystands/shelvesetc.缺少人手Shorthanded商品破损、严重/退货Highstockdamage/marketreturns举行促销活动LaunchPromotions增加库存Increasestockdepth增加客户数量Increasenumberofstockiest解决方法4POSSIBLESOLUTIONS(4)尽量减少问题，提高服务质量MinimizeProblems&ImproveServices使销售运作更顺利-运输、财务等Removebottleneckstosmoothsalesoperationssuchas-logistics,accountingetc.退货服务MarketReturnservice解决方法5POSSIBLESOLUTIONS(5)货架空Emptyshelves竞争品牌断货Competitorsoutofstock库存积压Customeroverstocked竞争对手不经常拜访的零售店Shopnotregularlyservicedbycompetitors寻求机会Searchforopportunities解决方法6POSSIBLESOLUTIONS(6)新的宣传品NewPOS店主/老板易人Newowner/boss曾经销售过我们的产品Previouslyselling非传统零售店NTO(Nontraditionaloutlets)扩大分销ExpandDistribution增加产品规格IncreaseRange改善陈列ImproveMerchandising举行促销活动LaunchPromotion尽量减少问题，提高服务质量MinimizeProblems&improveServices寻求机会Searchforopportunities解决方法-总结POSSIBLESOLUTIONS(SUMMARY)提问与回答Q&A