(邹郁如何订货让终端更给力.pptVIP

如何订货使终端销售更给力 主讲：品牌管理顾问 邹郁 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 一、鞋服市场现状分析与认知 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 1、鞋业发展要往哪里去？ 从行业发展趋势来看： 中国纺织服装服饰行业发展30年： 80年代服装向品牌化发展 90年代品牌细分逐渐形成 2000年以后 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 为什么货品卖不上好价钱？ 从顾客角度看散货与品牌的区别 散货的价格便宜 散货不要求形象 散货没有什么服务 散货可能质量不那么好 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 未来市场对加盟商的专业要求： 会经营：个人行为转化为专业的经营行为 懂市场：了解品牌市场的信息变化 能组货：掌握科学的订货方法和货品管理 会分析：具有数据收集和分析能力 善合作：公司、店员、顾客 会带人：从自己成长到带领团队成长 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 二、订货——赢得利润的关键 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 利润从何时何处来？ Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 每个地区有自己的销售周期 每个品牌都有自己的销售周期 准确的销售周期确定上货的准确性 货品要全部储备在上市节点上 销售周期确定上货波次 产品季节销售周期 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 店铺货品是有结构的 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 库存的来源与控制 订货不对 补货不准 陈列不好 只卖好卖的货 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 促销以利润回收为前提 促销以成本核算为基础 促销以销售周期确定时间 促销策略 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 三、让销售给力的订货技巧 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 订货的目的 合理的货品是销售目标达成的必要条件 对未来要销售的产品有充分的了解和规划 有利于产品有序上市 确保利润最大化 更符合区域市场及消费特质 Evaluation only. Created