如何提升销售额【14页】.pptVIP

练习EXERCISE - GROUP WORK 目前你只完成了销售指标的75%。You have been given a sales target to achieve and you are behind in your YTD performance, currently at 75% only. 你有什么办法完成销售指标？What are your options to ensure that the performance of your area is on target ? 解决方法1POSSIBLE SOLUTIONS (1) 扩大分销Expand Distribution 可立即增加销售Immediate increase in incremental sales 更多的客户是提升销售额的关键Potential for future sales expansion due to bigger customer base 机会OPPORTUNITIES 用附近零售店的销售数据说服店主进货Next door selling 用该地区的销售数据说服零售店进货Track record of sales in same area 促销和广告Promotion advertising 销售竞争品牌的零售店Competitor’s products already in 解决方法2POSSIBLE SOLUTIONS (2) 增加产品规格Increase Range 增加销售Incremental sales 有销售增长的潜力Potential for future sales expansion 我们的产品有更多的陈列面More merchandising space for our products thus edging out competitors 机会OPPORTUNITIES 有竞争品牌销售Selling competitive brands but not ours 同一系列的产品陈列在一个货架里Offer a display stand to house range 有促销支持Currently supported by an attractive promotion 有广告支持Product being ‘On Air’ currently 相关产品销售很好。例如：如果系列好卖，可卖旋转系列Related products selling well 解决方法3POSSIBLE SOLUTIONS (3) 改善陈列Improve Merchandising 创造顾客认知度Create customer awareness 使产品容易被顾客取拿Improve accessibility of our products 确保零售店货量充足。Ensure retailer is always sufficiently stocked 机会OPPORTUNITIES 店内凌乱Messy shop 盗窃问题Pilferage problems 陈列货架等Display stands/ shelves etc. 缺少人手Short handed 商品破损、严重/退货High stock damage/market returns 解决方法4POSSIBLE SOLUTIONS (4) 举行促销活动Launch Promotions 增加库存Increase stock depth 增加客户数量Increase number of stockiest 解决方法5POSSIBLE SOLUTIONS (5) 尽量减少问题，提高服务质量Minimize Problems Improve Services 使销售运作更顺利 - 运输、财务等Remove bottlenecks to smooth sales operations such as - logistics, accounting etc. 退货服务Market Return service 解决方法6POSSIBLE SOLUTIONS (6) 货架空Empty shelves 竞争品牌断货Competitors out of stock 库存积压Customer overstocked 竞争对手不经常拜访的零售店Shop not regularly serviced by competitors 新的宣传品New POS 店主/老板易人New owner/boss 曾经销售过我们的产品Previously selling 非传统零售店