Sales also need to reverse-thinking.docVIP

 PAGE \* MERGEFORMAT 4 Sales also need to ‘reverse-thinking’ Case: There is a health-care products, listing eight years, the market has entered a mature stage, but the companies still hope that the product sales can have a significant growth. Companies to market to a certain task is set to reach 10 million annual sales, but 7 months later, sold only 1.5 million, how can we do? A marketing planning organization to take over this product, but in 5 months to complete the sale of 8.5 million may be not an easy task. So they first obtain the commitment of enterprises, companies promised to sell the terminal to carry out a series of promotional activities in pharmacy, the next is to convince the dealers purchase more, and they looked forward to a major distributor to one million a month into the cargo However, rounds down, even though they promised to carry out various activities in the terminal to facilitate consumer sales, dealers just do not agree to purchase more than just a month into the 400,000 promised to the cargo. As a result, they changed their strategy, using the ‘inverse dynamic’ approach. They had played in the local media two weeks of advertising, publicizing their upcoming promotional activities. The day of the event, reaching the scene of people are more, but we are holding a wait and see attitude began to fear the so-called lottery promotion was a sham. Several clients can take the lead publicly won prize, everyone suddenly rising up buying enthusiasm, less than half a day, activities, pre-prepared main pharmacy good 40 cargo quickly sold out, the other organized activities to the products of several pharmacies also quickly sold out. Lay people greeted as planning in advance, and several pharmacies have gone to the local dealer where that big purchase requirements, which erupted in business simply do not need to do the work of dealers, and dealer himself holding a check to the enterprise initiative to purchase order, and when he proposed a month