The Sales System Of Garment Enterprises Is Not Complete, Such As Lacking Wooden Blocks.

"Many clothing brand enterprises do not match the sales management system. They seem to be missing a piece of wooden cask. They can not hold water. Their characteristics are: many should be encouraged without encouragement, some should not be punished in the system; there should be no incentive system for the behavior that should be encouraged, there is no corresponding punishment system for the prohibited acts; the reward can not be cashed in time, and the punishment can not be implemented in practice."

This is a complaint from a women's clothing company in Hangzhou, but it is also a heartfelt statement. But as a manager of the enterprise, he can't really talk about it.

At this time, he must establish a sound sales management system to achieve the goal of selling management.

Make a comprehensive sales plan

The core content of sales plan management is the reasonable decomposition of sales objectives in every important aspect.

These aspects include varieties, regions, customers, salesmen, and settlement methods.

The decomposition process is not only the implementation process but also the persuasion process. At the same time, decomposition can also test the rationality and challenge of the target, and find that problems can be adjusted in time.

A reasonable and realistic sales plan can not only reflect the market crisis, but also reflect the market opportunities in the process of implementation. It is also the key to strict management to ensure the efficiency and intensity of sales work.

Perhaps, for a clothing brand with a new market orientation, early management in this area will make many of your actions full of fetters, but as the saying goes, there is no rule, no Cheng Fangyuan. If there is no systematic plan, it will probably end up doing nothing.

Perhaps many brand enterprises are greedy for market expansion, and their attitude towards work is hoping to get twice the result with half the effort.

Therefore, they are better at "raking the grass and beating rabbits" and never making sales plans.

Some Brand Company managers only give the target figures to the market development manager, but do not guide them in formulating the implementation plan. The contents of the sales plan of many enterprises have never been quantified to every sales representative.

Even some salesmen do not know how to make their own sales plan.

Humanized management of Sales Manager

You Hongyan, general manager of the women's clothing brand in Beijing, said: "market managers must also manage the market development process.

They are the most important core motivation of the garment enterprises.

They are not the employees who should be dismissed after the end of the investment.

If these talents are not promoted in the enterprise, that means your company has not made much progress. "

The core content of the humanized management sales manager is to focus on the main work of the sales work, manage and monitor the actions of the salesmen, so that the work of the salesman can be concentrated on valuable projects.

It includes: monthly sales plan, monthly action plan and weekly action plan, daily sales report, monthly work summary and next month's key points, mobile sales forecast, competitive product analysis, market inspection report, weekly fixed visit route, market registration report, etc.

The core task of customer management is passion management and market risk management. The key to mobilize the enthusiasm and enthusiasm of customers is profit and prospect. The key to market risk management is customer's credit, ability and market price control.

Management tools and methods include: customer information card, customer strategy card, customer monthly assessment card.

"Enterprises can not get all the customer resources to the sales department. The enterprise must allow the R & D department and the production department to directly accept the opinions of the customers."

Beijing Jifen women's clothing brand sales director Gu said.

Results management is the key.

Results management is also important at times.

This determines the strength of your talent team in the next stage of market expansion.

"Sales action result management includes two aspects.

One is performance evaluation, the other is market information research.

Performance evaluation includes sales volume and receipt, sales report system implementation, sales cost control, compliance management, market planning and progress.

Information research includes: our company's performance, competitors' information and information without feedback are another big hole in sales management.

Wang Liangxing, general manager of the brand, said he clearly referred to the assessment of senior managers in the market.

Information is the life of enterprise decision making.

In the forefront of the market, we have the best understanding of the market trend, the characteristics of consumers' needs, the changes of competitors, and the requirements of dealers. This information is timely feedback to enterprises, which is of great significance to decision-making. On the other hand, the problems in sales activities should be reported rapidly, so that management can make timely countermeasures.

However, many enterprises have not set up a set of systematic business reporting system, and have not collected and feedback information in time.

The results of sales include two aspects: first, sales and two, market information.

Sales volume is not important for enterprise development, but market information is important.

Because sales volume is yesterday, it has been realized, and what has turned into reality is not changed, so it is meaningless to enterprises. What is meaningful is market information, because it determines the sales performance of tomorrow and tomorrow's market.

However, many enterprises have not made requests for information collection to salesmen, nor have they set up a business reporting system to collect and feedback information in time.

Don't be afraid of problems.

Why are some corporate customers' files unrealistic for a long time? Why do some enterprises receivables continue to occur and can not be rectified? Why do some enterprises cause repeated incidents of similar events to be unable to cure them? Why do some enterprises fail to find serious problems in marketing for a long time? Once discovered, they are already on the verge of bankruptcy and unable to return to the sky.

The fundamental reason is that there is no monitoring and management of all kinds of information in the process of enterprise marketing management, especially in the absence of timely institutional feedback.

"The problem of enterprise sales is not terrible.

The terrible thing is that enterprises can not find the problems in every aspect of marketing activities in time, and make timely feedback on management so that these problems can be solved quickly without causing serious harm to enterprises.

Jiangnan cloth clothing brand Li Lin said so.

Many enterprises do not regularly assess the sales performance of clothing brands.

For example, the average number of visits per day, the average time of visits per visit, the average daily sales visits, the average cost of each visit, the average number of orders per 100 visits, the number of new customers developed in a certain time, the number of old customers lost in a certain time, the proportion of the cost of the salesperson in total sales and so on, and the qualitative assessment of the salesperson, such as assessing the salesperson's spirit of cooperation, enthusiasm for work and loyalty to the company.

The assessment of the sales staff of clothing brands is an important basis for determining the rewards, rewards, punishments, elimination and promotions of salesmen, so as to mobilize the enthusiasm of salesmen. On the other hand, the review and analysis of the sales staff's performance can help them to make progress.

An important part of sales management is to train salesmen 'sales ability. Imagine that if sales staff do not progress, they will not improve sales performance.