Basic Methods Of Marketing In Practice

< p > the company has set up < a href= "http://www.91se91.com/news/index_c.asp" > sales target < /a > (including market share target, product popularity, reputation target, sales target, gross profit target, increasing sales outlets target, total recovery target of goods) and so on. Then, the key to achieve this goal is in two aspects. First, subdivide the target, concretely and meticulously decompose the above objectives to salesmen and distributors, and cooperate with sales and promotion plans to assist salesmen and distributors to accomplish sales target of month, season, year, year or region.

Two is to track and control the sales process, to understand the daily sales work dynamics, progress, early detection of sales activities in the abnormal phenomena and problems, immediately resolved.

That is to say, the main purpose of sales process management is to attach importance to the relationship between goals and actual performance, and to ensure the realization of sales goals through tracking and monitoring sales process.

Because the result of lack of normative process is only accidental and short-term results, and the results achieved through strict and standardized process management are inevitable and long-term achievements.

To establish a strict and standardized sales process, the key lies in the enterprise rather than a salesperson.

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Any outstanding plan requires high-level managers to conduct a thorough analysis and study of the macro economic environment and the characteristics of the development of the industry based on the mentality of execution. Based on this, combined with the resources of the enterprise, it determines the practicable plan. It is the guidance and prelude of the whole business activities. The core is "doing the right thing". The difficulty of management lies in the process management. The core is "doing the right thing". It is a process of pforming the plan into action and task, involving what people, what responsibilities, where, when and how to do it. It is necessary to timely assess, adjust and control the whole process of the implementation of the plan so as to achieve the goal set by the marketing plan. < p > management begins with planning.

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< p > based on the basic idea of sales process management, the whole sales chain is analyzed, and the core idea of process management is penetrated into the specific work.

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< p > first, the formulation of a comprehensive sales plan should be included in the most important position in the sales work of the enterprise. The formulation of the sales plan should follow two principles: not only to meet the sales and cost requirements of the enterprise, but also to meet the actual sales team's success.

The sales plan should start with the sales team from bottom to top, and draw up sales plan draft according to market demand, market base and market competition environment, so as to ensure the feasibility of the sales plan.

Then from top to bottom, according to the long-term development strategy and enterprise resources of the enterprise, after analyzing the actual operating conditions and the development of the industry in the year, and referring to the draft of the sales plan of the sales team, we worked out a feasible a href= "http://www.91se91.com/news/index_c.asp" > sales plan < /a >.

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< p > secondly, a sales plan execution plan should be a clear and targeted execution plan which is both complete and succinct. It should include current situation analysis, sales target, cost target, sales area, reaching time, sales strategy, organization arrangement, action step, process control and result evaluation.

After making the sales plan execution plan, the training work of the next sales plan is very important. The sales plan training for the sales organizations at all levels can ensure that the whole sales organization can achieve a unified thinking and clear understanding, so that every part of the sales plan can be understood and implemented into action.

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< p > Third, < a href= "http://www.91se91.com/news/index_c.asp" > sales process < /a > process is the tool to ensure the implementation of sales plan.

The process includes two levels: one is the execution process within the sales team, which is mainly used to stipulate the tasks and responsibilities undertaken by each post in the execution of the sales plan, as well as the relationship and order and time of each job.

The execution process is used to ensure that everyone is responsible for everything in the execution of the sales plan, and that everything can be completed at the specified time, thus maximizing the effective execution of the sales plan.

On the other hand, the business processes of sales team and other related functional departments are mainly used to stipulate the tasks and responsibilities undertaken by each department in marketing activities, as well as the relationship between each department and the order and time of delivery.

The business process is used to ensure that every department that may affect the sales plan's implementation and implementation can support and guarantee the final implementation of the sales plan at the specified time in accordance with the tasks and responsibilities specified in the process.

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< p > Fourth, in order to effectively motivate the sales team to maximize their initiative in implementing the sales plan, a performance appraisal system should be established so that the implementation and implementation of the sales plan will be linked to the immediate interests of each executive.

Moreover, a regular meeting system at all levels should be established to ensure timely summarization and improvement of problems in implementation.

Moreover, a regular training system should be established to continuously train sales personnel to carry out the professional skills of sales plan.

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< p > fifth, carry out the quantitative management of the sales plan, quantify the sales plan according to the region, channel and product, and then implement the quantified sales plan to the time, that is, according to the different sales team level, implement quarterly plan, monthly plan, weekly plan and daily plan.

Then, establish information system, collect and feedback information in time, supervise and track the execution of sales plan.

Timely guide and correct the execution of sales plan according to information feedback.

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