Enterprise Marketing: Formulating A Regional Goal Plan

After the market analysis is done, we should formulate the regional goal plan according to the company's overall objectives and requirements.

　 1. Clear the sales volume of each store. target 。

This goal is not necessarily based on the annual task. Some stores can not accomplish the task at all. Then we must work hard according to the actual situation, and we should predict the sales that he can actually accomplish. Some stores, the task is readily available, then the target should set him a new high point, let him continue to charge sprint. Of course, this task is only a year ago sprint mission, he can not affect the established annual assessment tasks.

　　 2, the task of each store should be detailed to every day.

Because three years ago, there will be a difference between the current time, one is the weekend time, one is the Christmas New Year's big festival, and one is the golden day of the 10 days before the Spring Festival. In view of these three time, we must redefine the task of each day with the characteristics of the region, so that the sales rhythm of the big family every day is different, and the sales target is different.

　　 3, the tasks of each store should be detailed. Key categories 。

Since we only have details to key categories, we will have a definite purpose. Underwear worn by models, underwear displayed in a prominent position and underwear worn by salesmen are the focus of sales. Therefore, on the one hand, we should combine the sales of key categories, and on the other hand, we should adjust the display according to the different stages, and put forward the salesperson's sales requirements accordingly.

　　 4. store The task should be detailed to everyone.

Let every salesperson have a task, a sprint target, and let her know her goals every day.

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1. to analyze and estimate the reasons for the completion of the annual sales tasks of all the stores.

2. analyze and estimate the current main sales promotion methods and sales status of the closest competitors.

3. analyze and estimate whether or not there will be any large-scale activities in the area or shopping mall before the store, and whether there is any requirement for the sales of their own stores.

4. analyze the proportion of products sold in their own categories and find their core selling products and unsalable products.

Above analysis, it is best to communicate with store managers and some salespeople. Through market analysis, we can make a comprehensive analysis of their year-end situation. Through analysis, we can know the basic direction and strategy of year-end sprint, that is, we can draw four conclusions:

At the end of 1., what is the gap between our tasks and whether there is a possibility of 100% completion? What support do we need to accomplish 100%?

2., how do we and our main competitors need to deal with them? How can we avoid them?

3. what can our partners store do for us, how we borrow their resources, or what he needs us to do for them?

4. what are our key products, whether our key products can make greater contribution to sales, and whether we have ways to promote sales of our slow-moving products.

On the basis of the four conclusions, the sales manager also needs to do a study and understanding, that is, what specific policies, support and activities are required at the year-end sprint, and the sales managers must fully grasp the year-end resources of the company.