Put forward reasonable suggestions for the development of sales companies (2)

suggestions for rationalization of sales companies Part IV

1: Regarding the best model of teamwork in the year, it is suggested to add one item: colleagues who take no more than three days off or never take time off in a year should be rewarded with a attendance award. (Objective: to cultivate good working attitude and habits)

2: About? Suggestions on continuous self-training for employees? , it is recommended that? Self? Delete the two words and add one more: For outstanding teams, the company can organize two to four days of outdoor development training (the purpose is to cultivate everyone's resilience, endurance and teamwork), or it can hold group competitions and select an outstanding team every quarter, including the completion of sales tasks and team influence.

3. Regarding the crown sales award, it is suggested to increase the quarterly crown sales award:

1. According to the sales progress of the project and the normal sales period, the quarterly sales champion will be awarded every four months.

2. Performance evaluation basis: contracted amount in the current quarter.

3. Reward measures: A. 1,5 yuan in cash. B. honorary certificate of quarterly sales champion.

4. In order to stimulate the sales performance of the team and improve the enthusiasm of the property consultants, it is suggested to increase the sales competition in groups, including the sales performance of the group, the amount of repayment, teamwork and so on.

5: It is suggested to change all cash rewards into something similar to? Medal? In the form of gold or silver medals, it is easier for the winning colleagues to have a sense of honor and happiness than cash! Chapter 5

Suggestions for Rationalization of Sales Companies

Developing the market with rhythm is the unremitting pursuit of every sales company, and scientifically using corresponding means and measures to grasp the different market rules and opportunities in each market cycle in a year is one of the sales skills that sales personnel must master skillfully. In April, the condiment industry entered the traditional off-season market. What is the operating status of many manufacturers at this time? If you want to keep sales in the off-season and the market depends on promotion? Business philosophy, and the vast majority of sales staff are also? Knife and gun in storage, horse in Nanshan? Looking forward to the coming of the next sales season.

is this the only way to deal with the condiment off-season market? In response to the traditional off-season market, manufacturers have no choice but to promote sales? Do salespeople do nothing but wait? In view of the confusion of manufacturers, merchants and business personnel in the off-season market mentioned above, I put forward the following market analysis, rectification opinions and personal opinions on how to deal with the off-season market sales and how to carry out the off-season sales work, and ask all districts to seriously think about it and refer to it:

1. Market status

Is there an off-season for condiment sales? The answer is yes. With the gradual increase of temperature, consumers' eating habits turn to be light, and dinner activities such as inviting guests and banquets are obviously reduced. Especially this year, the state stepped up efforts to crack down on the consumption of public funds for eating and drinking, and the recent spread of bird flu, and the condiment market, especially the catering market, has indeed suffered a major blow. The main consumption channels of our company in Jiangsu and Zhejiang markets are catering and township family banquet markets, so the impact on the sales of Daqiao Chicken Essence is obvious. So there is really no market for off-season condiments? The answer is obviously no. Zhang Ruimin, president of Haier, once said: Only the concept of off-season, there is no off-season market.

At present, the sales of Daqiao Chicken Essence are in a weak position in Jiangsu and Zhejiang markets as a whole. The northern Jiangsu market has a certain influence in restaurants and towns, while the southern Jiangsu market only has a certain sales volume in some markets. Other areas are only scattered, and there is no brand effect, let alone a regional strategic market. However, the company's dealers and distributors are also weaker than those who mainly compete for Taitai Le. In addition, because the company is in the integration period of mergers and acquisitions recently, the after-sales service such as delivery speed is also not in place compared with before. The existence of these factors will more or less affect the sales and development of the market, thus aggravating the outstanding performance of market symptoms in the off-season.

second, how does the business department deal with the off-season market

because the market is in the off-season rhythm, other competing products reduce the investment and development of the market compared with the peak season, and the dealers are not as busy as they were in the peak season market at this time. Business personnel are also affected by the arrival of the off-season and the reduction of the company's promotion frequency? Free? There is more time, so we will have more time to investigate the market and make up for some basic but very important work that we miss because of our busy work. Therefore, at this stage, we should actively implement what the company has been advocating? Market in the off-season and sales in the peak season? Sales concept. In view of the problem of how to make the market in the off-season, the operation department now emphasizes that all areas in the off-season market must do the following work well:

1. Intensify investment promotion: because dealers, distributors and key retailers are quite busy in the peak season market, they have no time to take into account the profit level, development prospects and potential benefits of their products. At this time, it coincides with the off-season of sales, so they will have more time to calm down and think about these issues, and they are also willing to listen to others' messages in this regard. If we can take advantage of this node to explain to them in detail how the company uses the distribution system to control market prices and ensure the reasonable profits of dealers at all levels, and emphasize that the company will increase the promotion of products after the merger and acquisition, and they can quickly improve their position in the industry by operating our products. It is of great benefit to promote their business, so as to win a group of powerful dealers, distributors and key retailers to join our sales system, enrich the number of channel participants and consolidate the channel quality. The joining of these high-quality distributors will greatly enhance the combat effectiveness of our distributors and lay a solid foundation for our department to increase the quantity quickly when the condiment market comes in the peak season.

2. Innovative terminal sales promotion mode: Due to the high sales pressure in the peak season, although the company has repeatedly requested to do a good job in the development of blank markets and terminal catering, the basic business personnel are often forced to spend their limited energy and resources on the circulation link that can reduce the inventory and increase the quantity. After all, they have to complete the sales task! However, when the off-season comes, we just want to suppress the inventory of two batches of merchants and retailers. It is estimated that the effect will not be obvious and it is very difficult. The demand for terminal catering is not strong, and no one dares to press too much inventory. Therefore, each district should focus on new market development and terminal visits, for example, according to the company's offer this time? Ten for one? Thank you policy, not simply postpone this policy, but according to the specific development of each market and the demand of each terminal, formulate targeted promotion activities for terminal catering, so as to increase the frequency of terminal visits, increase the development of blank markets, and cultivate new consumption growth points for the arrival of peak season markets.

3. Strengthen the training of business personnel and dealers' business teams: If enterprises and dealers want to be bigger and stronger, the construction of sales teams is very important. Chicken essence has been a buyer's market in recent years. Due to the pressure of sales and competitors in the peak season, the company's business personnel and dealer's business personnel rarely have the opportunity to concentrate on learning and learn from each other. Due to long-term non-study, the quality of some business personnel can't keep up with the rapid changes in the market, and they often feel powerless and get twice the result with half the effort in their daily sales work. There is an old saying in China: If you want to do a good job, you must sharpen your tools first. Therefore, in the off-season, each district should concentrate on business personnel to study, carry out centralized training and surprise attacks, and incorporate dealer business personnel into the training system to improve their work skills. In the process of centralized training, we should be good at finding good training seedlings, focus on cultivating a group of potential and promising business personnel, eliminate a group of people who are not qualified for their posts, get rid of the old and recruit new ones, and reserve talents for the peak season market.

4. Dealers and distributors carry out networking activities: During the peak season, due to busy business, dealers neglect to maintain the customers' situation of distributors, which is not conducive to the stable cooperative relationship between them. Therefore, during the off-season market, dealers should take the initiative to convene distributors to carry out some exchange activities, such as discussion, tea talk, tourism, etc., so as to narrow the distance between them, warm the hearts of distributors, accumulate trust and create conditions for the subsequent solution of possible business problems, and also accumulate energy for establishing the leading position of core distributors and lay the foundation for the smooth promotion of relevant sales policies in the future.

5. Focus on developing special channels: Due to the heavy sales tasks in the peak season, dealers and business personnel of the company have no time to take care of the development of special channels, such as chain restaurants, processing plants, medium-sized and large-sized braised dishes shops and other large users of condiments. Users of these special channels are also busy in the peak season, and they will not consider innovating the formula and adjusting the formula at all. In the off-season, they have time to think about the cost, study the formula update and other things that they usually want to do, but they don't have time to do it, and they may not dare to do it. Therefore, at this point in time, we are more likely to enter such markets and industries that we have no chance to enter before. As long as we introduce the company's scale and product quality in detail, maintain the emotional exchange of important personnel and improve the distribution service system of dealers, it is entirely possible to persuade these large users to use our products.

3. How do dealers deal with the off-season market

Because our existing sales model is the dealer agency system at all levels, many of our sales work is completed on the platform of dealers, and the quality of dealers is one of the important factors that determine whether our sales work can be smoothly promoted. Therefore, it is one of the important tasks for managers, supervisors and other leaders at all levels to find, attract high-quality dealers and train the existing dealer team. Especially in the off-season of sales, we should encourage dealers to respond to the relatively weak market with a positive attitude and actions, instead of passively waiting and doing nothing. In view of the topic of how to deal with the off-season market, the business department now puts forward the following suggestions on how to deal with the dealers during the off-season period:

1. Establish a staff skills training system: one of the biggest costs for trading companies is personnel. However, because most of our existing dealers are transformed from retailers, they basically lack strict management system and staff training mechanism. Skills training means that old employees bring new employees, and sales skills are all inbreeding, so it is difficult to make a breakthrough. It can be said that the low efficiency of employees and the confusion of management directly bring about unnecessary cost increase. In the sales process in the peak season, the market is booming, and it is difficult to completely equate the growth of sales performance with the sales ability of salesmen. However, in the off-season market, we can accurately distinguish the difference between an excellent employee and a mediocre employee, and we can also be targeted in employee salary rewards and targeted training according to these judgments. Therefore, we should encourage dealers to do a good job in employee training in the off-season market, and it is best for our sales supervisor to act as a dealer trainer. Imagine that our own trained dealer employee can't sell our company's products. What products can he sell?

2. Transparent internal management of dealers: There are many drawbacks in the internal management of existing dealers. The rule of man is more important than the rule of law, and everything is decided by the boss. Without the protection of relevant management rules and regulations, many contradictions will arise in the long run. In the off-season, the dealer should take the initiative to be transparent about these matters, and inform all employees of the company's operation system, current work plan, everyone's actual work objectives and work progress at this stage, various official seal systems, responsible persons of relevant departments, etc., so that everyone can clearly understand the company's development, establish work confidence, reduce internal friction and friction during the peak season, ensure the smooth operation of the trading company, and let employees complete the annual sales with enthusiasm.

3. standardize work standards and processes: during the peak season, the market is busy, which covers up the huge waste of resources caused by unclear processes and nonstandard work standards. Now in the off-season market stage, we should encourage dealers to clean up and unify the current work standards, so as to avoid problems such as increasing internal friction caused by different standards of employees. We should let employees participate in the formulation of processes and standards through internal discussions, and our business personnel should also actively participate in it, so that all personnel can fully understand the operating principle and system of trading companies, ensure that the goal of improving work efficiency can be effectively realized, and lay the foundation for the benign development of market companies in the peak season.

4. Integrating customer resources: In a sense, the downstream customer resources of dealers are also a valuable asset of our company, and we are fully obligated to assist dealers in managing and maintaining this resource. We should let the dealers understand that not all customers help you make money; Not all customers are the current sales. Therefore, in the off-season market, dealers should visit some customers at this time, find out some problems that may exist in the early cooperation process and solve them properly, find out the opportunities for improvement and promotion, increase some high-quality offline customers, and eliminate a group of unqualified distributors. In a word, dealers should understand that there is no off-season in a complete sense. In other words, the off-season is the stage of adjustment and preparation for the arrival of the next peak season, and it is the best time to accumulate energy.

5. fully promote new products: the promotion of new products is the main source to ensure the steady growth of dealers' profits, and it is also the main pillar to continuously promote the sales growth in the area in the future. Due to the high demand of manufacturers for the sales volume of the area in the peak season market, under the strong pressure of manufacturers, although dealers are aware of the importance of new product promotion, they are really unable to do so. The off-season market is not the case. Dealers have the time, energy and resources to promote the marketing and promotion of new products. The development of new products at this stage will pave the way for the arrival of the peak season market, when the peak season comes, it will be the harvest day of new products.

to sum up, in order to improve the sales performance of condiments in the off-season, we must change the traditional business philosophy of enterprises, operating departments and distributors and firmly establish? No off-season sales? Consciousness of. Enterprises, operating departments, distributors, etc. should seriously think about it, dare to innovate, cope with the so-called off-season market, and strive to make the off-season not light. The above viewpoints of this paper are superficial ideas to deal with the off-season market, hoping to attract more attention and discuss with you the countermeasures to deal with the condiment off-season market.