聯合利華在中國的銷售策略(ppt 27頁)

聯合利華在中國的銷售策略內容簡介:
Adopt Regional Strategies and allocate budgets to improve implementation and speed of response
采用區域性的策略和預算分配來提高執行和反應的速度
Focus on Value Adding Activities, simplify and evaluate
專注於增加價值的活動，簡單化，並進行評估
Need a clear strategy on what to do, how to do, who to do
需要一個清晰的策略 - 做什麼，怎樣做，誰去做
Evolve to a 3 Channel Strategy as we take control of A / B Stores. Develop Integrated 2 Channel Service Strategy.
A/B店直供後，逐步改進為3條通路策略。發展一體化的2條通路的服務策略
All ASM’s will prepare a “Resource Plan” for their areas. (Map the Customers & USSC to service them)
所有的ASM都要為各自的地區準備一份“資源計劃”。
(在地區地圖上標出客戶位置，以及USSC怎樣提供服務)
Move to Customer Based Structure centered in Shanghai and allocate store operations to Regions
實行以客戶為基礎的結構，由上海為控製中心，由各區域執行各店的運作。
Plan Promotions and Activities 12 months in advance, submit 3-6 monthly
預先製定12個月的促銷活動計劃，3-6個月確保實施
Implement Quarterly Business reviews with Forward Looking Focus
每個季度對業務進行回顧，以確定下一步工作的重點
Prepare Joint Customer Development Plans with Ownership on both sides
同客戶協商製定互惠互利的發展計劃
Conduct regular Top to Top meetings with Key Customers to build relationships
在主要客戶中實行高層對高層常規會議，以建立良好的業務關係

..............................