郭汉尧博客论坛经销商培训支招：市场部工作流程
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">郭汉尧博客论坛经销商培训支招：市场部工作流程</SPAN></B><B><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p></SPAN></B></P><P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><B><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">贵派电器营销学院院长<?xml:namespace prefix = st1 ns = "urn:schemas-microsoft-com:office:smarttags" /><st1:PersonName w:st="on" ProductID="郭汉尧">郭汉尧</st1:PersonName>老师指出：</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">市场部工作流程！</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><o:p></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">（</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><FONT face="Times New Roman">1</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">）终端拓展计划</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><FONT face="Times New Roman">1</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">、提出季，年度终端拓展数量计划和区域指标分化，市场经理参与计划制定并把控计划原则</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><FONT face="Times New Roman">2</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">、市场部内部研讨，分析现有意向客户（星级标准）数量；确定季度（可量化至周；月）客户跟踪洽谈方向。转化客户合作意识；达成三星级意向客户合作协议</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><FONT face="Times New Roman">3</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">、转化二星级意向客户合作意识，协调解决客户所遇合作阻力，将二星客户转化为三星客户，达成合作协议</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><FONT face="Times New Roman">4</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">、按计划制定，达成计划指标的有效率</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">（</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><FONT face="Times New Roman">2</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">）销售计划</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><FONT face="Times New Roman">1</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">．提出季，年度销售计划和区域指标分化，市场经理参与制定并把控计划原则</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><FONT face="Times New Roman">2</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">．市场部内部研讨，分析现有终端销售能力（包括自营终端）</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><FONT face="Times New Roman">3</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">．向销售部索取单个终端现有库存状况，分析客户新货补充和原有款补货能力，分化销售指标</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><FONT face="Times New Roman">4</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">．制定统一或单店活动方案，促进终端销售额，加速货品流通速度</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><FONT face="Times New Roman">5</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">．按计划制定，达成销售计划的有效率</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">（</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><FONT face="Times New Roman">3</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">）促销活动与库存处理计划</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><FONT face="Times New Roman">1</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">．制定各季度节假日统一活动策划</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><FONT face="Times New Roman">2</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">．内部研讨，参照竞品活动规律，制定不同力度与创意的有效促销计划</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><FONT face="Times New Roman">3</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">．适当增加库存促销临时销售点</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><FONT face="Times New Roman">4</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">．完成促销方案物料准备</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><FONT face="Times New Roman">5</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'">．短期促销与持续库存处理计划的有效达成</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold"><o:p></o:p></SPAN></P>
页:
[1]