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The method of strategy of meal channel sale of liquor company

From;  Author:Stand originally
One, 20 law of 80 ∶ advance politic Guo Ye to discover, when a lot of liquor companies do meal inn product to popularize, the dimensions amount that chooses meal store does not have a fault, devoted manpower material resources also reached average proportion, but the performance of meal inn sale makes a person very disappointed however. Although individual meal inn had clear sale result, why can you take do not use the market? Why the enterprise can feel unable to do what one wants very much to do, and seem to be tightened to be being covered by a kind of aeriform chains? 1897, italian economist discovered 80 ∶ 20 law, sale of meal inn liquor also cannot break away from this law. In the store of Home X meal that chooses in you, whether were you found hold the store of 20% this part meal that having 80% leaders to consume tide however only on the amount in inn of target market meal? Whether do you use the energy of 80% and resource on these 20% hotels again at the same time, and use the energy of 20% and resource in the rest on the hotel of 80% ? In the discovery in practice of sale of meal inn product, be in same a target market, in the meal inn of identical class and category, also only 20% control a guest to explode full, the business is thriving. Here, the author is not to let liquor company abandon the meal inn of 80% , however with 20% nod to be cut mainly, because of this 20% can affect the rest 80% , took this 20% , the meal inn of additionally 80% offers aeriform convenience with respect to the job that meets you, you need to expend the relevant resource of 20 % only, with respect to the 80% result that can achieve the meal inn product of 80% to popularize. 2, industry of employer of inn of meal of intelligent public relations and client, without forever friend, also do not have forever enemy, have forever interest only. But anything but can will " interest " solution of narrow sense geography is real money to trade, it is the coagulation with material and collective spirit indicates. Because this reachs the public relations of relevant personnel to meal inn boss, the affection that relies on onefold corporeal stimulation or little gift bar only invests can special weakness, the competition that can contend for me to seize in you at any time interrupts archives. So, for to meal inn but durative apply and sale, must use strategy of intelligent conformity public relations. Public relations of alleged intelligence conformity, the public relations that is material and mental appearance union is politic. 1. Enterprise of majority of idiosyncratic public relations is in the corporeal public relations of pair of meal inn bosses, mostly with year for the unit, total sales volume how many, return bonus or objective how many. This kind of means is compared in planned economy times effective, but manage as the operator below market economy flabbier and flabbier decide a case appear, a lot of enterprises return the acceptance of benefit to cannot cash in time by the quantity end of the year to the client, returned benefit to already lost reliability in the client, the slow down in they are suspecting and worrying the force that goes all out in work courageously. If such, why will the enterprise return benefit scale to pass business accounting end of the year, is scientific apportion in day-to-day public relations? Guo Ye thinks, to material of meal inn boss public relations can follow following principles: Above all, the day that forecasts target meal inn, month, season, year sale. Next, in the boss most cash inside the time that be at ease interest. Again, to managing, the meal shop with credit, better financial standing can be mixed according to investigation forecast the proportion with be paid certain first, had better blend in with objective means, the air conditioning that is like meal inn freezer, financial room. In above affection investment, must pay a focal point first, the person that should care most with the boss or thing are a center. Want special attention, the relative that although be a boss,is not in but it is the affection that the investment on boss aversion body ought not to throw however. 2. Arouse more exalted motive (hobby) the person that we encounter, can estimate according to oneself go doing exalted person. So, want to change a person, be about to arouse its more exalted motive. Although have undesirable hobby,I believe certain client, if you make he feels you think he is honesty, integrity, exalted, decent, there is good reaction in the metropolis below most circumstance. More what is more,the rather that, meal inn boss is commercial operator, their the biggest motivation is to use up all force to earn bigger business gain. When the unhealthy addiction of their individual and strategic motive produce conflict, individual hobby often can make concession, otherwise he is not a good operator absolutely. A very fundamental premise is: Ourselves should be had active up good motive. Of course, liquor company is right the such intention of meal inn boss, real purpose is to let these meal inn become you in network of terminal meal inn but a of durative faithfulness, this is the intelligent public relations of supreme state. More important is to should let the other side know how you do ability to sell your wine weller in its meal inn. 3. Well-prepared, plan is prevenient before seeing meal inn boss, should one is cover complete, practicable and the sale that can make most boss is approbated basically extends program. Such, meal inn boss has hope with respect to the meeting sale to company product, the aerospace in unapt heart. Without practical plan and hardheaded execution, all affection public relations will become empty and fine long hair is insignificant. Public relations is not a purpose, however to master better. Be opposite in above in the process of intelligent public relations of meal inn boss, how decrease and put an end to bad debt and dead Zhang, have only " wisdom person see wisdom, benevolence person see benevolence " . 3, reclaim to meal store clerk to the dynamic public relations of outstanding clerk and management box of cap, wine or other what thing, it is the stimulation on economic interest and sales promotion only, have sex of effectiveness for a given period of time but lack stability and long sex however. The scale of outstanding clerk also accords with 80 ∶ 20 law, the outstanding clerk that has 20 % probably is having the effect of 80 % in meal inn, distribute a case by what meal store clerk works, ordinal for the young lady staring at a stage between packet of the member that the stage receives silver, foreman, key, these talents are most meal inn relatively gay elite. But because the gregarious range of these personnel is narrow (be aimed at congener meal inn) , once the meal inn of the place stems from some kind of reason to cannot continue, they find proper job very hard. And on the other hand, need the meal inn of these talents, as a result of the estrangement between the industry, find what what oneself need very hard to have the talented person of experience. Regard the liquor of meal inn network as the enterprise, the bridge since both sides wearing can is completely in mature opportunity. 4, after public relations of system of strategy of the follow-up that spread money guides, tighten the shop money that catch even if concentrates a system, need to master following principles: 1. Carpet type spreads money: (1) on time, rate is rapid. The target meal inn of a market finishs shop goods, the longest do not exceed a month. (2) on the space, advance thick and fast. With outstanding meal inn the goods that it is a shop cuts a point, concentrated model close is outspread. (3) on personnel, concentrate power. Secure undermanned, can transfer motor-driven force joins the rank that spread money, but should unite direct, division of labor is clear. (4) on formalities, file program systematization. (5) on the effect, sum up every day. Spread money end everyday, want to call together concerned personnel to check this day to lay goods effect and the specific problem that encounter, make clear morrow to plan. (6) put an end to a holiday to spread money, put an end to goods to be sent into meal inn to was not put however the circumstance of business bar. (7) strive for optimal bar position. Spreading money is not a purpose, be a sale however is indispensible. The core with successful sale of meal inn conformity is annulus annulus photograph buckle, close together follow-up. 2. Propagandist sales promotion follows closely: If the product was put on the bar of meal inn to pass to guide,enter period still serious and slow-moving, meal inn can lose confidence to the product of the enterprise, they won't make slow-moving product long-term occupy limited business bar space, the product that removes next companies from bar then with respect to unavoidable; From consumptive angle, the product often is being placed on bar, recommend without the person also remind without what sell a dot to appear, the deadbeat of the consumption that order alcoholic drink with respect to can inertial fixed position this kind of product is sure slow-moving or affirmation is bad. If such, do the public relations of business early days and shop goods meaning where? The one part that because this shop goods is meal inn sale only,becomes independent relatively, the measure of propagandist sales promotion of form a complete set follows ability closely is the key that successful pictures opens meal inn market. 5, the state sex of the lead sex that integrated state does not see the war of smoke of gunpowder gets the war of smoke of gunpowder to possess process skill more than seeing and supreme strategy. After China is joining WTO, meal inn already also entered to suit specially period, system, strategy and thinking also appeared more frequent queasy with cannot ascertain. Then, liquor company is immersed in to the sale promotion hard to avoid of meal inn more frequent queasy with out of control, out of control is not had namely be able to bear or endure, rise greatly without what be able to bear or endure to mean unsuccessful probability. Because this is a purpose with effective sale, it is a method with more scientific control, the meal inn that is a process with management of network of integrated main body is effective and integrated sale appears pressing and necessary. This is the external demand that industry of 21 centuries market specializations, also be to obtain strategical the supreme state of integrated success. Origin: Network of Chinese sale transmission

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