Wine sales plan for the second half of the year
From my personal point of view, the work in the past six months is not comprehensive or ideal. I think the work goal in the second half of the year should be realized by action, not empty talk, which is difficult to be detailed, but I still want to take this opportunity to set my own work goal, give myself a work direction and make clear what to do in the second half of the year. It is also convenient for timely analysis and adjustment of problems in business processes, and can monitor the progress and effect of work. In this regard, I will elaborate from the following three aspects:
1. Review and summary of the work in the first half of the year
1. 1 responsibility area (Agricultural University/Taohai Commercial Pedestrian Street/Heping Road Nightclub of Normal University)
Total number of nightclubs in the region: 1 15 Snowflake: 75 Yellow River: 40 Qingdao: 1 Jinwei: 1 Yanjing: 1.
The regional beer capacity is: 2300KL; snowflake share: 1270KL; Yellow River share: 950KL; Qingdao share: 20KL.
Jinwei ownership: 35KKL Yanjing ownership: 25KL
With the support of the company and the guidance of the manager, strictly implement the distribution system of the company's channel segmentation, improve the service capacity of the existing primary channels, and weaken the secondary channels in order to effectively grasp the terminal. 2. Implement various promotion policies to the terminal, flexibly implement them according to different terminal conditions, reduce the terminal's dependence on policies, and control the sales price of products. Distribute points in streets and key areas to improve the meeting rate between products and consumers and increase product awareness. Therefore, the regional coverage rate has increased from 6 1% last year to 65%, and the share has increased from 52% last year to 55%.
1.2 Sponsor management
1. 2. 65438+ Adjustment of monthly sales tasks. In the past, the task of promoters was limited to working hours, but now it is adjusted to the whole store and the whole month's sales are closely related to promoters, which urges promoters to do a good job of all customers in the store in their spare time, publicize corporate culture and increase sales.
1.2.2 Adjustment of time and mode. Originally, the number of promoters was basically fixed or temporarily changed, so there was no planning. Now it is adjusted to promote one person every three stores, one store every month for three months. Fully mobilize the enthusiasm of promotion and pay attention to three trends at the same time.
1.2.3 Conduct irregular training for all office sales promotion personnel and conduct practical drills such as etiquette and wine promotion.
1.2.4 Organize collective activities for many times to enrich life and unite the team.
1.3 refined wine sales
1.3. 1 product structure adjustment. The terminal can control and manage the refined wine price system, and highlight refined wine products suitable for the consumption capacity of Anning area according to different consumption levels to meet the needs of consumers.
1.3.2 product replacement. Due to the influence of terminal consumer groups, the profit of selling refined wine is low, and some terminals give up the sale of refined wine. Under the guidance of the manager, according to different situations, we changed the sales of snowflake 99 into snowflake refreshing or snowflake raw juice wheat in small and medium-sized bars.
1.4 administrative work
1.4. 1 summarize, analyze and report the sales business copy under the guidance of the manager. And the follow-up and coordination of sales business.
1.4.2 Collect, summarize and follow up the sales information, and then report the communication analysis to the manager in time.
2. Existing problems and deficiencies
2. 1 personal factors.
2. 1. 1 As an office supervisor, the manager has given me many opportunities to exercise, but so far my theoretical knowledge and practice are not very harmonious, especially my theoretical knowledge is still lacking.
2. 1.2 I have been a sales copywriter for a long time, but I am not very sensitive to numbers.
2.2 Consumer emotional factors
2.2. 1 area is a college student area, with limited consumption capacity. The consumption of refined wine is mainly emotional consumption, and it is impossible to consciously consume, which is our next step to break through.
2.2.2 In the case of numerous beer brands, it is another obstacle for us to highlight the products with good quality that consumers can trust.
2.2.3 For 80% of consumers, beer knowledge is almost blank, not to mention differences. I just think carton wine looks decent, which is another barrier we can only sell.
2.3 blank terminal
Although I often visit the terminal and many bosses are familiar with it, I have never found a good breakthrough: Snow Beer enters the sales.
3. Main work objectives and improvement measures in the second half of the year
3. 1 regional market
3. 1. 1 snowflake's market coverage in the original region increased to: 70%, and its share increased to: 60%.
Promotion will be achieved through the following points:
3. 1. 1. 1 blank terminal: continue to increase the number of return visits of terminals, do a good job in customer relations, analyze profits, and strive for the first single product in the store.
3. 1. 1.2 existing terminals: promote sales and consolidate sustainable development through rich and flexible promotional activities.
3. 1.2 At present, one of the main tasks is to help Sun Xiao, a new business, adapt to the company's sales as soon as possible and improve his business. I will patiently answer the difficulties encountered in my work and give appropriate guidance to help him adapt to the company's sales business as soon as possible and highlight his performance.
3.2 Continue to increase the sales and profits of refined wine.
3.2. 1 In some regional terminals with good consumption capacity, we mainly focus on the sales of the above products for snowflake ice. Through product vividness and profit analysis, we will make the middle and high-grade products better and stronger.
3.2.2 In the terminal with general consumption capacity, the sales of Snowflake Shayong are the main products, consumption is stimulated through promotion, and beer knowledge propaganda is carried out, so that it can consume medium and high-grade products as much as possible, and make the mid-range beer bigger and better.
3.2.3 Based on the poor consumption consciousness of refined wine and the poor consumption ability of refined wine and companies, the regional terminals are gradually transformed into the consumption of fresh snowflakes and raw wheat through the word-of-mouth promoted by merchants.
3.3 professional quality change
3.3. 1 Enhance terminal sales confidence
3.3. 1. 1 enriched our knowledge and understanding of beer, copied the company culture and beer culture to the terminal, and gave the terminal full confidence to introduce snowflake products to consumers.
3.3. 1.2 maintain a high degree of consistency with the company, do not engage in small teams, do not complain about the company, and let terminals and consumers see a well-educated enterprise.
3.3.2 Improve practical ability.
3.3.2. 1 Actively infiltrate and copy to improve the culture, and resolutely deal with it that is unfavorable to the marketing department and beneficial to the company.
3.3.2.2 will not denigrate competitors' companies or products in front of end consumers.
3.3.3 Keep promise
First of all, for businesses, the second is the terminal, and the third is the consumer. The promised things must be fulfilled quickly. The premise for others to believe in snowflakes is to believe in people in the company.
At this point, the summary plan for the work may not be comprehensive, but every day I will list the plans for the day one by one. I believe that the daily plan serves my overall goal, so I will do it well in a down-to-earth manner.
The second half of wine sales plan
Improve their own business ability, do all the work well, and ensure the completion of the sales task of _ _ _ million yuan. The specific liquor sales plan is as follows:
1, study hard and improve your professional quality.
First of all, take the time to learn the knowledge of liquor marketing through various channels, learn some successful marketing cases and cutting-edge marketing methods, so that your marketing work has certain knowledge support. Secondly, I often consult, communicate and learn from company leaders, regional merchants and marketers in other industries in the market, so that my business level, market operation and grasp, interpersonal communication and other aspects have been greatly improved.
2. Further expand sales channels.
The sales channel of liquor market is relatively single, and most products are sold through circulation channels. In the second half of the year, under the premise of doing a good job in circulation channels, we should further expand to supermarkets, restaurants, hotels and group buying channels. In the second half of the year, we will mainly do more work in the three systems of industry and commerce, education and forestry with many system numbers and heavy reception tasks, and gradually penetrate into other enterprises and institutions.
3. Do a good job in market research.
Make further investigation and exploration of the market, record all kinds of data in detail, improve all kinds of archival data, and make some analysis and countermeasures supported by stronger data to make it more scientific and make up for the lack of experience and sensory understanding. Understand and master the sales situation of the company's products and other liquor brand products and the trend of the whole liquor market, so as to cope with various market conditions and adjust marketing strategies in time.
4. Work closely with dealers to do a good job in sales.
While stabilizing the existing network and consumer groups, assist dealers to fully expand their sales network and tap potential consumer groups. Whenever a dealer is angry, he must have a thick skin. Listen to his complaints, you can't explain the reasons first. He is angry and just wants to be angry, so let him be angry. At this time, he must endure any injustice. When he calms down, explain the reason to him, make him understand that the fire just now should not be made, and make him feel guilty. When you encounter something that the dealer can't understand, you must explain it carefully. You can't break the jar. Let it develop and learn to control the development of the situation in various ways.
Finally, I hope the company leaders will give me more criticism, guidance and support in my future work.
First, we should further expand the production scale, focusing on expanding the production scale of maotai-flavor liquor;
Second, to do a good job in market sales, the first task is to do a good job in the sales of Maotai-flavor liquor;
Liquor sales plan for the second half of the year 3
First, make monthly and quarterly work plans. Make full use of existing resources and try our best to open up the advertising market. In view of the limited number of our terminals at present, while striving for launch, we will also do more paving work for the future market and strive for more customers with large volume and long-term launch to participate. According to the increase of the number of terminals, adjust the working strategy and develop new fields.
1. In the first quarter, focus on paving the way and promoting the market, and expand the popularity and speed of Qian Chao Liquor Company. Because it is in the special period of the two festivals, many units have completed the publicity plan and will be in the off-season of advertising after the festival. I will make full use of this time to supplement relevant knowledge, step up contact with customers' feelings and form a strong customer base. Appropriately find smaller customers to advertise, but I expect that the other party will ask for a very low discount or pay for advertising with goods.
2. In the second quarter, because of "Labor Day", the advertising market will usher in a small peak period. As the weather gets hotter, advertisements for drinks, toiletries and anti-mosquito products in summer will be made. Will be developed as the focus.
3. During the "Eleventh" and "Mid-Autumn Festival" in the third quarter, the advertising market will bring a good start for the second half of the year, and some liquor products will join the advertising ranks. Moreover, with the increase in the number of terminals laid by our company, some long-term large-investment customers can gradually penetrate in to make full preparations for the advertising war at the end of the year.
4. The advertising work at the end of the year is the peak of the year, plus our year-long terminal laying and customer promotion, which is believed to be the hottest time in our advertising department. With more and more people getting married in winter, some wedding services and wedding supplies will also join the ranks of advertisements, and the advertising atmosphere of the two festivals will also follow in this environment.
I will do a good job in customer development according to the actual situation and time characteristics, and adjust my work ideas in time according to market changes. Strive to fulfill the advertising quota!
Second, make a study plan. Market development needs to constantly adjust business ideas according to the changing market situation. Learning is very important for business people, because it is directly related to the pace of a business person advancing with the times and the vitality of business. I will adjust my study direction according to my needs and replenish new energy. Product knowledge, marketing knowledge, delivery strategy, data, media operation management and other related advertising knowledge of China Education Universal Network are all the contents I need to master. Only by knowing ourselves and ourselves can we be in an invincible position (I also hope that the company will give our business people support in this regard).
Third, strengthen their own ideological construction, enhance overall awareness, enhance sense of responsibility, and enhance team awareness. Take the initiative to do the work to the point and implement it to people. I will try my best to reduce the pressure on leaders.
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