Sales&Marketing Management individual assignment

合集下载

【行业透视】sales和marketing的区别

【行业透视】sales和marketing的区别

现代通路经理,NKA(National key account)/RKA(regional KA)客户组经理,大区经理,城市经理,客户经理,理货主管,业务代表,理货员,导购员(后两种基本上都是第三方员工)。

6.我所看到的周围sales的工作状态我所在的是总部,是现代通路team,里面的人基本是管的生意比较大,比较多,所以出差很频繁,要到全国去跑店(比如家乐福的客户经理,有必要时就要去全国各地的家乐福),只有一个女生。

他们经常有很多报表要做,比如下年度预算表,门店考察表等等等等。

(二)移动集团客户部sales1.工作内容:刚进去的新人,公司会分现成客户信息给你的,你要做的是(1)客户主动找上门来有需求时,就提供业务解决方法,帮ta办理。

(2)外呼(就是cold call),向客户推介业务,替ta办理。

新人有时候还需要去“扫楼”,就是去某幢办公楼,挨家挨户去拜访,这个确实比较累的,不过也很锻炼人。

2.移动的业务不是很多,学习起来不是很难。

如果要向客户推介的话,首先要知道客户的基本情况(每月话费、话费基本结构、有无绑定业务等),然后就客户的某个特点来说服ta来使用XX业务。

总体来说,移动的sales不会很难啦。

3.移动的营销岗位和新人的轮岗机制。

移动的营销主要分为两块:客户经理(对公司类客户)和营业厅(对个人客户)。

但是客户经理也是可以帮公司办理个人业务的。

本科生进去先是见习客户经理助理,转正后再是客户经理助理,then客户经理,then高级客户经理。

营业厅这块不是很了解,貌似是厅经理助理,then厅经理。

新人是有一年的轮岗期,基本会到集团客户部(就是客户经理助理)、营业厅(就是厅经理助理)、市场部轮岗。

然后轮岗结束,根据个人意愿和公司实际需求来确定你做客户经理还是厅经理助理。

4.我所看到的周围sales的工作状态小姑娘还是满多的,一般半天在office工作,处理些需求单啊、做做外呼什么的,半天出去跑客户,总体感觉不会太累,但是也会有不小的指标压力的。

Sales和Marketing的区别

Sales和Marketing的区别

Sales和Marketing到底有什么区别?(一)——你适合做销售吗?一.FMCG SALES&移动sales。

此段记录的是我曾经做过的两份实习,从中看到的做销售人的工作内容。

其实,sales可以分为两类,开拓市场和维持现有客户。

(一)FMCG sales1.FMCG销售基本分为现代通路(大卖场、超市、连锁等)和传统通路(夫妻老婆店、街边小卖部等)。

2.主要客户:大型超市(比如大润发、沃尔玛、7-11)和各种小卖部。

3.比较成熟的FMCG公司,比如宝洁等,现代通路的sales做的更多的是维持现有客户,因为公司名气已经很大,渠道铺得都差不多了,sales所要做的就是和大润发这样的客户确定进场费用、进场SKU数、促销费用、活动等等。

而传统通路sales可能比较辛苦点,刚开始可能会被派到犄角旮旯的小地方,骑着个三轮车,说服小店店主进自己的货,因此比较多是开拓市场。

4.国际性的大卖场(比如沃尔玛)在进货时比较看重科学性的数据,会根据数据(比如去年销量利润,进场费用等)来跟你谈到底进多少货,进什么货。

而local的卖场(比如农工商)比较看重人情,负责跟你谈生意的人不会跟你讲什么数据,但是你时不时地送ta点东西,给点好处,关系打好了,谈生意就比较好说话。

当然,这里所说的看重数据和看重人情也不是绝对的。

5.销售部都有些哪些职位?一般职位包括总部的和地区办事处的,现在大家关注的外企销售部MT的career path只是总部的职位,其实下面办事处还有很多种职位。

全中国FMCG从业人员是很多很多很多的。

(以现代通路为例)现代通路经理,NKA(National key account)/RKA(regional KA)客户组经理,大区经理,城市经理,客户经理,理货主管,业务代表,理货员,导购员(后两种基本上都是第三方员工)。

6.我所看到的周围sales的工作状态我所在的是总部,是现代通路team,里面的人基本是管的生意比较大,比较多,所以出差很频繁,要到全国去跑店(比如家乐福的客户经理,有必要时就要去全国各地的家乐福),只有一个女生。

business sales marketing 区别

business sales marketing 区别

Business Development和Marketing、Sales关系自从做了业务拓展这份工作,看到我名片的人常常会问,你这个和Sales有什么区别,或者你这个跟Marketing有什么区别,对于这个问题,每次都得费一番口舌,于是把自己的一些观点和理解梳理了一下,共享出来供有关网友参考,欢迎批评。

1、BusinessDevelopment和Sales目前我做BusinessDevelopment的工作主要包括:接触渠道、客户和合作伙伴(竞争对手)、评估销售机会、确定目标市场、客户和竞争对手的情报收集、售前咨询、跟踪销售过程、商业模式确立等等。

Business Development(BD)从日常工作形式来看,也是一种销售活动,但其目的是为了达成企业中长期的战略目标而采取的一系列相互关联的行为,例如开拓销售渠道及打通合作伙伴。

而Sales的销售活动通常着眼于更短期的目标,其对象直接面向最终客户。

常见的一种BD和Sales的关系是,BD先去打先锋,打通高层渠道或者合作伙伴之后,Sales迅速跟上向最终客户卖产品。

BD最重要的工作是评估Business的可行性,然后同Marketing和Sales进行协作,以实现企业商业价值最大化。

BD同Sales的不同在于其需要多方面的业务知识,如财务、法务、营销、产品管理等多方面(不是说Sales不需要,而是这些不是做Sales必须的技能,但是是做BD所必须的),BD的成功很难复制,因为每一次都会面临不同的垂直行业或者不同的渠道,而Sales通常面对的是相似的客户群体,因此BD需要强大的心理素质和快速的角色转换能力。

通常BD的生命周期较Sales更长,其范围也更广(面对多个Sales),在市场上往往是BD 猜到了开头,而Sales创造了结局。

2、Sales和Marketing对于中小企业,Sales和Marketing是不区分的。

但是Sales和Marketing又确实存在差别,记得有句话说:“Marketing creates opportunities, and sales brings about outcomes.”换言之,Marketing运筹帷幄,Sales决胜千里。

销售术语sale in和sales out的例句

销售术语sale in和sales out的例句

销售术语sale in和sales out的例句-概述说明以及解释1.引言1.1 概述销售术语是在商业领域中广泛使用的专业术语,用于描述销售过程和销售业绩。

其中,"sale in"和"sales out"是两个重要的销售术语。

"sale in"指的是产品从供应商销售给零售商或分销商的过程,也可以理解为发货给零售商的销售。

这个销售阶段通常发生在产品进入销售渠道之后,但尚未实际销售给最终消费者之前。

因此,"sale in"主要关注产品的库存管理和供应链的流通方面。

相反,"sales out"指的是最终消费者购买产品的过程,也被称为实际销售。

在这个阶段,产品由零售商出售给最终消费者,实现真正的销售收入。

因此,"sales out"主要关注消费者需求和市场销售情况。

本文将通过举例来说明"sale in"和"sales out"的具体含义和应用场景。

通过具体的例句,读者可以更好地理解这两个销售术语在实际商业中的运用。

此外,本文还将讨论其他相关术语,并总结销售术语的重要性,强调例句在实际销售中的应用场景,并提出进一步研究的方向。

通过本文的阐述,读者将更全面地了解销售术语的用途和意义,从而提升自己的销售技能和商业理解能力。

1.2 文章结构文章结构部分的内容可以按照以下方式编写:2. 正文2.1 销售术语sale in的例句2.1.1 例句1(在这里插入相关的例句1,展示sale in的使用场景和意义)2.1.2 例句2(在这里插入相关的例句2,进一步说明sale in的具体应用)2.1.3 例句3(在这里插入相关的例句3,强调sale in的重要性)2.1.4 例句4(在这里插入相关的例句4,展示sale in对销售业绩的影响)2.2 销售术语sales out的例句2.2.1 例句1(在这里插入相关的例句1,展示sales out的使用场景和意义)2.2.2 例句2(在这里插入相关的例句2,进一步说明sales out的具体应用)2.2.3 例句3(在这里插入相关的例句3,强调sales out的重要性)2.2.4 例句4(在这里插入相关的例句4,展示sales out对销售业绩的影响)2.3 其他相关术语的例句2.3.1 例句1(在这里插入相关的例句1,展示其他相关术语的使用场景和意义)2.3.2 例句2(在这里插入相关的例句2,进一步说明其他相关术语的具体应用)2.3.3 例句3(在这里插入相关的例句3,强调其他相关术语的重要性)2.3.4 例句4(在这里插入相关的例句4,展示其他相关术语对销售业绩的影响)通过以上的文章结构,读者可以清晰地了解到销售术语sale in和sales out的定义、使用场景和重要性,同时还可以了解到其他相关术语的具体内容和应用。

直接和客户打交道的sales是一个什么样的职位

直接和客户打交道的sales是一个什么样的职位

直接和客户打交道的sales是一个什么样的职位?(比如ABB的机电销售、IBM的小型机销售、用友的ERP销售等、广告公司的业务代表等)(1)直接和目标客户打交道的销售职位,不同于日用消费品的销售代表,后者只和超市或批发商打交道。

(2)做销售,最重要的是客户。

你要尽全部的能力找出下列答案:谁是目标客户?谁是决策者?谁会帮你?谁会唱反调?及早发现唱反调的人就有可能挽救一个单子。

如果你在IBM做销售,你可能只面对某个特定范围的客户,比如说农业银行系统、制造业的公司、国税局等等,一个单子可能要跟上一两年。

(3)做销售要善于利用资源,公司的一切都可以为你所用,包括公司的工程师、高层经理甚至CEO。

(4)职业优点缺点:做销售很自由,不用按时上下班,花钱也比较随便一些。

但是必须要承受很大的心理压力,销售定额时时都悬在头上,而且还要应付丢单子的压力,毕竟我们不能每次都赢。

(5)做销售最好的出路就是在公司里一路上升,做到管理层。

一般来说销售做到高层的机会比别人高一些,因为销售是整个公司的生命线;但是即使如此,毕竟能升上去的仍然是少数,所以要注意积累资源,尽量延长自己做销售的职业寿命。

其实在一些有技术含量的领域里,一些Top Sales可以靠老朋友和老客户,一直干到退休。

我认识的一个在全球最大制药公司的女销售,干了12年销售,现在负责北京的协和医院,每个月的收入都非常可观,当然她也非常痛恨公司像榨汁机一样,销售目标一路飙升! 不过她想好了,既然自己不想往管理方面发展,那么就要接受做销售这个“月有阴晴圆缺”的职业特点,哪天真顶不住销售目标的压力了,大不了换一家小公司养老,反正这十几年,也把家底挣够了。

²什么样的人适合做sales?(1)不害怕压力!你是否经历过考试越近就越睡不好觉?去面试的前两天就开始变得焦躁?如果是,你很可能不适合。

出色的sales,必定有超乎常人的压力承受能力。

如果你不具备这个能力,即使勉强做了sales也会食不甘味,寝不安席。

外贸英语900句之 销售 Sale

外贸英语900句之 销售 Sale

(一)Your T shirts can find a ready market in the eastern part of our coun try.贵国的T恤在我国东部市场很畅销。

We all understand that Chinese shippers are very popular in your mark et on account of their superior quality and competitiveprice.我们都知道中国拖鞋因价廉物美而畅销于你方市场。

This product has been a best seller for nearly one year.该货成为畅销货已经将近1年了。

There is a good market for these articles.这些商品畅销。

There is a poor market for these articles.这些商品滞销。

There is no market for these articles.这些商品无销路。

Your bicycles find a ready market here.你们的自行车在此地销路很好。

They talked over at great length the matter of how to increase the sa le of your products.他们详细地讨论了怎样增加你方产品的销售。

Please furnish us with more information from time to time so that we may find outlets for our stationery.由于对此货物的需求将不断增加,请提前补充货源。

They are doing their utmost to open up an outlet.他们正在尽最大努力以打开销路。

销售用英语怎么说

销售用英语怎么说

销售用英语怎么说销售是指以销售、租赁或其他任何方式向第三方提供产品或服务的行为。

那么你知道销售用英语怎么说吗?下面跟店铺一起学习销售的英语知识吧。

销售的英语说法sellsalemarket销售的相关短语销售主管Marketing Executive ; Sales Executive ; Sales Administrator ; Sales Supervisor产品销售sales ; Product Sales ; product distribution ; Sales Method销售经理Sales Manager ; marketing manager ; Account Manager ; Sales Account Manager销售量 sales volume ; quantity of sale ; Sales ; Volume of sales 销售额 Sales ; amount of sales ; sales volume ; Revenue销售预测 Sales Forecast ; sales forcasting ; Forecast ; Selling Forcasts销售收入 sales revenue ; sales proceeds ; proceeds of sale ; Sales销售热线 Sales Hot-line ; Sale Tel ; Sales Line ; Tel Sales销售利润 selling profit ; profit on sale ; Profit from Sales ; Sales profit销售的英语例句1. Doctors are complaining about being barraged by drug-company salesmen.医生们抱怨他们疲于应付医药公司的销售人员。

2. The unemployed executives include former salesmanagers, directors and accountants.被解雇的管理人员包括前销售经理、主管和会计。

sales的销售三种境界-销售,销售境界.doc

sales的销售三种境界-销售,销售境界.doc

sales的销售三种境界-销售,销售境界sales的销售三种境界价值中国陈方内容导读:,这个世界上很多人在做,但是每个人效果却不一样,结果不一样,如何进行销售,这关系到销售成败的重要因素。

下文主要来谈谈销售的三种境界。

销售的三种境界之生存境界。

大多数Sales都属于这个阶段,所谓的“社会的原因导致了这些Sales要为了生存而活着”的理由是不负责任的,真正的原因是因为他们心理所处是生存层次,所以才导致了他们生活上的生存阶段。

他们还未懂得思考,更谈不上技巧。

他们在场上球鞋都还没有穿好,只懂得朝着球的地方跑,却总也拿不到球。

销售的三种境界之生活境界:从生存境界质变到生活境界并不是非常困难的事,找准自己的领域并深入了解和耕耘,就能进入所在地圈子。

这个层次的Sales已经解决了目的问题:不再把当成是每月的生活费,而是把他们当成了朋友,懂得了帮助自己的客户解决问题;同时他们也在接触客户的过程中潜移默化的总结了一些基本的技巧,比如分析自己产品或服务,与客户沟通等,但是这些技巧是从经验中获得的,不成系统,只是量变。

仅仅因为他们熟悉圈子的规则,有很多客户朋友,所以能左右逢源,甚至小康的不思进取。

如果把这些还欠火候的Sales放在足球场上踢球,你就能看到很多很搞笑的现象:有些Sales带着球在对方禁区跑来跑去就是不射门,有些刚在后半场得球就是一个百米远射,有些独自一人从自己的禁区到对方的禁区长途奔袭......销售的三种境界之生命境界:生命层次的Sales目标不是把客户发展成酒肉朋友,而是一种生命层次的交互。

不知道你是否有过这样的经历:某个人气质很不错、层次很高、你很希望和他交往;或者有个人相貌平平但很有内涵,你和他交流很自然、能学到很多东西!生命境界的Sales除了与客户的业务往来,还有更多其他的交流,比如小道消息、个人职业设计、行业、搞笑邮件等等;同时生命层次的Sales在销售技巧方面有质的提高:精确分析自己要卖的产品或服务,找到卖点,找出竞争对手和产品的弱点、有效分析客户的方法、客户管理、资源利用、沟通技巧等,其将不局限在一个圈子里,能够迅速融入一个新圈子并游刃有余。

sale的用法及短语

sale的用法及短语

sale的用法及短语一、sale的基本概念及用法a) 什么是"sale"b) sale作为名词的用法和含义c) sale作为动词的用法和含义二、与sale相关的常用短语及表达方式a) on saleb) for salec) clearance saled) garage sale三、不同行业中使用的特定短语a) 技术行业中:- flash sales(限时抢购)- seasonal sales(季节性促销)- bundle sales(捆绑销售)b) 零售行业中:- year-end sales(年终大促销)- Black Friday sales(黑色星期五大促销)四、如何合理运用sale及其相关短语进行营销宣传a) 找准目标受众并确定营销策略b) 创造紧迫感来增加购买欲望c) 利用线上线下渠道进行宣传和促销活动五、其他常见使用场景及注意事项a) 家庭日常生活中的小技巧:如何找到最便宜的东西?b) 在职场交流中避免与其他内容混淆使用【一】sale的基本概念及用法"Sale"是一个非常常见的词汇,它可以作为名词或动词使用。

作为名词时,sale指的是购买商品或服务的交易活动。

而作为动词时,sale含义是出售或售卖某样东西。

在商业和日常生活中,sale经常被用来描述购买和销售活动。

当我们谈到商品或服务以及价格时,sale通常是一个非常重要的概念。

它表示可供购买的商品数量以及与其相关的价格折扣。

例如,“这本书正在打折销售”中的"sale"告诉我们这本书目前正在以低于原价的价格销售。

【二】与sale相关的常用短语及表达方式a) "On sale"是一个非常普遍且常用的短语,意思是商品正在进行促销活动并提供特定折扣。

当你听到一家商店说他们有“大减价”的时候,你可以期待那些商品可能就是“on sale”。

例如,“这双鞋子只需要50美元,在打折中”。

sale知识点总结

sale知识点总结

sale知识点总结Sales is the process of persuading, convincing, and closing a deal with potential customers. It involves various strategies, techniques, and skills to effectively communicate, negotiate, and meet the needs of the customers. In this summary, we will discuss the key knowledge points of sales, including the sales process, sales techniques, customer relationship management, and sales management.1. Sales ProcessThe sales process is a series of steps that a salesperson follows to close a deal with a potential customer. It typically includes the following stages:Prospecting: This is the first stage of the sales process, where salespeople identify and qualify potential customers who are likely to buy their products or services. Prospecting can be done through various channels, such as cold calling, networking, referrals, and social media.Preparation: Once potential customers are identified, salespeople need to gather information about them, including their needs, preferences, and challenges. This information will help them tailor their sales pitch and approach to meet the specific needs of the customers.Approach: The approach stage is where salespeople make the initial contact with potential customers. This can be done through phone calls, emails, or in-person meetings. It is important for salespeople to create a positive first impression and build rapport with the customers.Presentation: In this stage, salespeople present their products or services to potential customers, highlighting the features, benefits, and value they offer. A compelling presentation should address the specific needs and pain points of the customers and demonstrate how the product or service can solve their problems.Handling objections: It is common for customers to raise objections or concerns during the sales process. Salespeople need to be prepared to address these objections effectively by providing relevant information, addressing concerns, and overcoming any doubts the customer may have.Closing: The closing stage is where the salesperson asks for the customer's commitment to make a purchase. This can involve negotiating terms, discussing pricing, and finalizing the deal. It is important for salespeople to be confident, persuasive, and respectful during the closing stage.Follow-up: After the deal is closed, salespeople should follow up with customers to ensure their satisfaction, address any concerns, and build a long-term relationship. This can also lead to additional sales opportunities and referrals.2. Sales TechniquesEffective sales techniques are essential for engaging potential customers, understanding their needs, and closing deals. Some key sales techniques include:Active listening: Salespeople should listen carefully to the needs, concerns, and preferences of potential customers. Active listening helps build rapport, demonstrates empathy, and allows salespeople to tailor their pitch to meet the specific needs of the customer.Questioning: Asking open-ended questions helps salespeople gather information about the customer's challenges, goals, and preferences. This information can be used to customize the sales pitch and demonstrate how the product or service can address the customer's needs.Building rapport: Building a positive relationship with potential customers is crucial for gaining their trust and confidence. Salespeople should be friendly, personable, and authentic in their interactions with customers, which can lead to long-term relationships and repeat business.Handling objections: Effective objection handling involves addressing the customer's concerns, providing relevant information, and overcoming any doubts they may have. This can be achieved through empathy, validation of the customer's concerns, and presenting evidence to support the value of the product or service.Negotiation: Negotiation skills are important for reaching mutually beneficial agreements with customers. Salespeople should be prepared to negotiate terms, discuss pricing, and find common ground to close the deal.Closing techniques: There are various closing techniques that salespeople can use to ask for the customer's commitment. This can include using a trial close, summarizing the benefits, offering a limited-time incentive, or using assumptive language to lead the customer to a buying decision.3. Customer Relationship ManagementCustomer relationship management (CRM) is a strategy for managing and nurturing relationships with customers to build loyalty, satisfaction, and repeat business. Key aspects of CRM include:Data management: CRM systems are used to collect, analyze, and store customer data, including contact information, purchase history, preferences, and interactions. This data can be used to personalize the customer experience, anticipate needs, and target marketing efforts effectively.Personalization: CRM helps salespeople personalize their interactions with customers by understanding their preferences, purchase history, and communication preferences. Thiscan lead to more relevant and engaging conversations, which can build trust and loyalty with the customer.Customer communication: CRM systems enable salespeople to track and manage customer interactions, such as calls, emails, meetings, and follow-ups. This helps salespeople stay organized, prioritize customer communications, and ensure that no opportunities are missed.Lead management: CRM systems help sales teams manage and track leads through the sales pipeline, ensuring that no leads fall through the cracks and that follow-up activities are timely and consistent.Customer feedback: CRM systems enable sales teams to gather and analyze customer feedback, which can be used to improve products, services, and the overall customer experience. This can lead to higher customer satisfaction and loyalty.4. Sales ManagementSales management involves overseeing and coordinating the sales activities of a company to achieve revenue targets and business objectives. Key aspects of sales management include:Setting goals: Sales managers are responsible for setting sales targets, quotas, and KPIs for the sales team. These goals should be challenging, yet achievable, and aligned with the company's overall sales strategy.Recruiting and training: Sales managers are responsible for recruiting, hiring, and training new salespeople to ensure that the team has the skills, knowledge, and resources to meet their sales targets.Performance management: Sales managers are responsible for monitoring and evaluating the performance of the sales team, providing feedback and coaching, and taking corrective action when necessary. This can involve implementing sales performance metrics, conducting performance reviews, and providing incentives for high-performing salespeople. Sales forecasting: Sales managers are responsible for forecasting sales revenues, analyzing market trends, and identifying opportunities for growth. This can involve using CRM data, historical sales data, and market research to make informed forecasts and strategic decisions.Sales strategy: Sales managers are responsible for developing and implementing sales strategies that align with the company's business objectives. This can involve identifying target markets, setting pricing strategies, developing promotional campaigns, and creating sales plans.ConclusionIn conclusion, sales knowledge is essential for engaging potential customers, understanding their needs, and closing deals to generate revenue and achieve business objectives. The sales process, sales techniques, customer relationship management, and sales management are all critical aspects of successful selling. By mastering these knowledge points, salespeople can build strong relationships with customers, increase sales performance, and contribute to the overall success of the business.。

销售管理

销售管理

3.控制销售活动 (1)划分销售区域; (1)划分销售区域; (2)销售人员业绩的考查评估; (2)销售人员业绩的考查评估; (3)销售渠道及客户的管理; (3)销售渠道及客户的管理; (4)回收货款,防止呆账; (4)回收货款,防止呆账; (5)销售效益的分析与评估; (5)销售效益的分析与评估; (6)制定各种规章制度。 (6)制定各种规章制度。
二、销售管理与营销管理 1.销售职能先于营销职能产生 1.销售职能先于营销职能产生 2.销售管理是营销管理的基础 2.销售管理是营销管理的基础 3.销售管理应服从于营销管理 3.销售管理应服从于营销管理
第四节 从销售员向销售经理转变 一、销售经理的职责 1. 制订销售战略 (1)进行市场分析与销售预测; (1)进行市场分析与销售预测; (2)确定销售目标; (2)确定销售目标; (3)制定销售计划; (3)制定销售计划; (4)制定销售配额与销售预算; (4)制定销售配额与销售预算; (5)确定销售策略。 (5)确定销售策略。
2.现代销售观念 2.现代销售观念 从识别顾客需要出发来推销企业的产品。 经历了3 经历了3个阶段: (1)买卖双方互动观念 克士格1970提出。销售工作由推销员与准 克士格1970提出。销售工作由推销员与准 顾客之间的信息交流、回应及交往构成。 A.问题式销售 A.问题式销售 B.利益式销售 B.利益式销售 C.咨询式销售:介入程度深,成为顾客参谋 C.咨询式销售:介入程度深,成为顾客参谋
三、 销售工作的魅力 1.销售领域存在着大量的就业机会 1.销售领域存在着大量的就业机会 2.销售工作可以满足人们崇尚自由的个性 2.销售工作可以满足人们崇尚自由的个性 3.销售工作富有挑战性 3.销售工作富有挑战性 4.销售工作提供较多的提升机会 4.销售工作提供较多的提升机会 5.销售人员的报酬丰厚 5.销售人员的报酬丰厚

03_1_SALES(销售)

03_1_SALES(销售)
GM-Sales Administration
海外销售分部 经理
M-Overseas Sales
华东片区 上海/浙江/江苏/安徽
总经理 GM-East
华中片区 湖南/湖北/江西
总经理 GM-Central
闽粤片区 福建/广东
总经理 GM-Fujian/Guangdong
New High level process map
销售计划
销售部
促销计划
季度促销方案
产品/活动排序 拜访周期和演示 个人护理顾问的进度表和护理手册
销售及营运 预测
销售预测
销售目标 产品展示 促销及推广计划
大客户 销售计划
客户 拜访
客户历史 对客户的了解
客户预测 客户排序
分销战略
主要职能
客户开发与管理 销售队伍管理与培训 货架及促销管理 达到市场渗透,销售额及收入目标
D istribution S trategy
Key Sales Functions Account development & management Sales force management & training Shelf & promotion management Market penetration, sales & earning achievement
C ustom er O rders
O rder A llocation
D ecisions & K ey D ocum ents S ales P lan (A nnual S ales C alendar) Q uarterly P rom otion P ackage: M erch P lan, S cripts S ales M ap & A ccount R esponsibilities (C all C ycles) A ccount B ook: P lan-O -G ram s, S tore Lists, S hip H istory S ales F orecast: A ccount F orecast, Q uota A ssignm ents

sale的用法和搭配

sale的用法和搭配

sale的用法和搭配一、Sale的基本含义和用法二、形容词sale的搭配2.1 扩大意义上的“打折”2.2 情感色彩与精神寄托三、名词sale的搭配3.1 产品与服务销售3.2 传统商店和电子商务平台的销售策略四、动词sell的用法和搭配4.1 谈判与推销技巧4.2 探索不同行业中sell的搭配情况五、总结一、Sale的基本含义和用法在商业领域,我们经常会听到关于"sale"这个词,它既可以作为名词使用,指代商品或者服务交易过程中实施的促销活动,也可以作为形容词使用,表示折扣或降价。

正因为其广泛应用且具有多重含义,我们有必要深入了解如何灵活正确地使用"sale"及其相关表达。

二、形容词sale的搭配2.1 扩大意义上的“打折”当我们提到"sale"时,最常见而又直观理解是与购物有关,即减价或者打折。

此时我们可以将其视为一个形容词,用来描述商品、服务或者促销活动的特点。

例如:- They offered a sale price for the new collection.(他们为这个新系列提供了打折价格。

)- The store is having a huge sale on all winter clothing.(这家商店正在举行一场冬装大甩卖。

)2.2 情感色彩与精神寄托除了直接表达对价格的描述,"sale"的形容词形式也可以承载情感色彩和精神寄托。

如果我们说某个物品很吸引人,很有价值,那么我们可以使用"on sale"这个搭配来强调它的独特性质。

例如:- This limited edition watch is now on sale, so make sure you don't miss it!(这款限量版手表现在正在售卖中,请确保不要错过!)- The concert tickets went on sale yesterday and were sold out within hours.(音乐会门票昨天开始售卖,几小时内就全部售罄了。

外贸英语:销售.Sale

外贸英语:销售.Sale

外贸英语:销售.SaleYour T-shirts can find a ready market in the eastern part of our country.贵国的T恤在我国东部市场很畅销。

We all understand that Chinese shippers are very popular in your market on account of their superior quality and competitive price.我们都知道中国拖鞋因价廉物美而畅销于你方市场。

This product has been a best seller for nearly one year.该货成为畅销货已经将近1年了。

There is a good market for these articles.这些商品畅销。

There is a poor market for these articles.这些商品滞销。

There is no market for these articles.这些商品无销路。

Your bicycles find a ready market here.你们的自行车在此地销路很好。

They talked over at great length the matter of how to increase the sale of your products.他们详细地讨论了怎样增加你方产品的销售。

Please furnish us with more information from time to time so that we may find outlets for our stationery.由于对此货物的需求将不断增加,请提前补充货源。

They are doing their utmost to open up an outlet.他们正在尽最大努力以打开销路。

sales用法

sales用法

sales用法
sales是一个英语单词,它可以用作名词或动词,含义和用法如下:
1.用作名词:
sales用作名词时,通常指销售行为或销售活动。

例如:He made a successful sales pitch to the client.(他向客户成功地推销了产品。


The company's sales have been increasing steadily over the past year.(公司过去一年的销售额一直在稳步增长。


1.用作动词:
sales用作动词时,通常指销售或推销。

例如:
They are trying to sales their product to potential customers.(他们正在努力向潜在客户推销他们的产品。

)The salesperson was able to persuade the customer to make a purchase.(销售人员成功说服了客户购买。

)需要注意的是,sales还可以用作形容词,表示“销售的”或“售出的”。

例如:
The company's sales team is responsible for promoting and selling the product.(公司的销售团队负责推广和销售产品。


The sales of the company increased significantly last
year.(公司去年的销售额显著增加。

)。

Marketing与Sales的区别

Marketing与Sales的区别

营销(marketing)与销售(sales)的区别屡屡见到对于“营销”和“销售”的具体区别和实质的探讨、争论,现就此作一下剖析,供大家讨论。

很多观点声称“销售过气”,“营销为王”,甚至对于营销还有“营销”和“行销”的功能性争论。

个人认为,既是同属“marketing”,营销和行销的实质应是一样的,都是为了更好的为顾客服务,扩大企业利益的职能部门称呼,还是要看不同地区或者不同企业所针对市场状况和组织结构建设的具体情况而定。

这个不算作讨论对象,还是回到营销与销售的话题上来。

其实,营销(marketing)和销售(sales)属于不同市场环境下的“市场营销”观念。

既不应简单的指斥“销售”的简单,也不应盲目崇拜“营销”的复杂;营销是销售的高级阶段,而销售是实施营销策略的必要手段。

没有销售,营销的各种策略就无法有效实施,营销也就变成了空中楼阁而显得苍白无力;反之,没有营销,那么,销售在现今的市场环境中,会浪费更多的资源,也没有针对性,无法达到更高的销售额以及销售利润。

只有二者联系得更加紧密,配合更加顺畅,才会使顾客需求、企业利润乃至社会利益得到最大满足。

一、销售和营销在观念上的区别既然要对二者作出比较,那就需要先对此二者观念的产生和含义作出解释。

销售和营销同属“市场营销哲学观念”,西方学者把市场营销管理哲学的演变划分为六个阶段:1,生产观念:在市场经济初步繁荣的时代,很多企业产品供不应求,品种、型号、规格甚至颜色较为单一,但对于消费者有极大地吸引力。

企业对生产过程不断改进,以求生产数量尽可能多、价格尽可能低,来满足人们对产品旺盛的需求。

所以,企业经营的重点在于扩大产能,降低价格;2,产品观念:在市场中出现了越来越多的同质化竞争者之后,企业对产品不断改良,认为只有更完美的产品才能获得更多的消费者的青睐;3,推销观念:买方市场由于企业产品质量提高、产能不断扩大而形成。

此时,企业为了抢占更多的市场份额和利润,自然希望销售掉更多的产品,于是,“推销观念”就此形成。

Marketing和Sales到底有啥联系区别

Marketing和Sales到底有啥联系区别
的过程中,销售人员有义务将其管辖区域内的市场状况,竞争状况和用户需求反馈
给市场部,这样不同区域,不同市场的信息经过众多销售人员的反馈,汇总到市场
部,就完成了一个“由点到面”的市场信息收集与分析过程。加上市场部门自己的
市场分析,竞争分析和用户分析资料,就能把一个表面上看起来很模糊的市场需求
具体化,为产品定义提供充实的依据。而在市场开发的过程中,市场部是为销售部
前的战略规划与战术设计。市场开发通常是在产品问世前后的一段时间里按照预先
选定的目标市场制订促销战略,以激发现有用户和潜在用户的需求,其中包括新产
品推广,市场宣传与促销,重点客户开发等,目的是尽快地启动市场,为销售部的
工作打好基础,这项工作叫做OUT-BOUND MARKETING。
明白了市场部的职能以后谈论市场与销售之间的关系就简单多了。在产品定义
市场部配合销售人员尽快完成重点客户的开发工作,让这些有影响的客户尝到甜头
,成为口碑效应的传播者,进而产生辐射效应,成为其他用户的参照物(REFERENC
E SITE〕。
如果我们从销售漏斗的角度来看,更便于理解市场与销售之间的关系,可以说
市场部的职能是将漏斗上面填满,而销售部的职能是将市场部激发出来的潜在需求
如果外部环境比较好,整个行业比较景气,企业还能随着大潮往前走,能够盈利,
可是一旦环境恶化,企业就失去了主动权,甚至威胁到企业的生存。当然没有销售
部企业同样无法生存,再好的市场战略也无法实施,只能是纸上谈兵,这一点不用
多说,因为大多数企业都非常重视销售。”
人员的业绩铺平了道路。在这里不详细论述。
如果一个企业没有市场部或市场部的职能不完善,销售就会非常盲目,既没有

sales知识点总结

sales知识点总结

sales知识点总结Sales is a critical function in any business and encompasses various skills and knowledge. From understanding customer needs to closing deals, a successful sales professional must have a good grasp of various sales concepts and strategies. In this summary, we will outline some key sales knowledge points that are essential for success in the field of sales.1. Understanding the Sales Process:The sales process is a series of steps that a salesperson takes to persuade a potential customer to buy a product or service. It typically includes prospecting, pre-approach, approach, demonstration, handling objections, closing, and follow-up. Understanding each step of the sales process is essential for sales professionals to effectively guide prospects through the buying journey.2. Effective Communication Skills:Communication is at the heart of sales. Sales professionals must be able to articulate the benefits of their product or service, understand customer needs, and build rapport with prospects. Active listening, clear and concise speaking, and the ability to read body language are all essential communication skills for sales professionals.3. Product Knowledge:A deep understanding of the product or service being sold is crucial for sales success. Sales professionals should know the features, benefits, and value propositions of their offerings and be able to convey this information effectively to potential customers.4. Understanding Customer Needs:To close a sale, a salesperson must understand the needs and pain points of the customer. This involves asking the right questions, actively listening, and empathizing with the customer's situation. By understanding the customer's needs, a sales professional can tailor their pitch to demonstrate how their product or service can address those needs.5. Building Relationships:Successful sales professionals build and maintain strong relationships with their customers. This involves being responsive to customer inquiries, providing valuable insights, and following up after the sale. Building relationships with customers can lead to repeat business, referrals, and positive word-of-mouth.6. Handling Objections:Customers will inevitably have objections to a sales pitch. Whether it's concerns about the price, the product's features, or the company's reputation, a sales professional must be prepared to address objections effectively. This involves acknowledging the customer'sconcerns, providing relevant information, and explaining how the product or service can meet the customer's needs.7. Closing Techniques:Closing a sale is the ultimate goal of the sales process. There are various closing techniques that sales professionals can use, such as the assumptive close, the summary close, or the choice close. Understanding when and how to use different closing techniques is essential for successfully securing a sale.8. Time Management:Effective time management is crucial for sales professionals. Prioritizing tasks, managing a sales pipeline, and allocating time for prospecting and follow-up are all important aspects of time management in sales.9. Understanding Sales Metrics:Sales professionals should understand key sales metrics such as conversion rates, average deal size, and sales cycle length. By tracking and analyzing these metrics, sales professionals can identify areas for improvement and make more informed decisions.10. Continuous Learning:The field of sales is constantly evolving, so it's important for sales professionals to engage in continuous learning. This may involve attending sales training workshops, reading industry publications, or seeking mentorship from experienced sales professionals.In summary, sales professionals must possess a diverse set of skills and knowledge to succeed in their role. From understanding the sales process to mastering effective communication, building relationships, and continuously learning, the knowledge points outlined in this summary are essential for sales success. By honing these skills and knowledge, sales professionals can improve their performance and drive business growth.。

  1. 1、下载文档前请自行甄别文档内容的完整性,平台不提供额外的编辑、内容补充、找答案等附加服务。
  2. 2、"仅部分预览"的文档,不可在线预览部分如存在完整性等问题,可反馈申请退款(可完整预览的文档不适用该条件!)。
  3. 3、如文档侵犯您的权益,请联系客服反馈,我们会尽快为您处理(人工客服工作时间:9:00-18:30)。

Name: FAN HUIYING
Product: Watts In Synthetic Hair Wig
Need Recognition: I have not change my hair style for a long time. I do not want to cut my hair or dye my hair, so I decided to buy a hair wig. This way can make me have different hair styles and would not hurt my hair.
Information Search: My friend bought one before, so I asked her the price and the quality of the Hair Wig. She told me that there are many types of hair wig. My original hair is black color, so I would like to buy a black color hair wig which same as my own hair. And, my hair is straight hair that I rather to choose a curly hair wig.
I went to the Watts In twice to take a look of the hair wigs, the sale’s person told me that the pony-tail hair style sold very well and better bought it at that time.
I bought myself one hair wig at Watts In last year, but I wanted another type of the hair wig.
Evaluation of Alternatives:
I went to two different places to find the hair wig, one is in VivoCity and one is in West Mall. I went to the Watts In in West Mall with my friend at first, the sale’s person told me they only got the black mix brown color and brown color curly hair style. I tried the black mix brown one, it looked quite ok. Then I asked my friend how is it , she told me it looks good but the color not very suitable for my original hair color. I asked her should I buy or should I go to other places to find a more suitable one. She reminded me that VivoCity has a Watts In too. We decided to go to the other Watts In witch in the VivoCity. The Watts In there is larger than the one in West Mall, so we thought that may have the black color hair wigs. We found the black color curly hair wig which was the one I wanted. I tried it, and my friend said that it looks like my own hair and very nice. Therefore, I decided bought this black color curly hair wig. The sale’s person told me that was the last one of that kind of hair wig. I was happy that I did not buy that
black mix brown color one, thanks my friend’s comments.
Post-purchase Behavior: Performance=Expectation------------------------------satisfaction Cognitive dissonance: Last weekend, I went out with my friends. So, I decided to periwig the new hair wig. We went to the KTV by MRT, inside the MRT, I felt some people was looking at me. Then I thought that there was something wrong with my hair wig, so I tried to make it looked ok. But I still felt uncomfortable and unnatural. And sometimes I even afraid it would drop if I shake my head. I always thought that other people were looking at my hair wig, that made me felt a bit upset.。

相关文档
最新文档