營(yíng)業(yè)主管研討會(huì)

營(yíng)業(yè)主管研討會(huì)MichaelSu業(yè)務(wù)能力的發(fā)展階段業(yè)務(wù)能力時(shí)間拿訂單抄貨折扣提供者賣產(chǎn)品的特性銷售產(chǎn)品的利益觀念性的銷售系統(tǒng)性的銷售觀念性的銷售范例系統(tǒng)性的銷售BUSINESSPLAN策略協(xié)議戰(zhàn)術(shù)協(xié)議計(jì)劃展開績(jī)效追蹤公司財(cái)務(wù)會(huì)計(jì)財(cái)務(wù)管理內(nèi)部管控人力資源招募培訓(xùn)績(jī)效評(píng)估獎(jiǎng)勵(lì)/認(rèn)可資訊管理結(jié)構(gòu)與掌控管理與應(yīng)用監(jiān)控與維護(hù)產(chǎn)品流程經(jīng)銷商供貨涵蓋區(qū)域/鋪貨執(zhí)行客戶消費(fèi)者現(xiàn)金及資訊流產(chǎn)品配送倉庫/存貨管理配送/補(bǔ)貨客戶訂單掌控鋪貨計(jì)劃銷售系統(tǒng)性的銷售Amulti-functionalstrategytodeliverbrandand/orproductvolumeandprofitbyworkingcooperativelywithourindividualcustomers(includesDistributors)tobuildtheirsales,marketshare,andprofitinthecategoriesinwhichwecompete.CategoryManagement,logisticandsystemscooperation,activity-basedcosting,annualplanningandsharedcommonanalytictoolsanddatabases.STATUSQUOSalesRepBuyerTHEFUTURETEAMINTERACTIONF&AMSDPSSStoreOperationsAdvertisingSales營(yíng)業(yè)業(yè)務(wù)運(yùn)作系統(tǒng)BUSINESSPLAN策略協(xié)議戰(zhàn)術(shù)協(xié)議計(jì)劃展開績(jī)效追蹤公司財(cái)務(wù)會(huì)計(jì)財(cái)務(wù)管理內(nèi)部管控人力資源招募培訓(xùn)績(jī)效評(píng)估獎(jiǎng)勵(lì)/認(rèn)可資訊管理結(jié)構(gòu)與掌控管理與應(yīng)用監(jiān)控與維護(hù)產(chǎn)品流程經(jīng)銷商供貨涵蓋區(qū)域/鋪貨執(zhí)行客戶消費(fèi)者現(xiàn)金及資訊流產(chǎn)品配送倉庫/存貨管理配送/補(bǔ)貨客戶訂單掌控鋪貨計(jì)劃銷售營(yíng)業(yè)任務(wù)與策略組織發(fā)展(架構(gòu)/人力)市場(chǎng)與通路策略與結(jié)構(gòu)K/Aor經(jīng)銷商multi-functionalTeam人員訓(xùn)練計(jì)劃/生涯規(guī)劃業(yè)務(wù)執(zhí)行力(SalesExecution)與業(yè)務(wù)基本工作(SalesFundamental)速度業(yè)務(wù)生產(chǎn)力成果(鋪貨/店內(nèi)陳列/價(jià)格/off-takeshare)

營(yíng)運(yùn)系統(tǒng)流程(R3)BusinessPlanProcess/DemandForecastingB2B(鋪貨/價(jià)格/off-take/庫存/補(bǔ)貨)EDI/Internetlink/informationsharingsystemLogisticand營(yíng)管系統(tǒng)(價(jià)格促銷付款條件政策/訂單配送收款系統(tǒng)/財(cái)務(wù)會(huì)計(jì)作業(yè)流程/管理報(bào)表(業(yè)績(jī)/業(yè)務(wù)基本工作/成本)通路(客戶)績(jī)效評(píng)估系統(tǒng)通路策略與客戶管理通路的選擇,長(zhǎng)度與重要性通路的產(chǎn)品與價(jià)格毛利策略客戶的選擇與重要性(20/80)CustomerP/LAnalysisChannelorcustomerOperationsystemCOSTINCOME經(jīng)理主管的角色與職責(zé)設(shè)定,發(fā)展,和管理業(yè)務(wù)目標(biāo),策略,組織和運(yùn)作系統(tǒng),以最低的營(yíng)運(yùn)成本,完成公司業(yè)績(jī)目標(biāo),市場(chǎng)占有率和店內(nèi)產(chǎn)品的展現(xiàn)居于領(lǐng)導(dǎo)地位承諾遵行公司的政策和原則與客戶建立有生產(chǎn)力和有效益的關(guān)系營(yíng)業(yè)經(jīng)理主管的角色與職責(zé)生意方面:1.業(yè)務(wù)基本工作(SalesFundamental)2.業(yè)務(wù)策略的發(fā)展與執(zhí)行(通路/客戶策略)3.管理業(yè)務(wù)生產(chǎn)力4.業(yè)務(wù)管理報(bào)表系統(tǒng)5.降低業(yè)務(wù)營(yíng)運(yùn)成本6.業(yè)績(jī)/成本/利益分析(公司/通路/主要客戶)7.)營(yíng)業(yè)經(jīng)理主管的角色與職責(zé)人員/組織的發(fā)展1.業(yè)務(wù)組織結(jié)構(gòu)的發(fā)展2.(capacity&capability--招募訓(xùn)練簡(jiǎn)化)3.持續(xù)性的建立強(qiáng)化業(yè)務(wù)營(yíng)運(yùn)運(yùn)作系統(tǒng)

RESELL

才是成與敗最重要的關(guān)鍵公司通路客戶消費(fèi)者SELLRESELLResell

鋪貨貨架第二點(diǎn)陳列價(jià)格POPKeyAccount(Hyper/CVS/ChainstoreD/C)經(jīng)銷商2/3批C-store鋪貨FeaturingShelf/DisplayBusinessPlanServiceLevelCashMarginInventoryCoverage鋪貨MarginSKU鋪貨ShelfInventory鋪貨ShelfCoverage客戶關(guān)鍵基本要因通路客戶銷售量成長(zhǎng)的動(dòng)力來源？請(qǐng)思考,現(xiàn)階段/下一階段貴部門成功的關(guān)鍵性因素???

請(qǐng)思考,

現(xiàn)階段/下一階段您日常管理必看的報(bào)表???客戶管理內(nèi)容公司對(duì)客戶的承諾公司與客戶的BusinessModelCategoryConcepts-從客戶的立場(chǎng)看客戶的滲透-掌控K/ACustomerBusinessReview&PlanCustomerProfitAssortment&ShelfManagement對(duì)客戶的承諾為了達(dá)成公司與客戶雙方互利且有生產(chǎn)力的伙伴關(guān)系我們必須致力于:發(fā)展長(zhǎng)期性和有生產(chǎn)力的伙伴關(guān)系是每一個(gè)人的責(zé)任我們與客戶生意關(guān)系系架構(gòu)在以滿足消費(fèi)者的需求共同追求雙方生意的成功公司承諾持續(xù)性地改進(jìn)我們與客戶運(yùn)作的流程和方案及其質(zhì)量

公平對(duì)待每一客戶是我們追求的原則CustomerWants/NeedsCompanyWants/NeedsJointBusinessplanOperationalLevelConceptualSellingActionStepsCustomerandCompanyStrategiesToptoTopConceptualSellingDATAANALYSISOGSMREVIEWTOPTOTOPMEETINGSTRATEGICSELLINGSTRATEGICPLANNINGTOPMANAGEMENTAGREEMENTIDENTIFYRESOURCESESTABLISHMEASURESTEAMFORMATIONIDENTIFYCONCEPTSSELLINGTOALLFUNCTIONSOFCUST.SPECIFICPLANIMPLEMENTINSTOREACTIONSROLESTeamleaderSeniorSalesManagersAccountExecutiveUnitManagerSalesRepresentativeSTRATEGICBUSINESSMANAGEMENTMODELHOWITALLFITSTOGETHER...OperationalExcellenceConsumerSatisfactionActionStepsMeasuresINCREASEDPROFITS&MARKETSHAREMakerWants/NeedsCustomerWants/NeedsECRLEADERSHIPSalesFundamentalsConsumerSatisfactionCONCEPTUALSELLINGKEAINDIVIDUALCUSTOMERASSESSCATEGORYMANAGEMENTMeasuresKEAINDIVIDUALCUSTOMERASSESSConsumerAgendaToptoTopConceptualSellingCustomerandCompanyStrategiesJointBusinessPlanOperationalLevelConceptualSelling高效率的配送商店配送商供應(yīng)商消費(fèi)者OFF-TAKEPOS掃描POS記錄商店/單品銷售預(yù)估貨架存貨種類和貨架空間的管理存貨清單制造品項(xiàng)及促銷的基本資料存貨商店貨架采購(gòu)訂單管理動(dòng)態(tài)調(diào)配應(yīng)付款倉庫存貨倉庫CrossDock商店收貨桶倉到商店供應(yīng)商送貨到桶倉補(bǔ)貨訂單輸入開據(jù)發(fā)票應(yīng)收款銀行發(fā)票系統(tǒng)管理品項(xiàng)及促銷的基本資料倉庫貨車行程及路線

貨車行程及路線

桶倉收貨預(yù)先船運(yùn)通告采購(gòu)訂單付款指令/匯款通知條款維護(hù)價(jià)格變化促銷公告(vics)預(yù)測(cè)生產(chǎn)流程內(nèi)部資訊流程EDI處理動(dòng)態(tài)CAO

消費(fèi)者OFF-TAKE分析將有助于了解客戶的：

各品類銷售利潤(rùn)業(yè)績(jī)與趨勢(shì)各品牌產(chǎn)品銷售利潤(rùn)業(yè)績(jī)與趨勢(shì)品項(xiàng)銷售利潤(rùn)業(yè)績(jī)與趨勢(shì)庫存量績(jī)效新產(chǎn)品的成果促銷活動(dòng)的效益

商店貨架品項(xiàng)規(guī)格產(chǎn)品品牌組合績(jī)效貨架管理效率與效益分析品項(xiàng)及促銷的基本資料促銷活動(dòng)的效益品項(xiàng)Items(powerful/relateditems)-Pricevs.couponvs.on-packDisplay(TGvs.MassDisplay)DMFeaturingProfitImpactLogistic&OrderManagement配送與訂單管理DistributionEfficiency配送效益InventoryManagement庫存量管理ComputerizedTranslationSystem計(jì)算機(jī)化(information/payment)CostReduction成本下降客戶管理-滲透掌握您的K/AAccountBackground–history,growthpattern,#ofstores/averageweeklydollarvolumeperstore,currentshareofthemarketbusiness,andmajorcompetitorAccountSpecificObjectives–業(yè)績(jī)成長(zhǎng)目標(biāo)(整體/Category)/展店目標(biāo)客戶品項(xiàng)現(xiàn)況(品類區(qū)格SKUs):客戶A/B/Cstores品項(xiàng)標(biāo)準(zhǔn)公司品項(xiàng)與客戶總體品項(xiàng)比較vs.share比較公司品項(xiàng)與競(jìng)爭(zhēng)者品項(xiàng)比較vs.share比較4.貨架現(xiàn)況：客戶貨架策略/棚割圖/誰決定/誰作/何時(shí)變新品的貨架作業(yè)客戶貨架現(xiàn)況分析（整體空間位置排面區(qū)隔方式）掌握您的K/A5.TG/堆頭陳列：Display原則策略;決定者/執(zhí)行者;Store如何使用/誰決定數(shù)量/可否承租6.價(jià)格：價(jià)格策略誰定要求毛利平時(shí)比價(jià)的對(duì)象何時(shí)會(huì)改標(biāo)價(jià)作業(yè)7.DM/Featuring:客戶的政策要求/份數(shù)/DM成本/版面大小/作業(yè)8.Promotion:quarterly/monthlypromotionspresentedandscheduledmerchandisingactivity;highvolumeimpactp