henganprogramsummary(doc12)-經(jīng)營(yíng)管理(存儲(chǔ)版)
【正文】 33。188。188。 – 229。 225。185。 224。 ? 241。 212。 We lack of uniform management pattern for retail key accounts 4 3 7 225。236。 181。248。 195。169。 1 237。 Marketing Calendar The singlepage Sales amp。E v al ua ti on促銷設(shè)計(jì)P r om o Dev el op m en t設(shè)計(jì)材料Des i gn Ma te r i al媒體協(xié)議Me di a Con r ac t促銷日期S ta r ti ng Date檢查及評(píng)估In s pe c ti on amp。 POS Material ?Pricing Guidelines amp。 Marketing Calendar (SLS) 貨架展示 Shelf Presence (SLS) 分銷 Distribution (SLS) 現(xiàn)代通路管理 Modern Channel Management (SLS) 新業(yè)務(wù)開(kāi)拓 New Business (SLS) 合同管理 Contract Maintenance (SLS) 出口銷售管理 Export Sales Management (SLS) 07c4d31241567d27b11c35968ff95d38 11新產(chǎn)品開(kāi)發(fā)支持 New Product Support (SLS) 滲透率、銷量及銷售收入 Peration, Sales And Earnings (SLS) 銷售計(jì)劃 Sales Plans (SLS) 銷售隊(duì)伍建設(shè) Salesforce Development (SLS) 銷售管理 Sales Administrative (SLS) 銷售及營(yíng)運(yùn)的實(shí)施 Execution Of Samp。OP and has GM/Director involvement from Marketing, Sales, Ramp。s Club store 2 2 23 7 8 SH LianHua store 2 6 15 3 2 Pricesmart store 5 0 4 41 15 23 BJ HuaLian store 10 20 58 26 35 SH NongGongShang store 1 5 16 3 0 SuGuo store 1 7 16 5 7 CRC store 3 10 26 12 25 store 7 N/A 12 43 22 13 Houseworld store 3 4 27 10 14 SH JieQiang store 1 6 13 3 0 Metro 0 0 0 0 0 OuShang 0 0 0 0 0 WanJia store 2 0 4 24 7 18 Makro store 1 1 10 3 12 e、在確保全國(guó)性品項(xiàng)的前提下，安排適量的區(qū)域品項(xiàng)，加大地區(qū)優(yōu)勢(shì)。244。 236。236。 p 225。 174。 230。236。 195。 P 247。242。 There is a big difference in category and price for different Sales regions 6 6 9 225。 p 224。176。 A ? 235。235。 ?? 242。 { There is no enough management experience and recognition for national key accounts 2 9 1 0 224。 ? 226。 N o P r o m o ti o n B o o k N o S a l e s P r o ce d u r e s e sta b l i sh e d S h i f t d a te s a n d L a ck o f M a r k e ti n g R e so u r ce s L a ck o f D e ve l o p m e n t p r o g r a m s a n d tr a i n i n g Lack ofLack Root Cause 3 8 242。 Corporate Strategy “Best Practices” Corporate Culture Process People Decision Making Core Competency Consumer Understanding o China Market o Consumer Research o Competitive Analysis o Product Evolution Brand Development o Sanitary Napkins ? Low End ? High End o Diapers ? Low End ? High End o Other Products SupplyChain Capabilities o Samp。236。 ?? 227。236。 194。 227。 236。 b 區(qū) 238。 。 ? 239。 212。 y 242。 ? 226。 P 247。242。 ? 229。 G 244。 224。 Current sales architecture dosen ’ t meet needs of retail accounts manage ment 1 ? 228。 – 231。 Marketing Calendar consolidates Product, Advertising, Packaging, Promotion, InStore, and Public Relations activities for the next 12 months. The calendar helps to focus marketing and sales planning on the specific events and activities requiring sales materials for the quarterly sales plan. These quarterly activities are used to gain SA L ES REGION RE VI EW Sa les 20 01 / Y TD RM B 0039。 E v al ua ti on8/ 1/ 0202 A 00 1行業(yè)促銷T RA DE消費(fèi)者促銷CO NS UME R安爾樂(lè)棉柔七度空間日用 230X X S 7 D ay 23 0店內(nèi)IN S T O RE ( P CC)A 80 40 ,A 90 40 降價(jià)P ri c e r ed uc t i on恒安銷售/ 市場(chǎng)營(yíng)銷日程及排期 Hengan S al es amp。 Trade Promotion ?Sales Plan Develop Process Map Sales Outside: Tony (Phil) ?PlanOGram Process Implementation ?Document Account Plans amp。D) 銷售支持 Sales Support (MKT) 促銷 Promotions (MKT) 區(qū)域營(yíng)銷 Regional Marketing (MKT) 消費(fèi)者促銷 Consumer Programs (MKT) 定價(jià)建議 Pricing Remendations (MKT) 客戶管理 Account Management (SLS) 銷售機(jī)市場(chǎng)活動(dòng)日歷表 Sales amp。 C ho s pit al f r ee pa c kA ne r r le C P / T r an s pa r en t +m ag az ines oh u. c om f r ee pa c k An l e p a c k a g e u p d a teA ne r le pa c k ag e up da t ed07c4d31241567d27b11c35968ff95d38 9 The Calendar Project Team (CPT) that reports to the Samp。 In principle, all entering categories for key accounts will be validated by HengAn retail key account management team based on those opinions e from marketing department
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