Until after a time, or according to the account of the inevitable period go down to money, which is a new product Nianye just listed, or to develop new methods commonly used scale.
listed as new products, whether Ruohe to advertising are necessary to ensure the momentum that the customers see the ads can be prosperous buy a new product, or all of the city led to suspension of marketing dealings hydroplaning. The development of the so-called cargo, is to make each terminal has the goods sold, as is the generation of profits, credit is still into the sales of specific stylistic rules, all in accordance with the various companies set their own policies.
Exhibition goods
compilation features all of this paragraph, for years then ended); the second is faster (marketing, trial, posters, gifts and other style to develop the market). compilation of guidelines in this paragraph
1, approach the New Year night, inappropriate reality (1) lack of useful market research and speculation
the formulation of development policy does not depend on the goods ego Main unattractive assumption to make choices delusion, it is necessary to set in the analysis of market opportunity and business advantage Basically, the market research and the guess is that the basic premise and principle of the development. A lot companies are willing to break the amount of consumption Nianye human, financial and material resources to carry out sales work, and few are willing to out-sector funding policy before the sales market, sales of objects, and appreciate the needs of the state and analysis, the effectiveness of marketing goods approach to the choice of missing the formulation of the basic delusion, while resulting in the Chinese capital extravagant. A well-known furniture companies in the Northeast into the into the Beijing market, companies do not conduct market inquiries, visits, good quality product that will definitely gain market recognition, so work out in the two months into the sales approach into the Beijing market . Sales can be found, the market is the dominant line of furniture in Europe and America spirit, and his dark red antique furniture in the market and due to good sales, dealers do not want to show the goods, two months after the retirement this enterprise panic . Wrong market group selection approach has led to market entry into the disappearance of defeat, which is pre-stock enterprises, for the lack of market research and the inevitable speculation that effect.
exhibition goods (2) neglect of its own strength
sector enterprises more Nianye blindly think that the better approach, or even cry in product development within one month to the Chinese market, while their own strength , staffing and capital status a foundation in Afghanistan who fail the prerequisite. A beverage company has developed within the month of March -4 central open market policy, can dominate in the development of a foundation in the goods is not enough staff, I weighed only a few small shuttle in the market, in which Zhang in a month, run the Henan, Hebei, two provinces in the market. In order to ensure the completion of the mission, all superficially like. The goods immediately move on to show, in order to complete the mission and sales, they talk about numbers and not about quality. Two months later, of course, the enterprise sales force to complete the mission, but because the work does not show solid goods, resulting in the overall market is very constant. Effectiveness of competing brands in the siege, the beverage market quickly into a pool of mud. The development of goods for sales and business practices to bring the loss of giant Nianye track, of course, to the business exclusion of missing the true meaning of the local market.
can be seen from the cases: ① the enterprise's own personnel is not enough, only a few small I want to open it Nianye the central market, not a can do very fine work;
② mission of the Chinese New Year Night, sales staff in order to complete the mission, lightly causing the number of blind pursuit of the quality of the case of missing arm; ③ inappropriate reality. Attack in the competition, its failure is an inevitable disappearance. 2. Disorganized
approach also has its primary and secondary, the first show which market, which, after sales market; is to sell the urban market, the market is still surrounding the first exhibition, should be clear delineation. If a clothing market in the development of Henan, first as a leader in Zhengzhou, Zhengzhou, and then through the process of rapid radiation influence the market around the city, then the province has led to the growth of urban areas, end interesting. Much because the sales policy of primary and secondary enterprises often unclear, resulting in poor development of rational and rustic goods shall end Qianan. Development of dairy enterprises in the development of a cargo policy ignored the problem when the problem, the cost of the amount spent Nianye, in May the same time enter into Shijiazhuang and its surrounding rural geographic markets, market size Nianye, the sales staff needs more than the cost of breaking all kinds of consumption is also high, despite the development of the product to market, to end the rural market is breaking up, thrown into Nianye amount of manpower required, and the demand for rural dairy fresh fighting small lot sales staff is nothing. Because the rural areas dropped into the New Year night to contain the Shijiazhuang market sales, resulting in the disappearance of the market failure.
possible codification of the paragraph intends to
1, going too general and not specific
much cargo business development plan is not specific, just general words -3 months, the full development of goods to the market in Zhengzhou, night sector Month's time, specifically what to do every day? Exhibition goods object? Is the area around the small family retailers, supermarkets? Is still the distributors, wholesalers? Weigh the goods to the market in full scale development of what? What style should be used it? Late the basic plan is intended to defeat a direct result of missing the real implementation of mistakes. The plan can not finish, post product promotion, a foundation in marketing strategy to dominate the operation can not be normal.
exhibition goods 2. Intended can not be implemented
when some companies in developing a foundation in not going through the inquiry to visit, they imagine doing things, not to enrich the product development taking into account the city when the issue turns to the various problems. If dealers do not want to cooperate, competitors move into the market entry barriers, the product was in the early sales of consumer complaints, making the plan could be implemented. A cosmetics manufacturers such as Hebei originally intended to produce a feed into the regional market, competitors may be because the product has been fully pre-occupied market, and competitors that this situation, it will cut the price, the products enter into the market is also a non-profit to be made, the obstacles facing the competitors had to discard, of course, intend, could be implemented.
compilation of this paragraph in selecting
1, not to enrich people familiar with the development of the main cargo of
goods sector enterprises that show is a simple selling process, show the goods staff is an unconventional work, as long as the market around it. So. Exhibition goods in the choice of staff, did not consider the necessary foundation in quality, just for a number of officers recruited from the community, or from the unit easily find a few recruit their own staff development goods, making the uneven quality of personnel development goods, development of quality goods can not be guaranteed.
2, show the quality of the goods who is not high (l) the quality of their own cultural development is not high
goods manufacturers who represent their own image and product image. The quality of the lower sales, the product will not only affect the image of the head also affects the brand image. If an issue just opened a brand new product, a development officer to convince customers the goods of this new product development time, pick up a phone into a fight around, when I came in and asked for a little: When is the manufacturer of the exhibition to appreciate the cargo personnel, decisively reject the request to make their sales, and which is already open in the mall the product, but also all been driven out of the mall. Thus, the uneven quality of personnel on the sales success of the business plays a major dip.
exhibition goods (2) lack of product-related knowledge plaque development
cargo terminal development officers to convince themselves the product of their product must be very appreciate, to be able to introduce products to the terminal function, functions, characteristics and development of the proceeds of such goods. And much staff development foundation in the goods does not appreciate their own products, do not even know the composition of the product. The product of an heard nothing or little is known about the person, how can he convince others show the product of it? Staff to show their goods to market development Jinan, cosmetics, cosmetic packaging in which the why, of course, you can not convince people the product of the terminal development.
3, poor market development experience and ability rustic
goods in the developing process, refusing to make the customer experience is common, other similar products, Into the channel as a first person, no experience, very lightly frustration occurs, swinging choice beliefs. Cargo terminal development to persuade, they can not catch terminal providers and enterprises the benefits of point of sales terminals not attract. Experience and a clear understanding of the auditor fruitful development of the real needs of customers, you can seize the opportunity, the benefits from both the starting point to convince customers. Cargo staff development experience and lack of capacity is the product of much business the main reason for development of the goods can not be put in place.
Little Britain had just closed a round hon produced shoe business. Spring and summer, the enterprise should sandal into Hubei market, she was sent when the development company by the auditor. Just out of school, she also fighting strength shy. The first exhibition into a shop, the boss heard about is to sell shoes to Nianye waved his hand, impatient and said: Goods in the course of future development, she is refusing to do as long as bumped customers, had the courage to continue to sell to the next, and certainly not the purpose of bilateral cooperation Nianye white and terminal sales proceeds. One month down, a foundation in several of the goods did not show, companies are listed by missing Nianye good chance.
timeliness of the product to market, the choice is the main chance. Manufacturers is to promote the goods after the show, the first show after the promotional goods, is still both the same time, the grasp of time is bound to accurate, but much business is often wrong in the real husband to dominate the Nianye good opportunity.
exhibition cargo 1, exhibition and promotional goods deeds out of touch
(1) promotion dealings have been thrown a long time, but not real-time development of the product to the market, consumers find the products in the market . Honey Lee Adams in the newspaper that a pox to spray soap ad, is to worry about his face acne is excited about her heart Nianye. Acquisition to the supermarket, looking for a good number but could not find, for enterprises, it is not Bai Baihua extravagant promotional fee? 2002 Yantian, Season 5 in the course of the market made the same mistake, promotion deeds beginning in May of the World Cup, and by early July, in addition to South Africa department of the market, other Nianye sector markets with auxiliary City have yet to start work, the product also Gouliu business in the warehouse where the acting agent. Liu Centre for the television ad read twice to the supermarket have not seen Season 5 of nowhere, so he Nianye missing the look. The sales and promotion of touch, not only caused the cost of Chinese luxury sales, and cargo terminal development initiative has also been damaged.
(2) has been developing products to the market, but the delay can be various types of promotional business deals disappeared. Some companies, for marketing efforts can not keep up, show half of the goods because the terminal then off, demands the return, much to enterprises in the development of such problems exist in the process the goods issue.
2. Select an unreasonable number of seasonal
strong seasonal fresh fighting product development to focus on the choice of seasonal goods, seasonal products to enrich the problem to consider the issue. Such as the liquor in the season, competition is intense, the barriers into the new product into a high response is not taken lightly exhibition goods, cost is also very Nianye. Choose to show the goods on the differences between the off-season, the off-season sales of liquor little less competitive, barriers to market entry into the low corporate investment and progress in cost of goods is also small, off-season exhibition season that the goods can also be prepared to do enrichment.
into a certain brand of liquor into the Guangxi in the market, chose the low season - summer sales, much of the liquor companies are in a resting state, ad money into efforts to reduce, enter into the hotel and terminals The costs are also reduced, the enterprise is operating in this opportunity, this wine quietly placed in the shelves of retail stores and hotels, the winter Huilin occasion, but also the amount of advertising costs dropped into Nianye, success in one fell swoop .
care efforts
1, exhibition cargo workers form filling, take over the work is not well received
(1) show the goods to be sent to the staff at the same time, businesses asked to fill Through the process of filling out forms, business sales staff for care of the situation control, you can also appreciate the terminal from the dynamic real-time, set up customer profiles, customer relations for the future and lay the basic set up. And much just ignore this enterprise, the form sent to the next, but the poor rustic style and policy responses to regulate. Some sales people really filled out, the manufacturers took over the foundation in not accepting, not to mention the liquidation analysis. Even accepting took over, and it was stacked in a corner, nobody cares, not Tiwei corporate foundation in the progress of sales, of course, far from custody.
(2) development of behavior can not be useful to look after the goods
differences divided the market situation, and some premises that people do not fight the United States the concept of fresh new, easy to take over the new products: Some of the traditional premises do not the concept of strong U.S. fighting strength, not easy to take over the new products: some very good distributors and manufacturers to be a foundation in some dealers do not want to cooperate with the manufacturers and so on. The department to show the volume manufacturers Chun Zhi, the rate of development of big and small goods or goods of certain lot of personnel development for the completion of weighing scales mouth. Show the volume of cargo or personnel development in order to add cargo rate using various types of improper development practices such as bribery and terminal operators are in favor of the development of goods, such as performance evaluation period is over, show the goods returned to the business object; false results show the goods; create false statements, etc., to the enterprise of its irresponsible behavior resulted in a very Nianye risk.
2, dealers in real time to avoid short-term behavior can not
(1) lot at the time the goods in the exhibition business promotional costs, promotional gifts to secure venture to dealers, but these fees and gifts really used to encourage development of stock it? Cangzhou a liquor manufacturers produced liquor sales in order to accelerate the speed, the wine by putting thousands of pieces of gold rings and as to the principle of customer advocacy. But after a while, consumers have no foundation in This short-term dealers who frequent the sector, business capital is Chinese luxury, did not play a very good sales for the purpose of the terminal.
(2) R & D center intrusion market
a food business in order to promote the rapid development of products to the market, against competition, the implementation of a local dealer purchase incentives. In one week, where the purchase 20 or more, every gift a 5, 20 or less, get 1 for every six parts, dealers have purchase. In order to increase purchase volume, low-cost goods will be thrown in the hands of the market, causing the market clutter, and this lack of response to food companies care system, Ren Qicheng long stretch, and finally out of the market by competitors. Exhibition goods.
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