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专栏天地: 刘雷-赢在终端 实战营销


  全文 加多宝红罐改金罐,改出金灿灿 (李传玖,中国营销传播网,2016-08-03)
加多宝由“王老吉”改名“加多宝”,事前事后在传播上做足了功夫从而有效衔接,像“还是原来的配方,还是熟悉的味道,全国销量领先的红罐凉茶改名加多宝”也算是广告语中的经典之作。稍后又把加多宝红罐改成了金罐,这一改,改出了一条金灿灿的金光大道,不愧?... ... (阅读: 8168,行业: 食品/饮料)

  全文 终端拜访套路全解 (刘雷,中国营销传播网,2016-08-03)
终端拜访是营销From EMKT.com.cn活动中很重要的一个环节,作为销售的基础工作,历来被众多的厂家所重视,可以说在厂家对销售人员的考核指标、业务培训,日常工作要求中终端拜访无一列外的被其列入主要和显目的位置,这是因为销售促进靠它、新品推广需要它、客?... ... (阅读: 7983,行业: 其它)

  全文 2015年新品策略:让你的产品多些人情味 (刘雷,中国营销传播网,2015-04-13)
2015年产品营销From EMKT.com.cn的主旋律依然是好品质、好包装、好传播、好好玩 的主要方向。同质化的品类创新外,更关注产品与人之间的沟通,俗称有人情味的产品更容易受到追捧。 没有鲜明特色的追逐会越来越难生存。即使是产品产品,也需要面临二次升级,山 ... ... (阅读: 6564,行业: 其它)

  全文 生动化建设推动,执行为何屡不到位? (刘雷,中国营销传播网,2014-11-21)
生动化建设是通过有效的环境规划、气氛营造、商品陈列等手段使企业的产品在末端通路即销售点更加能吸引消费者光临,刺激消费者的购买欲望,最终促成消费者购买,实现整体销售的迅速提升。厂家的生动化建设活动的执行对于一线品牌来说是重要的行销活动,是拉动?... ... (阅读: 6572,行业: 其它)

  全文 给员工“洗脑”请适度 (刘雷,中国营销传播网,2014-10-22)
从企业角度而言,洗脑或许是必要的,但一定要把握好洗脑的度,选择合适的洗脑手段。洗脑需要方法,过犹不及。 (阅读: 6812,行业: 其它)

  全文 经销商,团队管理没那么简单 (刘雷,中国营销传播网,2014-09-09)
不少商贸公司初创阶段跑江湖的时候很溜,上了大舞台反而无所适从。由此可见,经销商的管理升级,应从团队管理做起。 (阅读: 6591,行业: 其它)

  全文 终端促销,策划者你在意淫吗? (刘雷,中国营销传播网,2014-06-12)
现在几乎没有一个厂家不在做终端促销,但企业的促销方式却几乎大同小异,跳楼价、厂家直销特价、买赠,甚至是搬迁特价等。日渐理性的消费者很难再感冒,因为很多商家的促销设计都是自己单方面的“意淫”,并且鱼龙混杂,抄袭、虚假等很没有诚意,这样的终端促?... ... (阅读: 6968,行业: 其它)

  全文 打好线下一张底牌,救救我们的门店 (刘雷,中国营销传播网,2014-05-13)
线上线下除了价格竞争外,服务的竞争也愈发猛烈。线上从客服“亲亲我我”不厌其烦地沟通柔度,到发货速度、包裹安全的进一步优化,再到不满意就投诉退货的主动权,让消费者真正感受到了“上帝”的感觉。 虽然目前电商的消费者对价格敏感程度最高,但购物体验?... ... (阅读: 7680,行业: 其它)

  全文 传统行业产品的“互联网思维” (刘雷,中国营销传播网,2014-04-18)
营销From EMKT.com.cn圈子最近一段时间一直在热议“互联网思维”,那么到底什么是互联网思维呢?互联网思维的概念简单理解就是要对传统的工业思维进行颠覆,消费者已经反客为主,拥有了消费主权。消费者的消费需求升级对产品的要求提出了更多的要求,换句话说?... ... (阅读: 7380,行业: 其它)

  全文 厂家业务人员如何在经销商团队中建立威信 (刘雷,中国营销传播网,2014-03-18)
厂家业务人员与经销商的对接是有效开展合作的开端,和经销商业务团队的接触和管控是对自己产品销售有效开展的纽带,经销商的业务团队能够服从厂家人员的领导和派遣,会让自己的市场工作开展起到事半功倍的效果,没有经销商业务团队的支持和发展,做好区域市场?... ... (阅读: 6799,行业: 其它)

  全文 培养“快”素质”,助力“快消业”新兵成长速度 (刘雷,中国营销传播网,2014-03-17)
快消品行业是销售行业竞争较为激烈的行业之一,其企业之多,人员之多,市场的需求变化之快,促使其企业在选择业务人才的时候很纠结,想找到称心如意的人才很难,从业务的角度来说,做好销售也很难,这个行业也是涌现出营销From EMKT.com.cn高手的行业,从可口?... ... (阅读: 6849,行业: 其它)

  全文 “大商”渠道扩张,也需要悠着点 (刘雷,中国营销传播网,2014-03-11)
大商一般都是经销商群体中的佼佼者,一般销售最低规模千万以上,甚至数过亿不等。在当地属于行业中的龙头老大甚至全省、全国闻名。充满光环。 这类经销商经销多种一线品牌产品,甚至垄断一个品类。他们资金实力较强,渠道掌控力也较强,在自己熟悉的渠道中如?... ... (阅读: 6924,行业: 其它)

  全文 致那些“不再青春”的经销商们 (刘雷,中国营销传播网,2014-01-20)
一边是年轻经销商群体的崛起,一边是这些经销商的“未老先衰”。刚刚创业时,不是凭借着睿智和胆气,而是依靠先进的销售经验小有成绩,暂时超越了一些“老式”经销商。于是,就有些浮躁。这样的浮躁表现出来却是过分低调、过分老成、过分套路、过分严谨。这类?... ... (阅读: 8706,评分: 10.00分/1人,行业: 其它)

  全文 导购话术 别太“成交控” (刘雷,中国营销传播网,2013-12-13)
门店竞争激烈,网From EMKT.com.cn购疯狂侵蚀,生意越来越难做,门店的管理者和销售人员个个“鸭梨山大”。从店外的“吆喝拉客”到店内的“疯狂促销”,从穷追不舍地促成交易到倍感无助地无奈收场,整个环节俨然战场。然而实际效果如何?对待一些冲动型的客户?... ... (阅读: 7535,行业: 其它)

  全文 经销商的借“人”之术 (刘雷,中国营销传播网,2013-05-28)
厂家和经销商之间的人员借调,更多是一种相互借“势”。 一旦建立良好的层级合作,基层的厂家人员会对经销商尽职尽责,上层的人员同样能听到内部的正能量经销商信息,再支持发展方面会更加顺畅,不能尚未“借”人,已经失人。 江苏某城市的经销商薛总今年32?... ... (阅读: 7299,评分: 8.00分/1人,行业: 其它)

  全文 销售新人前期如何有效进入管理经销商状态 (刘雷,中国营销传播网,2013-03-25)
销售新人从基层线路业代到管理经销商的过度是其职场生涯相对重要、也是较难的一个环节,原因是现在厂商关系的处理需要很多细节和经验,新人无从入手,一是没有老业务他们老练,也很难短期内和经销商达、打成一片、业务开展顺畅无阻。也没有资深的业务能够熟练?... ... (阅读: 7475,行业: 其它)

  全文 如何提高经销商团队的铺市效果 (刘雷,中国营销传播网,2013-01-21)
依靠经销商的销售团队进行新品铺市,如果不能调动他们的积极性,新品推广就会陷入僵局。 厂家与经销商公司合作的时候,新品上市的铺市工作尤为重要。经销商公司一般都经销多个品牌,新品上市的推动如果不力,很可能导致经销商人员对新品不感冒,从而不尽力完?... ... (阅读: 7474,行业: 其它)

  全文 企业和经销商——从朋友到盟友 (刘雷,中国营销传播网,2012-11-05)
朋友:三碗水酒、一腔热血,讲得是义气和感情;盟友:目标相同、荣辱与共,讲得是发展共赢。企业要想持续发展,和经销商成为朋友还远远不够,更要成为盟友。 (阅读: 7242,行业: 其它)

  全文 业务员招商“侦查”四步骤 (刘雷,中国营销传播网,2012-09-26)
“工欲善其事,必先利其器”,新产品若想成功打入新市场,必须对市场有充分了解。如何了解市场?怎样招商更高效?可以学学市场“侦查”的四步骤。 在这个“招商难,难招商”的时代,经销商已经不再缺少产品,而是缺少适合他们公司、适合当地市场的盈利产品。 ... ... (阅读: 7577,行业: 其它)

  全文 执行力打折背后的“后方”隐患 (刘雷,中国营销传播网,2012-06-20)
执行力的问题,是一个很流行但又很尴尬的问题,流行在于现在几乎所有的企业都在强调执行力的好处,似乎都在做执行力的问题研究;尴尬的是除了一些大企业执行力相对有些起色以外,很多正处于发展阶段的二三线企业的执行力问题一直差强人意,领导在反复责怪下属?... ... (阅读: 7453,行业: 其它)



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  刘雷,营销科班出身,著名实战派营销人。多年快销品实战营销经验,历经民营上市公司、国企上市企业、私营成长型企业等多重实战洗礼。信奉实战到位,步步为赢。既要讲的出,更要做得到。深化执行细节,落实执行标准,坚持做可执行,可量化的营销策划管理。实战领域:产品和市场定位、经销商的开发和管理、业务团队的建设和管理、金牌团队打造、区域市场渠道设计、新品推广和提升、市场精耕拓展、销售实战心理学应用等营销实战领域。营销类实战、评论类文章散见于《中国营销传播网》、《全球品牌网》、《中国广告人》、《销售与市场》等数十家知名营销网站专栏作家,作品发表营销刊物:《销售与市场》、《糖烟酒周刊》、《华夏酒报》、《新食品》、《中国美妆》、《调味品经销》等多家专业营销类杂志报刊。欢迎行业人士交流:邮箱:manliulei@163.com 、QQ:327322702、个人主页:http://blog.sina.com.cn/manliulei

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