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  全文 一个新任区域经理在半年总结会议上的讲话(一) 热 (赵永杰,中国营销传播网,2008-04-03)
各位同事,大家好: 时间如梭,半年转眼就过去了,这半年我们区域的市场和生意如何呢?我们自己首先需要对自己盘点一下,总结经验,汲取教训,更好的实现二次腾飞计划。刚刚收到公司最新一期市场调研数据,我们的市场占有率大幅上涨,值得我们庆贺,同时也感 ... ... (阅读: 26006,评分: 8.84分/63人,行业: 其它)

  全文 工业产品渠道规划的方法、工具 热 (陆和平,中国营销传播网,2008-01-07)
渠道问题不断。。。销售经理成为救火队员  星期五的黄昏,叮铃铃。。。手机铃响了,某五金工具公司浙江区域张经理看了一眼来电显示,这个熟悉的号码今天已响了不下十次他也接听不下十次,令他十分的烦恼。在手机铃声持续了半分钟后,张经理勉强的按了接听键, ... ... (阅读: 64448,评分: 7.33分/3人,行业: 其它)

  全文 销售成长--半个月从业务员到区域经理 热 (刘连喜,中国营销传播网,2007-10-23)
都知道业务员的进入门槛并不高,可是要在一个集团公司从业务员、业务主管、城市经理、一直到区域经理,实现从做销售到做营销、从被管理到做管理的一个转变,对于大多数的业务员来说是一个很漫长的过程。 (阅读: 27904,评分: 8.13分/40人,行业: 其它)

  全文 销售十大秘笈 热 (向若霄,中国营销传播网,2007-09-21)
经常看见营销人员见到客户就迫不及待的介绍产品、报价,恨不得马上成交,听着他的专家般讲解,往往让人感叹其销售知识的匮乏,使得他的专业知识不能得到很好的发挥。 (阅读: 32870,评分: 8.38分/45人,行业: 其它)

  全文 市场部经理,为什么突然辞职? 热 (沈坤,中国营销传播网,2007-08-10)
情景案例:  公司去年的销售额是两个亿,今年却因为投资公司参与的原因而制定了六个亿的目标,虽然有这个理论依据,但公司如何去执行这个计划?各项资源的配置该如何进行?外部市场的任务增大,内部管理体系该如何完善呢?作为公司的核心部门——市场推广部 ... ... (阅读: 36611,评分: 9.32分/232人,行业: 其它)

  全文 一个销售主管的2005年终报告和2006年工作计划 热 (江涛,中国营销传播网,2005-12-27)
本年度工作总结 南京办事处在全体人员的努力下,区域业务开展工作基本顺利,全年回款额25.7万元,基中第四季度完成回款额14.5万元,占全年的56.4%,成功开发了分销商31家,终端酒店53家,回款情况如下:  1—3月   4—6月  7—9月   10—12月 58304元 ... ... (阅读: 95566,评分: 7.77分/112人,行业: 其它)

  全文 方经理的烦心事 热 (牛雪峰,中国营销传播网,2005-08-12)
方是深圳某公司的地区经理。前任经理留下的很多问题,方经理的业绩是整个公司中最差的,这个月老板对方经理下了死令,完不成50万的回款任务就地免职。而实际上方经理以前的平均回款只有30万左右,下个月的任务几乎翻了一倍,这叫方经理如何是好呢? (阅读: 56846,评分: 7.22分/42人,行业: 医药/保健品)

  全文 一个分公司经理的非常经历 热 (黄忠贤,中国营销传播网,2004-10-22)
这是一家经营时尚小家电的区域分公司,段誉刚到这里任职的时候,一切都还是好好的。但后来随着分公司进行的一次改革,整个分公司的经营就变得一团糟。下面我们听听这个分公司经理段誉的自述吧。 一、起源 一切始于顾客的来信。顾客对于我们的产品、服务或价?... ... (阅读: 38365,评分: 6.19分/32人,行业: 其它)

  全文 新市场开拓七步曲 热 (易季忠,中国营销传播网,2004-07-15)
兵法云“谋定而后动”,凡事预则立,不预则废,新市场开拓亦是如此。每开发一个新市场,必须有明确的思路和战术细节,下面我结合五年来在金健米业营销岗位工作中碰到的一些实际情况就新市场开拓问题和各位同仁探讨。 (阅读: 76506,评分: 8.10分/36人,行业: 食品)

  全文 一位营销总监半年度工作会议的发言 热 (刘同强,中国营销传播网,2004-07-09)
大家好,今天我们在这里隆重的召开这个紧急工作会议,这次参加会议包括各个地级市办事处经理和分公司的层面的各个部门负责人。 首先,请各位将手机打到震动上! 大家好! 选择这个时间给大家开这个会,考虑到上半年度已经结束,在各位同仁的努力下,我们终?... ... (阅读: 29354,评分: 5.18分/28人,行业: 家电)

  全文 《新品上市完全手册》第七章:新产品上市促销执行及控制要点(下) 热 (魏庆顾凡贺亮,中国营销传播网,2004-03-12)
新产品上市,需要消费者尽快认知、了解、产生兴趣,产生试用性购买、回购,到最后认可并忠诚使用。消费者促销是加快和实现这个过程的手段。 (阅读: 40117,评分: 8.75分/15人,行业: 其它)

  全文 《新品上市完全手册》第七章:新产品上市促销执行及控制要点(上) 热 (魏庆顾凡贺亮,中国营销传播网,2004-03-04)
促销,顾名思义,促进销售的方法。 在市场竞争日益惨烈的今天,促销已经偏离了“给消费者购买本品一个额外的理由”之本意,成了打击竞品或抢占市场份额的常规手段。尤其是新产品上市,几乎所有的工作环节都牵涉促销。 做促销不是拍广告片,各企业促销手法雷?... ... (阅读: 62854,评分: 8.08分/12人,行业: 其它)

  全文 《新品上市完全手册》第六章:新品上市执行&监控(上) 热 (魏庆顾凡贺亮,中国营销传播网,2004-03-01)
首先,让我们来回顾一下前五章的历程。从发掘市场机会→根据市场机会“订做”产品概念→到评估这个“概念”对本企业是否可行→把概念变成实物样品→计划好如何销售新品的每一步行动并做好相应准备工作。 现在“万事具备,只欠东风”,到了落实上市计划“临门 ... ... (阅读: 29937,评分: 7.14分/16人,行业: 其它)

  全文 《新品上市完全手册》第五章:新品上市的计划与安排 热 (魏庆顾凡贺亮,中国营销传播网,2004-02-26)
新品开发及准备工作完成,意味着产品已经定型,接下来要做的就是对该产品如何上市销售的策划和准备过程。 第一节  新品上市计划 真正的销售是靠销售人员来落实的,新品上市计划要给销售人员的上市给出指引和说明,其主要作用如下: 1、向销售人员介绍清楚?... ... (阅读: 38775,评分: 8.44分/18人,行业: 其它)

  全文 《新品上市完全手册》第一章:发现市场机会 热 (魏庆顾凡贺亮,中国营销传播网,2004-02-23)
除了因为产品生命周期,而“必须”进行的产品改进外,发现市场机会是未来新品开发、上市动作的基础。对市场机会的判断主要来源于三个方面: 1、把握市场大势: 寻找正在上升和即将上升的市场机会,锁定新品立项于哪一个领域。 2、对消费者的研究: 初步确 ... ... (阅读: 33579,评分: 9.17分/6人,行业: 其它)

  全文 《新品上市完全手册》前言&综述 热 (魏庆顾凡贺亮,中国营销传播网,2004-02-20)
前言:学习外企理性严谨的产品上市运作方法 外企职业经理人进入内企后往往会惊呼——这个企业怎么这么乱?市场决策怎么这么草率,这么混乱的企业怎么还能存活(早就该倒闭了)。 而事实上,国内就是有很多企业在这么“混乱”的管理状态和“草率”的市场决策?... ... (阅读: 39751,评分: 6.47分/15人,行业: 其它)

  全文 A公司终端部2003年工作总结及2004年工作思路 热 (徐应云,中国营销传播网,2004-02-17)
终端部2004年的工作目标是:1、实现新药销售回款1500万,确保毛利220万,比2003年度增长50%;2、形成2~3个畅销的、高利润的名优品种,以拳头产品来打下公司在武汉医药零售终端市场上的铁桶江山;3、构建“零应付,小应收”的账款体系。 (阅读: 47069,评分: 9.01分/82人,行业: 其它)

  全文 市场营销中如何打击对手,控制渠道? 热 (陈志怀,中国营销传播网,2004-02-13)
中国的药品、保健品生产厂家过剩,产品功能重复是不争的事实,虽然经过GMP厂验收,地标升国标以及大力推广的GAP中药材基地要求会让大批的厂家被兼并、消失,但因中国的幅员辽阔,人口众多,地域差别太大,管理职能部门关系重重,地方经济的保护等等,在一定时 ... ... (阅读: 98734,评分: 8.81分/177人,行业: 医药/保健品)

  全文 分公司如何开拓市场? 热 (陈志怀,中国营销传播网,2004-01-30)
二十一世纪的市场是一个智能营销的市场,市场上真正最需要的是集各方面知识于大成的营销人才,既能单兵作战,又能策划及执行大的营销战略战术。要有才气,虎气和义气。既会作人,又会做事,因篇幅有限,此次仅就销售市场中的一些细节于大家共同商讨。 (阅读: 67205,评分: 8.91分/237人,行业: 医药/保健品)

  全文 《经销商完全手册》第六章:人员管理(上) 热 (魏庆,中国营销传播网,2003-11-14)
话题一:经销商的业务人员管理问题表现 经销商当年白手起家,单抢匹马在市场上纵横驰骋,所向披靡,虽然累,但总是意气风发,精力充沛。 终于有一天从单兵作战变成了企业主,手下有十几个甚至上百个员工替自己做事,原以为这下可以轻松一点,却发现: ·似?... ... (阅读: 27165,评分: 8.28分/31人,行业: 其它)



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