Fertilizer sales program in 2017_Promotional activities planning book

Fertilizer is closely related to agricultural production by the state's regulatory factors are more affected by the policy side of the influence is relatively large. Fertilizer market opening time is later than other chemical industries, while the degree of openness is also lower than other chemical industries. Here is my fertilizer sales program for you to organize, take a look!

Fertilizer sales program Part 1

As a qualified agricultural fertilizer sales staff, first of all, should have the most basic marketing knowledge, but also to have a systematic understanding of professional knowledge, including the composition of a variety of products, as well as the strengths and weaknesses of the various brands of the point, the pricing system, the market strategy, the development of the industry, the industry's regional market situation, the capacity of the market, dealers, The influence and demand of each channel ring on the industry, such as distributors, retailers and consumers, is undoubtedly a blind man feeling the elephant if he does not master these basic conditions.

In sales, market development, before talking to customers, these basics are essential, and only after understanding this basic information, the industry has a comprehensive understanding of the whole, is considered to have a basic certificate of entry. For the market to understand the understanding of knowledge, there should be a correct attitude and the right way. For the specific target regional market, can not just stay in the visit a few wholesalers in the industry, or according to visit a few wholesalers on the information to determine the positioning of the market.

Through the regional market to understand the various aspects of in-depth grasp, including the regional market. Industry product channel flow, the regional market wholesale market, the core retail market, the county market composition, the regional market, the industry characteristics of the industry, while mastering the regional market, the core customer specific business status, management level, business ideas, economic strength, network resource advantages; so that the overall market is considered to have a comprehensive in-depth understanding and awareness; only then can the development of customers have a purpose, targeted, and proactive. The only way to develop customers is to have a purposeful, targeted, proactive work.

Regional managers should avoid the first to a new market, the rush into the large and small stores to cooperate in the negotiations, or the delusion of an overnight talk into, or dreaming of a once-and-for-all customers within reach, the blind stumble upon a dead rat's fluke mentality is not to be. Through the industry awareness, market understanding and other basic skills of the hammer, for the regional market has an in-depth and comprehensive understanding of the understanding of the market will have a clear understanding of the target customers, this time according to the conditions of our selection of cooperation customers, the target potential customers to rank.

In the formal visit to the customer before, there is an important thing to do, that is, for each target customer to do a targeted business plan, the content of which includes the customer's current business analysis, strengths and weaknesses in the industry, the need to enhance the aspects and places to be improved. On this basis, combined with our branding program and marketing ideas, we analyze our brand in combination with the customer at the same time, can give the customer a positive impact and the promotion of their business to enhance.

In the business plan to pay special attention to the customer, the market, the combination of three aspects of their own brand, especially reflecting our brand marketing program can bring customers business and image enhancement, even if it is too late to do such a formal business plan, at least in the visit to the customer before to straighten out the idea of recognizing the direction of cooperation with the customer, the layout of the market planning, the location market Operational thinking. Only standing in the customer's point of view and thinking to consider and examine the significance of cooperation, there will be a correct and reasonable state of negotiation.

After the preliminary preparation and input, the formal customer visits on the agenda, since the customer gave us an opportunity to show the product, to explore ideas and market planning, then we have to make good use of such an opportunity, so that customers correctly recognize, understand and accept our brand. Regional manager to meet the customer time should be arranged as much as possible in the customer's business is not too busy period, while as far as possible away from the customer's business store, at least to fight for the customer's office to talk about, so that the customer will have the energy, time, and mood to seriously listen to the regional manager to introduce products, brands, market ideas, business plans, so that customers can comfortably understand the brand to his business to bring the promotion and positive Positive impact, especially in the market network development, our market investment, the overall annual business volume, as well as customer profit margins and profit volume analysis.

We have to make full use of the advantages of our products, brand promotion ideas, market advertising, promotional materials investment, as well as personnel to follow up the market, professional image of the industry to impress influence to persuade customers. The business plan will objectively show the customer, perhaps the customer in the heart of the reserved side, this time to give the customer a space to think, so that the customer seriously and comprehensively correctly consider each other hand in hand will bring their own business and image enhancement, and seriously understand the positive significance of cooperation between the two sides.

According to the actual situation of the visit, the visit of each customer has been carefully combing the queue, seriously consider the intention of the customer on the brand's needs. Then according to the situation after combing, make different follow-up plans for different customers, especially the first target and the second target intentional customers, should be more serious to make follow-up plans. At the end of the visit, in the farewell time should be left for the next visit, agreed to the next visit, or for the next negotiation to create opportunities for cooperation at the right time for the specific conditions to reach **** knowledge, to further orders to pay or even sign a comprehensive cooperation agreement to advance in the direction.

Regional managers put all the hope on a customer is the most dangerous and stupid behavior. It must be clear that the most important thing is who is willing to work with us, by us to determine the customer; rather than we are willing to work with which customers, the loss of initiative. To determine the list of customers who agree to cooperate with us willing to select the best, one by one with each prospective customer car rounds of negotiations, always grasp the initiative to negotiate, the use of exclusionary, and ultimately lock the customer.

Fertilizer sales program Part 2

The current pesticide companies are decreasing, fertilizer companies gradually increase. In the current state of relative saturation of fertilizers, improve sales became the most important challenge faced by various enterprises and agents, how should we do? Promotions have become a simple and effective means, according to my personal insights and experiences, the promotional methods contacted, as well as the pros and cons of the exchange with you.

First, gift promotion

At that time, my age is still very small, a more famous enterprise in Linyi has another trademark, when the advertisement is also more powerful, in the immediate fertilizer season, with the enterprise promotional car with a towel, ringing music, when the farmers are more curious, out of the onlookers, coupled with the presence of local dealers, the enterprise personnel to the farmers to explain some of the farmers to take advantage of the psychological - ordering a cheap - and the use of the farmers! Take advantage of the psychology of the farmers - ordering towels, anyway, to the season, it is time to use the fertilizer, farmers have been generous, paid a deposit or full payment, when the credit is not serious. The promotion naturally grabbed the lead, and the chances of success were greater.

Advantages and disadvantages

With the help of the farmers' psychology, one step ahead of the others, to complete the promotion and also get a good profit, at that time, because of the promotional activities have just begun, so it is more successful, but the way of aging, in order to be unsuitable for the current market form.

Second, the arts and culture to the countryside promotion method

The rise of this method has been five years, the use of evening song and dance performances, attracting farmers to come to watch, intermediate links to a? Exaggerated explanation of the efficacy of fertilizer, coupled with gifts to attract farmers, if necessary, the local dealer to go up to guarantee the quality of a dealer and then find a few? The dealer will find a few more? to confuse farmers, and then they swarmed up, up? Snap up? The first thing you need to do is to get your hands dirty.

Advantages and disadvantages

At that time, this way to effectively gather people, can capture the psychology of watching, plus explain the atmosphere is better, the success rate of ordering is relatively high. But because most of the agronomists are fake, exaggerated efficacy, easy to fall into the aftermath, people get money after a pat on the butt to go away, you will slowly deal with it. This approach is more costly, invisible fertilizer prices, although there are gifts, but the smarter farmers a calculation, too much higher than others do not buy. This method just started ordering if the atmosphere is bad will fail.

Third, the expert lecture visit method

With the previous several methods of prolonged use, farmers are aware of the drawbacks, do not believe that, in order to show the strength, find a fool expert, to come to the countryside with the car, the use of pesticides, shoe brushes, and other small gifts to gather people, and then take a few farmers on behalf of the visit to the warehouse, have a meal at noon, and then go back to take the lead in the ordering, as the saying goes: "Take the short hand of others, eat the short hand of others, and then go back to the warehouse to take the lead in the order. Take people's hands short, eat people's mouth short. No way, fooled on this one! This method was often used by some small businesses, the effect is not bad.

Advantages and disadvantages

The use of farmers naive and honest psychology, eat and take embarrassed not to, there are a number of respected people to participate in, the success rate is higher. But after all, it is a fool expert, easy to make mistakes in the course of lectures, good things will sometimes be misunderstood, lectures false ingredients, I remember I encountered a construction project with a kind of things, fool teacher poured on the water solidified, and then said that the fertilizer water retention, when a farmer said he had worked with it. That's how it failed. Visit the warehouse is not good size is also easy to cause adverse effects, even if your warehouse is full of good things, on the contrary, as long as you are large, bad things farmers also believe that it is good.

Fourth, the method of walking the countryside

A variety of promotional tools are no longer used, and more and more fertilizer outlets, business is becoming more and more difficult to do, is to sit back and wait for death or to find another way out, finally, some of the wholesalers reacted quickly to think of a new way, that is, so that the retailer to lead their own or the manufacturer's salesman to go to their own homes of the farmers familiar with the use of the relationship and the really professional some of the Something to convince them, just also take advantage of the farmers are not good at shirking the psychological, complete the order, of course, there are generous gifts, after all, reduced expenses, the price will also be reduced. Familiar people after ordering will also go to the unfamiliar people's homes, said whoever ordered, and then show the order to others, after all, folks, it is not good to shirk, how to say will be ordered, even if only half.

Advantages and disadvantages

Cost savings, for a single exchange, better communication, ordering success rate higher than any other method. However. Efficiency is relatively low, a large point of the village takes several days to do, it is necessary to be divided into multiple groups at the same time, but the staff should be rationalized to avoid half-heartedness.

A few common promotional methods is probably the above several, but with the land transfer, farmers expertise continues to grow as well as the ? The wool comes out of the sheep's body? The gradual experience of these methods now have a certain immunity, then, how should we base? This is a question we should think about, especially our new era of agricultural people, we should consider how to do bigger and stronger, rather than just thinking about the money earned on the line.

In the future development of agricultural capital, want to stand firm, must do the following:

First, enrich their professional knowledge. Only than the farmers know more, in order to make them believe you, you can sell things to them, in order to earn money. When it comes to earning money, it's not a cheesy question, because that's what we're in business for.

Second, to constantly update their thinking, so that something unique to attract others. Previously, electric seed mixer, electric sprayer use I believe equipped with a store called early should benefit greatly, to the current corn seed fertilizer precision seeding machine, etc., these are essential tools we want to succeed.

Third, do not manufacture and sell counterfeit, earn money of conscience. With the national law enforcement efforts continue to increase, the popularization of science and technology, counterfeit things will not last long, the chances of being recognized, and we must take into account that we earn is the farmers' money, can not let the poor and angry they were fooled. When they know you are cheating them they will never believe you again.

Fertilizer sales program article 3

1.

Product strategy is mainly reflected in the appearance of particles, color, packaging. There are two points to pay special attention to, one to ? Appearance? Winning. Now farmers generally like? Beautiful? Fertilizer, the same variety of fertilizers out there, must be large particles, less dust, rounded, uniform, bright color fastest sales. Second, the packaging form should be diversified, convenient for farmers to buy and use. Now the fertilizer is basically 50 kg, 40 kg bag, too big and too heavy. Nowadays, rural men basically go out to work, women farming, women to carry such a heavy thing is too much trouble, and open the package as a result of a time not to be used up easy to absorb moisture and dissolve, wasteful losses. Should produce 25 kg, 15 kg or even 10 kg of lightweight packaging, convenient for farmers to choose.

2. Brand strategy.

Brand strategy is mainly reflected in two aspects, one is to set up the overall brand of domestic fertilizers, with imported fertilizers to compete. Now some varieties of imported fertilizers and domestic fertilizer prices are very different. Diammonium phosphate, for example, the market price of imported ammonium phosphate for about 2,000 yuan / ton, while the market price of domestic ammonium phosphate is only about 1,700 yuan / ton, while in fact the difference in the intrinsic quality of the two is not large. Second, to establish a good corporate brand. Now in the fertilizer market, the same domestic brands, branded than not branded sales price per ton to be higher than 10 to 20 yuan, and sold also fast. An annual output of 500,000 tons of fertilizer plant, for example, then the increase in net profit is 5 million to 10 million yuan.

3. Price strategy.

As the inner quality of fertilizer products are similar, coupled with the low purchasing power of farmers, and thus price reductions have an obvious promotional role. According to calculations, the current price elasticity coefficient of demand for fertilizer products Ep up to 3 ~ 8, to urea, for example, the sales price reduced by 100 yuan / ton, you can make the sales volume increased by 30%. Therefore, in today's fertilizer market, the prevalence of low-priced sales wind, especially enterprises to open up new markets, almost without exception are low-priced open road. But we should also see that the low price strategy is a double-edged sword, both can hurt others, but also will hurt themselves, too low a price will make their own no profit to speak of, the enterprise lost the development of innovative power, in addition, in the minds of many consumers, the price is often low and low-quality is linked together, if the price is too low, invariably on the image of the product and the image of the enterprise will have a great negative impact, so the low-priced strategy must be Be careful. On the contrary, to take the medium price strategy or even a moderate high price strategy, sometimes more to meet the consumer psychology, more successful.

4. Channel strategy.

In the past, producers can only sell fertilizer to the agricultural company, the sales channel is the only one, the State Council in 1998 after the promulgation of Document No. 39, producers can be sold to the agricultural company, but also sold to the agricultural? Three stations? The three channels have their own advantages, and should be synthesized. These three channels have their own advantages and should be utilized comprehensively. I believe that direct sales can reduce intermediate links, reduce sales prices, so that farmers benefit from the brotherhood, while greatly accelerating the recovery of payment, to ensure financial security, should be vigorously developed in the future. Producers can establish direct sales points in the enterprise surrounding areas to the village as a unit, which place needs fertilizer, a phone call, immediately send the goods over, so that not only greatly facilitates the farmers, but also can make their own firm occupation of the surrounding markets agricultural company channels is the main emphasis on the ability to operate, to ? Catch the best and put the worst? , focusing on the selection of those with strong financial strength, operating outlets, market development capabilities, good business conditions, good reputation of agricultural companies to cooperate, so that they become the regional market of the general distribution, the general agent, so that neither the loss of the market, but also can effectively defuse the business risks and improve the quality of market share. Agriculture? Three stations? The advantage of the channel is their? Experts? Identity, they are professional agricultural departments, often dealing with farmers, guiding farmers to scientific fertilization, farmers can trust, at the same time, relative to the agricultural company, their personnel and historical baggage is light, profitability, although the current stage of agriculture? Three stations? The proportion of fertilizer sales is not large, but there is no doubt that the future of agriculture? Three stations? In the fertilizer sales will play a pivotal role, the enterprise should vigorously develop and agriculture? Three stations The cooperation of the three stations.

5. Promotion strategy.

Affected by the traditional planned economy, many fertilizer companies believe that the product sales to the agricultural company on the line, the promotion work should be done by the agricultural company, this concept is very wrong. At this stage, fertilizer companies should focus on the following two aspects of the promotional work: First, vigorously strengthen the advertising and publicity, in-depth to the rural areas in the form of farmers to adopt a pleasant form of publicity products, publicity enterprises, to improve the visibility and reputation of the product, enhance the corporate image, and cultivate loyal consumers. The second is to vigorously strengthen the agrochemical services, free of charge for farmers to provide technical advice, guidance to farmers scientific fertilization, enhance the affinity of enterprises and products, so that farmers are happy to buy their own products.

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