How to do a good job in channel sales?

Channel sales refers to the sales work in the form of channel sales, which mainly refers to how to develop and select distributors, how to assist distributors in marketing and daily maintenance, and how to put forward corresponding price strategies, channel strategies, promotion strategies, packaging strategies and product strategies according to market changes, effectively encouraging distributors to grow together in the sales process and handling some market conflicts. To really do a good job in channel sales can be carried out from the following aspects:

First, the formulation of channel sales targets:

It is extremely important to set the channel sales target, because after the sales target is set, the resources invested by the enterprise, such as the resources for implementing the strategy, advertising and promotion expenses, the marketing personnel hired, the marketing channels adopted, the products to be produced, and the set inventory, are all aimed at achieving the sales target.

The setting of sales targets should follow the following principles:

1) According to the sales amount of the previous year, determine the sales amount of the current year according to a certain growth ratio.

2) The sales target should be reflected in the specific month, and the responsibility should be implemented to people, quantified to people and subdivided into specific work.

3) Weigh the relationship between sales target and profit target, optimize the commodity structure, and subdivide the commodity sales target into commodities at all levels, so as to better control the relationship between commodity sales and profit.

Confirmation of the sales target can help you find the sprint target, and also provide a basis for tracking the sales target, which is conducive to the smooth achievement of the sales target.

Second, the sales channel analysis:

Through the analysis of sales channels, compare the differences between enterprises and target competitors in commodity turnover, market coverage, cost change trend, etc., understand the various connections in their own channels, and master the details of performance indicators such as price, delivery date, income and inventory turnover rate. When analyzing channel sales, we should not only know our own situation, but also know the channel types used by major competitors and the market share of each channel, and compare these data with our own situation, and get the relative profitability, growth rate and market coverage of each channel through analysis. At the same time, it also analyzes the sales channel according to the target, in order to prepare for further making the channel sales plan.

Third, the formulation of channel sales plan:

Channel sales plan is a series of processes and plans to directly realize channel sales revenue. Therefore, the channel sales plan is to formulate the sales target amount according to the sales forecast, and then implement the distribution of sales tasks in order to achieve this goal, and then formulate the sales budget, and plan to reach the sales quota in a certain period of time in the future. Channel sales objectives should be "qualitative" and in line with market reality; The channel sales plan should meet the market demand in quantity. ?

Fourth, the implementation of channel sales:

The implementation of channel sales is actually the implementation of channel sales plan.

Through the implementation of the sales plan, achieving the sales target is also the best test standard for the effectiveness of the sales plan.

Optimization of verb (verb's abbreviation) channel sales;

1, after the implementation of channel sales, we should sum up the experience and lessons of channel sales, constantly optimize working methods and improve working ability.

2, channel management, environmental conditions, sales methods and other requirements for the optimization of sales channels.

3、? Problems in the sales process, conflicts between risks and sales work and plans, or contents that need to be optimized.

4. Other work that needs optimization.