Hello,

I'm in the sales of drinks. The specific sales are divided into different channels. He asked you to visit the hotel, probably because he wanted you to be the owner of the hotel.

The following is the information I gave you, which I hope can help you

Part I: Pre-market research

Main work contents: familiar with the terrain, access research, product research, media research

1 familiar with the terrain

Buy a local map, visit the local terrain according to the map, and divide it into commercial areas, residential areas and administrative areas, so as to get familiar with it in the shortest time

. To have a graphic concept of the terrain

2. Investigate what stepping on the spot is: through planned visits, understand the number, distribution, characteristics and grades of retailers in the sales area. Purpose:

A. Provide a basis for determining the sales target.

B, provide a basis for making a network development plan

C, for determining the number of promotional products in the channel

D, for making a point-of-sale standard plan

E, so that sales personnel can have an intuitive understanding of the regional market

F, and provide a basis and chips for dealer management. Making a sales map

(1) Understanding local dealers

(2) Screening and determining prospective customers

(3) Understanding prospective customers' business structure

(4) Understanding prospective customers' network power

3 Investigating competing products

Understanding competing products' sales models and dealers' understanding of competing products' advertisements and promotions

4. The purpose of media research is to provide information for advertising.

2. Randomly intercept the target consumers for investigation.

3. Check the statistics again.

4. Investigate the media and time periods that local target consumers pay more attention to.

Part II: Determine the channel structure

Main contents: Target market channel structure analysis Target market customer resources analysis Determine the channel structure

1. Target market channel structure analysis

According to the previous market channel research and competitive product channel research, we can know the channel structure of the target market and the channel structure of competitors

. When determining our channel structure, we should give full consideration to the general direction of the channel in the target market, and establish our own product channel according to the channel structure of competing products

2. Analysis of customer resources in the target market

Analyzing all customers in the target market will help us to know more about the market channel, determine channel members, establish a reasonable channel structure, and provide a basis for the next customer determination and network distribution. There are several types of customer resources:

- dealers

- super-high-end hotels

- large hotels

- mid-range catering

- specialty catering

Part III: Identifying hotel customers

Main contents: auxiliary tools for visiting prospective customers, preparation activities before visiting customers, and two aspects of customer communication

. Customer

1. Visit the relevant documents, product approval documents, implementation standards, price approval documents and other samples of the auxiliary tools company of the prospective customer, price reports and sales forms of products of different specifications, company profile and related information of products, promotional materials of terminal entry (expense) contract model products, The promotion and promotion scheme of advertising or promotional materials products in other successful markets by terminal promotional materials company

2. The preparation activities before the visit simulate the product display, and get the best display effect. Familiarize yourself with the sales situation of related products in the local market, the promotion means and the situation of local distributors again, make an appointment by telephone to visit the time and place, and understand the relevant background information such as the experience, hobbies and family of the business leader of the prospective customer

3. Visit the customer

Initially. Stage 1: Departure-Seating. The second stage: display-communication. Stage III: Reaching Intention-Leaving

The following are the detailed basic etiquette, process, skills and key points of these three key stages. (There are too many things to write, so you can consult relevant materials)

Part IV: Hotel product marketing

Main contents: effective marketing and listing, mastering the marketing rhythm and process

Part V: Hotel terminal construction and maintenance

Main contents:

Sales terminal construction

Terminal promotion

Development of group purchase resources

.

2. Fill in the Daily Work Report every day when you are away on business trip, and submit the Daily Work Report together when you return to your residence.

Submit the Weekly Sales Report, Weekly Market Information and Weekly Visit Route

Schedule to your superior every Saturday.

submit monthly sales report, work plan for next month, three-month rolling sales forecast, customer inventory report and monthly payment recovery management form to the superior supervisor every month.

2. Attend the monthly marketing meeting held by the superior.

quarterly

submit quarterly sales report and work plan for the next quarter to the superior.

report.