The first half of the year has passed unconsciously, and the second half is coming soon. In order to make plans for the second half of the year, this article is a model plan for the second half of the year. You are welcome to read it for reference.
wine sales plan for the second half of the year
from my personal point of view, my work in this half year is not comprehensive and satisfactory. I think the work goal in the second half of the year should be realized by actions, not empty talk, which is difficult to be detailed, but I still want to take this opportunity to establish my own work goal, give myself a work direction, and clarify what to do in the second half of the year. It is also convenient to analyze and adjust the problems in the business process in time, and can monitor the progress and effectiveness of the work. In this regard, I will explain it from the following three aspects:
1. Review and summary of the work in the first half of the year
1.1 Responsible area (Agricultural University/Taohai Commercial Pedestrian Street/Nightclub on Heping Road of Normal University)
the total number of nightclubs in the region is: 115 snowflake coverage: 75 Yellow River coverage: 41 Qingdao coverage: 1 Jinwei coverage: 1 Yanjing coverage: 1
The beer capacity in the region is: 2311KL snowflake possession: 1271KL Yellow River possession: 951KL Qingdao possession: 21kl Jinwei possession: 35KKL Yanjing possession: 25. Under the guidance of the manager, strictly implement the distribution system of the company's channel segmentation, improve the service capacity of the existing primary channels, and weaken the secondary channels in order to effectively grasp the terminal. 2. Implement various promotion policies to the terminal, and implement them flexibly according to different terminal conditions, so as to reduce the terminal's dependence on policies and control the sales price of products. Distribute points in streets and key areas to improve the meeting rate between products and consumers and increase product awareness. Therefore, the regional coverage increased from 61% last year to 65%, and the share increased from 52% last year to 55%.
1.2 Promoter Management
Adjustment of sales task in 1.2.1. In the past, the task of the promoter was limited to the working hours, but now it is adjusted that the sales of the whole store and the whole month are closely related to the promoter, which urges the promotion to make use of the spare time to do a good job in all the customers in the store, publicize the corporate culture and improve the sales.
1.2.2 time and mode adjustment. Originally, the number of promoters was basically fixed or temporarily changed, so there was no planning. Now it is adjusted to promote one person every three stores, one store every month, and three months. Fully mobilize the enthusiasm of promotion, and pay attention to three trends at the same time.
1.2.3 give irregular training to all office sales promotion personnel, and conduct practical exercises on etiquette and wine promotion.
1.2.4 organize group activities for many times to enrich life and unite teams.
1.3 refined wine sales
1.3.1 product structure adjustment. Controllable management of refined wine price system in the terminal, highlighting refined wine products suitable for the consumption power of the area according to the different consumption levels in Anning area to meet the needs of consumers.
1.3.2 product replacement. Due to the low profit of selling refined wine affected by the consumer groups at the terminal, some terminals gave up the sales of refined wine. Under the guidance of the manager, we replaced the sales of Snowflake 99 with Snowflake Refreshing or Snowflake Raw Juice Wheat in small and medium-sized bars according to different situations.
1.4 Administrative Work
1.4.1 Summarize and analyze the sales business copy under the guidance of the manager and report it. And the follow-up and coordination of sales business.
1.4.2 Collect, summarize and follow up the sales information, and then report it to the manager for communication and analysis in time.
2. Problems and shortcomings
2.1 Personal factors.
2.1.1 Since I was the head of the office, the manager has given me many opportunities to exercise, but so far my theoretical knowledge and practice are still not well combined, especially my theoretical knowledge is still lacking.
2.1.2 I have been doing sales copywriting for a long time, but I am not very sensitive to numbers.
2.2 Emotional factors of consumption
2.2.1 The area is a college student area, and the consumption tolerance is limited. The consumption of refined wine is mostly based on emotional consumption and cannot be consciously consumed, which is our next step to break through.
2.2.2 It is another obstacle for us to highlight the good quality products that consumers can trust in the case of numerous beer brands.
2.2.3 For 81% of consumers, the knowledge of beer is almost blank, not to mention the differences. I just think that carton wine looks respectable, which is another barrier that we can only sell.
2.3 blank terminal
Although I often visit the terminal and many bosses are familiar with it, I have never found a good breakthrough for Snow Beer to enter the sales.
3. Main work objectives and improvement measures in the second half of the year
3.1 Regional market
3.1.1 The coverage rate of snowflakes in the original regional market will be increased to: 71%, and the share will be increased to: 61%
It will be improved through the following points:
3.1.1.1 Blank terminal: continue to increase the number of terminal return visits, and do a good job in customer relationship.
3.1.1.2's existing terminals: boost sales through rich and flexible promotional activities, so as to consolidate sustainable development.
3.1.2 At present, there is a major task to help Xiao Sun, a new business, adapt to the company's sales and improve his business as soon as possible. I will patiently answer the difficulties encountered in my work and give appropriate guidance to help him adapt to the company's sales business as soon as possible and highlight his performance.
3.2 Continue to improve the sales volume and profit of refined wine
3.2.1 In some regional terminals with good consumption capacity, which mainly focus on the sales of products above Snowflake Bingyong, we will make the middle and high-grade products better and stronger through product vivification and profit analysis.
3.2.2 In the terminal with general consumption capacity, which is mainly sold by Snowflake Shayong, sales promotion is used to stimulate consumption, and beer knowledge propaganda is carried out to make it consume medium and high-grade products as much as possible, and make the mid-range beer bigger and continuously improved.
3.2.3 based on the poor consumption consciousness of refined wine, the regional terminals with poor consumption ability who don't know about refined wine and the company are gradually transformed into the consumption of fresh snowflakes and original juice wheat through word of mouth of business promotion.
3.3 Transformation of business literacy
3.3.1 Enhance terminal sales confidence
3.3.1.1 Enrich our knowledge and beer knowledge, and then copy the company culture and beer culture to the terminal, so that the terminal can introduce snowflake products to consumers with full confidence.
3.3.1.2 maintains a high degree of consistency with the company, and does not engage in small teams or complain about the company, so that terminals and consumers can see that an enterprise with a good culture
3.3.2 Improve its professional ability
3.3.2.1 Proactively infiltrate and copy the outside world to improve the culture, and resolutely deal with those that are not conducive to the marketing department and the company.
3.3.2.2 doesn't denigrate competing companies or products in front of end consumers
3.3.3 Keep promises
First, for merchants, second, for terminals, and third, for consumers, what is promised must be fulfilled quickly. The premise for others to believe in snowflakes is to believe in people in the company.
At this point, the summary plan for the work may not be comprehensive, but I will list the plans of the day one by one every day. I believe that the daily plan serves my overall goal, so I will do it well in a down-to-earth manner.
the second half year plan of liquor sales
improve their business ability, do a good job and ensure the completion of the sales task of _ _ _ million yuan. The specific liquor sales plan is as follows:
1. Study hard to improve business quality
First, take the time to learn liquor marketing knowledge through various channels, and learn some successful marketing cases and cutting-edge marketing methods, so that your marketing work has certain knowledge support. Secondly, I often consult, communicate and learn from company leaders, regional businesses and marketers in other industries in the market, so that I can greatly improve my business level, market operation and grasp, interpersonal communication and other aspects.
2. Further expand sales channels
The sales channels of liquor market are relatively single, and most products are sold through circulation channels. In the second half of the year, under the premise of doing a good job in circulation channels, we should further expand to supermarkets, restaurants, hotels and group buying channels. In the second half of the year, we will mainly do more work in the three systems of industry and commerce, education and forestry, which have more system numbers and reception tasks, and gradually penetrate into other enterprises and institutions.
3. Do a good job in market research
Make further research and exploration on the market, record all kinds of data in detail, improve all kinds of archive data, and make some analysis and countermeasures supported by stronger data, making them more scientific, so as to make up for the lack of experience and sensory understanding. Understand and master the sales situation of the company's products and other liquor brand products and the trend of the whole liquor market, so as to cope with various market conditions and adjust the marketing strategy in time.
4. Work closely with dealers to do a good job in sales
Assist dealers to fully expand the sales network and tap potential consumer groups while stabilizing the existing network and consumer groups. Whenever a dealer gets angry, he must be thick-skinned. Listen to his complaints, and you can't explain the reasons first. He is angry and just wants to get angry, so let him be angry. At this time, he must endure any grievances. When he is calm, explain the reason to him, make him understand that the fire just now should not be made, and make him feel guilty. When you encounter something that dealers can't understand, you must explain it carefully. You can't break the jar and break it. Let it develop and learn to control the development of the situation in various ways.
Finally, I hope the company leaders will give me more criticism, guidance and support in my future work.
First, it is necessary to further expand the production scale, focusing on expanding the production scale of Maotai-flavor liquor;
second, to do a good job in market sales, the first task is to do a good job in the sales of maotai-flavor liquor;
plan for the second half of wine sales
1. make monthly and quarterly work plans. Make full use of existing resources and make every effort to explore the advertising market to the limit. In view of the limited number of our terminals at present, while striving for launching, we will also do more paving work for the future market and strive for more customers with large volume and long-term launch to participate. According to the growth of the number of terminals, the work strategy is adjusted and new fields are developed.
1. In the first quarter, focusing on paving the way for the market and promoting the market, we will expand the popularity and speed of Qianchao Liquor Company. Because it is in a special period of two festivals, many units have completed their publicity plans, and after the festival, they will still be in a low advertising season. I will make full use of this period to supplement relevant knowledge and step up contact with customers' feelings, so as to form a strong customer group. Appropriately find smaller customers to put advertisements in, but I expect that the other party will ask for a very low discount or pay the advertising fee with goods.
2. In the second quarter, because of the "May Day Labor Day", the advertising market will usher in a small peak period, and with the weather getting hotter, advertisements for summer drinks, toiletries, anti-mosquito products, etc. will be developed as the focus.
3. In the third quarter, during the "Eleventh" and "Mid-Autumn Festival" festivals, the advertising market will bring a good start to the second half of the year, and some liquor products will join the advertising ranks. Moreover, with the increase in the number of terminals laid by our company, some long-term customers with large investment can gradually infiltrate in, making full preparations for the advertising war at the end of the year.
4. The advertising work at the end of the year is the peak period of the year. In addition, our year-long terminal laying and customer promotion, I believe it is the most enthusiastic time for our advertising department. With the increasing number of wedding people in winter, some wedding services and wedding supplies will also join the ranks of advertisements, and the advertising atmosphere of two festivals will also follow in this environment.
I will do a good job in customer development according to the actual situation and time characteristics, and adjust my working ideas in time according to market changes. Strive to achieve the advertising quota!
second, make a study plan. Doing market development needs to constantly adjust business ideas according to the constantly changing market situation. Learning is very important for business personnel, because it is directly related to the pace of a business person's advancing with the times and the vitality of business. I will adjust my learning direction as needed to supplement new energy. The product knowledge, marketing knowledge, delivery strategy, data, media operation management and other related advertising knowledge of China Education General Network are all the contents I need to master. Only by knowing ourselves and knowing ourselves can we be invincible (I also hope the company will give our business personnel support in this respect).
third, strengthen their own ideological construction, enhance overall awareness, enhance sense of responsibility, and enhance team awareness. Proactively do the work to the point and implement it. I will do my best to reduce the pressure on leaders.
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