Summary of the phased market work in 2019

Today, the general manager said that the market work was not careful enough, and I suddenly felt embarrassed. The market area that I am responsible for is very large, and the number of customers has reached more than 8,000. In the process of visiting the market, I just picked some big customers to visit and maintain, and the small customers basically did not visit. If the market is meticulous, then when will it go? Is this the right idea? wrong! I'm wrong!

As a special fast-moving consumer goods, tobacco, in the city of Shenzhen, which is highly open with more than 200 brand products, the competition is particularly fierce. There is no difference between the channel companies and the various cigarette companies. It is unrealistic to rely on local commercial companies to carry out product promotion and distribution. Because people's experience is limited, all Chinese cigarette companies will arrange marketing assistants in one area to assist in product promotion and maintenance, market information collection, The formulation and implementation of promotional programs. In fact, the final position of the occupation market is in the retail households. Doing a good job in retailing is the key to occupying the market and increasing sales.

Since doing a good job in retailing is the key to occupying the market and increasing sales, in the face of the large market area, the large number of retailers, the variety of merchants, the large difference in sales, and the uneven image of the storefront, how can the retail sector work in full? This problem has been bothering me since I was working at China Tobacco. The office's regulations are to visit fifteen to twenty customers every day to carry out product promotion and maintenance and simply register customer information, carry out the activities of box exchange gifts, and have a certain amount of tasks every week. Although the company's requirements and tasks can be easily accomplished and ranked among the top staff in the office, I know that there is still a lot of potential in the market that has not been developed.

The potential of the market has not been developed. I have reviewed the reasons for this: 1. The conditioning of the work is not clear enough. The geographical segmentation of the market is not carried out. Every day, the areas with relatively blurred boundaries are visited. This will definitely lead to blanks in the visit; 2, familiar with the market, in the process of visiting the market every day, go straight to the familiar big store, and the relationship with the boss, drink tea chat. In fact, such a business relationship has been put in place, the product has been fully on the shelves, sales are also stable in a certain range, the space for growth is limited, only simple maintenance work can be done, do not have to spend too much time here, time should be more Spending on new customers who are not on the shelves; 3, neglecting small households, small households in the hearts of most people will be considered to be only able to sell low-end cigarettes, will think that the owner's attention to high-grade smoke is not high, the actual situation and This is not the case. It is precisely because of the attitude of the business company account manager and the assistant manager of the China Tobacco Industry Market that the information of the new products is relatively closed to the small merchants, but some shopkeepers who know the new products have shown great enthusiasm, not to mention the enthusiasm. China Tobacco Company has high-middle and low-end products, do not sell low-end products? Although the shrimp is small, it is also a fish! 4. For retailers lacking the promotion of product knowledge and lack of guidance on retail sales techniques, many retailers do not know the characteristics of the cigarette during the process of selling cigarettes, and they all have the concept: What is the introduction of smoke? What kind of smoke does the customer want for him? This is not entirely true. In fact, a large part of the current best-selling cigarettes have been accepted by the market after being introduced. 5, not enough attention to the display of the product, the amount of display on the market is too small, in the case of the possibility, did not strive for a good display position. 6. In such a monopolistic industry, the requirements for oneself are not strict enough and there is inertia.

The reason I think of the above six points is that I will correct the above six points in the future work. I believe that the market share and sales volume will definitely increase by a large margin.