Summary of beverage sales business

At present, the sales of carbonated drinks in the market are in a downturn. In this case, it is mainly because of the enhancement of people's health awareness that the sales of drinks need to change the sales methods. Dear readers, I have prepared some work summaries of beverage sales business for you. Please accept them!

Summary of beverage sales business 1

In this year, with the care and support of the company, with the help of the superior media resource platforms such as bus bodies and bus shelters provided by the company, through our unremitting efforts and sincere solidarity and cooperation with colleagues, we constantly developed new customers on the basis of further consolidating old customers, which not only contributed meager achievements to the company, but also exercised and improved ourselves. The work of this year is summarized as follows:

I. Achievements made

(1) Continue to coordinate the interests of the company with old customers such as "__X" and further consolidate the cooperative relationship.

Emerging forms of advertising media emerge one after another, giving customers more advertising options. As one of the company's long-term partners, "__X" has made certain contributions to the company's performance. In order to better consolidate the cooperative relationship, first, strengthen communication with customers, listen to customers' evaluation of advertising effect at any time, and understand customers' suggestions and opinions on advertising; Second, according to the opinions and suggestions put forward by customers, follow up and solve them in time, so that customers can be responsive and take customer satisfaction as their own responsibility, which has established a good image for the company in the industry and won an excellent reputation. Through proactive work, the cooperation between the company and "__X" has shown a good development trend, and the business volume has steadily increased.

(2) Actively expand new customers and provide a steady stream of power for the company's sustainable development.

How to win customers' advertisements for the company in the incentive competition of many media forms requires salesmen to achieve "four diligence", namely, eye diligence, leg diligence, oral diligence and brain diligence. Eye care is to be good at observing and discovering, collecting the preparation of related projects and the local marketing and promotion activities of products; Leg diligence means being diligent in running, on-the-spot investigation, preconceived, and winning the initiative in the ever-changing competition; Word-of-mouth is to communicate with the owners more and understand their advertising intentions in order to follow up in time; Diligent in thinking, good at analyzing the tendentious choice of advertisements from the communication with owners, and promoting the company's media resources to them in time according to the characteristics of their projects or products, guiding them to make choices that are beneficial to the company's media, and finally realizing advertising.

Through proactive work, we have expanded a number of advertisers such as "__X", "__X" and "__X", which has injected vitality into the company's sustainable development.

Second, the shortcomings

(1) communication with colleagues is not enough, and team awareness needs to be further enhanced.

(2) The mastery of relevant advertising business skills is not good enough, and the communication ability with customers needs to be further improved.

Three. Plans for future work

(1) Strengthen study and further improve business ability to adapt to the ever-changing changes in the advertising market.

(2) Focus on the overall interests of the company, enhance team awareness, give play to the advantages of the team in the development of advertising business, and improve the ability of coordinated operations.

(3) Further consolidate the advertising cooperation relationship with partners such as "__X" and provide long-term and stable business volume for the company's development.

(4) Develop new customers with more active work, increase business volume and inject continuous vitality into the company's development.

Although this year's work has made some achievements with the company's relationship and support, there is still a certain gap with the company's requirements. I believe that in the future work, under the leadership of General Manager X and General Manager X of the company, I will definitely do better through the continuous improvement and perfection of my business ability.

Summary of beverage sales II

Summary of work in the first quarter and the first quarter

In the first quarter of this year, with the efforts of all sales staff and distributors, the production and sales volume increased by 16.77% compared with the same period of last year, including bottled water by 26.4%, formula milk by 8.52%, fermented milk by 15.66%, carbonated drinks by 28.97%, juice drinks by 62.36% and tea drinks by 45.09. But compared with the growth rate of the whole beverage industry, we obviously lag behind the whole industry. The overall growth rate of beverages is 5.2 1 percentage point less than that of the whole country, of which bottled water is 2.76 percentage points less, carbonated drinks are 27.1percentage point more, eight-treasure porridge is 26. 13 percentage point more, and pure milk and fancy milk are 49.33% more than that of the whole country. The contrast is great, the fruit juice drinks lag behind 1 1.82 percentage points, and the growth rate starts to decrease month by month from 65438+ 10, and it is likely to be negative in April. Therefore, the situation is not optimistic, and there are indeed many problems, which must be carefully analyzed and improved, otherwise the planned tasks will not be completed this year, and the sustainable development of the company will be affected.

Second, the main problems at present

1 The number and operational capacity of dealers are not enough to support our sales business.

Small and medium-sized customers in China account for 67.24% of the total customers, and sales only account for 27%. These customers obviously feel that their financial strength and operational ability are not enough to help our company control the market. At the same time, they may not mainly sell our products, nor will they take our products as the main source of profits. The profits from the distribution of our products cannot meet their needs for survival and development. At the same time, 32.76% CUHK customers don't mainly sell our products, which will lead to low customer loyalty, weak network anti-risk ability and insufficient market control ability, thus bringing great hidden dangers to market sales.

Dealers and salesmen can't sell all goods.

The company believes that every product has its life cycle and a certain market capacity. At the peak, the price will definitely be low, and the profit of the manufacturer will be low, and it will begin to decline gradually. Therefore, it is necessary to constantly update products and introduce new products to make up for it. At the same time, with the continuous development of the company's scale, the requirements for competition are also higher. An annual increase of 65,438+00%-20% means an increase of 65,438+00-20 billion in sales. Without this increase, it is not enough to compete with world-class brands. Therefore, the variety of the company has developed rapidly in recent years, which should increase our sales room. In fact, because our salesmen and dealers are not used to and have no ability to play this piano well, they can't balance the development of various varieties and explore the market. The company can't develop the market of multiple products at the same time in the country, resulting in the slow progress or even premature death of new products, affecting morale and confidence, and even bringing sequelae.

Dealers affect our sales for profit.

Recently, it has been found that many dealers have intercepted the policy in order to strive for high profits, and some have given up the second batch of direct sales terminals, but they are unable to fully distribute the goods to the terminals. As a result, dealers are relaxed, doing less and earning more, but our market is lost. Recently, Yantai, Shandong and Luzhou, Guizhou are obvious examples, and the company believes that this situation is not rare. This is also an important reason why the second batch of empty warehouses are unwilling to receive goods. If we don't correct it, our market share will drop sharply, which will affect our competitive advantage. Because these provinces must seriously investigate and take immediate measures to rebuild the second batch of networks to unload goods. If the dealer is unwilling to implement it, we can clearly tell him that we will make the second batch ourselves and will not be responsible for its inventory. Since it harms our interests, of course we will not consider taking care of its interests.

4 The relationship between manufacturers is abnormal.

At present, there are many abnormal relationships between dealers and salesmen, which are mainly manifested in three aspects: first, our salesmen are restricted by dealers and do not operate according to the company's requirements; Second, dealers are bullied by our salesmen and don't operate according to the company's requirements, sometimes it won't bring losses to dealers; Third, the relationship between dealers and salesmen is too close, even becoming the same interest group, defrauding company policies and seeking personal gain. These phenomena are abnormal and must be resolutely banned! Recently, there have been several cases in which regional managers jointly sued dealers and salespeople. The company thinks this situation is absolutely abnormal and out of tune with the company's style. Once the truth is found out and resolutely investigated, the company thinks that there are any problems that can be directly reflected to the superiors, but it is absolutely not allowed to form gangs; The company believes in the actual effect, not the large number of people and superficial phenomena. All provinces should correct their customs. The relationship between our manufacturers should be frank, equal and sincere, and there should be no other forms of relationship.

The quality level of sales staff can not meet the needs of current market competition.

Recently, I visited the market and held regional managers' meetings in several provinces. I found that the sales staff above the regional manager did not understand the company's notice spirit policy in place and had almost no marketing strategy. The only magic weapon is blindly dumping at low prices. Business is getting worse and worse, and they lack confidence and passion. I think our sales team is a real team, working hard and living hard. It's a sales team that scares competitors. It's a team that produces a new product and creates a new product. When the boss of Rising Sun heard that we were going to make tea drinks, he faxed it to the company immediately, hoping that we would rather post the expenses than let us get involved in tea drinks. Now we produce a new product and lose a new product, which makes the dealers feel scared. Moreover, at the beginning, there were not so many people, and the income of sales staff was not as much as now (according to the statistics of the Ministry of Personnel, the per capita income of provincial energy managers was 224,600 yuan, the per capita income of regional managers was 9 1.4 million yuan, and the per capita income of account managers was 47,800 yuan), but the efficiency and performance were much higher than now, and according to the report before the investigation, it was not conveyed to salesmen and dealers at all levels, let alone how to implement the company's instructions and policies. Since last year, the company has formulated many rules, regulations and work processes, but none of them have been seriously implemented. Therefore, the company believes that it is imperative to quickly rectify the team and stimulate the enthusiasm and fighting spirit of the sales staff, otherwise it will be difficult to fight.

The situation that advertising is not in place and promotion activities are not effective has not been changed.

At present, there is no plan for the products sold, there is no complete promotion plan, the selling points of advertising planning are not prominent, and the phenomenon of unreasonable delivery has hardly changed. The perfunctory propaganda is ineffective and a waste of money. No one is in charge of advertising. No one knows how much it has done and how effective it is. Even all provinces have given up advertising and shifted their expenses to price promotion, resulting in a decline in brand base, inability to expand new products and a decline in sales of old products.

7 Internal and external logistics cooperation is not good, and the situation affecting sales has not been improved.

Unreasonable suspension and scheduling, delayed timely delivery, and some provinces failed to deliver goods for more than a month in the first quarter. How to realize the sales in these places? We can't grasp the rhythm of delivery at the station. There is no car when we arrive, which will either lead to a backlog or a shortage. Sales staff are overstocked by insurance policies, which affects the sales of other varieties. Dealer's prepaid expenses and policies are not fulfilled in time. Salespeople's travel expenses are not reimbursed in time, and wages and bonuses are not paid in time. These factors affecting sales are getting worse and worse, affecting the mood of dealers and sales teams.

Three. Current policy

1 Clean up and rectify the sales network

All provinces are required to rectify and improve the network according to the following requirements after analyzing the financial strength, operational ability, loyalty to the company and enthusiasm for selling our products of the existing distributors and the second batch of merchants.

① Evaluate the fixed wage level and calculate the total fixed wage.

② Evaluate the bonus coefficient.

(3) establish the scoring standard

(4) Total salary and bonus minus total fixed salary = total bonus.

⑤ Divide the total bonus by the total bonus of the whole province = score.

6. Score × Score = everyone's bonus.

Several management systems that must be implemented

(1) Organize account manager meetings three times a month to convey the instructions of the learning company, summarize the work experience and lessons in the last ten days, and implement the work goals and tasks in the next ten days.

(2) According to the daily, ten-day and monthly work requirements.

(3) Analyze the inventory situation with the dealer every ten days, implement the accurate payment stop work when the funds are in place every Tuesday and Friday, consider the delivery method, and track the delivery report.

The above requirements must also be submitted to the sales company for confirmation before April 30.

Summary of beverage sales business 3

Recently, I visited the market and held regional managers' meetings in several provinces. I found that the sales staff above the regional manager did not understand the company's notice spirit policy in place and had almost no marketing strategy. The only magic weapon is blindly dumping at low prices. Business is getting worse and worse, and they lack confidence and patience.

(1) milk preparation

The company believes that the sales volume in modified milk is still very large, and the key is that the price difference is not enough and the impact of infringing and counterfeit products leads to poor sales volume. Therefore, the company requires all provinces to take the initiative to crack down on infringing and counterfeit products, and at the same time requires all provinces to try their best to raise the retail price to 4 yuan/board and reach 32 yuan/box. The company adopts 100ml milk, and puts 1.5 yuan scratch card per case on average (fruit milk is cancelled, _ _ 650). For provinces where the price can't reach 4 yuan/board, it is required to push it to 25-25.5 yuan/box, the retail price should be guaranteed to be 4 yuan/board (32 yuan/box in total), and the price difference between dealers and the second batch of merchants should be guaranteed to be 2-2.5 yuan/box. At the same time, it is necessary to carry out large-scale publicity and promotion activities to open up markets. The company will also introduce yogurt and new packaging, set a reasonable price difference, promote sales in the form of penetration, and gradually expand the sales of milk.

(2)__ series

The company is going to launch _ _ series carbonated drinks with fruit juice, and the price will remain the same in another package. On average, 1.5 yuan scratch cards will be put in each box for promotion, and the quota of 3 million boxes will be reduced to 1 yuan/box. _ _ Coke and other _ _ series will be promoted for one month at 1 yuan per box, depending on the situation later.

(3)__

_ _ The reserve price of 3 yuan/bottle must be guaranteed, and the original promotion policy remains unchanged. In addition, 6,543,800 pieces of short sleeves and 654.38+ 077,900 pieces have been distributed to the terminal in 5-654.38+00 boxes 1 piece, and the sales company is required to carefully check the promotional clothing and shipment. Provinces are not allowed to let dealers and the second batch of merchants get it and use it for other purposes. At the same time, the advertising department is required to concentrate on advertising investment, and all provinces should organize large-scale promotional activities, which must start on May.

(4) Bottled water

At present, the inventory of dealers and the second batch of dealers is too large, and the sales season has not yet arrived. The current low price is essentially caused by our fake promotion after the Spring Festival. After we stopped promoting sales, people are slowly raising prices under the pressure of cost, so the company thinks it is unnecessary to promote sales in the near future. At present, the main problem is the low retail price, which is 1.5 yuan per bottle. Please distribute the goods at this price in all provinces. When distributing goods, send one box to the terminal in the form of four boxes, and never discount it into price. The company believes that it is still possible to ask each dealer to buy a part for trial sale. Last year, the price of farmers' new packaging reached more than that of 3 yuan, and it was sold for some time. However, we 1.5 yuan/bottle should still be able to accept consumers' curiosity (the original retail price of 1.5 yuan/bottle can be sold to 2 yuan/bottle, depending on the situation of each province).

(5) Other varieties

At present, many of our varieties can't be sold because there is no special sales account and we haven't paid attention to it from beginning to end. In addition, there is no serious planning before sales, which leads to difficulties in inventory and great negative impact. The company believes that it is not because we can't sell it, but because we didn't sell it. Therefore, sales companies are required to issue plans for all kinds of varieties to the provinces, and the provinces are required to designate special personnel and special accounts for sales, and formulate policies on salaries and bonuses for sales personnel. Some varieties should not be dispersed for the convenience of delivery. After the specific plan is issued, all provinces should also report the measures to be taken to the sales company for subsequent supervision and inspection.

Summary of beverage sales business 4

I joined the company at the end of 20x'x 10, and I cherish the opportunity given me by the company leaders. Through a month's efforts, I have mainly done the following six aspects:

I. Training

20__ _165438+1October 27th-20 _ _ _ 65438+February 2nd, the company leaders personally presided over the training. In order to test the training effect, we held the final exam after the training on February 3, 2006,5438+February 3, and the invigilation was very strict. Fortunately, I have been working hard and passed smoothly. The superb marketing knowledge, vivid marketing cases, unusually mature marketing experience and rich marketing experience of the company leaders left a deep memory on me, and the training time arranged was also reasonable: learning marketing knowledge in the morning and digesting it at home in the afternoon. After a week of training and study, I carefully recorded the class notes, carefully read the training materials, and comprehensively thought and digested the marketing knowledge. A distinct marketing avenue was presented in front of me, which completely cleared the marketing fog in front of me and gave me a feeling of being suddenly enlightened. Marketing could have been done! I had a little knowledge of marketing before, but now I have a certain understanding of marketing through the ultra-intensive short-term training of company leaders, and I have a deep understanding of the knowledge I have trained (company profile, company human resources system, Wuliangye Co., Ltd., Wuliangye Jiangnan ancient wine, 3+2+3 combined marketing model, etc.). ). At the same time, I also know that I will do the same in future training in combination with my human resources work. This is the model and model for my future training, which is worth learning again and again!

Second, human resource management.

According to the arrangement of the company's leaders, I made a simple innovation in the company's human resources system: 1, in terms of employee registration form, employee recruitment, performance management and kpi performance appraisal; 2. Prepare attendance sheets, organize employee files and input them into the computer; 3, brewing human resource management system; 4. Recommend and hire Su Feng, a part-time graphic designer of the company.

Third, office and logistics support.

1. According to the instructions of the company leaders, after careful comparison and repeated weighing, we installed a Tietong telephone (number: 69990998) and broadband (cost: unlimited internet access for one year from 660 yuan, including broadband antivirus software presented by Dr. An). Pay the deposit of 300 yuan, and reserve a toll-free number of 800(400)7 100009 (opened after New Year's Day).

2. Outsourcing building property management, electricity payment, mail collection, telephone broadband installation consultation.

3. Assist the manager Wang Weiqin's office work.

4. Ensure the normal operation of computers and printers, redo the operating system and install drivers.

4. Do a good job of logistics support for the marketing department manager who is away on business (assist Manager Wang in copying, faxing, telephoning and inputting documents, etc.). ).

5. Cooperate with Manager Wang to attract investment in six counties of Linyi, Zaozhuang and Xuzhou.

Fourth, regular meetings.

1. Basically, every weekend, company leaders personally preside over meetings, listen to employees' reports, comment on employees' work problems, praise the advanced and encourage the backward, and make work plans for next week. I carefully record every regular meeting, and I am not afraid of making people laugh. I have gained a lot.

The regular meeting gives me the feeling that I will make progress as soon as I attend. In particular, I am still a newcomer to marketing, and I am still relatively lacking in alcohol marketing. Many marketing practices are still limited to the understanding stage, and the opinions of company leaders are very pertinent, which is really conducive to future marketing work; When I was in a marketing dilemma, the inspiration of the company leaders gave me a new feeling of "no way out, but also going to the village".

Verb (abbreviation of verb) Market situation of liquor in six counties of Xuzhou

1. I realize that I have many shortcomings in liquor marketing. I hope I can get exercise by actually running the market and actively seek the task of investigating the liquor market in six counties of Xuzhou from the company leaders.

I'm not afraid of the hard journey. After more than a week's centralized collection of information on wine merchants, I have a preliminary understanding of the wine market in six counties of Xuzhou.

3. Collect data of wine merchants: 29 in jiawang district, 26 in Pizhou, 35 in xinyi city, 465,438+0 in Suining, 30 in Fengxian and 37 in Peixian (supplementary original data).

Sixth, pay a return visit to the wine merchants in six counties of Xuzhou.

1. Those who specialize in making a certain brand of liquor, such as Jin Shiyuan, Yanghe Blue Classic and tanggou Zhenbaofang, will not consider taking other brands of liquor.

2. Basically, winemakers have 2-4 brands in their hands.

3. I am very interested in our 3+2+3 combined marketing model. I think it is very advanced and must do something.

4. There are not many powerful wine merchants (there are mature marketing networks, funds and multiple delivery vehicles), and basically each market is less than 10.

Near the end of the year, most of them are holding an order meeting to actively prepare for the arrival of the Spring Festival in the peak season of gold sales.

6. Wine merchants are very cautious in taking over brands, and they all want to buy less goods and pay less performance bond. Some even proposed to sell a little less goods for trial sale first; Some people say that some goods can be displayed in him first; Someone proposed to set up an office here, and I will do it when the market is mature.

7. Most of them are required to leave investment information and then consider it.

8. Due to time constraints, I visited jiawang district, Pizhou and Suining, but I haven't had time to visit the other three counties: xinyi city, Fengxian and Peixian.

Postscript: After writing this work summary, due to operational reasons, the company will have a complete holiday and all employees of the company will have a big holiday, which means they will have to face new job choices and meet new challenges!

Summary of beverage sales business 5

A strictly implement the spirit of Circular No.37, and the bonus coupons in March will be cashed according to those who completed the unloading task before April 15, and the unfinished part will be cancelled. On April 25th, the payment fee for April will be settled. Those who have completed the task will be cashed before May 10, and those who have not completed the task will be cancelled. Please send the settlement list cashed before April 15 to the provinces in the backstage, and cash it in May.

Cash before 10 will be distributed to provinces before April 30th, and cash before May 10.

B the product price policy in may will remain unchanged according to the price policy in April.

Marketing strategies of various products

(1) milk preparation

The company believes that the sales volume in modified milk is still very large, and the key is that the price difference is not enough and the impact of infringing and counterfeit products leads to poor sales volume. Therefore, the company requires all provinces to take the initiative to crack down on infringing and counterfeit products, and at the same time requires all provinces to try their best to raise the retail price to 4 yuan/board and reach 32 yuan/box. The company adopts 100ml milk, and puts 1.5 yuan scratch card per case on average (fruit milk is cancelled, _ _ 650). For provinces where the price can't reach 4 yuan/board, it is required to push it to 25-25.5 yuan/box, the retail price should be guaranteed to be 4 yuan/board (32 yuan/box in total), and the price difference between dealers and the second batch of merchants should be guaranteed to be 2-2.5 yuan/box. At the same time, it is necessary to carry out large-scale publicity and promotion activities to open up markets. The company will also introduce yogurt and new packaging, set a reasonable price difference, promote sales in the form of penetration, and gradually expand the sales of milk.

(2)__ series

The company is going to launch _ _ series carbonated drinks with fruit juice, and the price will remain the same in another package. On average, 1.5 yuan scratch cards will be put in each box for promotion, and the quota of 3 million boxes will be reduced to 1 yuan/box. _ _ Coke and other _ _ series will be promoted for one month at 1 yuan per box, depending on the situation in the later period.

(3)__

_ _ The reserve price of 3 yuan/bottle must be guaranteed, and the original promotion policy remains unchanged. In addition, 6,543,800 pieces of short sleeves and 654.38+ 077,900 pieces have been distributed to the terminal in 5-654.38+00 boxes 1 piece, and the sales company is required to carefully check the promotional clothing and shipment. Provinces are not allowed to let dealers and the second batch of merchants get it and use it for other purposes. At the same time, the advertising department is required to concentrate on advertising investment, and all provinces should organize large-scale promotional activities, which must start on May.

(4) Bottled water

At present, the inventory of dealers and the second batch of dealers is too large, and the sales season has not yet arrived. The current low price is essentially caused by our fake promotion after the Spring Festival. After we stopped promoting sales, people are slowly raising prices under the pressure of cost, so the company thinks it is unnecessary to promote sales in the near future. At present, the main problem is the low retail price, which is 1.5 yuan per bottle. Please distribute the goods at this price in all provinces. When distributing goods, send one box to the terminal in the form of four boxes, and never discount it into price. The company believes that it is still possible to ask each dealer to buy a part for trial sale. Last year, the price of farmers' new packaging reached more than that of 3 yuan, and it was sold for some time. However, we 1.5 yuan/bottle should still be able to accept consumers' curiosity (the original retail price of 1.5 yuan/bottle can be sold to 2 yuan/bottle, depending on the situation of each province).

(5) Other varieties

At present, many of our varieties can't be sold because there is no special sales account and we haven't paid attention to it from beginning to end. In addition, there is no serious planning before sales, which leads to difficulties in inventory and great negative impact. The company believes that it is not because we can't sell it, but because we didn't sell it. Therefore, sales companies are required to issue plans for all kinds of varieties to the provinces, and the provinces are required to designate special personnel and special accounts for sales, and formulate policies on salaries and bonuses for sales personnel. Some varieties should not be dispersed for the convenience of delivery. After the specific plan is issued, all provinces should also report the measures to be taken to the sales company for subsequent supervision and inspection.

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