Stock Pressure. It’s a trade tactic initiated in store to out maneuver a competitor through means of capturing warehouse space and capital of a buyer by loading stocks preventing the store to invest in other competitive brands. Although short sighted, loading has its practical usefulness. Often supported by promo budget to finance cost of money of buyer.
Table Booking. When push comes to shovel, boldness is required in sales operation to achieve the numbers. Table booking is a tactical maneuver initiated in a booking operation. With the advent of sales IT systems, encoding of Sales Orders within affixed cycles with deadlines makes and unmakes sales performance. Table booking operation is often initiated by seasoned salesmen with a clout in the trade. Sales orders are prepared and encoded to ensure performance achievement at the given schedules. The negotiation for PO and delivery comes after. Its risky nature requires a thorough deliberation from a sales manger to appoint it to skilled sales people with the competence to execute the required process.
Sunday Operation. When push comes to shovel, sales derived from additional days of operation will surely contribute to the performance of the team. The risk in this operation lies in over stretching a sales force. However, if the team has one spirit and are properly motivated Sunday operation will surely prove effective.
Extended Operation. Aspiring for achievement in sales operation would often lead sales people to extra ordinary measures to ensure their performance. One such maneuver is Extended Operation. Often last days of a sales cycle, performance gaps are being closed in by sales management and last minute remedies are initiated. One such last minute remedy is extended operation where in the last three days of a cycle a salesman takes an additional number of accounts to cover to achieve additional sales. This Extra Ordinary measure often leads sales people to the wee hours of the night just to complete a route.
Extended Terms. Beyond the regular terms of the customer, additional terms are offered in exchange for sales volume accommodation. The risk in this maneuver is the management of terms. It creates an impression that terms of trade can be manipulated.
Under commit, Over deliver. One of the big risks in sales operation is unrealistic sales target. The ideal sales forecast is a combination of Top-Bottom and Bottom-Top forecasting and a thorough logical deliberation. “Logical” means proper matching of forecast against opportunities. However, the forecasting process in some companies go wayward for some reason such that a salesman should protect himself from anticipated threats, foreign or domestic, lest he find himself in a position of weakness and compromise his numbers.
Sell in, Sell out Program. Promo activities are always a welcome concept for stores. The deal is offering a sell out program, a promo, in exchange for the volume the customer will purchase. The salesman may schedule the deal according to his sell in plan for the cycle.
Pay Day Weekends. Filipino buyers are motivated by pay day weekends. It’s a tactical opportunity to sell additional quantity of stocks.
Protection Booking. Additional income from Price Increase protection booking is always a welcome idea for Filipino business people. The profit derived from this deal is beyond compare to keeping your money in a bank.
NPI Initial Booking. With listing fee and the right trade rapport, New Product Introduction initial booking is an opportunity for additional sales. The opportunity in this trade tactic is the excitement and the grease that comes with NPI. The grease is often in the form of listing fee, promo activities, additional budgets that comes with NPI and the free samples for everyone.
Anticipated Surge Booking. Philippines is a country of celebrations. It is first hand knowledge among Filipino buyers the surge in business during Christmas and Fiesta occasions. The excitement for the surge opportunity is a motivating factor for many buyers. So when Christmas and fiesta comes be sure to grab the opportunity.
Contingency Plan. A salesman should always have an Ace on his hat. Always have a contingency plan for your operation. A contingency plan combined with tenacious determination will ensure your performance.
Sales Multiplier System. Tactical maneuver in the trade that will prove effective in improving sales performance. Maneuvers as merchandising, category management, product focus, and inventory location. Applications as impulse triangle positioning to motivate impulse buying is highly recommended among impulse products.
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