[求助][原创]求教!那位高手谈谈你的认识!
<table class="MsoTableGrid" cellspacing="0" cellpadding="0" border="1" style="BORDER-RIGHT: medium none; BORDER-TOP: medium none; BORDER-LEFT: medium none; BORDER-BOTTOM: medium none; BORDER-COLLAPSE: collapse; mso-border-alt: solid windowtext .5pt; mso-yfti-tbllook: 480; mso-padding-alt: 0cm 5.4pt 0cm 5.4pt; mso-border-insideh: .5pt solid windowtext; mso-border-insidev: .5pt solid windowtext;"><tbody><tr style="mso-yfti-irow: 0;"><td valign="top" width="189" style="BORDER-RIGHT: windowtext 1pt solid; PADDING-RIGHT: 5.4pt; BORDER-TOP: windowtext 1pt solid; PADDING-LEFT: 5.4pt; PADDING-BOTTOM: 0cm; BORDER-LEFT: windowtext 1pt solid; WIDTH: 142pt; PADDING-TOP: 0cm; BORDER-BOTTOM: windowtext 1pt solid; mso-border-alt: solid windowtext .5pt;"><div class="MsoNormal"><span lang="EN-US" style="FONT-FAMILY: 宋体;"><p> </p></span></div></td><td valign="top" width="189" style="BORDER-RIGHT: windowtext 1pt solid; PADDING-RIGHT: 5.4pt; BORDER-TOP: windowtext 1pt solid; PADDING-LEFT: 5.4pt; PADDING-BOTTOM: 0cm; BORDER-LEFT: medium none; WIDTH: 142.05pt; PADDING-TOP: 0cm; BORDER-BOTTOM: windowtext 1pt solid; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt;"><div class="MsoNormal"><span style="FONT-FAMILY: 宋体;">主流品牌 <span lang="EN-US">A <p></p></span></span></div></td><td valign="top" width="189" style="BORDER-RIGHT: windowtext 1pt solid; PADDING-RIGHT: 5.4pt; BORDER-TOP: windowtext 1pt solid; PADDING-LEFT: 5.4pt; PADDING-BOTTOM: 0cm; BORDER-LEFT: medium none; WIDTH: 142.05pt; PADDING-TOP: 0cm; BORDER-BOTTOM: windowtext 1pt solid; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt;"><div class="MsoNormal"><span style="FONT-FAMILY: 宋体;">公司代理品牌 <span lang="EN-US">B <p></p></span></span></div></td></tr><tr style="mso-yfti-irow: 1;"><td valign="top" width="189" style="BORDER-RIGHT: windowtext 1pt solid; PADDING-RIGHT: 5.4pt; BORDER-TOP: medium none; PADDING-LEFT: 5.4pt; PADDING-BOTTOM: 0cm; BORDER-LEFT: windowtext 1pt solid; WIDTH: 142pt; PADDING-TOP: 0cm; BORDER-BOTTOM: windowtext 1pt solid; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt;"><div class="MsoNormal"><span style="FONT-FAMILY: 宋体;">最低零售价 <span lang="EN-US">(每套) <p></p></span></span></div></td><td valign="top" width="189" style="BORDER-RIGHT: windowtext 1pt solid; PADDING-RIGHT: 5.4pt; BORDER-TOP: medium none; PADDING-LEFT: 5.4pt; PADDING-BOTTOM: 0cm; BORDER-LEFT: medium none; WIDTH: 142.05pt; PADDING-TOP: 0cm; BORDER-BOTTOM: windowtext 1pt solid; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt;"><div class="MsoNormal"><span lang="EN-US" style="FONT-FAMILY: 宋体;">550元 <p></p></span></div></td><td valign="top" width="189" style="BORDER-RIGHT: windowtext 1pt solid; PADDING-RIGHT: 5.4pt; BORDER-TOP: medium none; PADDING-LEFT: 5.4pt; PADDING-BOTTOM: 0cm; BORDER-LEFT: medium none; WIDTH: 142.05pt; PADDING-TOP: 0cm; BORDER-BOTTOM: windowtext 1pt solid; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt;"><div class="MsoNormal"><span lang="EN-US" style="FONT-FAMILY: 宋体;">580元 <p></p></span></div></td></tr><tr style="mso-yfti-irow: 2;"><td valign="top" width="189" style="BORDER-RIGHT: windowtext 1pt solid; PADDING-RIGHT: 5.4pt; BORDER-TOP: medium none; PADDING-LEFT: 5.4pt; PADDING-BOTTOM: 0cm; BORDER-LEFT: windowtext 1pt solid; WIDTH: 142pt; PADDING-TOP: 0cm; BORDER-BOTTOM: windowtext 1pt solid; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt;"><div class="MsoNormal"><span style="FONT-FAMILY: 宋体;">二级批发价 <span lang="EN-US">(含运费) <p></p></span></span></div></td><td valign="top" width="189" style="BORDER-RIGHT: windowtext 1pt solid; PADDING-RIGHT: 5.4pt; BORDER-TOP: medium none; PADDING-LEFT: 5.4pt; PADDING-BOTTOM: 0cm; BORDER-LEFT: medium none; WIDTH: 142.05pt; PADDING-TOP: 0cm; BORDER-BOTTOM: windowtext 1pt solid; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt;"><div class="MsoNormal"><span lang="EN-US" style="FONT-FAMILY: 宋体;">530元 <p></p></span></div></td><td valign="top" width="189" style="BORDER-RIGHT: windowtext 1pt solid; PADDING-RIGHT: 5.4pt; BORDER-TOP: medium none; PADDING-LEFT: 5.4pt; PADDING-BOTTOM: 0cm; BORDER-LEFT: medium none; WIDTH: 142.05pt; PADDING-TOP: 0cm; BORDER-BOTTOM: windowtext 1pt solid; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt;"><div class="MsoNormal"><span lang="EN-US" style="FONT-FAMILY: 宋体;">550元 <p></p></span></div></td></tr><tr style="mso-yfti-irow: 3; mso-yfti-lastrow: yes;"><td valign="top" width="189" style="BORDER-RIGHT: windowtext 1pt solid; PADDING-RIGHT: 5.4pt; BORDER-TOP: medium none; PADDING-LEFT: 5.4pt; PADDING-BOTTOM: 0cm; BORDER-LEFT: windowtext 1pt solid; WIDTH: 142pt; PADDING-TOP: 0cm; BORDER-BOTTOM: windowtext 1pt solid; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt;"><div class="MsoNormal"><span style="FONT-FAMILY: 宋体;">一级批发价 <span lang="EN-US">(含运费) <p></p></span></span></div></td><td valign="top" width="189" style="BORDER-RIGHT: windowtext 1pt solid; PADDING-RIGHT: 5.4pt; BORDER-TOP: medium none; PADDING-LEFT: 5.4pt; PADDING-BOTTOM: 0cm; BORDER-LEFT: medium none; WIDTH: 142.05pt; PADDING-TOP: 0cm; BORDER-BOTTOM: windowtext 1pt solid; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt;"><div class="MsoNormal"><span lang="EN-US" style="FONT-FAMILY: 宋体;">510元 <p></p></span></div></td><td valign="top" width="189" style="BORDER-RIGHT: windowtext 1pt solid; PADDING-RIGHT: 5.4pt; BORDER-TOP: medium none; PADDING-LEFT: 5.4pt; PADDING-BOTTOM: 0cm; BORDER-LEFT: medium none; WIDTH: 142.05pt; PADDING-TOP: 0cm; BORDER-BOTTOM: windowtext 1pt solid; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt;"><div class="MsoNormal"><span lang="EN-US" style="FONT-FAMILY: 宋体;">520元 <p></p></span></div></td></tr></tbody></table><div class="MsoNormal"><span lang="EN-US" style="FONT-FAMILY: 宋体;"><p> </p></span></div><div class="MsoNormal"><span style="FONT-FAMILY: 宋体;">现在公司代理的 <span lang="EN-US">B品牌面临以下难题: <p></p></span></span></div><div class="MsoNormal" style="MARGIN-LEFT: 18pt; TEXT-INDENT: -18pt; mso-list: l1 level1 lfo1; tab-stops: list 18.0pt;"><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1. <span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体;">零售价太高 <span lang="EN-US">,目前是市场上最贵的产品. <p></p></span></span></div><div class="MsoNormal" style="MARGIN-LEFT: 18pt; TEXT-INDENT: -18pt; mso-list: l1 level1 lfo1; tab-stops: list 18.0pt;"><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">2. <span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体;">零售渠道力量太大 <span lang="EN-US">,零售商容易更换经营品牌. <p></p></span></span></div><div class="MsoNormal" style="MARGIN-LEFT: 18pt; TEXT-INDENT: -18pt; mso-list: l1 level1 lfo1; tab-stops: list 18.0pt;"><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">3. <span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体;">不管是 <span lang="EN-US">A还是B品牌,对于轮胎零售商来说,钢圈暂时还是搭配销售的产品. <p></p></span></span></div><div class="MsoNormal"><span lang="EN-US" style="FONT-FAMILY: 宋体;"><p> </p></span></div><div class="MsoNormal"><span style="FONT-FAMILY: 宋体;">但 <span lang="EN-US">B品牌也有一些优点: <p></p></span></span></div><div class="MsoNormal" style="MARGIN-LEFT: 18pt; TEXT-INDENT: -18pt; mso-list: l2 level1 lfo2; tab-stops: list 18.0pt;"><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">1. <span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体;">质量反应极佳 <span lang="EN-US">,可以说是目前市场上最好的产品,使用时间比主流品牌高出20%左右. <p></p></span></span></div><div class="MsoNormal" style="MARGIN-LEFT: 18pt; TEXT-INDENT: -18pt; mso-list: l2 level1 lfo2; tab-stops: list 18.0pt;"><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">2. <span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体;">虽然零售价格高 <span lang="EN-US">,但部分地区的零售价格可以卖到620元左右. <p></p></span></span></div><div class="MsoNormal" style="MARGIN-LEFT: 18pt; TEXT-INDENT: -18pt; mso-list: l2 level1 lfo2; tab-stops: list 18.0pt;"><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体;"><span style="mso-list: Ignore;">3. <span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体;">拥有部分忠诚的零售商网络 <span lang="EN-US">,部分甚至能以专卖的方式赚钱. <p></p></span></span></div><div class="MsoNormal" style="TEXT-INDENT: 21pt; mso-char-indent-count: 2.0;"><span style="FONT-FAMILY: 宋体;">不过 <span lang="EN-US">,要司机真正了解一个产品的质量,往往需要3-6个月的使用时间,加上从总零售商的备货和零售时间,任何一个产品在某一地级市都需要累积半年以上的时间才能慢慢打开局面. <p></p></span></span></div><div class="MsoNormal" style="TEXT-INDENT: 21pt;"><span style="FONT-FAMILY: 宋体;">这个行业的特性是产品的使用时间非常重要 <span lang="EN-US">,因为司机是重复购买,他们看重零售价格的同时,也关注实际质量使用时间有多少. <p></p></span></span></div><div class="MsoNormal" style="TEXT-INDENT: 21pt;"><span style="FONT-FAMILY: 宋体;">公司同时即将代理一款新的轮胎品牌 <span lang="EN-US">S,该品牌在四川没有知名度,质量据打听反应不错,价位中等,但现时由于轮胎竞争激烈,很多总代理都以铺货的形式和零售商合作,而公司为控制风险都以现款操作. <p></p></span></span></div><div class="MsoNormal" style="TEXT-INDENT: 21pt;"><span style="FONT-FAMILY: 宋体;">人员方面 <span lang="EN-US">,公司将会新招聘3-4个业务人员进行这两个品牌的推广,那么对于新员工的培养和管理将是另一个问题. <p></p></span></span></div><div class="MsoNormal" style="TEXT-INDENT: 21pt;"><span lang="EN-US" style="FONT-FAMILY: 宋体;"><p> </p></span></div><div class="MsoNormal" style="TEXT-INDENT: 21pt;"><span style="FONT-FAMILY: 宋体;">你的工作重点在于销售 <span lang="EN-US">,重点包括: <p></p></span></span></div><div class="MsoNormal" style="MARGIN-LEFT: 42pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo3; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-bidi-font-family: Wingdings; mso-fareast-font-family: Wingdings;"><span style="mso-list: Ignore;">n <span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体;">钢圈品牌 <span lang="EN-US">B的销量提升 <p></p></span></span></div><div class="MsoNormal" style="MARGIN-LEFT: 42pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo3; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-bidi-font-family: Wingdings; mso-fareast-font-family: Wingdings;"><span style="mso-list: Ignore;">n <span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体;">轮胎品牌 <span lang="EN-US">S的新市场开发 <p></p></span></span></div><div class="MsoNormal" style="MARGIN-LEFT: 42pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo3; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-bidi-font-family: Wingdings; mso-fareast-font-family: Wingdings;"><span style="mso-list: Ignore;">n <span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体;">销售人员的培养 <span lang="EN-US"><p></p></span></span></div><div class="MsoNormal" style="MARGIN-LEFT: 42pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo3; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-bidi-font-family: Wingdings; mso-fareast-font-family: Wingdings;"><span style="mso-list: Ignore;">n <span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体;">成本和费用控制 <span lang="EN-US"><p></p></span></span></div><div class="MsoNormal"><span lang="EN-US" style="FONT-FAMILY: 宋体;"><p> </p></span></div><div class="MsoNormal"><span style="FONT-FAMILY: 宋体;">针对这 <span lang="EN-US">4点写出你具体的工作思路和想法。 <p></p></span></span></div><br/>
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