全案透视一位区域经理如何完成当月销量（Whole case perspective how does a regional manager achieve that months sales）.docVIP

全案透视一位区域经理如何完成当月销量（Whole case perspective how does a regional manager achieve that months sales） In 2002, I worked for a famous food enterprise A regional market. The companys flagship W brand series of snack food in the minds of consumers has a well-known, but early due to various reasons causing the regional market for frequent replacement of dealers, returns processing is not timely, reimbursement is slow, dealers on a series of products of no importance, profit space is low, the regional dealers lose confidence in the W products, has three consecutive months without payment. To this end, the company has replaced two regional managers. When I entered the company as regional manager of the A area, the first thing I was faced with was the monthly sales target of the company assigned to the region - 300 thousand yuan in sales. When I arrived at the A area, I collected information without stopping. The information gave me a clear idea of the market conditions in the A area. 1.A regional overall business format: A is located in the northern province of the regional market area, under the jurisdiction of two B city and C city. The total population of B city is 5 million, and the urban population is close to 1 million. The level of economic consumption is second in the province, and the retail industry is unusually developed. Many large stores such as KA Nomat, trust mart, Parkson, are the branches. B city commercial activities is mainly composed of KA stores, chain supermarkets, convenience stores, grocery stores. The number of chain supermarket companies have 20, the number of head office of a total of 200 or so, the number of stores reached 10000. The total population of C city is 3 million, and the urban population is 300 thousand. It is an important gateway in the north of the province. The floating population is relatively large, but the level of economic consumption is relatively backward. Has a certain influence in the international market of KA no shop at the l