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Articles by 郭旭
Browse 8 New Distribution articles by 郭旭.
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Products Not Selling? 12 Symptoms and 16 Solutions
When products fail to sell at the retail level, it simply means customers aren't opening their wallets. This article identifies 12 common reasons why customers don't buy, such as being captured by competitors, not seeing the product, or perceiving defects, and then provides 16 practical solutions categorized by sales phenomenon and product type.
郭旭Business: 10 Behaviors That Will Get You Eliminated, 22 Ways to Get Promoted
This article outlines 10 behaviors that can lead to a salesperson's elimination and 22 principles for success and promotion. It emphasizes the importance of self-motivation, goal-setting, and continuous improvement in the competitive FMCG industry.
郭旭Not Selling: Through 12 Phenomena, Here Are 16 Solutions
When products don't sell at the terminal, it simply means 'God doesn't pay.' Why doesn't God pay, or why does he pay someone else instead of buying your product? Our research found that products are likely to fail to sell under the following 12 circumstances: 1. Customers are 'captured' by competitors. 2. Your brand is not in the customer's consideration set. 3. Customers don't see your product. 4. Customers think your product can't meet their needs. 5. Customers think your product has defects. 6. Customers think your product's price is not worth it or too low.
郭旭Seven New Concepts About 'Sales Volume'
The physical manifestation of sales volume is the transfer of products. Tracking product movement can provide new insights into sales volume and reveal new ways to increase it. In most companies, salespeople talk about 'sales volume' constantly, and companies often use it as a yardstick for 'marketing heroes.' However, the sales volume everyone talks about daily is actually 'gross sales volume,' a numerical symbol that does not represent the true market situation.
郭旭The 10 Elimination and 22 Victory Rules for Salespeople's Survival and Promotion
This article outlines the survival and promotion rules for salespeople in the FMCG industry, emphasizing the need for rapid success, self-motivation, and adherence to key principles. It lists 10 behaviors that lead to elimination and 22 strategies for success, providing practical guidance for career advancement.
郭旭Net Sales: The 'Seven Rates of Turnover'
A new product's success in its promotion period depends on whether it can achieve at least three positive cycles at target outlets; similarly, a new market's development success depends on whether the main product can achieve at least three positive cycles at core outlets. If 'reorders' occur three or more times within the planned period, we can basically judge whether a product can survive in that market and whether a market can be successfully developed.
郭旭Starting from Scratch: The First Lesson for Sales Representatives
This article explains the crucial roles of sales representatives in a company—matchmaker, soldier, and diplomat—and outlines their responsibilities towards consumers, channel partners, the company, and themselves, emphasizing their importance in driving sales and market success.
郭旭Regional Manager: Ten Rules for Elimination and Ten for Success
Regional managers are frontline managers in the marketing team, who are both managed and managers, and are the closest to the frontline without being detached from it. This article outlines ten 'elimination rules' and ten 'success rules' that regional managers must follow to survive and thrive in their roles.
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