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我们公司生产的银河牌万合机箱,通过两年多的市场销售,从一个没有什么知名度可言的产品,变成一个知名度很高的产品,而且在全国计算机市场起着举足轻重的作用,市场占有率超过50%,部分地区高达90%,从原月产2万台提高到月产8万台,产品仍供不应求,并大批量出口创汇;不但给公司带来高速度发展,还给企业创造了良好的经济效益。回顾银河牌万合机箱走过的历程,既有成功时的喜悦,又有开拓市场的艰辛,这一点在产品的销售过程中,我们的感受尤为深刻。万合机箱投产后摆在我们销售部门面前的任务是:采取哪种方法来销售我们的机箱?如何在较短的时间内提高产品的市场占有率?如何与比我们早生产同样产品的企业进行竞争?采用找直接用户的销售方式对于一个面广量大的产品,是否能起到良好的销售效果呢?经分析我们认为,有必要改变原来的销售方法,只有调整销售策略,才能提高该产品的销售效果。为此我们在借鉴一些外国公司销售经验的同时,结合国内实际,探索出一条自己的营销道路。我们原有的销售方法,对单一产品的销售是行之有效的,但企业发展到一定规模形成多品种经营时就显得力不从心。这时仅靠自
The company’s Galaxy card Wanhe chassis, through more than two years of marketing, has become a well-known product from a product with little visibility, and it plays a decisive role in the national computer market. The rate is more than 50%, up to 90% in some areas, from the original monthly production of 20,000 units to 80,000 per month, the product is still in short supply, and large-scale export earnings; not only to the company to bring high-speed development, but also to the company created Good economic benefits. Looking back at the history of the Galaxy card chassis, both the joy of success and the hardships of market development, our experience during the sale of our products is particularly profound. The task of the Wanchao chassis put into operation after our sales department is: What kind of method is used to sell our chassis? How to increase the market share of the product in a shorter period of time? How do we do it with a company that produces the same product as we did earlier? Competing? Is there a way to find a direct user’s sales method? Can we have a good sales effect for a wide range of products? After analyzing, we believe that it is necessary to change the original sales method. Only by adjusting the sales strategy can we improve the product. Sales effect. To this end, while drawing on the experience of some foreign companies in sales, we have explored our own marketing path in light of domestic realities. Our original sales method is effective for the sale of a single product. However, when a company develops to a certain scale and forms a multi-variety business, it becomes ineffective. Only rely on self