销售竞赛的实施包括竞赛费用的筹划、竞赛目标的设定、竞 赛计划的制定和竞赛奖品的选择等几个方面。每一个方面都必 须认真考虑,全面权衡,才能保证竞赛效果的实现。
(1)竞赛费用的筹划。不管是竞赛活动的组织与宣传,专业 竞赛管理人员的开销,还是相关证书和奖杯的购置,获胜选手奖 品的兑现,都需要一定的费用。因此开展销售竞赛,首先要筹划 竞赛费用。竞赛费用一般直接来源于销售额,并按照一定的比例 从竞赛期间的总销售额中进行提取。调查表明,平均销售竞赛的 费用占总销售额的2.67%〜3.25%。销售主管作计划时,可以 按销售业绩额的3%左右提取竞赛奖励费用。
(2)竞赛目标的设定。销售竞赛必须要有一定的竞赛目标, 有些主管设想了好多竞赛花样,甚至构思了既响亮又吸引人的主 题或标语,但却忘了设定竞赛的目标,这是一种舍本逐末的做法, 是不符合销售竞赛初衷的。不管销售竞赛的目标有几个或预期 效果有多少,在拟定竞赛办法时,首先要确立竞赛的目标。销售 主管要明白:竞赛是一把利器,但也是一把“双刃剑”一一可以 制胜,也可伤人。关键要看竞赛规则、办法、奖励方式与竞赛的目 的是否一致。如果偏离了方向竞赛就失去了意义,甚至造成相反 的效果。由于销售竞赛的项目很多,竞赛目标有几十种,销售主 管应根据实际情况巧妙地运用,以达到预期目的。表6-13就是根据企业实际经验提供的一些可行的竞赛目标及其奖励对象。
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)
表6-13列举了几种常用的竞赛目标及奖励方式,其实某些 行业的营销目标是多元化的,那么在开展销售竞赛时也会有不同 的目标。例如,销售工业产品的企业,要经过厂家的业务员、批发 商、零售商及消费者等多个层次才能把产品送达使用者手中,生 产经营汽车零件、家用电器、轮胎、眼镜、钟表等产品的企业即属 此类。这类企业就应建立多对象、多目标的竞赛办法,只有这样 才能形成推动销售计划的连环力量,实现制胜的营销策略。按行 业和产品的不同,竞赛体系可以是网络式的或多层次式的。例如, 家用电器产品是通过业务员拜访零售商店(或专卖店)销售的, 所以就可采用两层式的竞赛方式,即同时激励业务人员和零售商 店。汽车零部件生产企业则可设立包括制造商的业务员、经销店 及汽车修理厂在内的三层式竞赛办法。无论怎样,主要是要把整 个销售体系以及各有关人员同时纳为竞赛的激励对象,让大家都 来参与,调动大家的积极性。如果只以业务员为竞赛对象,经 销商或修理厂并不会积极参与推销产品的销售,进而形成竞赛 推动的障碍。
表6-13列举了几种常用的竞赛目标及奖励方式,其实某些 行业的营销目标是多元化的,那么在开展销售竞赛时也会有不同 的目标。例如,销售工业产品的企业,要经过厂家的业务员、批发 商、零售商及消费者等多个层次才能把产品送达使用者手中,生 产经营汽车零件、家用电器、轮胎、眼镜、钟表等产品的企业即属 此类。这类企业就应建立多对象、多目标的竞赛办法,只有这样 才能形成推动销售计划的连环力量,实现制胜的营销策略。按行 业和产品的不同,竞赛体系可以是网络式的或多层次式的。例如, 家用电器产品是通过业务员拜访零售商店(或专卖店)销售的, 所以就可采用两层式的竞赛方式,即同时激励业务人员和零售商 店。汽车零部件生产企业则可设立包括制造商的业务员、经销店 及汽车修理厂在内的三层式竞赛办法。无论怎样,主要是要把整 个销售体系以及各有关人员同时纳为竞赛的激励对象,让大家都 来参与,调动大家的积极性。如果只以业务员为竞赛对象,经 销商或修理厂并不会积极参与推销产品的销售,进而形成竞赛 推动的障碍。