可口可乐营销工作（Coca-Cola marketing）.doc

可口可乐营销工作（Coca-Cola marketing） 1, distribution Objective: to buy, affordable, willing to buy to buy three (3A) for the marketing effectiveness measure of the target, a few do sell or rely on a few wholesalers is obviously not to work, but need a sufficient number of goods distribution in each region widely, which will inevitably need to foster have the market network to complete. The basic requirements to meet with consumers is to be sold in the distribution point to meet directly with consumers, rather than stay in the warehouse wholesalers. This is especially true for beverage products which are hard to guarantee the quality of life. 2, localization of personnel Localization of landlord advantage is one of the two principles of Coca-Cola system management strategy. Coca-Colas network extends where, where selects and selects the personnel. They think: the local clerk is familiar with the local market, including businesses, neighborhoods, buying habits and so on, can make Coca-Cola sales into the local environment as soon as possible; two is a large area of effect, the impact of local sales and will be affected by their work, further help workers; three team is stable the clerk in the local family, local conditions work complete, stable state of mind, can focus on doing. These innate advantages of foreign people can not match. Cost savings, localization of these advantages can maximize the efficiency and cost ratio. Such as Jinan business, except for temporary managers by outsiders, more than 100 salesmen are local people, in addition to saving a large number of dormitory costs, each person runs the point of the vehicle with a bicycle, a monthly subsidy of only a few round. 3, sales update Recruitment in the company is engaged in sales work, can cultivate the field to the consciousness and habit; if used to shopkeeper mainly old salesman in other companies, are welcome to join. The average age of all salesmen in Jinan is less than 25 years old, and the proportion of