Research On Optimization Of Traditional Channel Sales Expense Management Of H Beverage Company

The beverage industry is in fierce market competition.Enterprises need to support the dealers and terminal retail stores by investing in selling expenses to promote product,enhance consumer purchasing experience and increase the repeated purchase rate,so that dealers and terminal retail stores can gain more profit.Selling expense input is very necessary to increase market share and to maintain the normal operation of company's sales system.The selling expenses is an important guarantee to ensure the achievement of company's sales target.The company's long-range development depends on whether the selling expenses can be used effectively and reasonably.This article takes H beverage company as the research object.The H beverage company takes traditional grocery stores and community stores as the main sales channels,which belongs as traditional sales channel.Traditional channels are different from modern channels such as Yonghui Superstores and Wal-Mart.The traditional channels have the characteristics of low difficulty in entering the store to negotiate and low investment in single store.This article first introduces the basic situation of H beverage company.Secondly,it gives an analysis of H beverage company's sales data,traditional channel selling expenses and main market expenses situation and find out some problems of this company such as budget use exceeds expectations,cost write-off data requirements are cumbersome,cost authenticity lacks necessary supervision and inspection,and data statistics process is cumbersome and error-pron.Thirdly,it gives an analysis of the problems and get the reasons,which includes the unreasonable budget of sales expenses,the imperfect sales cost management system,the imperfect control of sales expense management and the lack of evaluation of sales expenses.Fourthly,based on the causes of the existing problems of H beverage company,this paper put forward optimization traditional selling expenses management strategy from four aspects which is standardizing the budget management process,introducing expense management system,improving the level of expense control and perfect the performanceevaluation mechanism.Fifthly is conclusions and prospects.This paper summarizes the research content,draws the research conclusion,and point out the deficiencies of this research and the development direction of future research.Selling expenses management is a complete system from process design,sales expense budgeting,cost usage,expense write-off,and cost control throughout the process.Every process must be well managed to maximize the benefits of cost investment.Through the research on the traditional channel selling expense management of H Beverage Company,it will be helpful to explore the ways of selling expenses management in the beverage industry,improve the rationality and effectiveness of the expenses investment,and promote the long-term development of the enterprise.At the same time,it also provides ideas for other companies in the same industry to manage traditional channel selling expenses.