山东百度爱采购运营代理

　　有些新手对于SKU的设置不怎么了解，大多数商家还是模仿竞品设置，不懂其中的基本原理，下面给大家认识下SKU设置的基本方法。一：SKU分类如果你觉得很多SKU设置的很复杂，很抽象，那你要先了解SKU的分类，当我们在分析竞品时，有些竞品的一个链接竟然有几十个SKU，虽然和我们产品一样，一个产品只有几个颜色，但感觉别人的SKU罗列出来，能把整个屏幕占满。其实是因为别人掌握了SKU的分类以及组合技巧，不管一个产品有多少SKU，基本上我们可以把SKU分为三类：

　　Some beginners are not very familiar with SKU settings, and most merchants still imitate competitor settings without understanding the basic principles. Below, we will introduce the basic methods of SKU settings. 1： If you feel that many SKUs are set up in a complex and abstract way, then you need to first understand the classification of SKUs. When we analyze competitors, some competitors have dozens of SKUs in a single link. Although like our product, a product only has a few colors, it feels like listing other people's SKUs can fill the entire screen. Actually, it's because others have mastered the classification and combination skills of SKUs. No matter how many SKUs a product has, we can basically divide SKUs into three categories:

　　1：促销类

　　1: Promotion category

　　促销类SKU，就是我们可以在SKU中设置产品促销信息：比如：上图面膜SKU，一盒是30片，那么促销信息我可以写为买2盒发3盒，也可以写买3盒发5盒等促销信息。目的是激发消费者的购物欲望，当然不是所有的类目都可以这样填写，如果你的类目可以这样填，那根据实际情况写上促销信息就可以，可以多参考同行的设置方法。

　　Promotion SKU means that we can set product promotion information in the SKU: for example, the above facial mask SKU has 30 pieces in one box, so I can write promotion information such as buying 2 boxes and sending 3 boxes, or writing promotion information such as buying 3 boxes and sending 5 boxes. The purpose is to stimulate consumers' shopping desire, but not all categories can be filled in this way. If your category can be filled in this way, you can write promotional information according to the actual situation, and you can refer to the setting methods of peers more.

　　2：属性类

　　2: Attribute class

　　属性类的SKU，针对某些特定类目，我们是不能修改SKU的，比如：服装，部分母婴，系统会给一个特定的SKU让我们选择，我们不能自定义，不能填写和修改，如下图：这种服装尺码SKU是不能修改的，只能选择。

　　For attribute SKUs, for certain specific categories, we cannot modify the SKU, such as clothing, some mother and baby products. The system will give us a specific SKU to choose from, and we cannot customize, fill in, or modify it. As shown in the figure below, this clothing size SKU cannot be modified, only selected.

　　3：信息类信息类SKU，主要是填写产品的服务介绍：比如：上图的顺丰包邮、假一赔十、客服定制等等。对于服务类SKU，那对应的价格，我们可以把这类SKU的价格设置的略高一些。所以，我们在设置SKU的时候不要过于死板，只去设置属性、颜色、规格。其实，SKU的设置，主要是为了促进买家下单，增加购买欲望，并不是让你单纯描述产品属性，里面的设置学问还很大，大家可以看看这篇SKU设置的高阶方法：《不提高产品单价，也能提高产品利润率》，而且关于SKU后期我也会做更多、更详细的的介绍。

　　3: Information type SKUs are mainly used to fill in the product's service introduction, such as SF Express free shipping as shown in the picture, fake 1-to-10 compensation, customer service customization, etc. For service SKUs, we can set the corresponding prices slightly higher for these SKUs. So, when setting SKUs, we should not be too rigid and only focus on setting attributes, colors, and specifications. In fact, the setting of SKUs is mainly to promote buyers to place orders and increase their desire to purchase. It is not just about describing product attributes. There is still a lot of knowledge involved in setting SKUs. You can take a look at this advanced method of SKU setting: "Improving product profitability without increasing product unit price", and I will also provide more detailed introductions about SKUs in the later stage.

　　二：SKU设置的常见误区当然，SKU的设置误区大家也要了解一下：

　　2： Common misconceptions about SKU settings, of course, everyone should also understand the misconceptions about SKU settings:

　　1：很多商家初期做爱采购店时，为了吸引用户的点击，提高主图的点击率，会设置一些比较价格低的SKU。比如：一款正常价格的产品，价格是59元，并且这款产品是没有办法提供试用装的。那他们就设置一个试用装价格：5元，甚至更低，设置完后，确实吸引了消费者点击，点击率比以前高了不少，但是当点击进去后，发现这个低价产品并不是他喜欢的产品。这样，消费者感觉到被欺骗，造成大量跳失，转化率特别低。所以，这就说明，我们在设置SKU时，不要为了吸引点击，忽略产品和用户需求的关联性。不要跨度过大，否则你自己花的推广费用就赚不回来，因为不会产生购买。所以，用低价吸引用户点击的行为，设置的这个SKU起码是要满足用户的基本需求的。

　　1: Many merchants set up relatively low-priced SKUs to attract users' clicks and increase the click through rate of the main image when making initial purchases. For example, a product with a normal price of 59 yuan, and this product cannot be provided with a trial set. Then they set a trial price of 5 yuan, or even lower. After setting it up, it did attract consumers to click, and the click through rate was much higher than before. However, when they clicked in, they found that this low-priced product was not what they liked. In this way, consumers feel deceived, resulting in a large number of dropouts and particularly low conversion rates. So, this means that when setting SKUs, we should not ignore the correlation between products and user needs in order to attract clicks. Don't span too far, otherwise you won't be able to earn back the promotion costs you spent yourself, as there won't be any purchases. So, the behavior of attracting users to click with low prices, the SKU set up should at least meet the basic needs of users.

　　2：SKU设置的价格太低，导致人群标签混乱，因为假如你设置的是5元的低价SKU，吸引的人群是价格敏感人群，而产品本身价格是59元，59元和5元的产品价格跨度大，吸引到的人群标签是不一样的。这样会导致人群标签混乱，不利于转化。三：产品库存设置技巧当设置好SKU后，那相应的产品库存又要怎么设置才好、才安全呢？

　　2: The price of the SKU setting is too low, which leads to confusion in the audience labels. If you set a low-priced SKU for 5 yuan, the target audience will be price sensitive people, while the product itself is priced at 59 yuan. The price range of products priced at 59 yuan and 5 yuan is large, and the target audience labels will be different. This will lead to confusion in crowd labeling, which is not conducive to conversion. 3： After setting up SKUs, how can the corresponding product inventory be set up properly and safely?

　　1：预留库存，避免断货什么意思？？

　　1: What does it mean to reserve inventory and avoid stockouts??

　　比如：我的产品有100件的库存，那么我在发布产品的时，要保留10%的库存，那库存填写90个就可以了。因为如果出现断货，可以提前提醒了自己，并且手里还留了一部分库存，也方便在货物损坏或者退换货情况下使用，这是大家要注意的。

　　For example, if I have a stock of 100 pieces of my product, then when I release the product, I need to keep 10% of the inventory, so I can fill in 90 pieces of inventory. Because if there is a shortage of goods, it can remind oneself in advance, and there is still some inventory left in hand, which is also convenient for use in case of damage or return of goods. This is something everyone should pay attention to.

　　2：选择拍下减库存

　　2: Choose to purchase and reduce inventory

　　如果我们产品在做活动大促，当产品被拍了200单，那么库存就减了200单，而拍下的这两百单可能会付款190单，所以，真实的库存是减掉了190单，剩下10单由于用户拍下没有付款关闭了订单。而关闭的这10单，系统会自动补在我们的库存的设置中。所以，建议大家选择拍下减库存。

　　If our product is in a promotional event and 200 orders are placed, the inventory will be reduced by 200 orders, and these 200 orders may result in payment for 190 orders. Therefore, the actual inventory will be reduced by 190 orders, and the remaining 10 orders will be closed due to the user not paying for the orders placed. The 10 closed orders will be automatically added to our inventory settings by the system. So, it is recommended that everyone choose to purchase and reduce inventory.

　　3：库存量的设置

　　3: Inventory quantity setting

　　很多商家比较担心会遇到因为断货而造成平台处罚扣款的情况，所以，在设置库存的时，会设置比较大的库存，因为商家害怕没有库存，导致消费者没有办法下单。但是，你们有没有想过，如果你没有进行实际的盘货，了解你的库存，那很可能会出现你的这个产品链接上显示有库存，但是实际手里已经没有货了，而消费者还在持续下单，消费者下单，你发不出去货，那你被投诉后，也会被处罚，所以，填写实际的库存量，并且预留10%的库存量，提醒自己备货。

　　Many merchants are concerned about the possibility of platform penalties and deductions due to out of stock situations. Therefore, when setting inventory, they tend to set a relatively large inventory because merchants are afraid of not having enough inventory, which may prevent consumers from placing orders. However, have you ever thought that if you don't conduct actual inventory and understand your inventory, it is very likely that your product link shows that there is inventory, but there is no stock left in hand, and consumers continue to place orders? If consumers place orders and you can't ship the goods, you will also be punished after being complained about. Therefore, fill in the actual inventory level and reserve 10% of the inventory level to remind yourself to stock up.

　　4：定期进行库存统计和盘点

　　4: Regularly conduct inventory statistics and counting

　　当产品销售一段时间后，可能会有换货、退货或者货损这些情况出现，

　　After the product has been sold for a period of time, there may be situations such as exchange, return, or damage to the goods,

　　所以，我们要对库存进行定期的盘点和更新，掌握科学的库存管理方法。

　　So, we need to conduct regular inventory checks and updates on our inventory, and master scientific inventory management methods.

　　所以，我们在设置库存时，一定要根据上面四点设置方法来，要减少产品在销售过程中潜在的风险。

　　So, when setting up inventory, we must follow the four methods mentioned above to reduce the potential risks of products in the sales process.

　　那很多商家又问了？我这个商品SKU已经卖完了，是不是就可以把这个SKU下架删除了呢？

　　Did many merchants ask again? My SKU for this product has already been sold out, can I remove it from the shelves and delete it?

　　没有必要这样做，销售完的SKU，我们设置为零就可以了。

　　There's no need to do this, we just need to set the sold SKUs to zero.

　　因为你之前已经卖掉的SKU的销量信息，在平台都有被记录的，这些都是宝贝累计的销量，而这些销量增加产品的搜索权重，如果你想后期重启销售这个产品，那这个销量是可以起到原始的积累。

　　Because the sales information of SKUs that you have previously sold is recorded on the platform, these are the accumulated sales of the product, and these sales increase the search weight of the product. If you want to restart the sale of this product in the future, this sales volume can serve as the original accumulation.

　　所以，如果你把SKU删除了，那以前累计的权重和销量，平台也会做相应的剔除，当然，除了某些特殊情况。

　　So, if you delete the SKU, the platform will also remove the accumulated weight and sales volume, except for certain special circumstances.

　　而且，即使增加了SKU也是不会有影响的。

　　Moreover, even if SKUs are added, it will not have any impact.

　　基本上，这些就是我们需要了解到的SKU设置的基本注意事项，了解了这些，后期我们在学习高级SKU设置技巧，才能理解其中的基本逻辑。

　　Basically, these are the basic considerations for SKU settings that we need to understand. After understanding these, we will learn advanced SKU setting skills in order to understand the basic logic behind them.

　　目前，大多数买家在购物时，很看重SKU内容的，有些转化是因为SKU满足了买家需求才会购买的。

　　Currently, most buyers value SKU content when shopping, and some conversions are made because the SKU meets the buyer's needs.

　　所以，在买家看来，他们会把SKU当成一个推荐官，在卖家看来，把SKU当成一个销售员。

　　So, in the eyes of buyers, they will treat SKUs as recommenders, and in the eyes of sellers, they will treat SKUs as salespeople.

　　我们开店就是要最大化店铺的利润，所以，多花时间研究下如何设置和优化SKU，是爱采购运营中性价比极高的一项工作。

　　Our goal in opening a store is to maximize its profits, so spending more time researching how to set and optimize SKUs is a highly cost-effective task in Love Procurement operations.

　　我们后期会给大家带来一些高阶SKU的设置课程，期待你的关注。

　　We will bring you some advanced SKU setting courses in the later stage, looking forward to your attention.