Sales career planning model article (I) The sales industry is usually called the "most potential" profession, and there are many employees in the sales industry. Generally speaking, the career development path of salespeople is mainly the following steps.
daili
Is the grass-roots business personnel in the sales industry, as long as they do a good job in basic customer service and establish business contacts.
Job description: contact customers and provide sales service.
Career problems: After two years of sales work, I have a comprehensive understanding of basic sales work and want to make some plans for my personal development.
Development suggestion: There are many development paths, as long as the task is not to promote the position, but to accumulate strength and complete the choice before the age of 30. In terms of saving strength, there are only four items: performance level, sales skills, customer resources and psychological quality. In the choice, as long as there are: the current industry, enterprise choice, boss choice, the next "charging" choice, work and life mode choice. One of the foundations of making a choice is to know yourself first.
Senior business representative
Responsible for the sales of key customers and important customers, and accept group orders or large orders.
Work content: contact key customers and provide sales services for key customers.
Career problems: the work situation is relatively stable. The main problem is to consider career development and orientation, and what kind of talents do you want to be? What preparations and conditions need to be made?
Development suggestion: we should consider how to improve our own value, broaden our business scope, increase new knowledge and lay the foundation for further development. Comprehensively compare and choose different paths of personal development to solve the positioning problem. The main ways of development: horizontal development (wider personal responsibility area) and vertical development (more subordinates). At this time, it is necessary to decide whether to take the road of management or continue to be a "personal hero" in the future, and then determine the next specific way of learning and promotion according to the actual situation of the company.
Sales Manager/Sales Director
Mainly responsible for formulating policies to estimate sales volume and encouraging team morale through corporate culture.
Work content: formulate a unified sales policy, estimate sales volume and make plans, motivate team morale through corporate culture and strengthen cooperation.
Career issues: How to give full play to the advantages and characteristics of professionals in a specific enterprise environment is more important?
Development suggestion: The main indicators to measure career development are team performance and position self-improvement. The main task of career development is to learn to get along with the boss and lead the team. This position may have a long transition and running-in process, or it may take 3-5 years to complete the development plan in different companies, so try not to jump ship easily.
General manager: in charge of the sales business of the Prime Minister. Person: Fang Tong, general manager of CITIC Xinda Toyota Automobile Sales Company. Job description: Understand the industry situation, formulate and allocate plans reasonably, and evaluate advertising planners.
Career question: how to have almost all-round leadership ability? How to deploy and use employees? What is the future development direction?
Development suggestion: As a senior manager, we should take "people" as the foundation, pay more attention to personal quality and cultivation, treat subordinates with personality charm, and measure subordinates with "people" standards. Paying attention to your own accumulation can enrich your abilities in all aspects. This position is shared by the enterprise, and the development space within the individual is limited. The development of the whole enterprise is the best reward.
Another possible development path is:
First, develop your own career and expand new development space from the outside;
Second, gain more social recognition and praise;
Third, become a sales consultant or expert.
If the sales performance is not good, it must be because the sales staff "didn't say good, didn't say bad", so they can't get on, and the relationship with customers is lukewarm, and the final performance is "neither dead nor alive".
Scientists at Cornell University in the United States have done a psychological experiment, which provides strong evidence for the hypothesis that "will determines what we see", proving that people will unconsciously make choices according to their own wishes when looking at things, which is very subjective.
This experiment gave us great inspiration.
The wall clock at home, 12 o'clock, ran to the 3 o'clock position. No matter how awkward it looks, even if you can't reach it, you should put a stool on it to straighten it. I think most people will correct this situation immediately and don't need to be reminded. Similarly, when selling, when the customer's current situation is crooked, we must establish a new' correct image' for him. Otherwise, the customer doesn't have the correct image in his mind, and now he feels normal if he is crooked.
Whether as a business operator and manager or as an ordinary salesperson, "clinching a deal" should be the ultimate goal. In order to clinch a deal, enterprises or salespeople make unremitting efforts: make products better, make marketing plans better, and improve the personal quality of salespeople ... these are all our usual concerns. However, few people think more deeply: what is the most fundamental reason for deciding to close the deal? Why are customers sometimes willing to deal with us and sometimes unwilling to deal with us? I think this root should be traced back to human psychology.
Model essay on sales career planning (Part II) Sales can be said to be the most extensive and challenging occupation. In the era of highly open market, no enterprise dares to say that I don't need salespeople. To some extent, the vitality of the sales team determines the vitality of the enterprise. Of course, there are also very special circumstances. For example, some small start-ups may not have full-time sales and marketing staff, because the boss himself plays the role of sales staff. Therefore. As a salesperson, if you want to have a good development, you must make your own career plan.
For young people, sales may be the most likely career to succeed in a short time. As a relatively independent enterprise employee group, salespeople have a lower entry threshold for average positions in sales compared with financial personnel, R&D personnel, production personnel and technical personnel. People who are engaged in other jobs-whether they are engaged in technical work or service, as long as they are in good health and at the right age, they may transfer to sales positions, and lower positions will enter barriers, making sales a breakthrough point for many people's employment. Because sales is a very practical profession, everyone speaks on the basis of performance, and performance is relatively easy to measure, so except for some special professional and technical sales positions, most sales positions do not require high academic qualifications.
Salespeople have very obvious characteristics: poor job stability, high work pressure, and business trips and entertainment have become the norm in life. Especially for the grassroots business personnel who are directly oriented to the market, although their working hours are relatively free, due to the pressure of sales targets, married people often cannot take care of their families, unmarried people cannot take care of their love, and they cannot chat and get together with friends for a long time. Of course, sales is a high-pressure and high-return position. In addition to the top decision-makers, the position most likely to generate high salaries in most enterprises is sales. Sales directors and sales managers generally have higher incomes than financial directors and human resources managers at the same level.
With the growth of age, when the momentum and passion faded, the responsibility to the family and the pursuit of a stable life made many young grassroots salespeople begin to plan their career direction. Where is the way out for enterprise salespeople? What is the path of career development?
According to the content of sales work, domestic salespeople can be divided into senior marketers (such as sales managers), ordinary salespeople (mostly customer representatives), salespeople (including shop assistants and salespeople who dig customers) and part-time salespeople. Generally speaking, salespeople have four career paths. First, vertically develop into a senior sales manager, but few salespeople can achieve this goal; Second, horizontal development is transformed into other positions such as management; Third, develop your own business independently; Fourth, career development, management consulting or training in the sales field. It can be seen that it is far from easy to get out of the sales team and come in, so the competition among sales staff is also very fierce. Let's talk about the development direction of sales staff in detail: direction 1. Become a senior sales manager. If your position is always engaged in sales, then you can be sure that your goal is to become a senior sales talent. There are two directions to achieve this goal. First, from the perspective of "skills", constantly improve and enhance their working methods and abilities, and change from a low-level unprofessional salesperson to a professional player. This changing trend is mainly reflected in the following aspects: working ideas, concepts, tools and methods are more professional, from relying on feelings and momentum to focusing on quantitative data, professional investigation and analysis, and grasping market regularity; The second direction is to upgrade from "technology" to "Tao", and to think systematically from the strategic level and the overall situation of the organization, so as to further enhance and transform its position and role. In order to become a senior sales talent or manager, salespeople must increase systematic analysis and comprehensive thinking, do sales from the height of enterprise strategy, think about sales, dig more front-line information and deal with it intelligently, and finally play the role of strategic consultant for high-level decision-making.
From the specific development mode, there are the following directions: upward mobility: if you have sales experience in branches, districts or branches of large companies or groups, after accumulating certain experience, excellent sales talents can choose appropriate opportunities to move upward, make sales in higher departments or company headquarters, or lead a larger sales team to manage large-scale markets. In the growing fast-moving consumer goods industry, many salespeople have created a new world of career development through upward mobility.
Downstream: If you have accumulated some experience in the sales department of the company headquarters, you can choose suitable opportunities to work in the next level or multi-level branches according to the scale and speed of market development, which is generally the management of the sales team and provincial/regional markets.
Or develop new business in a certain market segment. Such salespeople can combine the advanced sales management concepts and operation methods of the head office with the actual market, and after a certain period of continuous exercise, they will often become future leaders or senior managers of many enterprises.
Horizontal job-hopping: Excellent salespeople are often the backbone of the company, which can directly bring operating income and cash flow to the company. However, if the company's salary and benefits or performance appraisal policies can't effectively motivate them, it is inevitable for them to change careers or jump ship. From an organizational point of view, many companies have spared no expense to poach some excellent sales talents from their competitors. Personally, water flows downwards and people go upwards. As long as it doesn't violate professional ethics, labor contracts, relevant regulations and laws, it is a good idea to change the environment and space after the sales staff has developed to a certain extent.
Direction 2: Turn to management positions.
When the sales staff reaches a certain level, they can combine their personal interests and organizational needs and transfer to functional management positions of related majors through lateral mobility, that is, rotation. Specifically, they can consider their choice from three angles: if they are still interested in sales or related work and don't want to leave marketing completely, and the company's human resources arrangement allows, they can choose horizontal related positions, such as market analysis, public relations promotion, brand building and management, channel management, supplier management, etc.
If you have a professional background in management, or are interested in management, your development direction includes: market information or intelligence management, industry research, strategic planning, human resource management, project management, etc.
If you have accumulated technical advantages in manufacturing, operation, R&D and design of products or industries in sales, you can jump to high-tech positions such as operation management, pre-sales technical support, product testing and after-sales technical service.
Direction three. Personal entrepreneurship
It can be said that it is the most suitable for people with sales background to start a business. If an enterprise wants to survive, it must first have a market, and doing business well is the first problem that many entrepreneurs have to solve. Many enviable successful people started from salespeople and started their own businesses after accumulating certain funds, experience and resources.
The biggest advantage of salespeople in starting a business is their experience and resource advantages. A person with rich sales experience, compared with other entrepreneurs, will have great advantages in understanding the industry, the operation of enterprises, and the perception of market changes. At the same time, they are likely to accumulate funds and good interpersonal resources in the upstream and downstream of the industrial chain, understand the operation mode of the industry and the key to success, and even grasp the stable customer relationship resources reasonably and legally.
Direction 4: switch to management consulting and training.
If you leave this industry and start a new career space, it is also a new career direction choice. For example, it is also a good choice for experienced salespeople to switch to management consulting training. Many consultants and trainers of management consulting companies are transferred from marketing practice, and some are marketing bosses, directors and regional managers. Because they have rich sales experience and industry background, and better understand the marketing environment of enterprise practice, they have special advantages in marketing management consulting, strategic consulting and professional training in related industries.
Writing a career planning book is to make the career development smoother and clearer. In the process of writing, through continuous thinking and investigation, I can better understand my own industry trends, so as to draw up my own development direction and prospects and implement them according to the designated plan. Therefore, the preparation of the career planning book must be meticulous, so as to play its real role.
Model essay on sales career planning (3) preparation before telephone call;
The preparation before telemarketing is like the foundation of a building. If the foundation is not solid, the building will soon collapse. The result of telephone communication with customers has a great relationship with the preparation before telephone sales. Even if you have strong communication skills, if you don't do a good job in preparation, you can't achieve the expected best results.
The preparatory work before telemarketing includes the following aspects:
1, specify the purpose of calling the customer: be sure to know the purpose of calling the customer. Do you want to sell your products successfully, or do you want to establish a long-term cooperative relationship with your customers? Must be clear. Only in this way can the purpose of making a phone call be realized.
2. Define the goal of the call: What is the goal? The goal is the effect after the call is over. Purpose and goal are related, so we must be clear about the purpose and goal of calling, which are two important aspects.
3. Questions you must ask in order to achieve your goal: What information you need and what questions you need to ask in order to achieve your goal must be clear before calling. Telemarketing has just started, the purpose is to get more information and understand the needs of customers. If you don't ask questions, you obviously can't get the information and needs of customers. Therefore, the skills of asking questions in telemarketing are very important. The questions you need to ask should be written on paper before you make a phone call.
4. Imagine the problems that customers may ask and be prepared.
When you call, customers will also ask you some questions. If you don't know what customers ask you, you should take the time to find some information. Customers are likely to hang up because they are afraid of wasting their time, which is not conducive to the establishment of a trust relationship. So you need to know what questions customers may ask, and you need to know how to answer them in advance.
Imagine what might happen on the phone, and be prepared: usually, only 80 out of 65,438+000 calls can be made, and only 50 out of 80 can find the relevant person. Every time you make a phone call, something different may happen. As a telemarketer, you must know what may happen at any time in telemarketing and prepare corresponding countermeasures according to different situations.
6. Preparation of required information: As mentioned above, if you need to consult X's reply to the customer's information, you can't spend too much time. You should pay attention that you must not keep customers waiting on the phone for too long, and you must keep the information at hand so that you can take it out immediately when you need to consult it. And all kinds of materials prepared at hand are naturally as comprehensive as possible.
Make a work help table for the questions that customers may often ask. When customers ask these questions, you can quickly find the answers at any time. Another piece of information needed is the contact telephone numbers of relevant personnel, especially colleagues. If you are not clear about the customer's questions, you can ask your colleagues' technicians to help you answer them and form a three-way call.
7. Prepare your attitude: Your attitude must be positive. Telesalesmen make a lot of calls every day and are often rejected every day, which is easy to cause mental fatigue. Under the influence of this kind of fatigue, they may not be very enthusiastic when they call. Some telemarketing representatives are particularly nervous every time they meet an important customer to call. They are worried that customers will choose another company and no longer cooperate with themselves. But the actual situation is often not what he imagined, and as a result, his nervousness may have a negative impact. So it is very important to have a positive attitude. It is also important to prepare your attitude, that is, you must try to cultivate yourself to smile when talking to customers on the phone. This point will be introduced in detail when we talk about the voice appeal in communication below.
After the preparation is completed, the next thing to do is to call your customers. There is a detailed question when calling the customer: how to get through the front desk? Many enterprises will have a front desk, a secretary and so on. And only through them can we reach the target customers. If your goal customer orientation is accurate and you have made enough preparations, this should not be your obstacle.
If you find the person in charge, you need an opening statement. The following factors are crucial in the opening remarks:
1, introduce yourself
Self-introduction is very important. For example, when the phone is connected, you say, "Hello, this is xxx from the sales training institution." Be sure to warmly express friendly greetings and self-introduction in the opening remarks, which is the first element of the opening remarks: self-introduction.
2, the description of the relevant people or things
If there are related people or things, it is necessary to explain them concisely, which is equivalent to building a bridge to communicate with customers. If you go straight to the subject, it will be abrupt and not conducive to the establishment of a harmonious relationship. So it's best to have a description of someone or something.
3. Introduce the purpose of calling.
Next, let me introduce the purpose of calling. It is very important to introduce the purpose of calling, that is, to highlight the benefits to customers. In the opening remarks, let the customer really feel where your value is to him.
4, turn to ask the demand.
If you want to build a relationship and tap his needs, you must end the call with a question. If you find a topic of interest to the other party, customers will be happy to express their ideas, and the opening remarks will go on very easily and smoothly. At the same time, we should also pay attention to the fact that when calling customers, we must have a complete understanding of all aspects of customers.
Model essay on sales career planning (4) 1. Automobile sales personnel should pay attention to the following matters if they want to make a good career plan:
1, choose what you like. If car sales is not a job I like and don't want to do, your career planning should not start with car sales, but change careers. The survey shows that there is an obvious positive correlation between interest and success probability. When designing a career, we must pay attention to: consider your own characteristics, cherish your interests, choose what you love and choose your favorite career.
2. Choose what you are good at. If you have been engaged in automobile sales for several years, but you still can't have certain ability after repeated study, then you should also reflect on whether you are suitable to start from automobile sales. Choosing a job must choose your own strengths, which is conducive to giving play to your own advantages.
3, can roughly understand the current situation of automobile sales, according to the situation combined with their own objective and competent factors to analyze whether it is suitable for automobile sales.
2. What are the directions for the career planning of automobile salesmen?
1, a more professional senior sales talent.
From automobile sales to gold medal sales and elite sales, the short period is X to X years, and the long period is X to xx years. Generally speaking, car sales in the first three years are in the learning stage, learning sales skills, learning to withstand sales pressure, and learning how to tap more customers ... The so-called "more professional car sales staff" is not just a car sales consultant of a certain brand. Generally speaking, car salesmen who are low-end brands will be limited by "bottlenecks" when they grow to a certain stage. At this time, they will turn to high-end brands to continue selling, because high-end brands have stricter requirements on management and implementation, which can stimulate personal status and broaden personal horizons. It is also a greater challenge and leap in their career. If the goal of career planning is to "continue to sell", then people should develop themselves from two aspects: depth (sales skills, expanding business ability) and breadth (from low-end brands to high-end brands, from single stores to distributors, etc.). ).
2. Transform into management.
Most successful salespeople will successfully turn to management after many years of sales career, and most of the car salespeople who can successfully transform from salespeople to management have been "gold medal sales" and "sales elites" of their companies, and they are among the best in both actual combat and simulation competitions. Therefore, if you consciously turn to management, you must first do a good job in sales. Only when the sales work is excellent can the sales team be better managed. Generally speaking, most sales management is related to the market, such as sales supervisor, sales manager, regional manager, sales director and so on. , as well as market analysis, public relations promotion, brand building and management, channel management, supplier management, etc. If you have a professional background in management, or are interested in management, your development direction includes: market information or intelligence management, industry research, strategic planning, human resource management, project management, etc.
If you have accumulated technical advantages in manufacturing, operation, R&D and design of products or industries in sales, you can jump to high-tech positions such as operation management, pre-sales technical support, product testing and after-sales technical service.
3. Turn to planning and consulting.
To develop into automobile-related industries, for example, people with sales experience can turn to planning, automobile marketing, planning copy combined with sales market and advertising copy; For example, it is also a good choice for experienced salespeople to switch to management consulting training. Many consultants and trainers of management consulting companies are transferred from marketing practice, and some are marketing bosses, directors and regional managers. Because they have rich sales experience and industry background, and better understand the marketing environment of enterprise practice, they have special advantages in marketing management consulting, strategic consulting and professional training in related industries.
4. Personal entrepreneurship.
If you leave this industry and start a new career space, it is also a new career direction choice. Remember to meet people from all walks of life in the sales process. If there is a good opportunity, you can find friends to start a business together, accumulate contacts and funds, and you can start your own business. According to the relevant survey, only about XX%-XX% of the front-line salesmen who have been in the automobile sales industry for many years have embarked on the road of management, and XX%-XX% have stuck to the front line, but will develop into other departments, such as marketing department, used car department, insurance department, advertising company, automobile supplies company and manufacturer.
It can be seen that the occupations in the automobile industry belong to diversified development, and the market of automobile-related industries is getting wider and wider. As long as the sales front-line people do a good job in career planning, they will always go out of their own world.