Sales skills of construction machinery. Don't sell blindly.
It is not difficult to master the information of users in your responsible area, such as the size of the unit, the name of the competent leader, the approximate number of equipment and so on. It's no secret. Ask old salespeople, including salespeople of different brands.
Construction machinery sales skills 2, familiar with the company's products.
We must learn and memorize information, brochures and advertisements related to the company's products. At the same time, we must collect competitors' advertisements, promotional materials and brochures, conduct research and analysis, so as to "know ourselves and know ourselves" and truly know ourselves and win every battle. Sales representatives must read more books and magazines on economy and sales, especially daily newspapers, to understand the news and news events of the country and society.
Sales Skills of Construction Machinery III. Going to the Main Battlefield
In the current marketing era of "terminal is king, channel wins", every regional manager will analyze the channels after taking over the new market, so as to clarify the channel composition, find the gap between channels, evaluate the development trend of channels, and determine which channels have key growth potential, that is, find their own main battlefield. Generally speaking, it is achieved through the following two steps: firstly, it analyzes the sales proportion of the company's products, main competing products and industry level in each channel, with the aim of understanding the gap between the sales proportion of our products in each channel and the competing products and industry level. Second, compare the growth rate of our products, main competing products and industry level in various channels to analyze, with the aim of clarifying the development trend of channels and dynamically looking for opportunities.
Sales skills of construction machinery. Decide tactics
After determining the potential channels and resource allocation principles, you need to know what tactics should be taken to improve your performance and maximize the value-added of channels. Competing products have increased by 40% in the catering channel, which is your potential channel, so you need to analyze the operating mode and sales support system of competing products in the catering channel, such as increasing staffing, encouraging channels, training sales staff, and setting up bonus system.
Sales Skills of Construction Machinery V. Troop Allocation
Determine the main battlefield, make a resource allocation plan after knowing the tactics, and then solve the problem of effectiveness and pertinence of resource allocation. Next, we need to dispatch troops. If increasing staffing and channel incentives are effective measures to realize the rapid growth of catering channels, we should estimate how many resources are needed to increase staffing and channel incentives and how much they can play in improving performance, and judge whether these two measures can meet the company's requirements for performance growth to support the formulation of sales targets and expense budgets. Table 3