Most of the manufacturer's foreign salesman is in the designated regional market to carry out sales work. Manufacturers set a sales task to the salesman to provide a certain guaranteed salary, travel expenses, promotional materials and other resources, all sales work in the region, including market research, market planning, customer development, customer management, complaint handling and other basic work to the salesman personally. To do a good job of all this, to ensure that the regional market responsible for the sustained and healthy development of sales, first of all, the salesman must be responsible for the regional market has an overall market planning, including phased sales targets, how the sales network is laid out, what kind of dealers to choose, with what kind of products and price combinations to cut into, what kind of promotional methods, etc.; Secondly, the salesman in the development of dealers and dealers to manage the process, often encounter a lot of problems. process, often encounter many problems, such as dealers complaining about high product prices, asking to do the regional general agent, requiring manufacturers to advance funds, control the development of manufacturers, quality incidents, etc., the salesman to deal with these problems, you must use some strategies, and these strategies, the need for salesmen to carefully plan; again, the salesman should also act as a dealer's adviser and helper, to find dealers in the process of developing Opportunities and problems in the development process, the development of dealers to provide guidance to help dealers plan promotional activities and public relations activities. Only regional salesman is a master planner, it is possible to make the market responsible for the sales performance faster and more robust growth; only regional salesman to help the dealer responsible for the advice, in order to win the trust and recognition of dealers, in order to make full use of and play the distribution function of the dealers, to ensure that the health of the sales network and stability.
2, "listen", that is, salesmen should have the ability to listen.
In the process of developing dealers, many salesmen, regardless of whether the dealer is willing to listen to, door to door on the kibitzing: their own products are how good, their own product features are how complete, their own company is how excellent, the dealer agent sales of such products can bring how lucrative benefits. It may be worth noting that most of the salesmen who market their products in this way are not successful. In fact, whether you are developing a dealership or handling customer complaints, listening is more important than talking. Why? First, listening can make you figure out each other's personality, hobbies and interests; second, listening can make you understand what the other side in the end, the other side of the real intention is; third, listening can make each other feel that you respect him, and attach great importance to his ideas, so that he let go of the baggage and concerns; fourth, when the other side of the manufacturer has a lot to complain about, listen to the other side can make each other vent, eliminating the other side of the anger; fifth, listening can make you have sufficient time to think about how to strategically reply to each other. How do salesmen listen? One is to exclude interference, concentration, with an open posture, actively involved in listening to the customer's statement; two is to listen to all the content, sort out the key points, listen to the other side of the words of the emotional color; three is to repeat the information you hear, quick record of the key words, to improve the memory effect of listening; four is to respond to the appropriate body language, appropriate questions, and silence at the right time to make the conversation go on.
3, "write", that is, salesmen should have the ability to write general correspondence.
Many marketing executives may have such an experience: often a salesman to report to you by phone, this competitor in the promotion, the competitor in the price reduction, requesting you to give him policy support. When you want him to write a written report, the salesman either can not pass the report back on time, or write back the report level is not clear, the intention is not clear. Why does this happen? Because many salesmen simply can't write reports or can't write them well. How to improve the ability to write salesmen? First, the sales manager in the salesman to report on the work and request policy support, as far as possible, they are required to report in written form; Second, for salesmen, hire professionals to conduct training in the writing of official documents, or buy books to organize the salesman to learn; Third, the salesman is required and encouraged to write more sales experience in the article, and in the enterprise internal publications or some professional magazines published on the success of the Published articles to give appropriate incentives.
4, "said", that is, salesmen should have the ability to persuade.
Salesman is the manufacturer's resident representative, the manufacturer's basic situation, product features, sales policy are passed through the salesman to the dealer. Salesman in the communication with dealers manufacturers policy, some dealers quickly understand and understand the intention of the manufacturer, some dealers do not understand the intention of the manufacturer or understand but do not understand, some dealers on the manufacturer is very disgusted and even cut off the cooperative relationship with the manufacturer. Why do these situations occur? The reason is that different salesmen have different persuasion ability. How to improve the salesman's ability to persuade? First, the salesman formally persuade the dealer before, to make full preparation: first of all, by asking questions to the dealer and the dealer related to the way the dealer or the dealer himself to understand the dealer's needs, that is, what he is thinking, what he wants to get, what to worry about, in order to prescribe the right medicine; Secondly, for the needs of the dealer, to draw up persuasive plans, how to persuade the dealer, from what key points to touch him to write down, keep in mind in his own mind; again, speak to be vivid and vivid, to persuade the manufacturer to the manufacturer, or even break off the cooperation between manufacturers. Once again, speak to vivid, specific, operable, in the sales persuasion process, to be specific about when, where, who, with what methods, the implementation of which effect can be achieved; Finally, more standing in the dealer's point of view, to help him analyze his situation, so that he understands the manufacturer's policy to help him improve his situation, to explain to him the manufacturer's policy specific operational methods, describing the implementation of the manufacturer's policy can bring him the benefits and benefits of the implementation of the manufacturer's policy. After the implementation of the manufacturer's policy can bring him the benefits and value.
5, "teach", that is, the salesman should have a certain coaching ability.
Excellent salesman is able to maintain high sales performance, because he can effectively integrate resources, he can be under the jurisdiction of the regional market dealers, dealers, dealers, dealers, dealers, the terminal outlets customers through training and guidance to improve the level of their business and business capacity, so that they are as good as they are. Salesman teach dealers, dealers of salesmen, terminal outlets customers what? First, product knowledge, teach them the process of the product, the main formula, the main selling points, and the difference between competing products, features and functions, methods of use, etc.; Second, business methods, teach them how to do market planning, how to develop downline customers, how to manage downline customers, how to establish a good relationship with downline customers, how to deal with downline customer objections and complaints, etc.; Third, guide the operation, and constantly found that Third, to guide the operation, constantly find dealers and dealers of the salesman in the actual operation of the process of the problems, such as store not in place, the regional market development is slow, effective sales time inefficiency, and so on, to put forward recommendations and suggestions for improvement, so as to improve the sales execution.
6, "do", that is, the salesman should have a strong executive ability.
Many sales executives may have this experience: subordinate salesman early in the month to beat his chest to you to ensure that this month will be able to complete what kind of sales targets, but also a series of strategies and measures to achieve sales targets, but every month to the end of the sales plan is always out of the question. Why this deviation? Salesman execution is not high. Many salesmen at the beginning of the month, the month generally do nothing, to the end of the month like ants on the hot pot, constantly urging dealers to report plans, back to the money. A dealer's distribution capacity is not entirely by the dealer, is to see how many terminal outlets he has, how many of these terminal outlets are effective and controllable. And all of this, the salesman needs day after day, year after year to sink solidly in order to understand in place. Therefore, the salesman must have a strong ability to execute. Salesman how to improve their ability to execute? First, the salesman should have clear goals, including annual sales targets, monthly sales targets, daily sales targets; Second, the salesman should develop the habit of making plans, especially the daily work plan, the evening of the same day to determine the next day's sales plan, plan when, how long it will take, to where to go to visit what customers, and customers to achieve what **** knowledge, etc.; Third, the salesman should develop the habit of reviewing the Habit, every day back to the residence, the day of the completion of the sales plan, sales success points and failure points, problems and the need for manufacturers to support matters such as a simple review and summary, and will be written in the sales diary; Fourth, the salesman should strengthen the business of training and learning to improve their sales skills, including customer negotiation skills, communication skills, time management skills, etc.