[China Glass Network] China's economy has experienced rapid development in recent years, and the market has undergone a great change. The retail industry has also transitioned from the original big circulation era to the phenomenon of various retail formats and wholesale coexistence. The original sales staff mainly relied on running single gangs. The emphasis was on the attention of individual heroes. The emphasis was on personal abilities. The modern market is developing, the division of labor is getting more and more detailed, and the requirements for sales personnel are also getting higher and higher. Sales personnel must be on their own. Career planning, or will be eliminated by the market.
Have a learning mindset
Now is a society of information explosion. Today's knowledge may be replaced by new knowledge tomorrow. Experience is important, but the experience of the original will be abandoned by the market. Experience is indeed bringing success. A great shortcut, but often experience is also a stumbling block to success. Therefore, as a salesperson, you must maintain a learning mentality and always update your knowledge.
Thinking determines habits, habits determine personality, and character determines fate. There is a small story. In an experimental class, the teacher took out a cup filled with stones and asked the students how to put the east and the west in the cup. The students felt that it was impossible. The cup was already full. At this time, the teacher took out a little sand and put it into the cup. The cup looked very full. The teacher asked, can you add anything to the cup? The students think it is even more impossible. The individual showed the color of guilt; at this time, the teacher was seen to take out the cup again and add a lot of water to the cup filled with stones and sand. Yes, there are things in life that seem impossible to accomplish. Just change your mind and look at the problem from another angle, and things will be clear. Before the salesperson decides to study, he must abandon those experiences in the abdomen, can't be complacent because he has been working in the market for so many years, and the knowledge is constantly updated. Especially the modern retail knowledge changes with the market. You are not learning today. If you don't update your knowledge, tomorrow, your old one won't work in the market, and you will stand firm in the market.
From personal to team
Personal sales hero attention has left us. With the development of the market, the division of labor is getting more and more detailed. Every job is done by many people working together. Everyone is focused on a job and an expert in a certain field. Pay attention to the overall collaboration of the team. It can be seen that we have stepped into the "new century" in which "cooperation is power" and the team's tacit understanding. Unity is power.
In the past, the market emphasized the ability of individuals. As long as there are several sales experts in the company, they can support the normal operation of the company. The market economy has developed to this day, and various formats have sprung up, all of which have taken root and sprouted in China. And the big capital has come to the forefront, and the economic development also requires people to become more and more detailed about the division of labor. Every single business that is sold in a company must be designed and developed by the R&D, production, finance, and logistics departments.
Now everyone is advocating team building. This is not a follow-up, but the market has developed to the point where it is today. We must work together in teams to achieve greater combat effectiveness.
From business to management
This is a question of the professional positioning of the sales staff, and cannot be simply understood as the promotion of the position. In the past, the function of selling was simple, that is, the delivery of money, the simple relationship of buying and selling, there is no need to manage the function of the customer; with the rise of the hypermarket in China, the function of the salesperson can not be limited to delivery, waiting for the store. This basic level of payment. How is your product displayed in the store? Is the promotion in place every time? Is the inventory of the store large, will it cause a large amount of returns to the company to lose? Is the return of the store normal? Did the guide have played a role in the store? Wait, these can't be done with the mentality of doing business, to find problems from a management perspective, to solve problems.
From one-sidedness to overall view
Nowadays, market development and market operation can't be taken one step at a time. It is necessary to have a overall view; from the development of customers, the entry of goods, the construction of sample shops, the promotion planning and execution must consider the overall situation; not because of the improper choice of customers. Affect the progress of the entire market development, but not because of their own quick success, improper promotion and brand damage is particularly great, before the market sales staff casually, you can make the promotion, and now the information is smooth and transparent Times, don't cause market price confusion because of your own intentions.
I once saw a company going to a certain area to develop the market. The manager of the area has not been successful in attracting investment in the market for nearly a month. The above performance pressure is too big, and the headquarters is urging customers every day. The regional manager has a heart-to-heart relationship. In the market, regardless of the size and background of the customer, as long as he is willing to do his agent, he has developed four dealers in a few days, one of which is relatively large, or the distribution of the finished product. Business; because of its strong strength, the company asked for 5% of the goods with the goods, the regional manager could not always let this big customer run, and agreed, but in less than two months, the market problem appeared. Several other dealers demanded a return, because the market price was too chaotic, and the dealer could not operate at all...
Imagine that the regional manager can strictly select effective customers at the beginning of the investment, and take some measures to manage the market supply price, and the above problems will not occur. There are still many cases in this case, especially in the promotion, only taking into account the temporary sales, the market price is often messed up.
Promotion of marketing skills
The market is constantly changing, the original big circulation sings the protagonist, and the time has passed, the modern store gradually appeared on the market stage, and gradually played her advantage and sang the protagonist. There are many rules in the store, and the division of labor is very detailed. The departments cooperate and supervise each other. Contract negotiation, promotion planning and implementation of the store, how to deal with the operators of the store, let them pay attention to your products, how you manage the goods in the store, how to display, the reconciliation of the store, the mastery of the collection process, is to send Goods also have their own process regulations, it can be said that each link is a knowledge, a little careless may affect their work in the store. If the sales elites are still using the big circulation market to deal with modern stores, I think that is destined to suffer.
The modern store has a clear division of labor. It can be said that they are experts in the industry. As a salesperson, they must be able to follow the development of the market in terms of business skills, and master certain sales skills before they can fight in the market.
The development of the market requires that modern sales personnel must adapt to the development of the market and exercise their internal strengths. Only in this way can they develop themselves based on the market.
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