Chapter two . Sales representatives should carry sales tools
* product list
* Customer directory that has been concluded and put into use
* Pictures and company album
* Map
* Business card
* Customer file
* Calculator
* Note
* Latest price list
* Visiting gifts with company logo
* Blank "Contract Application Form", "Visiting Records" and other professional sales form
Preparation for sales tools, we can follow the basic principles of Toyota Company:
The sales tool should not be provided by others, but should be the sales representative to create it, this will reflect your own unique charm.
2.3 Information Collection of Competitive Brands
A collection of competition brand information
(1) The specific content collected
1. The internal personnel adjustment of competing manufacturers;
2. Sales policy adjustment of competitive brands;
3. Competitive brand product price adjustment;
4. Competitive brand new product launch plan (with sample pictures);
5. Competitive brand promotion;
6. Competitive brand new advertising activities;
7. Competitive brand new POP (attachment sample);
8. Other information of all competitive brands;
(2) How to collect information on competition brands
1. Existing archives in the company;
2. Ask the company's qualifications, experienced sales representatives;
3. Visit for wholesalers, final consumers and other industries;
4. It is learned from the sales representative of competitors, annual reports, internal publications;
5. Collect the relevant articles of the industry or industry foreign business, trade newspapers and magazines;
6. It is learned from the industry and other commercial organizations;
7. Collection at the industry and other trade showings;
8. The careful observation of the performance of each brand market.
two. Competitive brand sales action analysis
(1) Analysis of the action of sales representatives of competition brands
1. Visit the frequency of wholesalers or retail customers every month or weekly?
2. How much time is you staying at wholesale customer or retail client?
3. Who are mainly seen in wholesale customers or retail customers?
4. What is the content of negotiation?
5. How does it use to strengthen relationships?
6. Whether the common promotion with wholesale customers and retail customers is frequent?
(2) Analysis of the sales strategy of competition brands
1. What kind of product is concentrated to sell, what is the impact on us?
2. What kind of sales strategy is used? Is our confrontation strategy powerful? What is the wholesale customer response?
3. How is the price policy and discount policy of competitive brands? What is the wholesale customer response?
4. After-sales service of competition brand, how is the delivery system?
5. How is the number of competition brands to the sales target of wholesale customers?
2.4 Preparation for customer data
(1) How to do fact investigation
1. Prior investigation
2. Observation
3. Direct inquiry
4. Questionnaire
(2) Clearing your interests for customers
The purpose of the first visit to customers is:
* Causes the interest of customers
* Establish interpersonal relationships
* Understand the current status of customers
* Provide some product information
* Introduction to your company
* Requirements to agree to conduct a further investigation, to make recommendations
* Require customers to visit Of course, if you are selling goods is not a system product, you may be able to request a quote and request order.
Each sales representative must increase as much as possible and confirm your contact time, and confirm that you contact, the object is the correct sales object, otherwise you cost itself.
Sales representatives should study customers before visiting - business status: (1) Service object (2) in previous order status
(3) Operation status (4) demand profile (5) credit investigation;
Profile: (1) Name, Family Status (2) Hobbies (3) Jobs and Other Departments Relations
