12 basic capabilities that primary salespersons must master
Author: Cheng Lie
The 12 sales capabilities of Cheng Lie Mai Kaffe Solitae are listed in the world are the universal sales capabilities of many world 500 companies. Presenting to you hopes to help the sales capacity management and sales ability of local companies. We divide sales capabilities into three categories: skills, common sense and behavior. Each class also includes four capabilities. Skills include: 1. Establish relationship 2. Sales and negotiations 3. Guidance, development and training 4. Analysis and solve problems include: 5. Customer value positioning 6. Business awareness 7. Customer management 8. Market awareness behavior includes: 9. Results The center Theory 10. Team work and team establish 11. Self and team work management 12. Innovative spirit These capacity types of sales staff are as follows: newbie, new job, basic ability level, and the minimum requirements of the ability, working under guidance and training. Sales Ability 1: Establishing good relationships and is committed to good interpersonal relationships, promoting business development · Exhibits awareness of good relationship with customers and describes effective, good interpersonal relationships on business. · Understand the role of opening and closing questioning skills and showing the skills of using active listening, establishing a harmonious, trusting relationship and understanding the needs of customers. · Recognize and thank others to make contributions and advice. · Understand the principles and value of customers, companies and their own service. Sales Ability 2: Sales and negotiations use sales and negotiation skills and maximize sales opportunities to improve the profitability and competitiveness of the business. Sales Process · Program / Preparation · Establishment · Discovery Demand · Send Sample · Product Introduction · Negotiation · Opposite · Transaction · Review / Tracking / Management · Understanding Sales Process (See) · Discovering customer needs during accompanying process · Find out Existing customers / retailers have increased, combined and cross-selling opportunities. The product introduction to a group of people is three: training development and training mutual study, common development, and improve the ability of sales teams · Understand and apply open Skills and guidance skills · Accept guidance and colleagues, customers and retailers informal one-to-one training courses · can help newbies · to understand their own training needs and seek help · grasp the opportunity to learn and quickly learn from practice Sales Ability 4: Analysis and Solving Problems Using all related and available information, finding key issues and opportunities; determining the causes of problems and methods of solving problems, strengthening customer relationships • To find out questions, find out customer problems, fast, accurate It is necessary to respond to the customer's question. It is solved with existing tools, resources and guidance manuals. Simple customer problem sales capabilities. 5: Customer value positioning passes the optionally recommended our products, services and logistics support, maintain and develop new Business · Description Products / Services Features, Advantages and Applications in the similar markets · Explain our customer service positioning to customers on similar markets · Adding appropriate questions to customers in order to get technical help from colleagues / superiors · How to get or seek technical information · Know the product sales capability of major competitors: Business awareness through information and technical management, identifying business profitability and competitiveness · With the help of sales instructors, in order to develop different business and major customers The sales plan makes your own contribution. · Know how to get business and explain the problems in the business in the help of the sales manager / instructor. · Proficiency in using a general computer application software. (如 ) · In business practice, the awareness sales capability of business and financial management is displayed: customer management development to customers, Deep understanding of demand and structure.
By planning and prioritize, the most efficient use of time is planned to plan the frequency of visiting customers, purpose, and visiting customers, and analyze the needs and requirements of customers / wholesalers, and them. Demand for customers and end users · Understand who is the decision makers and influential people in the customer enterprises, 8: Market awareness in all business activities, through the full understanding of the market and external environment, strive for competitive advantage · Reflect Understanding sales capabilities for marketing, customer types, and market sectors Nine: Results Central Theory Responsible for "Bao Song" performance · Learn about the main performance measurement / index · Responsibility to receive division, performance and effect · Target sales capabilities Ten: Team work / establish team contribute to the team; win commitment, and inspire them to catch up with enthusiasm and affinity, gather in the group, and live with others. · Sharing information sales with others 11: Self / team work management has a high personal standard, responsible for its own development, and solves performance problems with others · According to the importance and urgency of the task, advance formulation plan · Keep The latest work knowledge · Understand the goals of personal / team, listen to suggestions and feedback, and to take a good personal style (dress, car, sales aid) · Edited letterhead and report clear, syntax is correct Whenever, all security sales capabilities are 12: Innovation spirit is looking for ways, improve business, providing customers with value-added services. Preparing to try new ways, take care of the risk of careful weighing · Accepting and implementing new ideas with enthusiasm and responsibility and welcoming your point of view and views. Tel: 0755-83860230 12 sales capabilities of Yao transferred to this article are listed by many of the world's top 500 companies universal sales capabilities. Presenting to you hopes to help the sales capacity management and sales ability of local companies. We divide sales capabilities into three categories: skills, common sense and behavior. Each class also includes four capabilities.
Skills include:
Establish relationship
2. Sales and negotiations
3. Guidance, development and training
4. Analyze and solve the problem
Common sense classes include:
5. Customer value positioning
6. Business awareness
7. Customer management
8. Market awareness
Behavioral classes include:
9. Results
10. Team work and team establishment
11. Self and teamwork management
12. Innovative spirit
These capabilities of these capabilities are as follows:
Novice, new job, basic ability level, and the minimum requirements of the ability, working under guidance and training.
Sales Ability 1: Establish a good relationship
Pay attention to and commit to good interpersonal relationships, promote the development of business
· Explain the awareness of a good relationship with customers and describes effective, good interpersonal relationships on business.
· Understand the role of opening and closing questioning skills and showing the skills of using active listening, establishing a harmonious, trusting relationship and understanding the needs of customers.
· Recognize and thank others to make contributions and advice.
· Understand the principles and value of customers, companies and their own service.
Sales Ability 2: Sales and Negotiation
Use sales and negotiation skills and maximize sales opportunities to improve the profitability and competitiveness of the business.
sale process
· Plan / Preparation
·Build relationships
· Discovering demand
· Send samples
·product description
·negotiation
· Opposition
· Transaction
· Review / Track / Management
· Understand the sales process (see)
· Discover customer needs during accompanying process
· Find out opportunities to increase, combine and cross-selling existing customers / retailers
· Product introduction to a group of people
Sales Ability 3: Training and Training
Learn each other, develop together, thereby improving the ability of the sales team · Understand and apply open questions and guidance skills
· Accepting guidance
· Informal one-to-one training lesson with colleagues, customers and retailers
· Can help new hands
· Recognize your own training needs and seek help
· Grasping the opportunity to learn and quickly learn from practice experience
Sales Ability 4: Analysis and Solving Problems
Using all related and available information, find key issues and opportunities; to determine the causes of problems and methods of solving problems, strengthen customer relationships
· By making a problem, identify the customer problem
· Rapid, accurate, and make a response to customers
· Solve more simple customer issues with existing tools, resources and guidance manuals
Sales Ability 5: Customer value positioning
By selectively recommend our products, services and logistics support, maintain and develop new businesses
· Describe the characteristics, advantages and applications of products / services in similar markets
· Explain our customer service positioning to customers in the same market
· Advantages to customers in order to get technical help from colleagues / superiors
· Know how to get or seek technical information
· Know the products of major competitors
Sales ability 6: business awareness
Through information and technical management, determine the profitability and competitiveness of the business
· With the help of the sales instructors, we have made your own contribution to develop a sales plan for different business and major customers.
· Know how to get business and explain the problems in the business in the help of the sales manager / instructor.
· Proficiency in using a general computer application software. (Such as )
· In business practice, the awareness of business and financial management
Sales ability seven: customer management
Develop a deep understanding of customers, their needs and structures. By planning and prioritizing, the most effective use of time
· Planning the frequencies of visiting customers, purpose and visiting customers in terms of importance and urgency
· Analysis after visiting visit
· Understand customer / wholesalers' needs and requirements, as well as their customers and end users
· Learn about who is the decision-making person and an influential person in the customer enterprise
Sales Ability 8: Market Consciousness
In all business activities, through the full understanding of the market and external environment, strive for competitive advantage
· Reflecting on the market, customer type, and market sector's understanding
Sales Ability Nine: Results Center
Responsible for achieving "guarantee"
· Learn about the main performance measurement method / index
· Responsibility for receiving division, performance and effect
· Strive to achieve goals
Sales Ability Ten: Team Work / Establishing Team
Contribute to the team; win commitment, and inspire them super
· Explain enthusiasm and affinity
· Work in the group in the group and live with others.
· Sharing information with others
Sales Ability 11: Self / Team Work Management
Have a high personal standard, responsible for their own development, and solve performance problems with others
· Develop an activity plan in advance according to the importance and emergency of the task
· Maintain the latest work knowledge
· Understand the goals of personal / team
· Listen to suggestions and feedback, and action according to the action
· Explain a good personal style (dress, car, sales aid)
· The letter of the editor and the report are clear, the words are concise, the grammar is correct
· Whenever,
Sales Ability 12: Innovation Spirit
Looking for a way, improve business, providing value-added services. Ready to try new ways, take care of the risk of careful
· Accept and implement new claims with enthusiasm and responsibility
Welcome to discuss your point and opinion with the author. Contact number: 0755-83860230 Miss Yao turns
