The company is a world-renowned building materials manufacturer, there are more than 100 factories around the world, and there is also a considerable investment plant in China. All domestic products are sold through distributors and distributors, of which popular products (sales Low large profit is mainly sold by the dealer network, while high-tech products (high profit sales are relatively low), by the manufacturer sales representative through visiting project (project owners, designers, chief package / sub-package) to obtain orders, still pay dealers . In the work, the sales representative is more common in the visit of the dealer, and the purpose of visiting the horse is not clear, takes the horses, and visits the efficiency of the team, to strengthen the team management and effective visits to design work procedures for the design work procedures for the sales representatives (see Schedule) We summarize for visiting 5 Preparation 4. First, the sales representative must ask yourself 5 questions. Often some small problems such as telephone reservation or sample / information is not ready to make a discount, if there is no appointment before visiting, I found that the customer is temporarily out, white and white waste For a long time, such low-level errors sometimes happens on some old sales representatives. At the same time, some sales representatives cannot effectively take the route to the route, so that the sales representative's weekly work plan must be discussed and approved with its supervisors. In a visit to the customer seven pull eight, there is no marginality is another error that the sales representative is easy. In the form, we stipulate four problems with customers, simple and clear and clear. If each visit, sales representatives must emphasize the benefits of the company's high-end products to customers, because dealers are always happy to sell prices, low-priced market, and for some high-end products, due to high prices, not understanding The attitude is more negative. The purpose of visiting is to raise interest and sales skills to raise customers to sell such products. In addition, customers' sales and goals have to talk about the subject. To emphasize the three places where visitors, it is to avoid sales representatives to make a water-style visit. The customer's sales outlet mainly checks the display of the company's products. From the customer's warehouse, you can understand its actual sales from the factory, sell the same type of other product ratios. Project visits is the best way to sell high-end products in sales representatives. Visit the end of the sales representative submitted this visit to its competent.
Welcome to discuss your views and opinions with the author, email: Luheping@sohu.com
Source: China Marketing Communication Network Link
