Marketing Staff'S "Hidden Rules"

Wang Binggang graduated from a famous university and majored in marketing.

He came to Shenzhen to develop with excellent performance and rich experience in social practice.

When I first came to Shenzhen, I interviewed two companies. The interview process was all right, but they were not hired at last.

Last month, Wang Bing received an interview notice from a well-known company. He carefully prepared for a job interview. The personnel manager's pass was very easy. Because the company was large, the personnel manager passed the interview with deputy general manager of the company's sales.

From the personnel manager's tone, Wang Bing felt that he was very likely to be accepted, and the interview of deputy general manager might just be a walk away.

Then the deputy general interviewed Wang Bing, feeling very relaxed, too. Wang Bing felt that the work was very stable. But the second day Wang Jun received the call from the personnel manager of the company: "because you are a fresh graduate, it is not very suitable for our job requirements, sorry..."

This made Wang Bing confused.

He found out the first year's working sister in Shenzhen and went out for tea. When she talked about these interview experiences, she sighed and said to him, "graduating students are just excuses. You can't see them on your resume.

If I see you, I will inform you that the problem is not here.

You may encounter the unspoken rules of our line! "

"Hidden rules?"

Wang Bing's face was puzzled.

Sister Wang Bing said: "your 1 metre 75 head, generous speaking, standard Mandarin, magnetic bass voice, it is not a problem to apply for sales positions, but what?

Ah...

After listening to the advice of his elder sister, Wang Bing went to the hospital second days to repair his two big rabbit teeth. Soon, Wang Bing applied for a regional manager of a company.

There are hidden rules in the entertainment industry, medical devices, medicine industry has hidden rules, doctor-patient relationship also has hidden rules...

There are various hidden rules in the workplace.

Because of the particularity of the nature of their work, marketers communicate with people and interact with each other, so they encounter more potential workplace rules than ordinary jobs.

The hidden rules encountered by marketers in the workplace usually include: 1, those who have sales experience are preferred.

When you see a requirement in the recruitment process, you must have sales experience. You must not think that this is a high standard for talents.

The requirement of sales experience is that you must be able to work on a post. It is impossible for the company to provide pre job training.

2, customer resources are preferred. There are two subsets of customer resources: a, sales experience in the industry, self development of a number of agents (customers), or key job positions in the original company, with a group of good and stable customer groups.

If you have these conditions, you can basically sign an employment contract with the enterprise.

b, customer resources alone are not enough. Enterprises want results and benefits.

In the next work, you should have the ability to dig the corner of the old club and turn the old client into a current client. That's what the company really wants.

3, the image quality is good, the fact is that the applicant needs to be handsome, the man must be handsome and sunny, at least he must be looked up to.

In this regard, some people will surely say that this is the fact that enterprises judge people by their appearance, but their abilities are not related to their appearance.

But for a part of enterprises, because marketers are engaged in a communication and negotiation work, marketing personnel represent the image of an enterprise. Some enterprises (usually large or small enterprises tend to care more) are not surprised to have special requirements for the image of marketers.

4, the hidden rules about travel expenses: Xiao Liu is a salesperson of G company, and there are 12 salesmen in G outside the market, and 12 of them are brothers, whether they work or live happily.

Later, Xiao Liu found that the brothers were not willing to travel with themselves on business trips.

He never knew why.

Until then, the director of marketing praised Liu in public at the meeting. During that time, the company's performance was not satisfactory, and the company reduced its expenses. The director of marketing said Xiao Liu's travel expenses were the lowest in the company.

At that time, the standard of travel expenses for G company was 150 yuan per day.

Every other person's expense account is 150 yuan a day, not much or a lot.

And Xiao Liu's reimbursement list is 120, 100, 138, 80...

Unequal.

So little Liu Zhuomo came out, and the "surplus value" of travel expenses was his own income for salesmen.

And these are the marketing directors of their bosses.

5, leaders' words and deeds: how should marketing personnel face the hidden rules in the workplace?

1, fully understand themselves, know their strengths, and enhance their core competitiveness: those who overemphasize marketing personnel with work experience and customer resources are generally two or three tier brands in the industry, and those who want to engage in marketing must have "temperament" or either the top 500 international enterprises or the least paid 500 enterprises.

Ordinary enterprises still pay more attention to the inner qualities of marketers.

As marketers, they should have a clear understanding of this kind of hidden rules, so long as the body does not have obvious defects, they must have confidence in themselves.

In fact, there is a phenomenon in the ranks of salesmen - the truly outstanding salesmen are like Eric Tsang, Zheng Zeshi and Andy Lau and Kaneshiro Takeshi.

As a marketing person, if we want to constantly improve the overall quality of our employees and consider the remuneration offered by enterprises, we should pay more attention to whether the enterprises can provide on-the-job training, pay close attention to the latest marketing theory, apply the theory to the actual work, and constantly improve their core competitiveness.

2, do not rely too much on the company's rules and regulations; maintain a common heart: the system and rules of an enterprise are often "explicit rules", which regulate the work requirements, norms and processes of employees.

The activity on the enterprise's surface is the embodiment of "explicit rules", but sometimes the decisive role in some matters is not the rules and regulations of the company, but the "hidden rules", such as personnel promotion.

For example, some "Inequalities" caused by hidden rules in enterprises, such as bosses and relatives of leaders, have the opportunity to take paid tours.

Marketers should be treated with a common sense. They should not regard the hidden rules as a political struggle in the workplace, and do not make too many remarks or even personal attacks inside the company.

3, in the face of the unspoken rules of the workplace, do not be too worldly, nor too foolish: one knows too much about the hidden rules within the company, and uses them in improper interpersonal relationships. It will be too sophisticated for the people around him; if he knows nothing about the hidden rules, he will be too foolish to act according to his "rules".

On the new year's day, G organized a group of people travelling in Hong Kong and Macao. The boss announced the good news at the meeting, and recommended 3 outstanding and highly productive employees.

The manager of the marketing department held a meeting on the day of organizing the staff of the Department. At the meeting, the manager gave out a list of three people, including a clerk in the Department.

Shortly after entering the company, the small Z immediately raised her hand to express her objection and said her own reasons: "the clerks often have bad attitude when communicating with their customers. They can't see where she works well. She should be replaced by another regional manager, S."

After he finished speaking, the manager's face became very embarrassed. In the end, his colleagues told him that the clerk was the boss's sister-in-law.

A marketer, when developing the market and developing agents, will make the most basic investigation and assessment of potential customers' strength, industry influence and interpersonal relationship network. If he does not know the organizational structure and interpersonal relationship of his company, it is a bit "not qualified".

4, abide by the basic professional ethics and uphold the correct values: whether a salesperson's career is perfect or not is related to his real ability and personal professional ethics.

Such things as digging up old family walls can reflect the professional ethics of a salesperson. A salesperson who has many years of sales experience will more or less accumulate some customer resources, and spend his mind to accumulate these resources, which is to help the future work and personal career development.

Therefore, it is normal to take part of customer resources after job hopping.

But if we face a new employer who is too fond of selling customers' resources, then we should make a rational assessment of this enterprise and decide whether to enter this business or not.

Those who overemphasize customer resources brought about by competitive and peer brand marketers generally do not have long-term strategic planning and pay attention to immediate interests. If you bring customer resources, you will be faced with the experience of killing rabbits.

Finally, when customers are brought in, the market operation of the company is very irregular.

The values of marketers are often more practical than those of other people. But if a person wants to develop in his career path for a long time and set up his own brand, he should first establish the correct outlook on life and values.

As mentioned above, the G company has dismissed two salesmen after the company's expenditure pressure is high.

The reason is that they "falsely charge" in the middle of the business trip.

Although most of the other colleagues are the same, they have only the hidden rules such as bad luck, travel expenses and so on. Although the director of marketing or even their bosses are aware of this, they usually acquiescence in such a situation, but they will never make verbal promises.

So when a company fails to operate, someone will be unlucky.

It is quite easy for company finance to find evidence in this area.

But the "honest" Xiao Liu later entered the company later than others, but he was assigned to deputy manager in one year.

As a member of the workplace, the marketing staff should understand that the objective existence of the hidden rules is inevitable.

The existence of hidden rules is quite different from that of enterprises in terms of culture, system and managers.

Such as emphasis on staff cooperation and tolerance and encouragement of personal ability to play and compete with each other, the two cultural background of the hidden rules are quite different.

Marketers should deal with the hidden rules of the workplace with a common mindset, do their job well, improve their abilities and their competitiveness in the workplace.

Shortly after entering the B company, the director of marketing arranged for two regional managers to take a little river at different times.

In the meantime, the director of marketing had been in contact with Xiao Jiang for some time.

Xiao Jiang feels good at doing business, and the brothers are not at all constrained.

Unlike other jobs.

Xiao Jiang was disappointed when he returned to the company for a business trip. He found that colleagues and leaders in the ordinary work were very "hypocritical" when they arrived at the meeting.

Speaking, shouting slogans and things are the reports of the director of marketing. They feel very fake, and the brothers are accompanying leaders under the stage.

Of course, Xiao Jiang, who just joined the work, did not notice that the meeting was attended by the boss and other department managers.

6, and other aspects of the hidden rules: in the workplace, such as leapfrog reporting subordinates will not be tolerated; leave and leave must be based on the premise of not affecting the work tasks; a department manager can not afford to be competent, no one is dissatisfied with him because he is the nephew of the boss; financial executives generally can not offend, they are generally the family of the boss or shareholders.