Turning Point In History: Where Should Sales Personnel Go?

China's economy has experienced rapid development in recent years, and the market has also undergone great changes. The retail industry has also changed from the big circulation era to various retail formats and wholesale coexistence.

The original salesperson mainly relies on running the gang, paying attention to personal hero's attention, emphasizing personal ability, the modern market is developing, the division of labor is becoming more and more detailed, and the requirements for salesmen are also getting higher and higher. Salesmen must plan their careers, otherwise they will be eliminated by the market.

Today is an information explosion of society, today's knowledge may be replaced by new knowledge tomorrow, experience is of course important, but the experience of the death of the original will be abandoned by the market, experience is indeed a great shortcut to success, but often experience is also a successful mix of feet stone.

So being an excellent salesperson must maintain a learning mindset and constantly update his knowledge.

Habit determines habits, habits determine character and character determines destiny.

There is a small story. In an experimental class, the teacher took out a glass filled with stone and asked the students how to put it in the cup. The students felt it was impossible. The cup was already full. Then the teacher took out some sand and put it into the cup. The glass looked very full. The teacher asked, "can you add anything to the cup?" the students thought it was even more impossible. Everyone showed the color of the trouble. At that time, the teacher again took out the water cup and added a lot of water to the cup filled with gravel and sand.

Yes, there are seemingly seemingly impossible things in life. If we look at the problem from a different perspective, things will become clear.

Before deciding to learn, salespeople must abandon those experiences in their stomach and not be complacent because they have worked hard in the market for so many years. Knowledge is constantly being updated. Especially modern retail knowledge is changing along with the market changes.

If you don't update your knowledge, you will not be able to work in the market tomorrow, and you will be unstable in the market.

The attention of personal sales heroes has gone away from us. With the development of the market, the division of labor is becoming more and more detailed. Every job is done by many people in collaboration. Everyone is dedicated to one job, to be an expert in some field, and to pay attention to the overall teamwork of the team.

We can see that we have entered the new century of "cooperation and strength", which stresses teamwork.

In the past, the market emphasized the ability of individuals. As long as there are several salesmen in the enterprise, they can support the normal operation of enterprises. Today, with the development of the market economy, various industries are springing up and sprouting up in the hot land of China.

Every single business sold in an enterprise must be coordinated by design, research, production, finance, logistics and other departments.

Now everyone is advocating team building, which is not follow suit, but the development of the market to this stage, the division of labor.

We must work together in teams to achieve the maximum and maximum combat effectiveness.

This is a problem of salesperson career positioning, and can not be simply interpreted as the promotion of jobs.

In the past, the function of sales is simply to deliver goods and receive money. The simple trading relationship simply does not need to manage the functions of customers. With the rise of large stores in China, the functions of salesmen can not be limited to delivery, and so on.

How is your product displayed in the store?

Is promotion implemented every time?

Is the stock in the store large, will it cause large quantities of returns to the company to arrive at the loss?

Is the refund of the store normal?

Does the shopping guide play a role in the store?

And so on, these can not be used as a business mentality to complete, from a management point of view to find problems, to solve problems.

The current market development and market operation can not go one step at the same time, we must have a global view; from the development of customers, the entry of commodities, the construction of model stores, the promotion planning and execution must take into account the overall situation; we can not affect the progress of the whole market development due to the improper choice of customers, nor can we make improper promotions for the sake of instant success and instant benefit, and do a great deal of damage to the brand.

I once saw a company go to a certain area to develop the market. The manager of the region did not succeed in the market for nearly a month. The pressure of the above performance is too great. The headquarters is urging customers every day.

The regional manager finally put his heart and mind on the market, regardless of the size and background of the customers. As long as he was willing to act as his agent, he developed 4 dealers a few days ago, and one of them was bigger than the dealer. Because of its strong demand, the company could not get the big customer to run away with the goods, so he agreed, but in less than two months, the market problem appeared. Several other dealers asked for a return, because the market price was too chaotic, and the dealer could not manage the business at all. (he said, "the dealer is not able to manage the product)." the regional manager is willing to act as a distributor for the 5% dealers.

It is thought that the regional manager can strictly select effective customers at the beginning of the business invitation, and take some measures to manage the market supply price.

There are many such cases, especially in sales promotion, which only take account of the temporary sales volume, and often cause confusion to the market price.

The market is constantly changing, the original big circulation plays the leading role, and now the situation has changed. Modern stores gradually appear on the stage of the market, and gradually play their advantages, playing the leading role.

Store rules are numerous, division of labor is also very fine, all departments cooperate with each other and supervise each other.

Store contract negotiations, promotions planning and implementation, how to deal with the operators of the store, let them pay attention to your products, how you manage the goods in the store, display, how to check the store, and how to handle the collection process, that is, delivery, and have their own process stipulations.

If the sales elite are still using the big circulation market to deal with modern stores, I think that is doomed to suffer.

Modern stores have a clear division of labor. They can be said to be experts in the industry. As a salesperson, they must keep pace with the development of the market in their business skills and master certain sales skills so as to be able to compete in the market.

The development of the market requires that modern salesmen must apply the development of the market and exercise their respective internal skills. Only in this way can they develop themselves on the basis of the market.