whether business What kind of specialties did people receive in factories? technology After training formally dispatched to the front-line market, there are two things that can not be ensured by the manufacturer's boss. First, whether the business personnel will conscientiously carry out their work according to the business skills they have trained, and the second is how to ensure the mentality of the business people in the face of new sales dealers.
And the actual situation is often, even if manufacturers. Boss A lot of technical training has been arranged for the business people. The business personnel have passed the N simulation exercise and examination, and have made many incentives in the mentality. Foreign enterprises have sworn in, the domestic enterprises have mobilized meetings, the factory owners have even poured a bowl of strong liquor. But when business people are killing the market alone, two problems arise immediately, one is technical problems, and the other two is confidence. The so-called technical problem is that the knowledge and methods learned in training are not applicable or not applicable in practical work. The so-called confidence problem is the mentality and emotional problems of the business personnel. After all, it is a single handedly. In the face of strong dealers, the first thing is three points short of export, plus the arrogant attitude of the dealer's boss, the direct communication technology, the direct negation or the high conditions, which is like a basin of cold water, and soon put the small confidence and passion of the factory workers inside out.
The so-called gold no gold, no one is perfect, many manufacturers boss often committed a subjectivism problem, that is, the whole business is expected to single soldier combat capability, lack of logistics system support considerations and planning, just emphasize the company's policies and products, or pressure on business personnel. Of course, some employers think so. Three hundred and five hundred business people are sent out to develop the market. They can make a few customers and stay behind.
The market developers dispatched by the manufacturers are like the sharp knife classes sent by the army, which are very risky and unknown. But in the army, there are systems behind the sharp knife squad. The equipment department chooses equipment for them. Intelligence departments provide them with battlefield conditions. There are communication departments to protect their communications. There are remote firepower departments to provide firepower support for them when necessary, and even the feint troops to divert the enemy's attention and so on. That is to say, although it looks like a sharp knife class for 35 people, there is a huge system behind it, which is not only supported by technology and equipment, but also a support of spirit and confidence. There are a lot of departments and posts in the rear, which are in line with your work and provide you with all kinds of support at any time. If you are completely isolated, the logistics department will not be in charge at all. You should drink, drink, play cards and play cards. If there is a sudden need for headquarters support, the headquarters will reply, then we will ask a few leaders for guidance and research. Do you know that the soldiers in the sharp knife class still have the confidence to complete the task? However, now some departments of the headquarters of the manufacturers are more and more aware of the leadership when they are facing the front-line business personnel. They can provide very little service, require business personnel to carry out their work, and complete more and more orders for all kinds of tasks.
As a manufacturer, why not consider setting up a logistic support system for business people? A department that provides services for front-line business personnel in real sense can provide technical support for front-line business staff, and can also give confidence to front-line business personnel, especially when business people visit their dealers for the first time.
1. Establishment and establishment of departments
This department can be set up in the establishment of the general office. The name can be considered as a technical service center or a business support center.
Two. Type of work
The support for front-line business personnel can be divided into two types: active support and passive support. The so-called active support is the initiative to provide all kinds of technical services to front-line business personnel, such as the initiative to provide information on market dynamics, product information, technical guidance and so on. Passive support is a specific service that is targeted at the needs of the business people after a certain demand is put forward.
Three, work content
The main content of the work is mainly based on the needs of the business people. Of course, this service department is not a real power institution. It has no right and no money. It can only give information to technology. For example, to visit the dealer's technical methods, help business personnel to make appointments to customers, find local market information, make business briefs or market briefs for business people and so on. Consider the working characteristics of the salesperson when they visit the dealer, and provide online emergency support services if necessary. For example, the dealer's boss mentioned a noun in the morning's communication, and the business personnel could not answer it on the spot. The toilet can be used to report to the service center, requesting emergency support, searching and answering by the headquarters service center, and then sending it to the business personnel through SMS. At the very least, there are still some things to do to cover up.
Four, confidence level support
In addition to technical support, it is more important to give confidence to the business people, such as calling the support staff at the salesperson's headquarters and visiting the salesmen, telling the salesmen, today I am your support personnel, what technical information support needs, call me at any time, or provide the business personnel with some basic information about visiting customers, pre history visit briefs, etc., or offer some warm weather alerts to the business personnel, such as the local weather conditions, social security situation and so on, and give staff support and confidence, so that the business people know that you are not fighting alone.
At present, most of the business personnel of the major manufacturers are single soldier operations, with their strength and strength, and with just a few years of work experience, they must face up to a dealer boss who has experienced decades of experience. They have no right to have no resources and no experience, and it is not easy to do so. Plus, they are single jobs. Basically, they belong to the state of free play, and their working efficiency is difficult to guarantee, which will inevitably consume a lot of resources of enterprises. If the manufacturer's headquarters set up a support system and face the dealer's individual with a powerful system, the work efficiency will naturally increase. If headquarters is temporarily unconditional, consider taking a regional market as a pilot project, and set up a regional market technology service center.
