Novice Salesmen Improve Six Steps As Soon As Possible.

Newborn calves are not afraid of tigers.

If a new salesman is only relying on "bull", it will be difficult to get a promotion.

How to make yourself BBK? So, novice.

Every July, there are always a batch.

Step one: training in the week to win the first good market

Generally speaking, foreign-funded enterprises have longer training time for new employees, while domestic enterprises are relatively short, generally only 1~2 weeks of concentrated training time, and then will be allocated according to personal characteristics and market needs.

Often this 1~2 week's training performance will determine the fate of the new salesperson, because the enterprise usually divides it into the corresponding market according to the characteristics displayed by the new person in training.

If assigned to a good market, it can let new people learn the knowledge of standardized sales operation and gain outstanding market performance, otherwise it will get twice the result with half the effort.

After graduating from Yu Shui University, he went to a famous leisure food enterprise.

At that time, more than 1000 people were recruited, and only 40 people were recruited, of whom 30 were located in the sales post, so the surplus water was three.

After checking in, Yu de Shui and other new members were notified to take part in the company's training.

The company is very strict in training new people, training in the morning, attending classes in the daytime and organizing discussions in the evening.

The course contents include enterprise development history, enterprise culture, enterprise management rules and regulations, enterprise product characteristics and sales mode.

Learning methods include expert lectures, watching videos, case discussions, on-site visits and so on.

Yu's water business is business administration, and at the outset, he applied to investigate and collect the company's sales situation, so he did a good job in answering questions and case discussions in class, and attracted the attention of teachers.

After the end of the training, Yu de water was allocated as a key training object to a sample market of the company, Zhejiang.

The students who were assigned to the three level market in the same period chose to leave after 3 months.

Second step: do one during the internship - to find the first Bole

As soldiers know, the first 3 months of the new recruits are the most difficult. This is not only a physical problem (because the training intensity of the veterans is equally large), but also a difficult training for a new habit.

Sales people are also faced with 3 months to half a year internship purgatory stage.

This stage is a learning process for new salesmen to master and sell App Co models, develop and manage the market, and also a key stage for new salesmen to gradually develop their own analysis and sales problems.

If the newcomers are successful in pformation, they can be regarded as the talents that can be created by the company, so as to achieve the following healthy development.

As an intern business representative, Yu de Shui was assigned to Jiang Zhou to take part in the sales work of a local town.

In order to study in an all-round way, he starts from the most basic things such as market research, terminal distribution map description, dealer files compilation and so on. His work is meticulous and his work records are often used as templates.

After working hard for 3 months, when the inspection team of headquarters related departments investigated the performance of new salesmen, Liu Bole, the regional manager of Jiang Zhou, strongly urged Yu to stay in the local market as a personnel reserve for the autumn and winter holiday market.

Liu Bole was named the top ten regional manager in the year before.

In this way, Yu de Shui can find a sales teacher who can follow in his internship.

Later, I learned that a college student who came into the company with Yu de Shui resigned angrily because of the tension with the local manager.

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The third step: holiday market to dig together - accumulate first-hand sales experience.

When the new salesperson expires, he becomes a real business representative.

At this time, the rules of the game he faced were: "no matter white cat and black cat, catching mice is good cat" and "market performance heroes". Sales have a basic rule, that is, to enter the market in peak season and keep the market in the off-season.

If the basic skills are solid, when the peak season comes, it will be easy to get better results with the help of the rising market trend.

Looking at the success of many domestic sales directors, we can see that they all have one thing in common, that is, the basic skills of sales are relatively solid.

And solid basic skills often come from the front line.

The problem with Yu de Shui is that after the internship is over, it will be faced with the peak season of food sales.

Although it is a recruits, but Yu de Shui is not worried about whether he can do the market well, because Liu Bole, the regional manager, has already made plans.

Yu de Shui's work is to carefully understand Liu Bole's operational intentions and strictly implement them.

The core idea of Liu Bole's sales plan is refined sales, because according to the existing channels and networks, it is difficult to achieve 20% growth this year.

Liu Bole asked the business representatives to sort out and refine their respective dealer networks, so that the dealers' goods really flow to consumers' hands, not warehouses.

Under the direction of Liu Bole, Yu de Shui helped the dealers to clean up their inventory, and set up a combination plan for promoting sales in the peak season (due to the restriction on the storage time of the food, if the incoming varieties were not suitable, it would cause great waste); on the other hand, according to the data of the preliminary research, it helped dealers to add cover and clean up some parts of the illegal sales.

This led to the peak season, he not only completed the local market fine-tuning, but also achieved a 30% increase in dealer.

At the same time, he learns and imitates the sales thinking process of regional managers.

The fourth step: To sum up the end of the year to pave the way for development in the coming year.

The last few days before the annual Spring Festival (or new year's Eve) is the annual sales annual meeting and the summary of the new sales people's meeting. It is the day when new people inventory themselves and plan for the next step.

At this time, the company's top sales executives or even CEOs will attend in person.

Seize this opportunity to reveal a little, can take a lot of detours.

At the end of the year meeting, the CEOs will generally care about the following questions: (1) the performance of the regional market for new salesmen; (2) the market competition environment and the dynamics of competitors; (3) the sales strategy and sales policy implementation of the market; (4) the long and short term development trend of the market; (5) the construction of talent echelon in the market; (6) the difficulties in the market; (7) dissecting the more prominent problems in the market; (8) indirectly or directly soliciting the market opinion on a sales policy or strategy prepared by the company; (9) the personal development plan of the newcomer.

To solve these problems, new salesmen can prepare templates in advance, sort out data and information, and make full preparations.

If there are conditions, you can make PPT or chart.

It is worth mentioning that executives like to listen to data and unique market insights.

Yu de Shui left behind a good impression on the senior manager, and Liu Bole was appreciated.

This is done for subsequent development.

The fifth step: to win in the off-season market -- improve market management ability.

In March and April each year, the general products will have a slack season.

When sales are off season, enterprises often take corresponding measures.

In fact, this time is the best time to reflect the ability of market management.

Under the command of Liu Bole, Yu de Shui began to adjust the sales mode in an all-round way, focusing on the preparations for the KA stores, preparing for the upcoming May 1 golden week.

In March, Liu Bole led the sales representatives to clean up their customers' files and carry out intelligent negotiations one by one, and began to make special counters, display cards and apply for TV thematic tapes to headquarters.

In April, the marketing staff in the market were recruited by Yu de Shui to participate in the training and management of promoters.

In the training, Yu de Shui, according to Liu Bole's instructions, compiled the promoters' action standard (originally this is the Promotion Director's work, but the sales promotion director just removed), and standardized the product distribution process of the store.

Through participation in training and management, Yu de Shui gradually increased the management awareness of the market team.

At the end of April, headquarters suddenly announced that Liu Bole was pferred to the Anhui market as a provincial manager. The regional manager was held by the former sales director while the new sales director was generated from the 6 sales representatives.

Of the 6 business representatives, 1 are congruent and get into the company at the same time, and 4 qualifications are older than Yu and are recruited locally.

Yu de Shui did not intend to get the position, but the opportunity still came.

The headquarters called on departments and veterans to go deep into the market and put forward a contact point system.

The market is just the contact point of the president of the company.

After the president inspected the basic situation, he suggested that the head of the business should compete for the post.

So Yu's original calm heart began to feel restless.

He reviewed his performance in the company in the past year and felt that besides qualifications, he had some competitive advantages in other conditions.

So he prepared carefully and acted normally.

The result is that colleagues abstained at the same time, and the other 4 business representatives were denied for various reasons.

Therefore, Yu Deshui became the first person to be promoted in sales, and successfully set foot on the first step of the salesperson.