Improve Your Overall Quality And Teach You Effective Purchasing Training.

Quite a lot Friend When talking to me about the management of the shopping guide, I often show a very painful look. Everyone's exclamation is astonishing. How can we really improve the comprehensive quality of the shopping guide? Can we teach some sales skills by the external lecturers?

As a front-line product salesperson, shopping guides are increasingly valued by enterprises. How to mobilize the enthusiasm of shopping guide personnel and enhance their sales ability has become a problem that many enterprises are thinking about. When a lot of friends talk with me about the management of the shopping guide, they often show a very painful look. Everyone's exclamation is astonishing. How can we really improve the comprehensive quality of the shopping guide personnel?

We have participated in two training programs of the national purchasing personnel organized by the company. All of them are training lecturers who are well known in the field of shopping guide training, but the training effect is somewhat unsatisfactory. It's not that the teacher is not good at talking, nor is the shopping guide not seriously understanding the learning. The teacher's class was so intense that all the salesmen tried their best. The salesman was very excited at the bottom, eager to try, but after the terminal, I didn't find that they had changed in their behavior. Two months later, when I saw them, I asked about the evaluation of the last training. Most of the shopping guide just said that the teacher spoke very well, and it didn't seem important to talk about anything, because they could not remember anything. This is the plight of our current lecturers in the training of purchasing agents. "Enthusiasm in the classroom is high and there is no practical action after class". Why companies spend too much money but can not get the corresponding rewards, because most enterprises do not have effective training.

　　 China There is an old saying called "foreign monks chant chanting". The famous lecturers who come from the outside world are famous for their high status. Professors, managers and governors at all times have been in the sand arena for decades. Such a quantity, shopping guide to the classroom, do not listen carefully, sorry, the enterprise does not say, it is a waste of learning opportunities. Some enterprises regard the guide training as welfare, so deliberately increase the teacher's status. Obviously, the cost of training is only a few thousand dollars a day. The company does not have a big hat to the teacher, and does not make tens of thousands of training fees. It seems that the teacher has no weight and the company has no face. Of course, our teachers are also able to afford the business, and their training courses are on the rise. The applause and laughter are all very happy. On the teacher's score sheet, our good guide shopper will give the teacher a beautiful score. The question is, have our guides learned how to apply their knowledge?

The lecturers are not very suitable for our enterprises. First, the lecturers do not understand the actual situation of the enterprises, and even the situation of the industry is not necessarily understood. We often see that many lecturers who are doing the shopping guide training often finish lectures to the home appliance industry, and then go to the furniture industry to talk about the furniture industry and then go to the clothing industry. Yes, some of the contents of sales techniques are the same. The question is whether customers can buy home appliances and customers who buy clothes. Can their demand points be the same? Can our guide people work with a routine? Two. lecturer In the absence of actual combat experience, purely theoretical stuff is moved onto the platform, so long as the story telling is vivid, it can win a shopping guide, even if the lecture is successful. Without real combat lecturers, he simply could not understand the difficulty of the shopping guide Station in the shop, and could not understand that the sales skill he had created was basically an armchair strategist. Three, lecturers tour lectures, ignoring the regional differences in consumer buying behavior. It seems that all customers in the country can be knocked down by his shopping guide skills. His course is a universal medicine package to cure all diseases.

Since the external lecturers are not suitable for the training of purchasing personnel in our enterprises, how can we improve the overall quality of the guides? Do practical training. To do practical training, we must first find suitable training models and trainers suitable for the industry, suitable for our enterprises and suitable for the local area.

(1) in order to develop a sustainable training plan for different shopping guides, the new staff and the three year old employees should give different training guidance. Training should be systematic, product knowledge, consumer behavior analysis, terminal display and display, sales skills and so on step by step, while carrying out training at the same time, carry out relevant examination and assessment, and constantly urge the shopping guide to really learn something and apply it for practical purposes.

(two) the company's own training guide, because the company's personnel are more familiar with the company's system process and products, so we should establish a set of training and lecturers in the enterprise to recruit and motivate the system, so that people can train their own people. For example, the marketing manager of an enterprise training consumer behavior, product manager training product knowledge, and the buyer's own training and marketing skills. In practice, I find that those who are active in class are most welcome by lecturers, and the most troublesome ones are those who do not like to speak. But after communication, you will find that these elder sisters are the real shopping guide. They are the most good at grasping the chance of the spanaction. Their seemingly simple sales are actually the "real classics" needed by our shopping guide.

(three) he should focus on the analysis of product knowledge and consumer behavior in the choice of training content. "If you want to do something well, you must first benefit your device". Product knowledge is the weapon of the sales guide, and the shopping guide who is not proficient in product knowledge is excellent. It is also a passive water and no wood. The analysis of consumer behavior helps to guide shoppers to find out customers' buying motivation and long-term behavior in in-depth communication with customers, so as to achieve sales easily. The training of sales skills, the author believes that since it is a guide to train buyers, we should shop in the field training, let the experienced guide to take the product on-site demonstration, the scene requires trainee drills, so as to play a practical training effect. "The master brought in the door and practiced himself in the individual". Before that, the barber did not tell the apprentice about the shaving operation, but let him start his own haircut. He instruct himself on the side, and soon the apprentice can take the initiative.

(four) in addition to carrying out a simple examination, the training effect can be further consolidated through a sales competition. Sales competition can mobilize the enthusiasm of the shopping guide staff, so that they can consciously apply what they have learned to the actual sales site, so that they can combine theory with practice and achieve greater progress through continuous accumulation and summarization.

The training of shopping guide personnel is not a matter of a single day. Let alone the training of one or two fields, they can greatly improve their ability, or increase the cohesive force of the enterprise. Shopping guide training is a major event that needs long-term planning. An excellent company, their shopping guide, feels the joy of learning and grows up in happiness.