QA Management, Let The 80'S Guide Shopper Get More And More Brave.

In addition to intelligence quotient IQ and EQ EQ, with the increasingly fierce market competition, in recent years, AQ Adversity Quotient has become popular in sales offices. Under the condition of little difference between IQ and EQ, the higher the AQ of setbacks, the better the sales performance. At present, the training of setbacks has been rising slowly in the enterprise training and external management training, and even some people have issued bold words, and 20% of IQ+40%'s EQ+40% AQ=100% professional salesmen!

However, for terminal managers, attention to frustration management is the situation forced. With the development of society, the purchasing teams of various manufacturers are getting younger and younger, and the addition of post-80s salesmen makes the management of shopping guide more difficult. Compared with the salesmen born in 70s, most of the post-80s shopping guides are single children. Their parents' favors make them have strong self-esteem since their childhood. They dare to hate, dare to love, have distinct personality, have strong ambition, energetic and passionate spirits, like to learn new knowledge, but the only drawback is that their performance in frustration resistance is often very unsatisfactory. Their control over setbacks is poor, and there is a lack of a sober and comprehensive assessment of the causes of frustration and the responsibilities they are willing to undertake, thus affecting their work and life.

From the point of view of shopping guide management, we can not blame too much on the guide buyers themselves. Instead, we should face up to setbacks and set up a relatively complete setback management system to help the post-80s shopping guide grow up quickly, move to the stage of professional shopping guidance earlier, and integrate the late advantage of the 80 shopping guides, so as to create a sales force that can not attack without exception.

　　 Pre job training, prevention of setbacks

Shopping guide Sales knowledge Sales mode and sales behavior are often formed during pre job training. As a training instructor of sales team, we should make full use of the "blank period" of new recruits' psychology and skills, and pour more knowledge into dealing with sales setbacks.

Our terminal management and training personnel, in the actual operation process, in fact, as long as the intention to pay attention to, otherwise it is found that new setbacks before the job can easily encounter setbacks no less than three kinds:

　 The first is learning frustration.

That is, in the process of product and skill learning, shopping guides can not handle the problems and frustrations of various sales knowledge skillfully because of various reasons. This is a common setback for shopping guide, especially for newcomers, but how to effectively prevent and cure it, we find it hard for trainers to make a safer prescription. For the household appliance industry, the upgrading of product technology is much faster than that of fast moving products, and the concept is endless. It is difficult for the elderly to digest these selling points in the short term and turn them into their selling points.

Prevention and control Shopping guide In particular, the learning setbacks of newcomers should be promoted from the following aspects:

First, new people. Mount guard Before carrying out systematic training in products, industry, technology, etc., while imparting rational skills, we should also teach some more perceptual skills. For example, we can sum up the successful introduction of excellent salesmen, and recommend them as new solutions, so as to shorten the process of new maturity.

Two, with the popularity of computers and the Internet, we should encourage new students to make full use of the Internet to learn and recharge. Besides, trainers can tell their guides about the use of the Internet, such as which websites can be obtained from the industry news, and what key words commonly used in the industry.

Three, ask the excellent shopping guide to explain their successful sales experience and enlighten the new generation's divergent thinking with vivid cases.