In China's mobile phone industry, it has experienced ten years of wind and rain. Among them, our colleagues in the industry have experienced the cycle of the rise of domestically produced machines, and the rise of many domestic brands has disappeared in the market, but our mobile phone industry will still Long-term existence, there will be many manufacturers, state-owned contractors to operate the market in the form of branches, I combine their own 7 years of industry experience (including domestic brands, foreign brands) experience, how to sell at the branch level Improve our sales and discuss with everyone.
One: the construction of the sales team --- the basis of sales promotion
Branches generally have six parts: sales, marketing, finance, personnel, after-sales, logistics. Everyone knows that among the six departments, the sales department is more important and the core of the company's benign operation. Therefore, the selection and employment of talents in the sales department is very important. I believe that before the election, our branch office should do the following:
1: Harmonious colleague relationship
2: Good working environment
3: Training system with a sense of belonging
4: Not lower than the compensation system of the same industry
5: Clear job promotion standards
On the basis of the above 5 points, we must choose the sales talents of the corresponding character according to the market characteristics of each market. We must put the right people in the right place!
At the same time, the personnel department of the company must do a quarterly team activity and training program, so that after the sale, you can appreciate the improvement of your ability, such a team will be relatively stable for a long time!
Second: the choice of channels - the guarantee of delivery (solving the problem of goods sold)
The general manager must design a reasonable distribution channel and direct supply channel according to the characteristics of the market situation in the region. The specific operation is as follows:
1: Reasonable design distribution channels:
In the area of ​​its own branch office, it is generally necessary to select 2-3 land contractors, and rationally combine their own products to focus on supporting one. (Pay special attention to the five conditions for selecting a package)
2: Plan direct supply channels:
In the Guangdong region, basically every city has a well-known retail chain system. How to plan and manage these channels, whether our staff should be configured separately, how to follow up our sales policy, this must be directly Think carefully before!
3: Follow up of safety stock management:
We must cultivate safety stock management and turnover awareness for the distribution platform and direct supply platform (this involves a reasonable and scientific system), and teach our channels, whether it is a best seller, a regular product, or a slow-moving product. Keep a reasonable amount of inventory!
4: Monthly sales policy and timely development of special models
For our customers, we must launch our sales policy at the right time to ensure the implementation of our delivery indicators!
Three: Solid market work -- guarantee of terminal retail (solving the problem of selling and selling fast)
Nowadays, our mobile phone industry is more and more like the operation of FMCG. In today's fierce market competition, we must have a solid retail terminal so that our products can reach our consumers quickly. To understand:
1: Grading the retail storefront: ABCDE is divided into good categories, and each level sets the corresponding market work standard.
2: The key products are displayed outside the store, in the store, at the store counter, to ensure that consumers can see the promotion information of our company when they start outside the store!
3: Multi-counter display: Ensure that our key products have counter display in 3 different areas!
4: Do a good job of promoters and staff training (emphasis)
5: Require a corresponding store out of the policy to cooperate with the promotion of our company!
Four: Do a good job after-sales --- guarantee of continuous sales
According to the actual situation, the distribution platform and the direct supply platform can be solved faster!
Five: Fast financial settlement process and logistics -- an important guarantee to improve customer satisfaction
The above are some of my opinions from the perspective of the mobile phone sales branch. I have not explained in some detail. I welcome everyone to communicate with me!
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