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Advanced Elegance-Outstanding Salesman Liu Jinpan of the Group Company in 2020: New Challenges for Old Salesmen

Release time:

2022-01-04

Liu Jinpan entered Daye Jianfeng Cement Company in 2008 and has been running the market in the first line. He is an experienced old salesman. In 2020 , he transferred from Daye to Huang Ping Jianfeng as Deputy Manager of Marketing Department. With a new identity and a new market, Liu Jinpan said he had new challenges.

Because it is a new enterprise, Guizhou market does not know much about Peak Cement, and many agents act for multiple brands, which is not as compliant as Hubei market agents. Therefore, in view of this characteristic, Liu Jinpan readjusted his strategy and took the personnel of the marketing team to conduct a full investigation of the Guizhou market in the early stage. In addition to understanding sales, inventory, peer information and other contents, they also collected information on the personality characteristics and work style of each agent, and then formulated different marketing plans for different customer personalities.

Liu Jinpan likes playing football. He said that as a striker, he needs to take the initiative to attack, and so does business. In the face of the new market, the different consumption habits of competitors and customers, he took the initiative to collect market information, through comprehensive market research in the early stage, accurately grasp the market information, and formulate targeted marketing strategies. Huang Ping District, which he is in charge of, is the core market of Huang Ping Peak. Through active publicity and promotion, he has opened a breakthrough from product factories and construction sites, gradually converted various civil sales outlets, and made full use of the advantages of quality, price and transportation distance to seize the market. As of the end of December last year, Huang Ping and Shi Bing had a market share of 70% and a mixing station share of 100% . "

Did you get carsick on the road when you came here? Did you get caught in a traffic jam?

" This is the question I was asked the most in Huangping Jianfeng. Liu Jinpan said that this is a characteristic of Guizhou. There are many mountainous areas here, some roads are built on the edge of cliffs, and there are many sharp turns. Many people will get carsick when they go there for the first time, and there will be frequent traffic jams in some sections. Not only is the road condition not good, Guizhou has rainy and foggy weather, and the customer base is scattered. When the salesman visits the customers, he goes out at 8 in the morning and does not return to the company until 89 in the evening. Sometimes at the end of the day, only one or two customers can be visited, "because most of the time is over the mountains. " Guizhou cement market has another feature, most of the sales of civilian bagged cement are delivery customers, that is, the local called "car pendant " , no stores, the sales point is not very fixed. In addition, they have to go out to deliver cement, so when they start to do market research, they often make an empty space. In order to make it easier to go out and run business, Liu Jinpan also drove his private car from Hubei to Guizhou.

Huang Ping Jianfeng is a newly established enterprise. Most of the staff in the marketing department are new people, so one of Liu Jinpan's important tasks is to bring new people. Most of the new salesmen have just graduated to work. They have no social experience and are relatively timid. They often appear to be lack of confidence when facing customers. In addition to organizing new salesmen to train in cement knowledge, business ability, marketing skills, etiquette and other theoretical knowledge, Liu Jinpan also adopted the method of on-site teaching. Each area took new people to visit customers in turn. He asked them to observe how to do market research, find customer resources and communicate with customers, and then let them practice by themselves during the next visit, after going back to summarize and reflect on their own performance, and slowly explore their own ways and methods. In Liu Jinpan's words, it is necessary to have all kinds of martial arts, and only through practice can experience be gained. At first, the new salesman will blush and stutter when communicating with customers, but after several times of practice, we can communicate smoothly, and we will get together to discuss and sum up experience.

The price of Guizhou cement market fluctuated greatly this year. When the price was the lowest, some cement factories even sold below the cost price in order to grab the market. Kaili, Huang Ping and Tai Jian had a great influence and the market was seized a lot. Liu Jinpan could only make an issue of stabilizing customers, cultivate a group of core and loyal customers, and use customers' control over offline channels to protect the market.

11# In September, power rationing in Guizhou Province was gradually lifted, and cement prices began to fall. In late January, Liu Jinpan took part in the advanced recuperation organized by the trade union of the group and was stranded in Ejina, Inner Mongolia, due to the epidemic. At that time, during the power restriction period, the production could not operate normally, the inventory was empty, the daily power load received by Huang ping peak was very low, the mill could not be turned on, the cement was not in stock, and only limited delivery was possible to ensure the supply of some core high-priced areas, core customers, mixing stations and key projects. The guarantee was not available, and the customers all called to complain, hoping to coordinate the delivery of some goods. Liu Jinpan, who was still stranded outside at that time, could only coordinate by phone. He said that at that time, he had to make 100 or 200 calls a day. On the one hand, he was isolated and his return was uncertain. He had to poke his nostrils to do nucleic acid every day. On the other hand, he had to appease the customer's mood as much as possible and coordinate the issue of guarantee. The whole people were worried and angry. Liu Jinpan said that after arriving at the peak of Huang Ping, it was his first contact with a management position. There were many different positions and perspectives on problems. In the past, it was enough to do a good job in business. Now the department's daily management and other work are also responsible. The content of product quality, brand image and other links must also be understood and communicated, so I need to further enrich myself, improve their comprehensive ability to better deal with various challenges. (Reporter

Ni Yingzhen)

More information

Jianfeng Pharmaceutical Party Committee Commemorates 99th Anniversary of Party Founding

In order to celebrate the 99th anniversary of the founding of the Communist Party of China, on the afternoon of June 28, the Party committee of Jianfeng pharmaceutical company held a special commemorative activity. More than 100 Party members reviewed the oath of joining the party and listened to the special party class of "why can the Communist Party of China" delivered by Professor Zhang Wecai of the Party School of Jinhua municipal Party committee. At the beginning of the activity, Jin Huazhong, secretary of the Party Committee of Jianfeng Pharmaceutical, led all the participating party members to review the oath of joining the Party. He emphasized that the oath of joining the party is a solemn promise of every party member. As a party member, you must not forget your original intention, and compare the content of the oath in your work and life, constantly review, constantly reflect, strengthen self-examination, and use practical actions to fulfill your commitment to the party. Promise. On April 17, 2019, General Secretary Xi Jinping pointed out during an inspection in Chongqing: "We must focus on major issues such as why the Communist Party of China can, why Marxism can, and why socialism with Chinese characteristics is'good. 'Ideological and public opinion guidance." In order to enable party members to have a deeper understanding and understanding of this, the party committee of Jianfeng Pharmaceutical invited Professor Zhang Wancai, member of the School Affairs Committee and dean of the Jinhua Municipal Party School, to give a special lecture entitled "Why the Communist Party of China can. Professor Zhang reviewed the glorious history and great achievements of the Communist Party of China, combining theory with examples and current affairs, and expounded from the aspects of the Communist Party of China taking the people as the center, keeping in mind the mission of seeking happiness for the people, having the courage to self revolution and having historical responsibility. The content of his lectures was profound and simple, the classroom atmosphere was serious and earnest, and Party members were deeply enlightened. After the lecture, Jin Huazhong said in his concluding speech that the purpose of holding this commemorative event is to make all party members keep their vows in mind, strengthen theoretical guidance, strengthen ideals and beliefs, consciously practice the theme education of "not forgetting the original intention and keeping in mind the mission", and enhance all party members. Self-confidence in the road, theory, system, and culture. He stressed that the successful experience of the Communist Party of China, as a great organization, is of great practical significance to the reform and development of enterprises. Party organizations at all levels of Jianfeng Pharmaceutical should further strengthen the building of party branches and party members, further give full play to the political core role of party organizations and the vanguard and exemplary role of party members, promote the production and operation of enterprises with party building, and unite the broad masses of party members, cadres and all staff. devote themselves to all kinds of work with more enthusiasm, higher morale and more pragmatic style, and strive to achieve the annual work goals of the pharmaceutical company, together to build a better peak pharmaceutical industry. (Reporter Chen Shengmu)

2020

07-03

Jianfeng Pharmaceutical Party Committee Commemorates 99th Anniversary of Party Founding

2020

07-03

Jianfeng Pharmaceutical Party Committee Commemorates 99th Anniversary of Party Founding

2020

07-02

Jianfeng Pharmaceutical Party Committee Commemorates 99th Anniversary of Party Founding

2020

07-03

Jianfeng Pharmaceutical Party Committee Commemorates 99th Anniversary of Party Founding

2020

07-02

Spike Pharmaceuticals and its products won the annual "War Epidemic Double Star"

Recently, the results of the 2020 pharmaceutical industry "War Epidemic Star" public welfare selection activity were announced, Zhejiang Peak Pharmaceutical Company and its products injection penciclovir were selected at the same time, becoming the annual "War Epidemic Double Star". Since the outbreak of the new coronary pneumonia epidemic, Chinese pharmaceutical companies have shown their due commitment and dedication to the prevention and control of the epidemic, donating money and materials, developing drugs and developing vaccines. In order to bear in mind the enterprises that have made outstanding contributions in the epidemic prevention and control war, on April 24, the public welfare selection activity of "Star of War Epidemic" in the pharmaceutical industry in 2020 sponsored by the Medical Observer was officially launched. It lasted for more than a month and selected 10 pharmaceutical enterprises with the most social responsibility of "Star of War Epidemic" in 2020 and 10 BRICS varieties of "Star of War Epidemic" in 2020 respectively. As a listed company with a sense of social responsibility, Jianfeng Group takes "moral responsibility to help the world" as its corporate tenet. At the beginning of the outbreak, Jianfeng Group took the initiative to support the prevention and control of the epidemic. According to incomplete statistics, Jianfeng Pharmaceutical and its subsidiaries donated 700000 yuan in cash to medical institutions in Jinhua, Anhui and other places through various channels, as well as medical supplies such as protective clothing, gloves, medical masks, and disinfectants. In addition to targeted donations to medical institutions, at the beginning of the outbreak, the majority of employees of Peak Pharmaceuticals and its affiliated Jinhua Pharmaceutical Company and Peak Pharmacy gave up rest and organized the purchase of masks, alcohol, thermal guns, disinfectants, protective clothing and other epidemic prevention supplies through various channels. Penciclovir for injection, a product of Spike Pharmaceuticals, is the latest dosage form of open-loop nucleoside anti-herpes virus drugs.

2020

07-31

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