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
Since the implementation of the large-scale inspection in early November 2016, Daye Jianfeng Cement Company has embarked on a comprehensive institutional adjustment and optimization, which has been carried out for more than five months. In just a few months, the internal management of Daye Peak has achieved a preliminary transformation, the process has been further straightened out, and the work efficiency has also been significantly improved. Reduce the hierarchy and further flatten the management. In the past, in order to avoid responsibilities, there were often repeated and overlapping settings in the setting of enterprise posts, and even there were cases where no one handled the accident and no one took responsibility. In order to truly realize flat management, daye peak merged the original production department, technology department, manufacturing workshop and finished product workshop to form a manufacturing department in early January this year after the implementation of large-scale inspection. Merging the former Environmental Security Department and the Comprehensive Management and Security Department to form the Environmental Security Department; The purchasing functions of the original departments were merged into the purchasing department. The functions of the infrastructure section of the former comprehensive management department were merged into the waste heat power generation department. After the adjustment of the organization, the members of the management team in charge of production also served as department managers, realizing the "sinking" of management ". Adjust and formulate the responsibility system to ensure that tasks are on duty and responsibilities are on duty. In response to changes in institutions and job settings, Daye Peak has carried out a comprehensive revision of the job responsibility system, making requirements around the key indicators of various departments and positions, and implementing "personalization" of responsibilities ". For example, the relevant indicators of mechanics focus on the consumption of machinery and materials, the operation rate of the equipment under their jurisdiction, and the failure time, and the hook for cement and clinker production has been canceled. Responsibility assessment is carried out according to post responsibilities and relevant management systems, and the assessment has been strengthened. In order to understand the actual effect of daye peak institutional reform, on March 30, the group company
2020
07-31
Group Party Committee to determine the annual work plan
The party Committee of the group company has determined its work ideas and work plan for 2017 a few days ago, and relevant work has been arranged below. In view of the current new political and economic situation and the task of enterprise transformation and development, the general requirements of the Party Committee of the Group Company for 2017 are: to thoroughly study and implement the spirit of the Sixth Plenary Session of the 18th CPC Central Committee and the series of important speeches by General Secretary Xi Jinping, the spirit of the Seventh Party Congress of Jinhua City, to closely revolve around the center of enterprise production, operation and reform and development, and to adhere to scientific development and cross-regional development as the first priority, in order to continue to carry out the study and education of "five stars striving for innovation" and "two learning and one doing", we should highlight the main line of comprehensively and strictly administering the party according to the rules, firmly establish the political awareness, overall situation awareness, core awareness and alignment consciousness of the majority of Party members and cadres, strengthen and improve the party building work in enterprises in the spirit of reform, and strive to improve the scientific, standardized and institutionalized level of Party building work in enterprises, in order to promote the scientific development of the group company, leapfrog development and harmonious development, it provides a strong political, ideological and organizational guarantee. The working idea of the Party Committee of the Group Company in 2017 is to focus on "one center", adhere to "one concept", highlight "three key points" and do a good job in "three constructions". That is: centering on the "one center" of enterprise production, operation and reform and development, we should strive to strengthen the "one concept" of "the organic unity of the party's leadership and the improvement of corporate governance"; to "thoroughly implement the main responsibility of the party committee; continue to carry out the study and education of" two learning and one doing "; and improve the system of party building work" as the "three key points", and focus on "team building and team building
2020
07-30
End of 2016 Qualification Review
According to our newspaper, the 2016 employee qualification evaluation work ended a few days ago, and 380 employees obtained new qualifications. Since the implementation of the employee qualification evaluation system in 2010, it has produced certain results in promoting employees to strengthen self-learning and improve and establish a multi-channel career development system for employees. Since the company's cement sector was included in the scope of qualification management for the first time, in accordance with the relevant regulations of the company's employee qualification management, the written examination for this review was conducted in Jinhua, Daye, and Pu'er on December 25, 2016. After professional knowledge examination, performance evaluation and comprehensive evaluation, the qualification of the corresponding grade and grade is finally determined. A total of 380 employees participated in the review, including 40 in management, 59 in technology and 281 in technicians. According to the unit, there are 2 people in the group department, 186 in daye peak, 89 in Yunnan peak, 56 in pharmaceutical company, 6 in international trade company and 41 in peak health. For employees who apply for qualifications above level 3, Group Barton organized a unified review. According to the final results, more than 6 per cent of the total number of persons rated as three or more qualified. (this newspaper reporter)
2020
07-31
Group Party Committee to determine the annual work plan
The party Committee of the group company has determined its work ideas and work plan for 2017 a few days ago, and relevant work has been arranged below. In view of the current new political and economic situation and the task of enterprise transformation and development, the general requirements of the Party Committee of the Group Company for 2017 are: to thoroughly study and implement the spirit of the Sixth Plenary Session of the 18th CPC Central Committee and the series of important speeches by General Secretary Xi Jinping, the spirit of the Seventh Party Congress of Jinhua City, to closely revolve around the center of enterprise production, operation and reform and development, and to adhere to scientific development and cross-regional development as the first priority, in order to continue to carry out the study and education of "five stars striving for innovation" and "two learning and one doing", we should highlight the main line of comprehensively and strictly administering the party according to the rules, firmly establish the political awareness, overall situation awareness, core awareness and alignment consciousness of the majority of Party members and cadres, strengthen and improve the party building work in enterprises in the spirit of reform, and strive to improve the scientific, standardized and institutionalized level of Party building work in enterprises, in order to promote the scientific development of the group company, leapfrog development and harmonious development, it provides a strong political, ideological and organizational guarantee. The working idea of the Party Committee of the Group Company in 2017 is to focus on "one center", adhere to "one concept", highlight "three key points" and do a good job in "three constructions". That is: centering on the "one center" of enterprise production, operation and reform and development, we should strive to strengthen the "one concept" of "the organic unity of the party's leadership and the improvement of corporate governance"; to "thoroughly implement the main responsibility of the party committee; continue to carry out the study and education of" two learning and one doing "; and improve the system of party building work" as the "three key points", and focus on "team building and team building
2020
07-31
Yunnan peak through the safety standard secondary acceptance
On March 21, Yunnan Jianfeng Cement Company successfully passed the evaluation and acceptance of secondary enterprises for safety production standardization. On the same day, a review team composed of leaders of the Yunnan Provincial Work Safety Supervision Bureau and relevant experts reviewed the implementation of the establishment of Yunnan Jianfeng safety production standardization secondary enterprises. According to the 13 elements involved in the "Standard for Assessment and Rating of Safety Production Standardization in Cement Enterprises", the review team conducted strict assessment and scoring item by item through grouping to check the site and review the data, and finally determined that Yunnan Peak passed the standard acceptance of safety standardization secondary enterprises. Yunnan Jianfeng has always attached great importance to safety production. After passing the three-level safety standard enterprise review in 2015, in order to raise the level of enterprise safety management to a new level, in 2016, it began to create secondary safety standardization. Over the past year, Yunnan Jianfeng has insisted on taking the creation of secondary safety standards as the top priority of production and operation management, and has formulated an implementation plan for production safety standardization in accordance with the requirements of national standardization norms. the content covers production safety responsibility system, education and training, safety inspection, safety facilities management and other safety production management standards, systems and post safety operation procedures, while further strengthening daily safety inspection and regularly organizing emergency plan drills, strengthen the investigation and rectification of potential safety hazards and the supervision of important hazard sources, and further consolidate the foundation of enterprise safety production management. After the review, Zhou Jiping, general manager of Yunnan Jianfeng, said that Yunnan Jianfeng will take this standard as a new starting point. On the basis of consolidating the accident-free achievements in production safety for two consecutive years, it will conscientiously implement the main responsibility of production safety and cultivate
2020
07-31
Yunnan peak through the safety standard secondary acceptance
On March 21, Yunnan Jianfeng Cement Company successfully passed the evaluation and acceptance of secondary enterprises for safety production standardization. On the same day, a review team composed of leaders of the Yunnan Provincial Work Safety Supervision Bureau and relevant experts reviewed the implementation of the establishment of Yunnan Jianfeng safety production standardization secondary enterprises. According to the 13 elements involved in the "Standard for Assessment and Rating of Safety Production Standardization in Cement Enterprises", the review team conducted strict assessment and scoring item by item through grouping to check the site and review the data, and finally determined that Yunnan Peak passed the standard acceptance of safety standardization secondary enterprises. Yunnan Jianfeng has always attached great importance to safety production. After passing the three-level safety standard enterprise review in 2015, in order to raise the level of enterprise safety management to a new level, in 2016, it began to create secondary safety standardization. Over the past year, Yunnan Jianfeng has insisted on taking the creation of secondary safety standards as the top priority of production and operation management, and has formulated an implementation plan for production safety standardization in accordance with the requirements of national standardization norms. the content covers production safety responsibility system, education and training, safety inspection, safety facilities management and other safety production management standards, systems and post safety operation procedures, while further strengthening daily safety inspection and regularly organizing emergency plan drills, strengthen the investigation and rectification of potential safety hazards and the supervision of important hazard sources, and further consolidate the foundation of enterprise safety production management. After the review, Zhou Jiping, general manager of Yunnan Jianfeng, said that Yunnan Jianfeng will take this standard as a new starting point. On the basis of consolidating the accident-free achievements in production safety for two consecutive years, it will conscientiously implement the main responsibility of production safety and cultivate
2020
07-31
Contact Us
No. 88 Wujiang East Road, Jinhua City, Zhejiang Province, China
Tel: +86-579-82326868
Fax : +86-579-82324666
©2023 Zhejiang Jianfeng Group Co., Ltd. Powered by: www.300.cn SEO Business License
SAF Coolest v1.2 设置面板 SHJSS-AHDB-FSSQE-ZSW
无数据提示
Sorry, the current column has no content !
You can view other columns or return to Home Page