Our class talk about our Yunnan peak salesman
Release time:
2021-09-01
Speaking of salesmen, many people will be associated with "wandering around every day, eating delicious food, easy work and high income " . However, as a member of the marketing department of Yunnan Jianfeng Cement Company, I deal with salesmen every day and have never felt that they have such a pleasant day. Moreover, if you don't have "hard kung fu " , you really can't do this job well. Don't believe me? Let me tell you something.
to do sales in Yunnan peak, first have to be a "old driver " . How do you say this? First, the peak market in Yunnan is large. The three districts of Pu'er, Xishuangbanna, and Lancang in southwestern Yunnan add up to an area of 100,000 square kilometers, which is similar to that of Zhejiang Province. One or two people in each district are responsible, and being able to drive has become the first condition for employment. Second, the Yunnan market road conditions are complex. Yunnan is located in the plateau, the terrain is difficult and dangerous, the slope is steep and curved, especially in remote areas, the road conditions are poor, some rural roads meet the intersection of vehicles and even have to reverse 700 or 800 meters before they can barely stagger. In such road conditions, salesmen's driving skills are not too hard. Third, the customer single point is multi-faceted. According to the system of our marketing department, we must pay a return visit to ordinary customers once a month, mixing plants and key projects shall not be less than twice, and key customers shall even be on call. Especially in the rural market, the sales volume of a single customer is not large, but the distance between them is often very long, which leads to our salesmen traveling on the road for a long time. Even if they go home on rest days, they often stop by to visit customers along the line. 2020 , the most mileage among them was as high as 60,000 kilometers.
Secondly, all the salesmen of Yunnan Peak are "Ethnic Communication " . There are more than 20 ethnic minorities in Yunnan, each with different languages, not to mention Dai language and Lahu language, which are "minor languages " . Even if Chinese has various dialects, it is necessary to master several "foreign languages " to do a good job in cement sales. A colleague has been in charge of Lancang area for four years and speaks Lancang dialect with local customers. He is a native of Lancang. In addition to knowing the language, we also need to know the customs, that is, to know the customs and customs of all ethnic groups in various places. Otherwise, it is a very serious matter to accidentally break the national taboo. In our Yunnan dialect, this is "to touch the national temper " .
Third, all the salesmen of Yunnan peak need "thick skin " . We have a saying in Yunnan: thick-skinned, eat enough. Customers have different tempers. When they encounter bad tempers, bad moods, or minor problems in the sales process, they will mostly "hot faces and cold buttocks " . Encountered this kind of thing, our salesmen can only stabilize themselves first, and then try to appease customers to communicate patiently. When developing new customers, "thick skin " is even more important. Some colleagues said that once they ran to a construction site for "to rob " for three days and two ends, they felt embarrassed to see the customer from a distance, but they still had to crustily skin of head to accompany smiling faces and rack their brains to find a topic. Even if the customer loves to answer and does not give a good look, he still runs and waits with a smile every day until he impresses the customer with sincerity. Of course, there are still many follow-up links, such as signing contracts, making payments, transportation, reconciliation, return visits, etc. Each link may face various situations, and the resistance of marketers to various faces is quite strong.
Fourth, the salesmen of Yunnan peak, all "will communicate " . The first is to communicate with customers. Our customers have agents, dealers, self-employed, identity, personality, demands are not the same, marketers and their communication must be flexible. Some colleagues said that seeing a strange customer has a conditioned reflex. Starting from handing over a cigarette or a cup of Pu 'er tea, the other party's intention, identity, age, hobbies and other information are listed in "Collection " , and then determine the most appropriate communication content and method. The second is to communicate with leaders and colleagues. A good team is bound to be smooth information, as a marketing department, internal sales policy changes, external market, customer dynamics, need to be communicated in a timely manner. Therefore, our salesmen must report market information and work plans in a timely manner every day, and regular and irregular work summaries cannot be less, so that leaders can grasp market trends in a timely and accurate manner and make correct responses in a timely manner.
Fifth, our Yunnan peak salesmen, all "will settle accounts " . If an enterprise wants to develop in the long run, it must have profits. How much money can each business make, which market makes more and less, which customer is suitable for key cultivation, and where there is a blank market to expand ... The salesmen know in their hearts. These small "books " come together and become the big "books " of the company's market construction, providing the basis for the adjustment of the company's future business strategy.
Sixth, our Yunnan peak salesmen, all "suffer " . Selling cement is not the same as selling other commodities. There are times when you talk about business in air-conditioned rooms, but more often you are exposed to the sun and rain at various construction sites. As my colleague said, I went to the star hotel to meet the customers in a serious dress yesterday, and today I was wearing muddy shoes to check the cement usage at the construction site. Return visits, reconciliation and resolution of customer questions all require painstaking efforts. It is also common for several trucks of cement to run to the construction site to check until midnight in order to confirm. Some people say that those who are still on the road in the middle of the night are either couriers or salesmen, which seems exaggerated, but in our marketing department of Yunnan peak, this is really the case.
Seventh, our Yunnan peak salesmen, all "warm-hearted " . Dealing with customers is the same as other interpersonal relationships. You are warm, thoughtful and considerate to them, and his cooperation with you will be very pleasant and smooth. In this regard, our Yunnan Peak has done quite well. We have many small customers with low education level, who are often confused about making payments and accounts. The salesmen will take the initiative to teach them to make clear the accounts and will remind them at any time how much goods can be taken from the balance of their accounts. When a customer is ill and hospitalized, the salesmen will take the initiative to visit him. Even if the customer's children want to find a job, the customer needs a guide from another place, and the salesmen will help. 2020 outbreak of new coronary pneumonia, epidemic prevention materials are in short supply, so some enterprises can not return to work, we in addition to the initiative to the local epidemic prevention and control departments donated materials, but also downstream enterprises sent a number of free masks to help them return to work as soon as possible.
Although the number of our Yunnan peak salesmen is not large, each has its own characteristics and abilities, and we can't finish it for half a day. They have the most fundamental point is the common - believe that Yunnan peak tomorrow will be better, and are willing to make unremitting efforts for this.
(Shang Yongzhen)
More information
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Zhejiang Provincial Department of science and technology recently issued a notice, peak health technology company research and development center was identified as Zhejiang agricultural science and technology research and development center. According to the relevant requirements, Zhejiang agricultural science and technology research and development center must be established with national and provincial agricultural leading enterprises, agricultural science and technology enterprises or other scientific and technological agricultural enterprises with high scientific and technological content as the carrier, with strong economic strength and scientific and technological research and development foundation; The annual sales income of the enterprise is more than 10 million yuan, and the R & D center has more than 10 full-time technicians, of whom more than 30% have bachelor's degree or above; the annual technology development funds shall not be less than 3% of the sales revenue of the enterprise; it has the necessary instruments and equipment and fixed and special places to meet the research and development; it has the conditions for the application of agricultural technology information network. The main business of the enterprise is clear, and it is the priority industry in our province. The technological innovation achievements have a wide range of radiation, the enterprise system is sound, and the operating mechanism is good. With the domestic, provincial institutions of higher learning, scientific research units have established a stable relationship of scientific research cooperation. Since its establishment, Jianfeng Health has attached great importance to the construction of innovation platform and the cultivation of scientific and technological talents. In 2016, it has been recognized as Jinhua agricultural science and technology enterprise and municipal agricultural science and technology research and development center. In 2017, research and development investment accounted for 5.06 of sales revenue, and full-time research and development personnel with bachelor's degree or above accounted for 80.9, consisting of talents including traditional Chinese medicine, traditional Chinese medicine preparation, agriculture and biotechnology, pharmacy, analysis, plant extraction, food engineering, etc. Dr. Li Wende, head of the research and development center, was also selected "Jinhua Shuanglong plan talent" in 2017 ". In recent years, peak health and Zhejiang workers.
2020
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Chairman Jiang Xiaomeng Directs Work in Yunnan Peak
On December 16, Jiang Xiaomeng, Secretary of the Party committee and chairman of the group company, went to Yunnan Jianfeng cement company to investigate and guide the work. On the morning of the same day, accompanied by the Yunnan peak management team, Jiang Xiaomeng went deep into the front line and successively went to the central control room of the production and manufacturing department, the raw material clay yard, the lignite yard and other areas for field investigation and investigation to understand the problems existing in the production and operation process. Subsequently, a business analysis meeting was held to make a comparative analysis of the various business indicators of Yunnan Jianfeng from January to November this year, and put forward two requirements to the management team: further strengthen internal management and improve execution; strengthen the coordination of external relations, and improve The ability and level of enterprise resource acquisition. At the Yunnan Jianfeng middle-level cadre meeting held on the afternoon of the 16th, Jiang Xiaomeng first fully affirmed Yunnan Jianfeng's highest output and best benefits since it was put into production in 2018, and expressed his gratitude to all cadres and employees of Yunnan Jianfeng for their hard work. After that, Jiang Xiaomeng made a detailed analysis of the cement industry and the regional market environment in Yunnan, and combined with the current production and operation situation of Yunnan Jianfeng, put forward the focus of the next step: 1. should fully attach importance to and mobilize the initiative and responsibility of employees at all levels to improve the overall execution of the team; 2. raw material mines are an important factor restricting the future development of cement enterprises, which should be paid full attention to and formulate clear strategies and methods, set out a timetable to obtain future production resources as much as possible; 3. continuously advocate and promote technological innovation, keep pace with the times, continuously improve production management, equipment management, production technology level, and maintain the competitive advantage of the industry; 4. further strengthen production
2020
07-31
Chairman Jiang Xiaomeng Directs Work in Yunnan Peak
On December 16, Jiang Xiaomeng, Secretary of the Party committee and chairman of the group company, went to Yunnan Jianfeng cement company to investigate and guide the work. On the morning of the same day, accompanied by the Yunnan peak management team, Jiang Xiaomeng went deep into the front line and successively went to the central control room of the production and manufacturing department, the raw material clay yard, the lignite yard and other areas for field investigation and investigation to understand the problems existing in the production and operation process. Subsequently, a business analysis meeting was held to make a comparative analysis of the various business indicators of Yunnan Jianfeng from January to November this year, and put forward two requirements to the management team: further strengthen internal management and improve execution; strengthen the coordination of external relations, and improve The ability and level of enterprise resource acquisition. At the Yunnan Jianfeng middle-level cadre meeting held on the afternoon of the 16th, Jiang Xiaomeng first fully affirmed Yunnan Jianfeng's highest output and best benefits since it was put into production in 2018, and expressed his gratitude to all cadres and employees of Yunnan Jianfeng for their hard work. After that, Jiang Xiaomeng made a detailed analysis of the cement industry and the regional market environment in Yunnan, and combined with the current production and operation situation of Yunnan Jianfeng, put forward the focus of the next step: 1. should fully attach importance to and mobilize the initiative and responsibility of employees at all levels to improve the overall execution of the team; 2. raw material mines are an important factor restricting the future development of cement enterprises, which should be paid full attention to and formulate clear strategies and methods, set out a timetable to obtain future production resources as much as possible; 3. continuously advocate and promote technological innovation, keep pace with the times, continuously improve production management, equipment management, production technology level, and maintain the competitive advantage of the industry; 4. further strengthen production
2020
07-30
Editor's note: On November 20, the first page of "Jinhua Daily" published "Focus on sticking to the peak forever-Enlightenment of Jianfeng Group's 60 years of entrepreneurship" written by the reporter of the newspaper, which was specially reprinted by this newspaper. Focus on sticking to the peak forever-Jianfeng Group's 60 years of entrepreneurship enlightenment "Jinhua Daily" reporter Shao Xuilian as of the end of the third quarter of this year, the total assets of 4.788 billion yuan, net assets of 3.366 billion yuan, the realization of the parent company's net profit of 0.488 billion yuan, earnings per share of 1.42 yuan. Recently, Jianfeng Group disclosed its beautiful report for the third quarter of 2018, celebrating its 60th anniversary with the best operating results in history. Wind and rain for 60 years. With sustained and steady high-quality development, the peak people are moving towards a comprehensive modern enterprise group with strong core competitiveness. Strategy: Focus and Professionalism In 1958, the first generation of peak people built the first cement factory in Jinhua history at the foot of peak mountain. Beginning in 1983, through horizontal alliances with township enterprises, the formation of enterprise groups, and the implementation of shareholding reforms, Jianfeng has developed from a small state-owned cement plant to the first listed company in China's cement industry. Since then, in the stage of diversification, the peak will develop the pharmaceutical industry into the second pillar industry. In 2007, it joined forces with the central enterprise China Building Materials to participate in the establishment of Southern Cement and strategically shifted the focus of the cement industry; at the same time, through corporate mergers and acquisitions and technological innovation, the pharmaceutical industry has further exerted its strength. Today, Jianfeng Group has 33 participating and holding subsidiaries, involving building materials, medicine, big health, modern logistics, national.
2020
07-31
News from our newspaper On the occasion of the celebration of the 60th anniversary of Jianfeng's entrepreneurship, the selection results of the two competitions of "Me and Jianfeng" essay and employee calligraphy and painting photography exhibition are also fresh. Since July 2017, more than 50 contributions have been received from employees and their families. According to the overall situation of the content and writing level of the solicitation, 3 first prize works, 5 second prize works and 7 third prize works were selected. The staff calligraphy and painting photography exhibition began to call for contributions in early April. in just five months, it received more than 100 works from dozens of authors from various enterprises under the group, and successfully held the exhibition from October 10 to 17, which was welcomed and praised by the majority of employees. After a comprehensive selection of employee contributions, a total of 3 first-class works, 5 second-class works, and 7 third-class works were selected. In order to ensure the fairness and impartiality of the selection, the works of the leading group, working group members and specially invited works to commemorate the 60th anniversary of Jianfeng Entrepreneurship will not participate in the selection of the grade award. (The list of winners is attached) (This reporter) "I and the peak" essay list first prize "mother and son deep love" author: Daye peak Shi Fu "I have a date with the peak" author: Yunnan peak Luo Meiyan "buying a house" author: peak cable Lu Chaofang second prize "ten years, sixty years" author: pharmaceutical sales company Xu Yuting "my peak road" author: daye Peak Yang Zhendong's "My Teacher" Author: Fan Tufa, Municipal Pharmaceutical Company, "Peak Grows with Me for 20 Years" Author: Xu Junxiong, Pharmaceutical Sales Company, "Peak Grows with Me"
2020
07-31
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