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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Recently, Jinhua Science and Technology Bureau issued a public notice to identify four enterprises, including Zhejiang Jianfeng Health Technology Co., Ltd., as agricultural science and technology enterprises in Zhejiang Province. According to relevant requirements, agricultural science and technology enterprises in Zhejiang Province must take agricultural products as their main business, and have sound production and operation places, facilities and management systems. Scientific and technological personnel account for more than 15% of the total number of employees of the enterprise, and the annual sales income of the enterprise is more than 5 million yuan (of which the sales income of agricultural science and technology products and technical income account for more than 50% of the total income of the enterprise), presided over the county (city, district) or above science and technology projects, environmental protection to meet the national standards. Since its establishment, Jianfeng Health has attached great importance to the construction of innovation platform and the training of scientific and technological personnel. As of the end of 2016, scientific and technological personnel accounted for 17% of the total number of employees in the enterprise, and 76% of the technical personnel had bachelor's degree or above; the sales revenue of scientific and technological products accounted for about 90%; R & D expenses accounted for 8.9 of the total sales revenue; and undertook 3 scientific and technological projects above counties (cities, districts). After obtaining the honorary title of Jinhua agricultural science and technology enterprise in 2016, peak health applied for the recognition of the provincial agricultural science and technology enterprise. On the basis of the recommendation of the science and technology department of Wucheng District, through the evaluation links such as formal examination, on-the-spot investigation and expert evaluation and defense, Jianfeng Health will finally be awarded the accreditation. It is reported that the Jinhua Municipal Government and the Wucheng District Government will also give certain supporting funds to the enterprises that have obtained the honorary title. (Yang Hao)
2020
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Spike Health will be identified as "Zhejiang Agricultural Science and Technology Enterprise"
Recently, Jinhua Science and Technology Bureau issued a public notice to identify four enterprises, including Zhejiang Jianfeng Health Technology Co., Ltd., as agricultural science and technology enterprises in Zhejiang Province. According to relevant requirements, agricultural science and technology enterprises in Zhejiang Province must take agricultural products as their main business, and have sound production and operation places, facilities and management systems. Scientific and technological personnel account for more than 15% of the total number of employees of the enterprise, and the annual sales income of the enterprise is more than 5 million yuan (of which the sales income of agricultural science and technology products and technical income account for more than 50% of the total income of the enterprise), presided over the county (city, district) or above science and technology projects, environmental protection to meet the national standards. Since its establishment, Jianfeng Health has attached great importance to the construction of innovation platform and the training of scientific and technological personnel. As of the end of 2016, scientific and technological personnel accounted for 17% of the total number of employees in the enterprise, and 76% of the technical personnel had bachelor's degree or above; the sales revenue of scientific and technological products accounted for about 90%; R & D expenses accounted for 8.9 of the total sales revenue; and undertook 3 scientific and technological projects above counties (cities, districts). After obtaining the honorary title of Jinhua agricultural science and technology enterprise in 2016, peak health applied for the recognition of the provincial agricultural science and technology enterprise. On the basis of the recommendation of the science and technology department of Wucheng District, through the evaluation links such as formal examination, on-the-spot investigation and expert evaluation and defense, Jianfeng Health will finally be awarded the accreditation. It is reported that the Jinhua Municipal Government and the Wucheng District Government will also give certain supporting funds to the enterprises that have obtained the honorary title. (Yang Hao)
2020
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Spike Health will be identified as "Zhejiang Agricultural Science and Technology Enterprise"
Recently, Jinhua Science and Technology Bureau issued a public notice to identify four enterprises, including Zhejiang Jianfeng Health Technology Co., Ltd., as agricultural science and technology enterprises in Zhejiang Province. According to relevant requirements, agricultural science and technology enterprises in Zhejiang Province must take agricultural products as their main business, and have sound production and operation places, facilities and management systems. Scientific and technological personnel account for more than 15% of the total number of employees of the enterprise, and the annual sales income of the enterprise is more than 5 million yuan (of which the sales income of agricultural science and technology products and technical income account for more than 50% of the total income of the enterprise), presided over the county (city, district) or above science and technology projects, environmental protection to meet the national standards. Since its establishment, Jianfeng Health has attached great importance to the construction of innovation platform and the training of scientific and technological personnel. As of the end of 2016, scientific and technological personnel accounted for 17% of the total number of employees in the enterprise, and 76% of the technical personnel had bachelor's degree or above; the sales revenue of scientific and technological products accounted for about 90%; R & D expenses accounted for 8.9 of the total sales revenue; and undertook 3 scientific and technological projects above counties (cities, districts). After obtaining the honorary title of Jinhua agricultural science and technology enterprise in 2016, peak health applied for the recognition of the provincial agricultural science and technology enterprise. On the basis of the recommendation of the science and technology department of Wucheng District, through the evaluation links such as formal examination, on-the-spot investigation and expert evaluation and defense, Jianfeng Health will finally be awarded the accreditation. It is reported that the Jinhua Municipal Government and the Wucheng District Government will also give certain supporting funds to the enterprises that have obtained the honorary title. (Yang Hao)
2020
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Zhejiang Jianfeng Group Co., Ltd. is a veteran enterprise in Jinhua. It has a history of 59 years since the first generation of Jianfeng people founded Jinhua cement Plant in 1958. From the initial small cement plant to the current cement, medicine, health products, warehousing and logistics as a supplement, cross-industry, cross-regional comprehensive enterprise group, the peak has embarked on its own development path. In the past two years, affected by the downward pressure on the economy, some companies have fallen into trouble, but the spikes have bucked the trend, and good news has spread frequently. In the past five years, the average annual profit of the peak has exceeded 0.25 billion yuan, and the total profit and tax paid has been 0.827 billion yuan. In the past 2016, operating income 2.379 billion and net profit 0.285 billion, creating the best result in peak history. The net profit in the first quarter report of 2017 was 0.112 billion yuan, setting a new quarterly record. Under the background of "walking in the forefront and jointly building Jinhua", this year, the Jinhua Municipal Party Committee and the Municipal Government proposed to vigorously promote the "three corridor construction" strategic deployment of comprehensive transportation corridors, Jinyichuang corridors, and Zhejiang ecological corridors. It has drawn a new blueprint for Jinhua's future economic and social development. In the face of new opportunities, Jiang Xiaomeng, chairman of Jianfeng Group, said that as the fourth largest metropolitan area in the province, the construction of Jinhua's "three corridors" will certainly have a positive and far-reaching impact on the trend of related industries and the positioning of enterprises in central Zhejiang. The majority of business operators and businessmen should actively participate in the new wave of reform and development, and seriously think about how to combine the construction needs of the "three corridors", give play to play to the enterprise itself, so as to catch the "big car" of Jinhua's economic development, in promoting the local
2020
07-31
Zhang Yiwen, deputy director of the provincial science and technology department, visited the peak
News from our newspaper On July 17, Zhang Yiwen, deputy director of the Zhejiang Provincial Department of Science and Technology, and his entourage visited Jianfeng Group and had a discussion with leaders of group companies such as Jiang Xiaomeng and Yu Jianhong. Jiang Xiaomeng, chairman of the group company, introduced to Deputy Director Zhang Yiwen the development, business status, industrial structure adjustment, product innovation and research and development of Jianfeng Group in recent years from the cement, medicine and health sectors. Huang Jinlong, deputy general manager of the group company and general manager of the pharmaceutical company, emphatically introduced the industrial layout, scientific research level, innovative development direction, achievements, and research projects of the pharmaceutical company. The two sides also exchanged views on information docking, innovation project support, industrialization projects and other related issues. Deputy Director Zhang Yiwen fully affirmed Jianfeng's work in recent years. He said that since Jianfeng's old cement industry has moved to other provinces in recent years, he has paid less attention to it. He did not expect to do so well now. What is particularly gratifying is that Jianfeng pays attention to the investment in technological innovation while developing, and clarifies the development direction of "making the enterprise bigger and stronger". It is a listed company that allows shareholders to rest assured. (Reporter Ni Yingzhen)
2020
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News from our newspaper On July 13, the first council of the "Plant Waste Reuse Industry Technology Innovation Strategic Alliance" with Tianjin Jianfeng Natural Products Company as the chairman unit was grandly held in Tianjin, marking the formal establishment of the alliance. In order to cope with the new challenges brought about by economic transformation and upgrading, in recent years, Tianjin Economic and Technological Development Zone has continuously adjusted its industrial structure, actively introduced innovation carriers and resources, cultivated new growth points, and paid close attention to the support of scientific and technological enterprises. with the goal of cultivating a number of high-growth enterprises with innovative characteristics of the new era, making them the backbone of the economic development of the development zone and even Binhai New area and the main force of innovation and development. In November 2016, the development zone selected 20 science and technology enterprises in the zone as demonstration enterprises for the first time. Tianjin Jianfeng is one of them. With the support of relevant policies of Tianjin Municipal Party Committee and Municipal Government, Tianjin University of Science and Technology, Tianjin Agricultural College, Portuguese Mr. (Tianjin) Technology Co., Ltd., Tianjin Minsheng Biological Engineering Co., Ltd., Tianjin Yibei Red Biotechnology Co., Ltd. and other enterprises and institutions, start to establish the "Plant Waste Reuse Industry Technology Innovation Strategic Alliance" (hereinafter referred to as the "Alliance"), and carry out key technical cooperation research and development of "Plant Waste Reuse" for key health industries, and formulate, revise and promote industrial technology Standards, through the establishment of an open sharing of scientific and technological resources and industrial technology information exchange platform, to promote another new field of green health industry. The convening of the first council of the alliance has received extensive attention from relevant government departments, the media and the industry. Tianjin Science and Technology Commission, Binhai New Area Science and Technology Commission, Tianjin
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