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
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
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
07-30
"Jianfeng is the leader of Jinhua's state-owned industrial entities. Under the current situation of the'Belt and Road' and building the fourth largest metropolitan area in Zhejiang, it is necessary to give full play to the role of the main force and drive the development of the entire industry." On July 13, Jin Wensheng, director of Jinhua Economic and Information Commission, stressed this when he was doing a special survey at the peak. On the same day, Jin Wensheng and the heads of relevant business offices of the Economic and Information Commission came to the peak to conduct special investigations on the current transformation and upgrading of the building materials industry and how to give full play to the work of the Entrepreneur Association, and to have in-depth exchanges with the management team of the group company. Chairman Jiang Xiaomeng introduced in detail the adjustment of the company's industrial layout in recent years, the current operation of various industries and the development ideas in the next few years, which was unanimously affirmed by Jin Wensheng and his party. Jinhua City is currently striving to build the fourth largest metropolitan area in Zhejiang, and the development of industrial economy is one of the key factors to achieve this goal. Jin Wensheng introduced the industrial economic development plan of Jinhua City, hoping that the peak management will fully understand the situation, grasp the opportunity of "Belt and Road Initiative" and building the fourth metropolitan area, give full play to the management advantages, talent advantages, and capital advantages of established listed companies, make greater achievements in scientific and technological innovation and green manufacturing, and strive to become the Zhejiang model of "Belt and Road Initiative". So as to promote the common development of Jinhua industrial enterprises. The two sides also exchanged views on how to promote the transformation of Jinhua building materials industry, how to better play the role of organizations such as the Federation of Industry and Commerce, the Chamber of Commerce and the Entrepreneur Association, and how to do a good job in summer production safety. (Reporter Fu Yiwu)
2020
07-31
Teachers and Students of Zhejiang Gongshang University Visit Peak Health
News from our newspaper On the morning of June 9, a group of 18 teachers and students from Zhejiang Gongshang University came to Jianfeng Health for a visit and discussion, and conducted research on the establishment of Zhejiang Gongshang University Food Industrialization Research Institute in Jinhua. The leader of this visit is Professor Song Guanglei from the School of Food and Biological Engineering, Zhejiang Gongshang University. The teachers and students are mainly from the School of Food and Engineering, specializing in food science, food safety, biochemical and biotechnology, focusing on extraction and separation, functional activity and The research of functional food, in addition to the professor of the Department of E-commerce of the School of Management Engineering and E-commerce. Chen Daiyou, general manager of Jianfeng Health, Li Wende, deputy general manager, and relevant personnel from R & D, quality management, administrative personnel and other departments attended the forum. Li Wende introduced the basic situation, technical production level, scientific and technological research and development characteristics of Jianfeng Health Company in the form of PPT, as well as the relevant policies of Jinhua Municipal Government on talent introduction. Chen Daiyou focused on the development vision of Jianfeng Health Technology and the construction of scientific and technological talents, and welcomed graduate students from the Industrial and Commercial University to join the team of Jianfeng Health after graduation. Professor Song Guanglei fully affirmed the software and hardware facilities and humanistic management of Jianfeng Health Company. He said that most of the teachers and students who came to visit this time were professional in line with the industry of Jianfeng Health Company. The two sides could carry out in-depth cooperation in product development, technology upgrading and talent reserve. Fourteen graduate students also introduced their respective situations and study and research directions. After the symposium, the teachers and students visited the health company's testing center, R & D laboratory and plant extraction workshop with great interest.
2020
07-31
On June 27, an investigation team led by Pan Weiliang, President of Zhejiang Academy of human resources and social security sciences, and composed of relevant responsible persons of provincial and municipal human resources and social security departments, came to peak to evaluate the harmonious index of labor relations. The index of harmonious labor relations is an important basis for reflecting the degree of harmonious labor relations in a region. Every year, Zhejiang Province collects data from 30 sample enterprises of different sizes and types in terms of employee labor contract signing, social insurance participation, collective contract signing, collective wage negotiation, trade union establishment, labor disputes and labor safety, etc., to evaluate the labor relations in the province. During the peak period, the investigation team exchanged views with Xiang Chongping, deputy general manager of the group company, Qin Xuping, chairman of the trade union, Tang Zhengren, manager of the human resources department, etc. on the status of peak labor relations, checked relevant documents and materials within the enterprise, and conducted relevant questionnaire surveys on some cadres and employees. (this newspaper reporter)
2020
07-31
Teachers and Students of Zhejiang Gongshang University Visit Peak Health
News from our newspaper On the morning of June 9, a group of 18 teachers and students from Zhejiang Gongshang University came to Jianfeng Health for a visit and discussion, and conducted research on the establishment of Zhejiang Gongshang University Food Industrialization Research Institute in Jinhua. The leader of this visit is Professor Song Guanglei from the School of Food and Biological Engineering, Zhejiang Gongshang University. The teachers and students are mainly from the School of Food and Engineering, specializing in food science, food safety, biochemical and biotechnology, focusing on extraction and separation, functional activity and The research of functional food, in addition to the professor of the Department of E-commerce of the School of Management Engineering and E-commerce. Chen Daiyou, general manager of Jianfeng Health, Li Wende, deputy general manager, and relevant personnel from R & D, quality management, administrative personnel and other departments attended the forum. Li Wende introduced the basic situation, technical production level, scientific and technological research and development characteristics of Jianfeng Health Company in the form of PPT, as well as the relevant policies of Jinhua Municipal Government on talent introduction. Chen Daiyou focused on the development vision of Jianfeng Health Technology and the construction of scientific and technological talents, and welcomed graduate students from the Industrial and Commercial University to join the team of Jianfeng Health after graduation. Professor Song Guanglei fully affirmed the software and hardware facilities and humanistic management of Jianfeng Health Company. He said that most of the teachers and students who came to visit this time were professional in line with the industry of Jianfeng Health Company. The two sides could carry out in-depth cooperation in product development, technology upgrading and talent reserve. Fourteen graduate students also introduced their respective situations and study and research directions. After the symposium, the teachers and students visited the health company's testing center, R & D laboratory and plant extraction workshop with great interest.
2020
07-30
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