Hu Longgang: an engineer who loves sales work
Release time:
2021-07-21
Hu Longgang is the chief engineer of the cable company, responsible for the cost accounting and quotation of the cable production of the whole plant, and he is also a good hand in sales, won the group company's 2020 excellent salesman. Last year, his personal sales orders accounted for 1/3 of the cable company's annual sales, laying a good foundation for the company to complete the annual target.
A chief engineer in charge of technology, how did he start selling?
Hu Longgang was the first group of employees in the cable company. He came to the peak work in 1993 and participated in the preparation of the establishment of the project. Since then, he has been in a technical position, responsible for the inspection and quality management of cable products. At the turn of the old and new centuries, the cable industry has seen a trend of "light entering copper and retreating " . orders for copper cables from major customers such as telecommunication bureaus have decreased year by year. many people think that copper cables should be completely withdrawn from the market, but Hu longgang is not pessimistic. The domestic copper cable market is gradually shrinking, but the international development is unbalanced. The old product models that are gradually eliminated in China are at the right time in some underdeveloped countries and regions, and the international market is very broad.
Another impact of the gradual shrinking of the copper cable market is that the technical work on copper cables is basically finalized. After working in the post for two or three years, as a technician, Hu Longgang felt that his work lacked challenges and wanted to seek a breakthrough in himself, so he set his sights on sales. When a technician goes to do sales, many people don't like it at first. Hu Longgang calculated and strengthened his confidence that the products of - company will eventually have to be sold before they can be converted into profits. To some extent, the purpose of technology and sales is the same, both of which serve to reach a transaction. The difference is that the technology is before sale and the sales are on sale.
Hu Longgang usually smiles and treats people warmly. He can never guess from his appearance that he is introverted and not suitable for face-to-face communication with people. Only by getting acquainted with him, or observing carefully, will you find his occasional shyness when communicating with others. Talking about professional technology and work, you can also talk about it. Hu Longgang doesn't like the socializing on the wine table, and he is even afraid of communicating with strangers face to face. With his personality, how can he do a good job in sales work that requires frequent interpersonal contact?
The birth of a new thing just solved the pain point of Hu Longgang - e-commerce. In the era of dial-up Internet access when opening a web page and asking for a meal, he came into contact with the Internet early. At that time, he also called the Internet "Surfing " . Contact early, pay more attention to the network this tool, easier to find new things. In 2003 , when e-commerce first emerged, Hu Longgang registered his account on the e-commerce platform. With the gradual expansion of the scale of e-commerce platform, social software has also developed, and network communication is convenient. 2009 years later, he began to have online orders. He said that the main expenses on the e-commerce platform are registered members and online publicity, which will not cost much for a whole year, which is a more worry-free and labor-saving supplement outside the conventional sales channels.
The attributes of e-commerce are also very consistent with Hu Longgang. He is not good at communicating with strangers face to face. He contacts and communicates with customers on the network platform. In the following years, Internet commerce and logistics became more and more developed, and many customers developed the habit of online purchasing. Hu Longgang received more and more online orders and found several major customers.
By 2020 , the real economy was severely affected by the neo-coronary pneumonia epidemic, but crises and opportunities were always interdependent, and the decline in offline sales was accompanied by a surge in online sales. Due to the effective prevention and control of the epidemic in China, all walks of life quickly resumed work and production, while foreign factories were affected by more work stoppages, and the foreign trade industry also ushered in opportunities. Hu Longgang seized the opportunity to make full use of the advantages of e-commerce without contact and few intermediate links to increase online sales. E-commerce publicity is highly targeted, the two sides through the network contact, salespeople do not have to run, saving a lot of time and manpower. It has opened the international market by virtue of its global and open nature, and its products are sold to the Middle East, Africa and South America. The cable company, backed by Jianfeng Group, is a listed company with a background of state-owned enterprises. It is guaranteed in quality, reputation and management. It has won the trust of customers and orders are pouring in.
Years of technical work and solid technical skills have brought Hu Longgang professional advantages that ordinary marketers cannot match. He meticulously does a good job of pre-sales service for customers, helps them to order plans, do a good job of cost accounting and make accurate quotations. Online consultation is very arbitrary. Many buyers ask for quotations when they send a demand, and then nothing happens. Some buyers only know "I need to buy cable " , but have no corresponding understanding of the type, standard and specification of the cable. Hu Longgang is always patient and thoughtful to explain to customers, and often makes technical adjustments according to customer needs. For example, customers who purchase rail transit communication cables have higher requirements on the flame retardant index of the cables. He and his colleagues designed special processes according to the customer's requirements and adopted special inner and outer sheath materials and . After the customer's combustion test, the products fully reached the flame retardant index.
Through hard work, Hu Longgang 2020 developed 32 new customers at home and abroad, with personal sales orders increasing 65% over the previous year, and was selected as the outstanding salesman of the year. In the face of honor, Hu Longgang was very calm. He thought that since he had made achievements in real life, he would gladly accept it. This large number of e-commerce orders broke out, which is both unexpected and reasonable. Without early preparation and assistance from colleagues to communicate with foreign customers, such good results would not have been achieved.
Hu Longgang now focuses on sales, and several communication software are hung on the computer at the same time every day. He did not put down his technical work and often used his rich experience to help his colleagues solve difficult problems. In addition to the professional and technical problems in cable production, colleagues will also ask him for advice when they encounter difficulties in daily use of electronic equipment such as projectors and microphones.
Between his sales and technical work, Hu Longgang has a unique understanding: when doing sales, he has extensive contact with the market, can obtain the latest and most practical information, and understand the changes in the core needs of customers. The technical level has been greatly improved, and the company's products are not out of touch with the market. Every time an order is reached, Hu Longgang will have great joy in his heart, and his sense of achievement is no less than to overcome a technical problem.
This is Hu Longgang, an engineer who loves sales. (Reporter Chen Shengmu)
More information
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