[China Glass Network] What is the sales of individual equipment? Specifically speaking, it is a sales tool for individual soldiers, ranging from a business card to a sales manual and product samples. It is used by sales personnel in the sales process. The materials and tools that have an important influence on sales are all single. The scope of the equipment. The standardization of sales work must rely on instrumentation in many cases. Instrumentalization is a representational representation of standardization and standardization. The higher the level of instrumentalization of a company, the higher the productivity and the same sales.
We need to solidify the tools, actions, materials, and processes that sales people often encounter in sales work into different standardized tools to improve sales efficiency. Scientifically speaking, tools are another form of skill and an effective vehicle for skills. One reason for the slow progress of many corporate salespeople is related to the lack of adequate instrumentation. The tool can fix many methods, procedures, techniques, and materials to make the backwards quickly enter a higher level of combat. This complements the training of “qualified†soldiers advocated by the 820 Military Academy. In many cases, “qualified†must rely on more advanced tools, which are often the inheritance of experience and represent the level of sales capability of the enterprise.
Individual weapons can be divided into management tools and auxiliary sales tools according to the purpose of the application. These two types of tools are used in sales. Below we briefly introduce several very important individual equipments to open this mysterious door.
Equipment one, sales support manual.
The salesmanship manual is an informational tool to assist sales. It is the information that is often used in sales work, and is effectively arranged according to the requirements of use, so as to achieve the purpose of auxiliary sales. Usually the sales brochure will cover business, publicity, samples, inspection certificates, supporting materials, etc. It is also the basic platform for the company's sales data management. The salesman's salesmanship manual is a combination of science and art. It is the result of long-term hard practice accumulation. It is a material manifestation of the sales level of enterprises and employees. A good salesmanship manual will help salespeople show products more vividly and convince customers, and the opposite is true.
Many companies have noticed the great value of the sales manual and have begun to design and develop more standard and standardized manuals to increase the level of sales tools used by everyone. It should be noted that the impact of the sales manual on different sales types is different. For the sales of large customers, due to the complexity of the data and sales links, the sales materials need to be more systematically organized. Because a good sales brochure has a huge impact on the sales of large customers. For the shopping guide, the salesmanship manual is much simpler. For the channel salesperson, the salesmanship manual is very similar to the sales of the big customer. Readers interested in this issue can refer to the article "Design and Application of the Sales Handbook" by the 820 Military Academy.
Equipment two, sales log.
The sales log is an important tool for salespeople to manage their daily “time valueâ€. It is a relatively basic tool for effectively scheduling monthly, weekly, and daily work. Through the sales log, sales staff can judge the value of daily work, and continuously improve the value of time by long-term tracking of daily work.
The sales log is also a very important sales management tool that guides and monitors the effectiveness of daily work through log management. Sales log management has become an important means for many companies to manage sales teams. It should be noted that there is a huge difference between the time management of sales and the value management of time. Managing time does not mean managing the value created by time. The former is mechanical representation and the latter is connotation essence.
Equipment three, customer file card.
The customer profile is both a customer management tool and an effective sales analysis tool. Combined with the customer's ABCD grading management, it will help the sales staff system manage their own customers.
Many companies also have a customer profile management system or a CRM customer relationship management system. In these systems, more are designed from the perspective of facilitating enterprise control, rather than from the perspective of becoming a sales tool and assisting individual sales.
The more direct manifestation of the problem caused by this is that customer management is ineffective. Sales people think that this is a burden rather than a tool. The fate of this rejected system is not difficult to predict. Because it can't help customers to analyze customers, find customer breakthroughs, and form important sales actions such as sales offensive lines, it is not a real sales tool, but a management tool. Therefore, customer file card is a kind of There is still a long way to go in the development of sales tools.
Equipment four, product samples and display.
Product samples are an important individual equipment, and many companies must sell them with samples, so they have long noticed the importance of sample design and packaging for sales. However, there are still many shortcomings in sample design techniques and principles. For those service classes, either larger ones or high-tech products, their sample design is very difficult. They may be a simulated model, or something like a slide, and the names will vary, such as experience, trials, demos, DAMOs, presentations, etc., which are equivalent to the product samples.
The design of such samples requires a deeper understanding of the sales process and customer characteristics, so they are much more difficult to design than physical products. The use of the sample is very extensive. Because of its intuitiveness and authenticity, it enhances the persuasiveness of sales, and scientific development of such sales tools is very necessary.
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