terminal sales staff training

understand the company's history, corporate culture, brand positioning and audience.

We should pay attention to the following points in our work:

We can convince people by reasoning, work with various groups, understand other people's emotional motives, strive to improve ourselves and reflect on ourselves.

Taboo attitude after making mistakes:

Forgive yourself and work hard in the future. If you lose confidence, you will have to quit.

Five moods in sales:

1. Confidence: Confidence is an intangible quality, which can be developed without taking a pill, and is an important investment in the future.

2. Love: treat customers as relatives and friends, and let customers feel it with your service.

3. Patience: When selling, we must be very patient, considerate and resilient on the premise of knowing whether customers can buy.

4. Perseverance: Don't be unwilling to fail, but keep working hard one by one.

5. Grasp the customer's heart: grasp the customer's psychological dynamics, what they want to do next and what they need.

Seven steps in sales:

1. Find the target: Find the person who wants to sell clothes to him.

2. Know the situation: Know what customers really need and judge their purchasing power.

3. Show the product and explain: Choosing the most appropriate time makes the customer want to try it on. At the same time, it is necessary to introduce the advantages of clothing fabrics and patterns in concise language.

4. Answer questions and try on: overcome any factors and problems that hinder the purchase, and quickly change the types of clothes to try on.

5. purchase: the moment when the customer pays the money.

6. Follow-up: conduct multiple sales promotion or cultivate customers' loyalty to the brand.

7. create a file: apply for a membership card, ask customers to leave a message, and create a customer file.

Sales method:

By observing the customer's image, dress, figure, language, manner and other details, we can preliminarily judge the customer's purchasing power and improve the sales success rate.

1. pressing method: used when sales are not good or there is no passenger flow. Make use of the only passenger flow to grasp the success rate. Use it when customers are hesitant or looking for excuses. Follow up step by step when using it, and there must be no mistakes. Pay attention to the language not to be too tough, to avoid causing customers disgust and trouble.

2. Enthusiasm method: It is a commonly used method, which is suitable for most customer groups, especially old customers.

3. indifference method: it can be used for customers who are very opinionated or don't talk. Apathy means that the language is just right, not the expression and tone are cold. We should strengthen the physical service when using it.

4. Multiple sales promotion method: Make sure that the first sale is successful before multiple sales promotion. There should be principles in sales promotion: right inside to outside, top to bottom, from thin to thick, from single piece to group, and sales in series. And the response should be agile and clear-headed. Our sales can't stop as long as customers don't leave the store.

assembly line method:

when selling, we advocate cooperation, and the process should be natural and smooth. Procedure:

1. Lead customers into the store for 1 people to complete

2. Introduce products, encourage fitting, and pick up goods for 2 people to complete (main sales and cooperation)

3. Decide to buy and invoice. Payment completed by 1 people

4. Packaging completed by 1 people

5. Re-promotion completed by 2 people

6. Handling membership card and establishing customer file completed by 1 people

7. Replenishment, Finishing the goods area by two people

8. Preparing for other customers

Problems that should be paid attention to:

1. Besides the sales process, the processes of display, distribution and sanitation can also be streamlined.

2. The personnel involved in assembly line operation are not fixed, so make use of the favorable resources around you.

3. it is more important to complete the flow process after sales.

4. To sum up the experience and shortcomings

Comparison between excellent employees and ordinary employees:

Ordinary shopping guide:

1. Mechanized delivery of goods; 2. Simple introduction of goods; 3. Passive response to customers' questions; 4. Invoicing after customers decide

Quality of excellent employees:

1. Feeling about clothes. Pay attention to the movements of competitors. Focus on other fashion industries.

2. Know the display of goods area and color matching

3. Have unique methods to solve problems

4. Refined store management

5. Have personality charm

6. Be good at sales analysis and summary

7. Understand the inventory and make reasonable distribution

8. Have good communication skills and be able to communicate

. Let customers put this feeling on their bodies, take it home and accompany them.

elements of service quality:

1. Tangibility: intangible services are presented by physical facilities, equipment, goods, marketers and media.

2. Reactivity: refers to the speed of thinking and behavior when employees provide services and help to customers.

3. Credibility: Have the ability to correctly perform the promised service, so that customers can rely on you.

4. Guarantee: refers to the professional knowledge and courteous service of employees, which can make customers have trust in the brand and get customers' recognition.

the concept of customer first:

1. The customer is the foundation of the company's survival and the medium for the development and success of the enterprise

2. The customer is not a title, but a person with worldly desires like us, because the customer has his own virtues and shortcomings, which we should understand. Our job is to serve customers.

3. Customers generally regard the part as a whole, so an employee's mistake, rudeness, neglect and irresponsibility will be considered as all employees, and our brand will be denied.

Customer management methods:

1. Establish detailed customer files (such as hobbies, purchase time, purchase style, occupation, etc.), and key customers should be recorded.

2. Send holiday wishes and birthday wishes regularly by phone, SMS, E-mail, etc. Pay attention to the way and regularity of communication with customers.

elements of store management:

1. personnel management: labor discipline, work passion, interpersonal relationship, sales performance, ideology and morality.

2. display: adjust in time according to the changes of weather and sales.

3. distribution management: understand the product structure in the store, understand the inventory situation, and understand the sales and unsalable products.

4. Details: Deal with the details in each job.

5. Communication: the purpose, channel, object, content and quality of communication.

Just in time quick response system

1. quick response in sales

2. quick, efficient and accurate in production

3. quick response in inventory control to minimize inventory

logistics management:

the importance of logistics management: logistics is a very important link in promoting sales, and the most direct reflection of logistics quality is sales.

Main factors to be considered in logistics work:

1. Weather conditions: Usually, the weather conditions are divided into four seasons. However, in the distribution work, it is divided into eight seasons or more. In addition to the standard four seasons, there are four seasons alternating.

2. Overall inventory and in-store inventory distribution in the last quarter.

3. Product inventory last year.

4. In-store display, goods area display.

5. Current sales situation.

6. Customers' buying habits and wearing habits.

7. The company's sales focus and strategy.

8. New delivery information

9. Sales.

Correct working attitude:

1. Do a definite job every day and finish it without waiting for instructions from others.

2. There is no good idea for every employee to know, and every good practice can be done by every employee.

3. Challenge yourself, don't let yourself slack off, you will shrink.

4. Don't make any excuses to avoid responsibility. Take extra work as an opportunity.

5. arrive early, plan ahead, and stay ahead of others.

6. Establish a lifelong learning perspective.

7. Always show enthusiasm and interest in the company's products and companies.

8. Put forward management suggestions to relevant departments or companies.

9. You can't change the environment, but change yourself. Can't change the facts, change the attitude.

11. Whether the mentality you have is positive or negative will result in the success or failure of sales.

common mistakes made by new employees in the store:

1. Not sure about the size.

2. introduce the product by reciting the product manual.

3. The timing of the fire is not accurate

4. It will not be displayed.

5. if you have no life in your eyes, you won't take the initiative.

6. Will not cooperate.

7. Can't understand the pressure correctly.

note: don't make the mistake of thinking that a salesperson is just a person who sells products through language. Have the attitude that you are a marketer, not an ordinary salesperson. Understand that if you operate, you also participate in the operation.

This is my training materials and some of my own experience during my work. Now it is only a draft, and there are still many places to be improved. I hope you will give me your comments and opinions. Thank you.