2: About? Suggestions on continuous self-training for employees? , suggestions? Self? Delete these two words and add one more: for excellent teams, the company can organize two to four days of outdoor development training (with the aim of cultivating everyone's resilience, endurance and teamwork ability), or hold team competitions every quarter to select an excellent team, including the completion of sales tasks and team influence.
3. Regarding the Crown Sales Award, it is suggested to increase the quarterly Crown Sales Award:
1. According to the sales progress and normal sales cycle of the project, the quarterly sales champion will be selected every four months.
2. Performance appraisal basis: contract amount in the current quarter.
3. Incentive measures: A. Cash 1500 yuan. B. honorary certificate of quarterly sales champion.
4. In order to stimulate the sales performance of the team and improve the enthusiasm of the property consultants, it is suggested to increase the sales competition of the group, including the sales performance of the group, repayment amount, teamwork and so on.
5. It is suggested that all cash rewards be changed to something like? Medal? In the form of gold medal or silver medal, it is easier to make award-winning colleagues feel honor and happiness than cash!
Chapter 5, Rationalization Suggestions for Sales Companies, is the unremitting pursuit of every sales company, and scientifically using corresponding means and measures to grasp different market rules and opportunities in each market cycle within a year is one of the sales skills that sales personnel must master skillfully. In April, the condiment industry entered the traditional off-season market. What are the operating conditions of many manufacturers at this time? If you want to maintain sales in the off-season, the market depends on promotion? Business philosophy, and the vast majority of sales staff are also? Knives and guns in storage, horses in Nanshan? Looking forward to the arrival of the next sales season.
Is this the only way to deal with the condiment off-season market? In view of the traditional off-season market, manufacturers have no choice but to promote sales? Do salespeople do nothing but wait? In view of the confusion of manufacturers, merchants and business personnel in the off-season market, I put forward the following market analysis, rectification opinions and personal opinions on how to deal with off-season market sales and how to carry out off-season sales, and ask all districts to seriously consider and refer to them:
I. Current market situation
Is there a low season for condiment sales? The answer is yes. With the gradual increase of temperature, consumers' eating habits turn to be light, and dinner activities such as inviting guests and banquets are obviously reduced. In particular, this year, the state has stepped up efforts to crack down on public funds for eating, drinking and consumption. Coupled with the recent spread of avian flu, the condiment market, especially the catering market, has indeed been hit hard. Our company's main consumption channels in Jiangsu and Zhejiang markets are catering and township family banquet markets, so the impact on the sales of chicken essence in Da Qiao is obvious. So there is really no market for out-of-season condiments? The answer is obviously no, Zhang Ruimin, president of Haier, once said: There is only the concept of off-season, and there is no off-season market.
At present, the sales of chicken essence in Da Qiao are in a weak position in Jiangsu and Zhejiang markets as a whole. The northern Jiangsu market has a certain influence on restaurants and small towns, while the southern Jiangsu market only has a certain sales volume in some markets. Other regions are scattered, and there is no brand effect and no regional strategic market. However, the company's dealers and distributors are also weaker than those who mainly compete for Taitai Music. In addition, due to the recent merger and integration period, after-sales services such as delivery speed are not in place. The existence of these factors will more or less affect the sales and development of the market, thus aggravating the outstanding performance of market symptoms in the off-season.
Second, how does the business department deal with the off-season market
Because the market is in the off-season rhythm, other competing products reduce the investment and development of the market compared with the peak season, and dealers are not as busy as the peak season market at this time. Business people are also affected by the arrival of the off-season and the reduction of the company's promotion frequency? Free? With more time, we will have more time to investigate the market and make up for some basic but important work that we missed because of busy work. So, at this stage, we should actively implement what the company has been advocating? Off-season market, peak season sales? Sales concept. In view of how to do a good job in the off-season market, the business department now emphasizes that the off-season market in various regions must do a good job in the following aspects:
1. Strengthen investment promotion: As dealers, distributors and key retailers are quite busy in the peak season, they have no time to take into account the profit level, development prospects and potential benefits of their products. At this time, it coincides with the off-season of sales, and they will have more time to calm down and think about these issues, and they are also willing to listen to other people's information in this regard. If we can use this node to explain to them in detail how the company uses the distribution system to control the market price and ensure the reasonable profits of dealers at all levels, and emphasize that the company will increase the promotion of products after mergers and acquisitions, they can quickly improve their position in the industry by operating our products. It is of great benefit to promote their business, thus winning a group of powerful dealers, distributors and key retailers to join our sales system, enriching the number of channel participants and consolidating the quality of channels. The joining of these high-quality distributors will greatly enhance the combat effectiveness of our distributors and lay a solid foundation for our department to rapidly increase the quantity when the season of condiment market comes.
2. Innovative terminal promotion mode: Due to the high sales pressure in peak season, although the company has repeatedly requested to develop blank markets and terminal catering, grassroots business personnel are often forced to complete sales under great pressure and always spend limited energy and resources on circulation links that can reduce the warehouse volume. After all, they have to complete the sales task! However, when the off-season comes, we just want to suppress the inventory of two groups of merchants and retailers. The estimated effect will not be obvious and it is very difficult. The demand for terminal catering is not strong, and no one dares to press too much inventory. So all districts should focus on new market development and terminal visits, for example, according to the company's offer this time? Ten for one? Thank you policy is not simply to postpone this policy, but to formulate targeted terminal catering promotion activities according to the specific development of each market and the needs of each terminal, so as to increase the frequency of terminal visits, increase the development of blank markets and cultivate new consumption growth points for the arrival of peak season markets.
3. Strengthen the training of business personnel and dealers' business teams: If enterprises and dealers want to be bigger and stronger, the construction of sales teams is very important. Chicken essence has been a buyer's market in recent years. Due to the peak season sales and the pressure of competitors, the business personnel of the company and the business personnel of the dealers rarely have the opportunity to concentrate on learning and learn from each other. Due to long-term non-study, the quality of some business personnel can't keep up with the rapid changes in the market, and they often feel overwhelmed in their daily sales work. There is an old saying in China: If you want to do a good job, you must sharpen your tools first. Therefore, in the off-season, all districts should focus on business personnel to study, conduct centralized training and surprise attacks, and bring dealer business personnel into the training system to improve their work skills. In the process of centralized training, we should be good at finding good training seedlings, focus on cultivating a group of potential and promising business personnel, eliminate a group of people who are not qualified for the post, go to the old and welcome the new, and reserve talents for the peak season market.
4. Dealers and dealers carry out networking activities: During the peak season, due to busy business, dealers neglect to maintain the dealer's customer situation, which is not conducive to their stable cooperative relationship. Therefore, in the off-season of the market, dealers should take the initiative to convene dealers to carry out some exchange activities, such as discussion, tea party, tourism and so on. , so as to close the distance between them, warm the hearts of dealers, accumulate trust, create conditions for solving possible business problems in the future, accumulate energy for establishing the leading position of core dealers, and lay the foundation for the smooth promotion of relevant sales policies in the future.
5. Focus on developing special channels: due to the heavy sales tasks in peak season, the company's distributors and business personnel have no time to take care of the development of special channels, such as chain restaurants, processing factories, large and medium-sized braised dishes shops and other large condiment users. Users of these special channels are also busy in the peak season, and will not consider innovative formulas and adjust formulas at all. In the off-season, they have time to think about the cost, study the formula update and other things they usually want to do, but they have no time to do it, and they may not dare to do it. Therefore, at this point in time, we are more likely to enter such markets and industries that we did not have the opportunity to enter before. As long as the company's scale and product quality are introduced in detail, the emotional communication of important personnel is maintained, and the distribution service system of dealers is improved, it is entirely possible to persuade these large users to use our products.
Third, how do dealers deal with the off-season market
Because our existing sales model is dealer agency system at all levels, many of our sales work is completed on the platform of dealers, and the quality of dealers is one of the important factors that determine whether our sales work can be smoothly promoted. Therefore, it is one of the important tasks for managers, supervisors and other leaders at all levels to find and attract high-quality dealers and cultivate the existing dealer team. Especially in the off-season, dealers should be encouraged to respond to the relatively weak market with a positive attitude and actions, instead of waiting passively and doing nothing. In view of the topic of how to deal with the off-season market, the following suggestions are put forward for dealers to deal with the off-season sales:
1. Establish employee skills training system: one of the biggest costs of trading companies is personnel. However, because most of our existing dealers are transformed from retailers, they basically lack strict management system and employee training mechanism. Skills training means that old employees bring new employees, and sales skills are all inbreeding, so it is difficult to make a breakthrough. It can be said that the inefficiency of employees and the confusion of management directly bring unnecessary cost increase. In the process of peak season sales, the market is hot, so it is difficult to equate the growth of sales performance with the sales ability of salesmen. However, in the off-season market, we can accurately distinguish the difference between an excellent employee and a mediocre employee, and we can also target employees' salary rewards and targeted training according to these judgments. Therefore, to encourage dealers to do a good job in employee training in the off-season market, it is best for our sales supervisor to act as a dealer trainer. Imagine that our own trained dealer employees can't sell our company's products. What products can he sell?
2. Transparent internal management of dealers: There are many disadvantages in the existing internal management of dealers. The rule of man is more important than the rule of law, and everything is up to the boss. Without the protection of relevant management rules and regulations, there will be many contradictions in the long run. In the off-season, dealers should take the initiative to make these things transparent, and inform all employees of the company's operating system, current work plan, everyone's actual work goals and progress at this stage, various official seal systems, and relevant department heads. Let everyone know clearly about the development of the company, build up work confidence, reduce internal friction and friction in peak season, ensure the smooth operation of trading companies, and let employees complete sales throughout the year with enthusiasm.
3. Standardize work standards and processes: Busy sales in peak season cover up the huge waste of resources caused by unclear processes and nonstandard work standards. Now in the off-season stage of the market, dealers should be encouraged to clean up and unify the current working standards to avoid problems such as increased internal friction caused by different employee standards. Let employees participate in the formulation of processes and standards through internal discussion, and our business personnel should also actively participate in it, so that all employees can fully understand the operating principle and system of trading companies, ensure that the goal of improving work efficiency can be effectively realized, and lay the foundation for the benign development of market companies in peak season.
4. Integrating customer resources: In a sense, the downstream customer resources of dealers are also valuable assets of our company, and we are fully obligated to assist dealers in managing and maintaining this * * * resource. We need to make dealers understand that not all customers help you make money; Not all customers are current sales. Therefore, in the off-season market, dealers should visit some customers at this time, find out some problems that may exist in the early cooperation process and solve them properly, find out opportunities for improvement and promotion, increase some high-quality offline customers, and eliminate a group of unqualified dealers. In short, dealers should understand that there is no off-season in the full sense. In other words, the off-season is the stage of adjustment and preparation for the arrival of the next peak season, and it is the best time to accumulate energy.
5. Fully promote new products: the promotion of new products is the main source to ensure the steady growth of dealers' profits, and it is also the main pillar to continuously promote the sales growth of the district in the future. Due to the high demand of manufacturers for sales in this region in the peak season market, under the strong pressure of manufacturers, although dealers are aware of the importance of new product promotion, they are really unable to do so. The off-season market is not like this. Dealers have time, energy and resources to promote the marketing and promotion of new products. The development of new products at this stage will pave the way for the arrival of the peak season market. When the peak season comes, it will be the harvest day of new products.
To sum up, in order to improve the off-season sales performance of condiments, we must change the traditional business philosophy of enterprises, operating departments and distributors and firmly establish? No off-season sales? Realize. Enterprises, operating departments, distributors, etc. We should think seriously, dare to innovate, deal with the so-called off-season market, and strive to make the off-season not dull. The above views of this paper are superficial ideas to deal with the off-season market, hoping to attract more attention and discuss with you the countermeasures to deal with the condiment off-season market.