For salesmen engaged in sales, it is always inevitable to treat them to dinner, but due to the lack of some necessary understanding of this issue, many salesmen lose points when they treat them. I have arranged some hospitality etiquette below. Let's see:
Clarify goals and objectives
Everything has a purpose or motive, and so does treating guests.
From a commercial point of view, the purpose of entertaining guests is nothing more than two aspects: first, there is an immediate commercial purpose; On the other hand, it is necessary to consolidate or enhance customer sentiment. Maybe some salespeople will think this view is too utilitarian and impersonal, but the fact is that we are engaged in a commercial activity, and it is understandable to do whatever it takes to achieve our own commercial goals.
Only when the purpose of treating guests is clear, who should be invited next, how, what specifications, where, what cost to control, what effect to achieve and so on. These problems will naturally be solved.
For example, you need to get important decision-making information from customers, or whether customers accept their own cooperation plans. Then, the next thing you want to invite is not the customer, but one of his right-hand men. If you want to enter the supermarket, you should invite the manager of the commodity department, not the general manager or boss of the supermarket. Customers themselves will not give you any information, and it is useless to ask, and the more you ask, the harder it is to talk; On the contrary, if you hire an assistant among the customers, everything will be easy.
If you want to improve the customer's feelings, you should focus on the customer himself and his family. As long as the customer's family has established a close relationship with you, you won't worry about the bad relationship between the customer and you. The salesman of a company has been stationed in Changsha for two years, and has never had a good meal with his customers, because the customers have gone to several companies and are busy running around every day. But the salesman found that the boss, Liu, took time to call his son in high school even if he was very busy every day. The salesman found a breakthrough. In view of Liu's children's enthusiasm for learning English, he invites them to participate in weekend activities one day every week? English salon? Not only did the child's English score improve, but boss Liu became fond of this humble salesman from now on? Impressive? .
So, in any case, first of all, we should make clear the purpose of treating guests and decide what to invite according to the purpose. So as to effectively realize their own? Jianghu? Target.
Determine the way and specifications
Now that it's clear, why invite it? Who shall we invite? Then, the next step is to determine the way and specifications of treating guests.
Say the way first. Many salesmen think that treating guests means eating and drinking. This understanding is one-sided. When a salesman of a company entered the Tianjin market, he tried to invite customers in this area to dinner several times, but he was always politely refused. After understanding, he realized that the client was a professor who went to Tianjin University to do business in the sea, and the client was not very interested in the way of inviting them to dinner. A cold? But I like listening to symphonies and eating western food after work. Later, the salesman found an opportunity in this respect and invited customers to participate in the performance of the Italian Symphony Orchestra in Beijing. From the beginning of the musical taste, the two actually became? Have you forgotten the New Year? .
Another salesman ignored the good wine and generous style of a northeast man when inviting a northeast customer, and even invited the customer to a coffee shop for coffee. After half a day's business talk, there was no progress. What's the first thing a customer says when he comes home? Bring the wine quickly. Drinking that black stuff today is like drinking medicine. It's killing me ? It can be seen that if the method is wrong, no matter how hard you try.
Specifications are also very important, which should meet the identity of the guests and your immediate public relations needs, because treating guests is also a continuation of business and wisdom? A game? . Xiao Zhang, a salesman of a company, is receiving a customer from Shanxi. Originally, the customer has basically determined that the current cooperation conditions are acceptable, but because the salesman invited a sumptuous dinner in the evening, the customer hesitated. The reason is simple, you are too kind to him, and sometimes customers don't? A cold? I think you must need him very much at this time, and sure enough, the customer went back and continued to ask the manufacturer for conditions, which made the salesman very nervous. Therefore, in order to promote customer cooperation, the specifications of the guests are not necessarily as rich as possible, as long as they follow the enthusiasm, atmosphere and propriety, otherwise it will be thankless. For old customers, especially key customers, this method is more important. At this time, it is not a question of inviting guests to dinner, but a question of wits and psychological tactics. Some key customers don't know that they are manufacturers? Big reward? Without comparative information, customers still dare not mess around, but if the salesman is too enthusiastic, it is easy for customers to find these important information, and then you mix it in. What do you mean? Is Shangda bullying the factory? The story will repeat itself for you!
Knowledge of seats
How to arrange seats is a great knowledge for guests, especially at some large banquets such as the annual meeting of dealers. If you don't pay attention to some small details, it will be a joke, but it will hurt the original good customer relationship!
There are two arrangements, one is the popular seating method; The other is popular in some areas? Local seating etiquette? .
The more popular method is:
* For large banquets, the number of tables depends on the distance from the main table, with the right side high and the left side low.
* deskmate, ranking depends on the distance from the host's seat. The guest of honor sits on the host's right and the guest of honor sits on the host's left. The second seat on the right of the host is the third, the fourth on the left, and so on.
* If the number is small, the salesman mainly determines the position of himself and the guest of honor first, and the others are mainly casual (they can also be sorted according to the position of the guests). The guest of honor is usually arranged in the main seat.
* If the salesman's leader dines with the customer, then the salesman should arrange the guest of honor and his leader to sit on the guest table, and other guests, such as the customer's wife or right-hand man, sit next to the customer. The salesman sits in the position of serving food himself, so he can easily turn the dish over to the host and guest when serving food.
In addition, there are some local manners in some areas. If the salesman treats guests at the customer's place, he can learn about this custom from the local people first, and then treat them. Because everywhere? Local pressure? Some differences are still based on the accurate information you have. It should be noted that when arranging seats, don't be too rigid about this so-called? Seats? Attention, lest everyone feel too polite, but appear to be identified, so that dining becomes more restrained.
The art of ordering food
It is no exaggeration to say that ordering food is an art, and salespeople engaged in sales should be familiar with this common sense. For example, some salesmen invite them to have a big meal, but the cost is not high; Some salesmen spend a lot of money, but they don't necessarily eat well! This is the skill of ordering food. Now many companies have a cost control standard for salesmen to invite them to dinner. Therefore, how to order well, eat well and spend less depends on the art of ordering food by salesmen.
After work, the salesman should spend some time to know the recipes and vegetable prices of some restaurants and compare the dining environment and service level, so as to avoid being at a loss once he wants to treat guests.
In addition, the salesman can also arrive at the restaurant 30 minutes before the appointed reception time. One is comity, and the other is to book a suitable box according to the number of people, and order a few dishes first. Because restaurants generally do well, ordering some dishes first can make the restaurant ready first, so that people don't have to wait for a long time to serve. On the other hand, they can order some special but affordable dishes.
If northern customers come to the south, they can order some seafood that is rare in the north but rich in the south, as well as special dishes that are unique in the south but not in the north; For example, Sichuan customers should focus on spicy food and so on. When the customer orders the food, the salesman, out of courtesy, adds two more dishes after evaluating all the orders, which is respect and courtesy to the other party.
It should be noted that the salesperson should not order all the dishes first. Even if the food you order is in line with the customer's taste, it will give people the feeling that you value money too much and want to save money, which will inevitably greatly reduce the effect of treating guests. If the customer refuses to order, you should try to start it? Everyone will order one or two dishes they like first, and then you will order the rest? Atmosphere. When the customer looks at the menu, the salesman can explain it a little or ask the waiter to explain it. When ordering your own food, you can ask customers if they like it.
dining etiquette
There are two main aspects to pay attention to when eating. One is to pay attention to the etiquette of toasting, the other is to pay attention to the etiquette of eating by yourself.
Let's say toast first.
When making a toast, you need to propose a toast to everyone first, and then propose a toast to everyone. When toasting an individual, you should first clink glasses with the host and guests, and then clink glasses with other guests one by one in order (or according to the position of the guests). If there are too many guests, you can only raise your glasses. Don't toast in the order of skipping seats, and don't just toast the host and other guests, or just clink glasses with some people. Don't be too polite when toasting. Be warm and sincere. Say a few sincere toasts appropriately. Don't deliberately ask the guests not to drink or ask them to drink too much. This is uncivilized behavior. Of course, if your client is a generous northeast man, then you can tease each other, and too much etiquette will make the client feel uncomfortable.
Talking about the dining etiquette of salesmen again.
When dining, you should generally pay attention to the following basic etiquette:
* Salespeople should sit up straight and not just eat by themselves. Generally, every time he serves a dish, he should let the host and guest taste it first and explain it a little. If he is not familiar with it, he can also ask the waiter to explain it.
* Don't use eaten chopsticks to hold food for guests;
* When the guests are taking food or eating, don't raise a glass to propose a toast to the guests at this time; When a guest toasts himself, the salesman should stop eating and raise his glass with a smile.
* Salespeople can't eat bowls with their mouths, but pick up food to eat;
* Take things far away, ask others to take them, and don't leave your seat to take them; Don't drop the soup all the way when cutting vegetables;
* Don't talk to people with food in their mouths;
* Speak in a civilized manner, without affecting the guests next door;
* Drink soup with a spoon and don't make any noise; Don't leave food residue on your mouth and face; Don't force the other person to drink for various reasons, and don't touch the cup higher than the other person's cup;
* Don't wave chopsticks when talking; Cover your mouth with your other hand when picking your teeth.
At the end of the meal, the salesman smiled politely and asked the guests if they wanted more food, and then asked the waiter to bring tea, fruit plates and pay the bill.
;