First: We know who the big customers are and where the big customers are. Sales channels for liquor major customers: target customers (enterprises and institutions); Core hotel, cigarette hotel. Target customers (enterprises, institutions): this is a group purchase of a large group, which needs to be driven by marketing teams and relationships; Don't worry about this channel, be patient. There is no opportunity to create opportunities, and the competition is fierce. Core hotels: hotels that have a certain relationship with customers, especially those that are close to some enterprises and institutions or are often consumed by some high-end people. As a key development, they can let your consumers see your products, consume your products, and even have the opportunity for big customers to buy products. Tobacco hotels: Especially the tobacco hotels with high-end products have customer resources behind them. There is also a tobacco hotel that relies solely on retail. This is the expressway. Let's. Self-operated stores are also an attempt. Maotai's strategy this year is to establish a terminal sales store with dealers, and Yanghe Blue Classic is also doing these jobs, just to better control the terminal, discover the changes and drifts of consumers, and obtain more information about consumers. The above are some ways and channels for us to find big customers. The purpose of pulling the net is to network more customer resources. Improve the data files of major customers, analyze their needs and try to meet their needs. Teacher Jiang Meng will give you an example: When institutions buy liquor, they pay attention to face culture and taste culture, so such customers only recommend some high-end liquor. Hotel Channel: They sell their own specialties and dishes. Their biggest update is to constantly let customers consume, increase the number of customers and serve customers well. Can our liquor sales enterprises help them to do some waiter training, so that their waiters can better serve their guests, improve their service level and service process at night? Or give the hotel some vouchers, and you can get drinks for free at the designated place; This has increased our relationship with the hotel, so that we can get more customer information, such as weddings, birthdays and other group banquets, which is convenient for us to sell drinks. Cigarette Hotel: They also have a lot of customer resources, but they are worried that after you get the customer resources, customers will not spend with him, and they are worried that customers will be poached by you. This should be made clear to your dealer. We help them develop, customers are still theirs, and profits can be divided. Third, do a good job in the strong backing of key account marketing: rationally deploy personnel and form a marketing team. The distribution of marketing personnel should be reasonable. A marketer can be divided into a certain number of customers or according to regional routes. We need to know the local area, how many people are there in your sales area, how many enterprises and institutions, how many smoking hotels and how many core hotels there are. So you can work out how many people you need. Jiang Meng suggested that a salesperson should serve 50 customers and not give him too much. Marketing personnel training in place: the most basic marketing process and marketing knowledge, some skills of public relations and business etiquette, customer communication and negotiation skills, and some knowledge of liquor industry. Software and hardware equipment can keep up: the incentive and management of the sales team are in place, so that they can work with peace of mind; Provide some public relations projects and expenses.