Part 4 of the rationalization suggestions for sales companies

1: Regarding the best teamwork model of the year, it is recommended to add one item: colleagues who take no more than three days of leave in a year or who have never asked for leave. The perfect attendance award should be awarded. (Purpose: to cultivate everyone's good working attitude and working habits)

2: Regarding the "suggestions on continuous employee self-training", it is recommended to remove the word "self" and add another one: for performance For outstanding groups, the company can organize outdoor development training ranging from two to four days (purpose: to cultivate everyone's resilience, endurance and teamwork), or it can conduct group competitions and select one outstanding performer each quarter. Team, including the completion of sales tasks and team influence.

3: Regarding the top sales award, it is recommended to add the quarterly top sales award:

1. Based on the sales progress of the project and the normal sales period, the quarterly sales champion will be selected every four months.

2. Performance evaluation basis: contract amount in the current quarter.

3. Incentive measures: A. 1,500 yuan in cash. B. Certificate of honor for quarterly sales champion.

4: In order to motivate the team’s sales performance and improve the work enthusiasm of real estate consultants, it is recommended to increase sales competitions in groups, including: group sales performance, repayment amount, teamwork ability, etc.

5: It is recommended to convert all cash rewards into a form similar to "medals". Medals made of gold or silver are more likely to give the award-winning colleagues a sense of honor and happiness than cash. Sense! Part 5 of the rationalization suggestions for sales companies

Rhythmic market development is the tireless pursuit of every sales company. Scientifically use corresponding means and measures to grasp the different market cycles of the year. Market rules and opportunities are one of the sales skills that salespeople must master proficiently. Entering April, the condiment industry has entered the off-season market in the traditional sense. The operating status of many manufacturers at this time is basically: If they want to survive the off-season sales, the market must rely on promotion to maintain their business philosophy, and most sales staff are also They are all "putting their swords and guns in storage and putting their horses into the mountains", eagerly looking forward to the arrival of the next peak sales season.

Is this the only way to deal with the off-season market for condiments? To deal with the off-season market in the traditional sense, manufacturers have no other choice but to promote sales? Do sales staff do nothing but wait? In view of the above-mentioned off-season market Manufacturers, merchants, and business personnel often have confusion. I have put forward the following market analysis, rectification opinions, and personal opinions on how to deal with sales in the off-season market and how to carry out sales work in the off-season. Please think carefully and implement them in each area:

1. Market Current Situation

Is there an off-season for condiment sales? The answer is yes. As the temperature gradually rises, consumers' eating habits have turned to lighter meals, and dinner parties such as entertaining guests and banquets have significantly decreased. Especially this year, the country has stepped up its crackdown on food and drink consumption with public funds, as well as the recent spread of avian influenza. The condiment market, especially the catering market, has indeed suffered a major blow. Our company's main consumption channels in the Jiangsu and Zhejiang markets are catering and township banquet markets, so the impact on the sales of Daqiao Essence of Chicken is obvious. So is there really no market for off-season condiments? The answer is obviously no. Haier President Zhang Ruimin once said: There is only an off-season concept, but there is no off-season market.

Currently, the sales of Daqiao chicken essence are in a weak position in the Jiangsu and Zhejiang markets as a whole. The northern Jiangsu market has a certain influence in catering and townships, while the southern Jiangsu market only has certain sales in some markets. Other areas It is only a piecemeal layout, without forming a brand effect, let alone forming a regional strategic market.

4. Dealers and distributors carry out social activities: Due to busy business during the peak season, dealers neglect to maintain customer relations with each distributor, which is not conducive to a stable cooperative relationship between them. Therefore, during the off-season market, dealers should take the initiative to convene distributors to carry out some communication activities, such as symposiums, tea talks, travel, etc., to shorten the distance between each other, warm the hearts of distributors, and provide a basis for solving possible business problems in the future. Questions accumulate trust, create conditions, and accumulate energy for establishing the leadership position of core dealers, laying the foundation for the smooth promotion of relevant sales policies in the future.

5. Focus on the development of special channels: Due to the heavy sales tasks in the peak season, dealers and company business personnel have no time to consider the development of special channels, such as chain restaurants, processing plants, medium and large braised vegetable restaurants, etc. Large users in terms of products. Users of these special channels are also busy during the peak season and are so busy that they don't even consider innovating or adjusting formulas. This is not the case in the off-season. They have time to think about cost issues and research formula updates and other things they usually want to do but don’t have time to do, or maybe don’t dare to do. Therefore, at this point in time, we are more likely to enter such markets and industries that we had no chance to enter before. As long as we introduce the company's scale and product quality in detail, maintain emotional exchanges with important personnel, and improve the dealer's distribution service system, we can completely It is possible to persuade these large users to use our company's products.

3. How dealers respond to the off-season market

Since our company’s existing sales model is an agency system for dealers at all levels, a lot of our sales work is done on the dealer platform. Completed, the quality of dealers is one of the important factors that determine whether our sales work can proceed smoothly. Therefore, discovering and attracting high-quality dealers and training the existing dealer team are one of the important tasks of managers, supervisors and other leaders at all levels. Especially during the off-season, we must encourage dealers to use a positive attitude and actions to deal with the relative In a weak market, we cannot wait passively and wait for death. Regarding the topic of how to deal with the off-season market, the business department now makes the following suggestions on how dealers should respond during the off-season:

1. Establish an employee skills training system: One of the biggest costs of a trading company is personnel. However, since most of our existing dealers have transformed from retailers, they basically lack strict management systems and employee training mechanisms. Skills training involves old employees leading new employees, and sales skills are all inbred. It is difficult to achieve a breakthrough of big opening and closing. It can be said that low employee performance and chaotic management directly bring about unnecessary cost increases. During the peak season sales process, the market is booming. It is difficult to completely equate the growth of sales performance with the sales ability of the salesperson. However, in the off-season market, we can accurately distinguish the difference between an excellent employee and a mediocre employee. We can also Based on these judgments, employee salary rewards and targeted training of employees should be targeted. Therefore, we must encourage dealers to do a good job in employee training in the off-season market. It is best if our sales supervisors can act as dealer trainers. Just imagine, the dealer employees we have trained by ourselves will not know how to sell. What other products can our company sell?

2. Transparent dealer internal management: Existing dealers have many shortcomings in internal management. The rule of man is more important than the rule of law. Everything is said by the boss. After all, without relevant management rules and regulations as a guarantee, many conflicts will arise in the long run. During the off-season, dealers should take the initiative to make these matters transparent and inform all employees of the company's operating system, current work plans, everyone's actual work goals and current work progress, various official regulations, and responsible persons of relevant departments, etc., so that they can Everyone understands the company's development status and builds work confidence, so as to reduce the company's internal friction and friction during the peak season, ensure the smooth operation of the trading company, and allow employees to complete the annual sales with enthusiasm.

3. Standardize work standards and processes: During the peak season, sales are very busy, covering up the huge waste of resources caused by unclear processes and non-standard work standards.

Now that the market is in the off-season, we must encourage dealers to clean up and unify the current work standards to avoid problems such as increased internal friction caused by employees' different standards, and let employees participate in the process through internal discussions. In the formulation of standards and standards, our company's business personnel must also actively participate, so that all personnel can fully understand the operating principles and systems of the trading company, ensure that the goal of improving work efficiency can be effectively achieved, and benign for the company in the peak season market. lay the foundation for development.

4. Integrate customer resources: In a sense, the downstream customer resources of dealers are also a valuable asset for our company. We are fully obliged to assist dealers in managing and maintaining this* **Resources available. We need dealers to understand: not all customers help you make money; not all customers are the current sales volume. Therefore, in the off-season market, dealers should conduct some customer visits at this time to understand some problems that may exist in the early cooperation process and properly solve them, identify opportunities for improvement and improvement, increase some high-quality offline customers, and eliminate a group of customers. Unqualified distributor. In a word, dealers must understand that there is no off-season in the complete sense. In other words, the off-season is a 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: New product promotion is the main source to ensure the steady growth of dealer profits, and is also the main pillar to continue to promote sales growth in the region in the future. Since manufacturers have higher sales volume requirements for the area during the peak season, under strong pressure from the manufacturers, although dealers are aware of the importance of new product promotion, they are indeed unable to do so. This is not the case in the off-season market. Dealers have full time, energy and resources to promote the launch and promotion of new products. The new product development at this stage will pave the way for the arrival of the peak season market. When the peak season arrives, it will be a bumper harvest of new products. day.

In summary, if condiments want to improve their performance during the off-season, they must change the traditional business philosophy of enterprises, business departments, and distributors, and firmly establish the awareness that there is no off-season for sales. Enterprises, business departments, dealers, etc. must think carefully, dare to innovate, jointly respond to the so-called off-season market, and strive to ensure that the off-season is not weak. The above views in this article are superficial thoughts on how to deal with the off-season market. I hope it can serve as a starting point and discuss with you *** how to deal with the off-season market for condiments.