You should have the corresponding abilities and qualities to become a successful salesperson. For details on how to do this, please refer to the following statements: The four major success factors of salespersons. With the continuous development of the market economy, There is an increasing demand for outstanding sales talents; in response to the increasingly severe employment situation for college students, a large number of graduates have joined the ranks of salespeople. But in the highly competitive and challenging sales industry, what qualities should salespeople possess to escape mediocrity? Furthermore, what qualities should salespeople possess to differentiate themselves from their peers? At the forefront of marketing and sales, my sales friends and I work hard together for excellent performance and an extraordinary life. Several years of study and inquiry have taught me how to be an excellent salesperson. To help more friends who dream of entering the marketing and sales industry achieve success. I will introduce to you what I have gained. Excellent salespeople generally have good qualities in the following four aspects: intrinsic motivation; capable style; sales ability; and the ability to establish good relationships with customers. These four complement each other and are indispensable. 1. Intrinsic motivation Different people have different intrinsic motivation, such as self-esteem, happiness, money, etc., but all excellent salespeople have one thing in common: they have endless motivation to become outstanding people. This strong internal motivation can It is formed by tempering and training, but it cannot be taught. The sources of people's inner motivation are different, such as being driven by money, eager to be recognized, liking extensive communication, etc. According to the different sources of inner motivation, salespeople can be roughly divided into four types: achievement type; competitive type; Self-actualizing; relational. Specifically, "achievement" salespeople are particularly eager to succeed and will make great efforts to achieve it; "competitive" salespeople not only want to succeed, but also desire to defeat their opponents (other companies or other salespeople) to gain a sense of satisfaction. They usually stand up and say to their peers, "I admit that you are the best salesperson of the year, but I will compete with you." "Self-actualization" salespeople often like to experience the glory of winning, and they always They will set their own goals higher; the strength of "relationship-type" salespeople is that they can establish and maintain good customer relationships with customers. They are often generous, meticulous and try their best. "Such salespeople are very rare. "A training manager at Minolta said, "We need the kind of salesperson who can patiently answer the tenth question that the customer may ask, the kind of salesperson who is willing to stay with the customer." There is no pure competition. , achievement-based, self-actualizing or relationship-based salespeople. Excellent salespeople will more or less have some characteristics of the other three types of salespeople. Moreover, salespeople who belong to one type of personality will become more successful if they can consciously cultivate some of the characteristics of people with other types of personality. For example, if a "competitive" salesperson is more relationship-conscious, he will do well in customer relations and get more orders as a result. 2. Rigorous work style Regardless of the intrinsic motivation of sales staff, if they are loosely organized, have weak cohesion, and do not work hard, they will have difficulty meeting the increasing demands of customers. Excellent salespeople are always good at formulating detailed and thorough work plans, and can implement them to the letter in subsequent work. In fact, there is nothing particularly magical about sales work. Some are just strict organization and diligent work. A successful CEO said: "Our excellent sales staff never slack off or procrastinate. If they say they will meet with the customer in two days, then you can believe that they will definitely be at the customer's side two days later." Sales Personnel One of the most needed excellent qualities is "hard work" without relying on "luck" or skill (although luck and skill are sometimes important); in other words, the reason why good salespeople sometimes encounter good luck is because They always leave early and come back late. They sometimes work on a project until late at night, or are still negotiating with clients when others are off work.

Haier's "sincere forever!", BBK's "we are always working hard", Yuanda's "self-improvement, striving for perfection", Philip's "let us do better", Nokia's "technology is people-oriented", Konka's "Flying Over Infinity"...... zz→Xinyi Pesticide is always thinking about your fortune. Always think about the harvest of the earth! Xinyi pesticides serve the world’s green agriculture. Xinyi Pesticide, technology creates quality products, innovation creates classics! 4. Develop your language skills - "Language that is funny and pleasant to listen to pleases customers' mood" Think more and speak more and dare to speak. Funny and pleasant language can resolve the obstacles in customers' minds when purchasing. It makes people feel comfortable and has endless aftertaste. It is the magic weapon for winning in terminal battles and hand-to-hand combat. 5. Grasp customers and strive to be proactive. We must change the direction from "selling this product to customers" to "finding products for customers", because the actual sales volume of the product is the most convincing basis for settlement. (Pay first, then deliver goods, custom-made is better!) Lu. Used clever pressure to effectively collect payment. ⑴ Break the purchase requirements into parts, deliberately putting customers in a "hungry" state. "Hungry and cold" is also a strategy, "If you want your child to be safe (customer), give him hunger and cold"! Don’t be too proactive or too enthusiastic, and cherish yourself! ⑵ Out of stock of advantageous varieties, causing the loss of offline customers (temporary pressure); ⑶ Failure to pay the first payment, and subsequent goods will not be delivered; ⑷ Undercover inspections and secret visits to understand the business conditions of customers; ⑸ Always pay attention to bad debts and dead debts, and prevent Suffer before it happens. Paint. Firmly establish brand awareness and resolutely resist "short-sighted" behavior. a. Don't make small profits and damage the corporate image (corporate image includes: popularity and reputation); you will lose more than you gain by doing small things. Conventional products compare with brand and price; normal operation is that there is a brand, and the price is slightly higher than competing products; abnormal operation is that there is a brand, and the (sales) price is slightly lower than competing products (the settlement price is actually much lower than competing products, and the main content artificially lowered). The product is banknotes and the brand is the banknote printing machine! Without a brand, it is like a lone boat drifting in the vast sea! When can we dock? Only confusion! Establishing and operating brands is just like taking care of our own eyes. There is no way out for "blind tasting"! Be on high alert. Who has touched the corporate cheese? you! A frog boiled in cold water will be unable to jump out when it feels hot! ! b. The future of marketing is the competition of brands → the competition between brands to compete with each other! ⑴Brand is a strategic issue of the enterprise and a long-term systematic project; ⑵Brand is the accumulation of a large number of effective and meticulous work, not an empty concept; ⑶Brand is quality, service, credibility, commitment, reassurance, and Wealth (money printing machine); ⑷ Brand is a symbol of comfort, confidence and success, and is a high-level spiritual enjoyment; ⑸ Brand is an iron camp, and products are flowing soldiers; ⑹ Brand is like love, affecting consumers at one end , affects the enterprise at one end; ⑺ Brands are prone to aging and need maintenance → publicity and innovation, rapid follow-up of new products, and service innovation.

c. Quality and service are the "heart" and "brain" of a brand. We "Quality Saves the Factory" ⑴ An excellent brand is established by strong product quality. Quality is a key factor in the formation of a corporate brand and an extension of the intrinsic value of the product. , is a reflection of corporate integrity; ⑵ The Japanese government’s “quality to save the nation” ← shows how strong the awareness of intellectual quality is! ⑶Only ensuring product quality, continuous innovation, and adding technological content to product quality are the eternal themes of enterprise development; ⑷External quality (packaging) of products → directly related to the initial image and imagination of the product in the minds of consumers ; Low-level mistakes are easily made by large manufacturers with poor external quality of products, and small factories with poor internal quality of products; ⑸ The effect of publicity depends on product quality. Good advertising can only solve the problem of consumers buying the product back, but it does not Solve the problem of return rate and continued product sales; ⑹ Service → Mature consumers follow the service (full service: pre-sale, sale, after-sale), always think about customers, think about customers everywhere, farmers are manufacturers and distributors The business's best friend! The exquisite service is an exciting personalized service. It allows you to experience a surprise in unexpected places and creates a selling point! d. Summary - The creation of an excellent brand is not achieved overnight, but is a long-term process of whole-hearted cultivation. Only by ensuring strong product quality, doing a good job in unique product promotion, and providing meticulous and considerate service can an enterprise achieve success. It will stand out among many companies, become a brand with competitive advantages, and be refined into steel in the market! f. Let’s talk about the changes in pesticide brands. ⑴ The current situation of the pesticide market - brands are weak, decentralized and blurred; ⑵ The diversity of groups and the diversity of market segments determine that there is no leading brand in the pesticide market, and the brand has become a chaotic battle. There are many professional brands (penetrating the regional market, model market, and establishing regional brand base). The method is to concentrate superior forces to fight a war of annihilation and defeat them one by one! ⑶ The formation of historical reasons: During the planned economy period, pesticides were used as agricultural materials for unified purchase and marketing. Enterprises did not need to have the concept of brand. The products of manufacturing enterprises appeared on the market under generic names. What farmers accepted were the administrative region and the generic name of the products. Farmers only know where it is produced, but they don’t know what brand it is; such as: Ningyang Pesticide, Jianhu Ernong, Lianyungang Ernong, Nantong Dichlorvos, Shanghai Phosphate, Xinyi Carbendazim, Xinyi Jiato; Xinyi methamidophos... ⑷Market economy: The advantages of "place names and common names" are lost, there is no uniqueness and exclusivity, people are marrying, and they dare not publicize it! The original brand is constantly being cannibalized, and we are in a dilemma! Long-term pain is worse than short-term pain! "Xinyi Carbendazim": cute! pity! horrible! There is no lack of hope after the shock: Kesheng Pesticide, Huayang Pesticide, Dacheng Pesticide, Wahaha (Hangzhou), Diaopai (Lishui), as for us... we advocate for the change of Zhentong! Well. Good things are even better when told by a “celebrity” third party! Avoid the suspicion of Wang Po selling melons. The price of taking a step forward is not being able to retreat, the price of loyalty is having breakfast with the same face for decades, and the price of worship is blind obedience. Ordinary people will lose judgment in front of celebrities (famous brands) (believe what they say - blindly follow). A product manufacturer needs two distributors: one to help you spread the product in front of consumers, and one to help you spread the product into the hearts of consumers. Example: Zhou Jianwei asked Yantai fruit tree celebrity "Wu Guiben" to talk about the advantages of killing you! ——Get twice the result with half the effort through the influence of celebrities. It can help you spread your products into the hearts of consumers. ] 9. When new products enter the market, they must go through "four barriers" - "four barriers" ⑴Quality barrier - quality first is the key to every product. The field test of each product when it is released must be careful and careful. Do it, and do it again in different places. When promoting, you must be confident and well-founded, so that you can be persuasive and win the trust of customers. (Repeat customers can only be generated, and 0% of the profit comes from 20% of repeated purchases!) ⑵Price control - On the premise of ensuring profits, try to keep the price as low as possible. Only in this way can we ensure that we have more advantages than similar products, enter the market first, make the sales environment profitable, and increase the enthusiasm of the Chinese sales network. ⑶Packaging - people fight for a face, and goods sell for a skin.

Choose what you like, combine local aesthetics and medication habits, determine specifications, measurements, and materials, and follow market demand as the criterion to carry out personalization to the end! "Neither a foul nor a fool, - changeable!" ⑷Service level - market management, market control, advertising, consumers are reassured The comprehensive effect of advertising: dealers are confident, opponents are worried about the government's concern, Jiaodong is happy, employees Safeguard against channeled goods and price-cutting to protect the market. (The game has rules, referees and penalties!), gift giving, promotion meetings, terminal technical guidance. 10. Why is there a market for fake and inferior pesticides? (1). Sales channels are confusing. ① Both those who know and do not understand pesticides are dealing in pesticides; ② Supply exceeds demand, and they compete with each other to seize the market. (2) To deceive farmers by passing off inferior goods as good ones and pretending to be genuine goods. ① Gorgeous in appearance but inferior in quality; ② Low selling price and high profits; ③ Farmers lack knowledge of medication; ④ Fungicide efficacy is not obvious, the cycle is long, and it is easy to be counterfeited. (3) Farmers are greedy for cheap and have poor awareness of self-protection. (4). Enforcement is not in place, there is no main body, and most cases are fined. Counterfeiters - sellers of counterfeit goods - crackdown on counterfeiters - those who use counterfeit goods. Beneficial. Beneficial. Losing money. Counterfeiter: It doesn't matter if I'm fined once. If I'm fined twice, I'll earn less. After being fined three times, I became close friends with the law enforcement department. A long-term illness leads to a cure. "The cunning rabbit dies, the running dog is cooked." Counterfeiters are most afraid of no fakes! Let me ask you: If you can’t even earn farmers’ money, who else can you earn? 12. How to visit a customer for the first time? a. Tips for meeting customers: 1. Know yourself and the enemy before meeting; 2. Write down the content of the meeting; 3. Dress neatly; 4. The first sentence of self-introduction should not be too long; 5. When explaining the purpose of your visit, learn to use some instructions or compliments to attract the customer's attention. ! b. Tips for exchanging business cards → "Exchange business cards" rather than giving and asking for business cards unilaterally. ⑴Avoid saying to customers: "Can you give me a business card?" ⑵╳╳╳Manager, exchange a business card with you, we will have many contacts in the future; ╳╳╳Manager, this is our first meeting, exchange a business card with you . c. When meeting for the first time, ask "do you want it", "should I buy it", etc., and can't wait to introduce the product to the customer. (╳) Learn to create a harmonious communication atmosphere. d. Product introduction skills - Introduce products according to the interests and concerns of customers. The key point is how can this product help customers make more money? How to make money in the long run? What you sell is not just a product, you must sell the customer's interests, let him see the light, see the gold, and make his heart move! f. Apply the "two-point" conversation method and avoid saying "no" to the other party. ⑴ Do you want the goods now? ……………………………… ( ╳ ) ⑵ Do you want one ton or two tons now? ……………… (To the customer) ⑶ Should I take one piece or two pieces now? ………………(counter farmer) ⑷╳╳╳Does it have a 00g package? ……………… (No answer: ╳) Answer: Now there are 500 grams that are easier to sell and more profitable! (Transfer of conflict) Example: Selling breakfast and asking someone if they want refueling sticks? ...(50 plus, 50 without) The breakfast seller asked: Should I add one fried dough stick or two? … (Add one to Lu 0, add two to Three 0, and don’t need One 0) One three. Manifestations, hazards and solutions to cross-selling goods 1. Manifestations 1. Cross-selling goods by dealers 1. 1. Due to price differences, some regional dealers penetrate into other regions at a price lower than the agreed sales price. Water flows downward (high→low), and goods move toward high prices (low→high). Different prices set by neighboring customers can easily lead to cross-selling. 1. 2. Different degrees of popularity, causing products to flow to the brand's hot-selling market (the price is the same) 2. Production suppliers "release water" ⑴The headquarters bypasses regional representatives and directly provides products to related customers at preferential prices, and is tempted by cash delivery. ⑵There is a certain degree of blindness and arbitrariness in sales policies. Once you see that the task is not completed, put it wherever you can! ⑶ Paying off debts with goods - China, the creditor, is unable to cash in and sells goods at a low price. ⑷ There are large differences in pricing between different regions, causing products to flow to high-priced areas. 3. Bartering. 4. Dealers sell counterfeit and shoddy products. 2. The harm of cross-selling goods 1. No matter what the method is, it starts with dumping at low prices, eroding the marketing system that production and suppliers have worked hard to build.

2. Cross-selling goods cause production and suppliers to lose effective management of the market, leading to price confusion, difficulty in payment settlement, and forced profit concessions, which seriously endangers the credibility of the brand, seriously threatens the credibility of the brand, and kills the end market. 3. Dealers lose confidence in manufacturers and their brands, lose old customers, and turn their interest to other brand products and suppliers. If the market price is chaotic and you can’t make money, who will sell your product? Not to mention selling it hard! ! 4. Confusing sales channels and prices, as well as counterfeit and shoddy products flooding the market, will reduce consumers' confidence in the brand. Consumers are worried about buying fake products and have to give up purchasing the brand's products, which will impact the brand image. 3. Ways to solve the problem 1. Start at the source of cross-selling goods. a. Sales work is only the responsibility of one department, and multiple departments are responsible for most likely to lead to confusion in channel prices. b. No matter how difficult it is to have funds, don’t use goods to pay debts (mess up the market and tear down the wall yourself.) c. Pricing differences between regions should not be too large (try to keep the same price, and do not allow high prices). 2. Strengthen the management of sales channels and determine the dealer's sales area and product prices in the form of an agreement to prevent cross-selling and arbitrary price reductions. 3. Implement a product code system (to make it easier to determine where the diversified goods come from) 4. Implement a reward and punishment system - use iron means and discipline to manage the market. Customers who maliciously falsify goods and dump at low prices should immediately stop supplying them. Make a new choice; eliminate the bad apples immediately. Protecting the market is to protect your own interests! Reward dealers for reporting (and complying with regulations). 5. Increase efforts to fight against counterfeiting (patents, violations, analytical content) - report and jointly fight against counterfeiting Lu. The market positioning must be scientific, and try to choose only one customer in one place; two or more customers should be divided into categories; new varieties must be done separately to prevent cross-selling, otherwise they will be sold out immediately. Paint. The culprit of cross-stocking is often the customer, but the best link to solve the problem lies with the salesperson. For the assessment and evaluation of a salesperson, we should not only look at his sales volume in China and return of funds to China, but also his ability to control the market and manage customers. Communicate reminders, warn, stop supply, cancel rebates, commissions, and suspend work**. Positive and negative thinking ⑴ Edge, small batches of goods are normal, malicious, large quantities of goods are terrible - sell the product and the market to death . ⑵ Best-selling products are easy to sell and are easily counterfeited. ⑶ Cross-selling goods, to a certain extent, mean that product sales are booming. 9. People who make a living by channeling goods have no base and can only advance but not retreat. It is like walking on a single-plank bridge. The foundation is not strong and they have no Chinese network of hardcore customers. If your own land is left in ruins and you plant other people's land, you will be defeated if you work hard on an expedition! Such black sheep are looked down upon by fellow dealers, and such dealers should be eliminated as soon as possible. 14. Customer relationships are very important, especially in the era of homogeneous products → Good relationships lead to good business; bad relationships lead to poor business. 1. 5. Terminal display and shopping guide are very important → If the display is vivid, the products can speak; if the counter is not displayed, farmers will not buy it! If you pick it, it will be in vain! Terminal shopping guide is very important → Gold and silver awards are not as good as praise from the salesperson. (Why do you only praise your products, and why do you carry so much of your goods when you go to deliver them...? A little sunshine will shine!) Yilu. Consultative sales - marketers use marketing concepts to help customers accomplish what they cannot. Shift the direction from “selling products” to “selling customer benefits” and help customers make money. ⑴Analyze the market, analyze the occurrence of pests, diseases and weeds, and formulate opportunities for products to enter the market. ⑵Analyze the situation of competitors and construct competitive factors. ⑶ Analyze the company's product positioning, find market entry points, and formulate a local market price operating system; ⑷ Analyze customer profit margins and formulate profit distribution plans (China online selling prices); ⑸ Analyze market competition and formulate effective marketing methods (technical services, TV advertising, gift packages, outdoor advertising, publication advertising...) What we sell is the interests of our customers! In short, marketers are trained to become marketing consultants for partners, become their guests, and follow the plans designed by marketers for them. This ability comes from the company's marketing training and from learning and understanding the market. Give your customers advice and treasures. When they work with you, they will not only get money-making products, but also gain knowledge, and gain a double harvest of material and spiritual civilization. Why not? If the customer can't live without you (like smoking a cigarette), then you are the customer's guest.

Money will be given to you proactively, and goods will be sold with force. Be diligent in learning and good at summarizing. Learning without thinking will lead to confusion! One minute on stage, ten years of hard work off stage. You should be fully prepared. Don’t blindly go to see customers if you are not sure! Adequate preparation before visiting customers will miraculously give you confidence, allowing you to be more confident and in control of the overall situation (know how your products and services meet customer requirements?) Successful salesmen have a complacent mentality, but change their mentality Very difficult. The formation of a complacent mentality is like slowly heating a frog in cold water. When the water is hot, you want to jump out, but you are unable to jump out! ! ~ Every time you make a business, remember to reward yourself first, but secondly, warn yourself, "There are more apples waiting for you to pick in the apple orchard!!" Page number: [2] Yiqi. Chen Anzhi World-class marketing master (marketing skills) ⑴ Pre-sales service ≥ after-sales service (Be fully prepared to win! Don’t enter the market with problems and strive to be an instant hit!) ⑵ Ensure that your products are of the best quality in the same class and price ; ⑶ It is more meaningful to let the salesperson with the best performance do business training! ⑷ Only with more product channels will sales be greater; ⑸ Promote, promote, and promote again; ⑹ There is no perfect individual in the world, only a perfect team; (A glass of wine releases military power - Zhao Kuangyin; Burning the Qinggong Building - Zhu Yuanzhang) (A monk picks Water to eat, two monks carry water to eat, three monks have no water to eat) ⑺ Authorization ≠ abstention, supervision should be carried out after authorization; (market supervision) ⑻ Leaders should engage in mobile management (go to the market more); Feeling the market personally is the only way to gain the true meaning of marketing. ⑼ Without correct management and supervision, it is a waste of talents; (cultivation of new college students?) ⑽ First-class talents are priceless; (Enterprise = people only, a company will stop without talents!) ⑾ Success = one improvement every day; ⑿ Persistence is success , there is no failure, only temporary cessation of success; ⒀100% respect for customers and leaders even when you turn your back; (Example) ⒁The secret of success = seriousness and punctuality; ⒂Promoting yourself is more important than selling products; ⒃Customers are not just buying products, but to buy your seriousness in doing things (service spirit, service attitude, customer interests); ⒄Work twice, three times, four times harder than others←Secret of success; ⒅Every private effort will be reflected in the public Come out; ⒆Be proactive when making interpersonal relationships; ⒇The success of a person means that he has more knowledge than us, and we must add knowledge; (21) The secret of success: study, study, and study again; successful people in learning and reading = all "Reader" (22) Success = Knowledge (30) Network (qi 0) → (Interpersonal EQ) (23) It is better to cooperate with others than to compete with others; (24) Find the best people to cooperate with you ; (25) Find the best products to operate; (Erlu) Do you have the best tools (information, transportation); (Erqi) Success immediately - it is better to ride on a horse and succeed immediately than to race with a horse; (Win-win) ) (Second bar) It is more important to grasp the trend; (Foreseeing the future, the world's 0 wealth is in the hands of 20 people? Because 20 people can foresee the future). 1. 9. Some experiences in naming pesticides (cannot rely on inspiration) a. Conventional nomenclature - very intuitive (sweep the mites, kill the barnyard king, bag the bag to protect, kill the disease), common verbs are: kill, beat, destroy, etc.; (it belongs to the primary creation section, and the space without hands is zero) b. Process-oriented nomenclature - a way of naming that reflects the function and use mechanism of the product; such as: Gray China, Acanthus aegypti, Acarina, Vermicelli, etc.; c. Vision (result)-oriented nomenclature - naming after the final effect of crop control, reverse thinking, using ╳╳╳ medicine, the result is ╳╳╳, looks like ╳╳╳. Such as: clear, bright pearl, free hoe, etc.

d. Purely abstract nomenclature (Da Fu Sheng, Kung Fu, Kill Me) 20. Mentality determines sales performance (don’t block your way with your judgment) This is xx! Not as fast as xx! (It’s useless to go!) ⑴ “As far as our thoughts go, we can go as far as we can”; ⑵ “As long as I am determined to succeed, failure will never defeat me!” ⑶ Characteristics that a top marketer must possess ——“Respond quickly, act immediately”——→Full of energy, passion and enthusiasm——→Smile, cheerful, proactive, sincere, enthusiastic, positive, dedicated, accept challenges, remain optimistic... (Love for the company, loyalty to the leader, Chapter First, it is reflected in the attitude towards work: being serious, proactive, and taking the initiative to reply! (You must take the initiative to reply to the work assigned by the leader. Do the same thing. Don’t ask the leader to ask you. The leader will forget it, but you can’t forget it. Enthusiasm, dedication... ) ⑷ It’s not just academic qualifications and skills that affect a person’s work performance. Work attitude, professionalism, loyalty to the company, and teamwork spirit are often more important. 23. “Strength competition, double choice” —→ Choose the right one. Distributors are an important part and a good start for marketing! a. Strength - ⑴ is the natural enemy of conspiracy; ⑵ is the bargaining chip for negotiation; ⑶ is the first factor for the opponent to formulate a selection strategy. b. Integrity (quality); ⑵ Marketing awareness (concept); ⑶ Plant protection expertise (promotion ability); ⑷ Having a complete Chinese network system (base); ⑸ Complete services and strong market control capabilities; ⑹ Focus on learning and training. Focus on building the dealer’s brand! (Strength) b. Corporate strength - ⑴ Have a brand (product) and a hot-selling product (technical drug, dosage form); ⑵ Pay attention to publicity and have a good corporate image (high visibility and reputation) ); ⑶ Fast follow-up of new products (development capabilities); ⑷ Strong market management and control capabilities; ⑸ Good service (consultant enterprise, consultative business representative); ⑹ Focus on learning and training (learning enterprise) 24. Evaluation of salespersons: Look at the results, the process, and the cost (cost). Evaluation indicators for salespersons: ①Amount of payment, collection rate (occupancy of accounts receivable); ②Sales contribution = product gross profit-sales expenses; ③ Excellent performance - innovation ability, market management and control ability 2. 5. Talk about selling points - the reason why a product is accepted by customers is its selling point. ⑴ In today's era of "homogenization" of products, "differentiated" marketing is the pursuit of the public. The goal of differentiated marketing is that the product has a unique selling point! ⑵ The difference must be felt (understood) by customers, and the selling point must be prominent; ⑶ The selling point must be diverse and concealed (delicate); ⑷ The source of the selling point :