KA hypermarket: refers to large-scale supermarket chains and stores at home and abroad, with a single store area of ??at least 3,000 square meters; the variety of goods in the store must be complete and can meet the one-time shopping needs of most people. The traffic is large and the business is in good condition. For example, Wal-Mart, Carrefour, Lotus, Parknshop, Lianhua, Hualian, Renrenle, RT-Mart...

Features: This type of store has convenient transportation, is located in a major business district, has strong purchasing power, strength, and reputation Well, the flow of people is large and the management is very standardized. Enterprises can use it to increase sales and build brands. But the disadvantages are: high threshold, high requirements, high fees, long checkout cycle, and complicated procedures. It has the advantage of bargaining chips and is in the active position of negotiation.

It requires suppliers to have their own advantages in product categories, organizational operations to be connected with them, and how to do better management operations. For example, like Wal-Mart, it requires you to provide a JBP plan ( Joint Business Plan), and do a sales review. The JBP attachment contains: KPI main performance index, 8020 analysis, score card, financial summary... The JBP plan is the epitome of a complete set of KA operations. If it is cooperating with the Wal-Mart national system, Wal-Mart is Pay great attention to whether your company is already connected with it.

General KA customers can be divided into:

1. KA customers with headquarters or regional centralized systems, such as Metro, RT-Mart, Echu Lotus, etc. In terms of operation, they have a nationwide Sex brand manufacturers adopt a strategy of headquarters being responsible and stores cooperating;

2. KA customers with store autonomy, such as Carrefour, Trust-Mart, etc. It will hand over the contracts of regional brand manufacturers to the regions or stores for signing, and the stores will be responsible for the specific operations.

Category B stores: Domestic medium-sized supermarkets. The operating area of ??the shopping mall is between 1,000 square meters and 3,000 square meters. There is a certain flow of people. The categories can basically meet the surrounding consumption. The operating conditions are average. Choose this store. The address is often in a sub-commercial district, so try to avoid KA stores. It fills the market gap of KA stores. But the most worrying thing is that the sudden arrival of KA stores in the vicinity of such stores has taken away its customers and put it in trouble.

Features: The flow of people is not as good as that of KA type stores. In commercial areas without KA type stores, it is still relatively strong. The entry fee is low, the operation is simple, the cost is flexible, and the entry threshold is not as high as KA requirements.

Disadvantages: Weak competitiveness, not capable of competing with large supermarkets and hypermarkets, and there are certain operating risks. When entering such supermarkets, companies must examine their reputation, strength, and operating conditions. , and follow up and implement risk prevention mechanisms to prevent losses.

Category C stores: The operating area is between 300 square meters and 1,000 square meters, with low foot traffic, unstable operation, and small strength. They are generally distributed in suburbs and small communities, with few business categories and small communities. Supermarkets have a large number of stores and are convenient to operate. Their prices are relatively higher than KA and B stores.

Characteristics of C-type stores:

Advantages: large number, low entry threshold, low cost

Disadvantages: risky, unstable operation

Creating a good atmosphere is very important. Any customer is likely to have the desire to buy only if he is in a good mood and has a good atmosphere. After many salespeople meet customers, they often can't help but say some topics that make the atmosphere dull, such as: "Oh, you see it's too hot, you're sweating profusely" - such topics should be spoken as little as possible, and as much as possible Talk about light-hearted topics.

2. Show a positive attitude

The second point is to show a positive attitude of a salesperson. In fact, customers are willing to do business with a positive salesperson rather than communicate with a negative person. Therefore, the salesperson must show a positive attitude.

3. Seize the customer’s interest and attention

Be sure to seize the customer’s interest and attention! Especially in today's increasingly fierce competition, every customer is very busy. Once he is not interested in your topic, he will have a great disgust with the content of the conversation and the salesperson himself, so be sure to always observe the customer's attention. and interest.

You can look at the customer's eyes. When his eyes are wandering, it means that he has developed a certain resistance to your topic or has lost interest. Then you need to find new topics that can arouse his interest. .

4. Conduct a conversational visit

Try to make every visit with a customer a conversational one, the purpose of which is to get the customer to talk more. Many salesmen, after meeting customers, will tirelessly tell them that after he described the product, the customer summed it up with two words: "No", which is very unprofessional. What to do if the customer doesn't speak? You can use questions to guide customers to talk, making it a conversational visit.

5. Actively control the direction of the conversation

As a salesperson, when talking to customers, you must actively control the direction of the conversation. Because it is the job of the salesperson to visit customers, the direction of the conversation must be carefully controlled to make the conversation develop in a direction that is beneficial to the sales. Never let the customer influence the direction of the conversation and unintentionally lead the topic into a direction that is very detrimental to sales. If the customer leads you to topics such as "the company is controlling expenses" or "the company is laying off employees" during the conversation, it will be very detrimental to your sales, so always control the direction of the conversation.

6. Keep the same way of talking

The sixth point to note is to keep the same way of talking all the time. This will make the customer feel very comfortable and willing to talk more, and the salesperson himself will also feel comfortable. For example, speaking speed, some customers speak faster and others slower, so the salesperson should keep the speaking speed the same as the customer, so that the customer will feel comfortable. We've probably all had the experience of having a conversation with someone who speaks very slowly, feeling distressed and uncomfortable, and losing patience and wanting to end the conversation as quickly as possible. Therefore, you should maintain the same talking speed as the customer, and also pay attention to the customer's volume. The volume should be as consistent as possible with the customer, which will be more conducive to communication.

7. Be polite

Being polite will win the favor of your customers and turn this favor into trust in you. As a salesperson, politeness should be reflected in actual actions and turned into behavior that customers can see. For example, after visiting a client, when you stand up to say goodbye, you should put the client's chair back to its original position - such a simple act can make the client develop a good impression of you. So, be aware of similar behavior at all times.

For another example, you can easily or even deliberately pick up the used disposable paper cups and put them specifically in the trash can. This is also the behavior of a courteous professional salesperson—even if the customer says no, keep doing it and make it a habit.

8. Show professionalism

Show your professionalism in every move you make. That professionalism comes from your smile, from your handshake. Just like the best smile for every Walmart employee is to show eight teeth, professional performance is also an important factor in winning trust.