1. Success only favors "people with good habits". Habits are corporate culture, and good habits are productivity.

Fulfill what you promised, promised, and signed. Don’t write a blank check. Make simple things difficult and easy things difficult. Remember your promises. , and redeem it in advance at a great value, there will be surprises jumping in front of your eyes. It’s better to do what you say than to do it well.

2. a's "Seven Abilities" of Highly Effective Talents

1) To dance with the "wolf", first turn yourself into a "wolf" - survival of the fittest, and the fittest Survive.

2) The stupid bird flies first, the focus is on learning - active learning. Keep charging and learn quickly.

3) A dog-like sense of smell. Good at capturing information and seizing opportunities.

4) Be like a parrot and imitate others - be good at talking. Learn to speak and pay attention to art.

5) As capable as a sheepdog - leadership and management. Coordinate leadership and manage freely. Learn to lead and be led by others.

6) Don’t be like a monkey breaking corns. Learn to choose, learn to give up - be good at making trade-offs.

7) Spider-like web-spinner. Expand the e-age and create new magic (Internet age, rapid development, electronic age.)

b's "Seven Habits" of efficient talents

1) Fight the sky like an eagle. Self-motivated and proactive.

2) Have the spirit of cooperation like an ant. Work with people.

3) A tiger roars thousands of miles, but it can endure for a moment. Control your emotions and dominate yourself.

4) Toughness like a mule. Persevere and keep moving forward.

5) Diligence like an ox. Diligence, dedication and hard work.

6) The peacock opens its tail and comes up with new ideas. Be brave in innovation.

7) Lock the target like a cheetah and act immediately. Set goals first and then take action.

2. To become an expert in the industry (pesticide), you must study hard, and experts must become popular.

What we are facing are 40-year-old illiterates. If they are not popular, they cannot be deeply rooted in the hearts of the people. The milk of the people will not nourish us. Pesticides are a special industry and are very technical. We must have more knowledge. Learn more and become more enlightened!

The fruit grows well, please use bags to protect it! Just use love to sting the mites and kill them!

3. Integrity marketing - personally participate in using products (tests, demonstrations, promotions) and find something eternal:

⑴ Find a strong and honest partner ;

⑵ "Intimate contact" with the government to achieve the purpose of sharing government resources and enhance trust;

⑶ Create an eternal value:

The ancients said: Words have no words, but actions will not go far. If an enterprise wants to go "far", it must also have "culture". 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 Beyond Infinity"......

zz→Xinyi Pesticide is always thinking about your fortune. Always think about the harvest of the earth!

Xinyi Pesticides serves the world’s green agriculture.

Xinyi Pesticide, technology creates high-quality products, innovation creates classics!

4. Develop language skills - "Funny and pleasant language can delight customers' mood"

Think more and speak more. Dare to speak more. Funny and pleasant language can resolve customers' concerns when purchasing. Obstacles in mind. 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 take the initiative

We must change 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 and then deliver the goods, customization is better!)

6. Apply pressure skillfully to effectively collect payment

⑴ Break the purchase requirements into parts and intentionally put the customer in one place A state of "hunger".

"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 The advantageous varieties will be out of stock, causing the loss of offline customers (temporary pressure);

⑶ The first payment will not be settled, and the subsequent goods will not be delivered;

⑷ Conduct open and covert inspections to understand the business conditions of customers;

⑸ Always pay attention to bad debts and dead debts to nip them in the bud.

7. 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); the loss outweighs the gain. 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 highly vigilant. Who has touched the corporate cheese? you!

A boiled frog 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);

⑷Brand is a symbol of comfort, confidence, and success, and is a high-quality brand. The spiritual enjoyment of the realm;

⑸ The brand is the iron camp, and the product is the flowing soldier;

⑹ The brand is like love, affecting consumers at one end and enterprises at the other end;

⑺Brands are prone to aging and require maintenance → Promotion of innovation, rapid follow-up of new products, and service innovation.

c. Quality and service are the "heart" and "brain" of the brand

We "Quality Saves the Factory"

⑴An excellent brand is established by strong product quality, and quality is The key factor in the formation of a corporate brand is an extension of the intrinsic value of the product and 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, continuously innovating, and adding technological content to product quality are the eternal themes of enterprise development;

⑷External quality of products (packaging) → Directly related to the initial image and imagination of the product in the minds of consumers;

Simple mistakes

Large manufacturers are prone to make poor external quality of products,

The internal quality of the product Small factories with poor quality are prone to making mistakes;

⑸ The effect of publicity depends on the quality of the product. 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 sales of the product. Question;

⑹ Service → Mature consumers follow the service (full service: pre-sales, sales, after-sales), always thinking about customers, thinking about customers everywhere, farmers are manufacturers and dealers *** Same customer! 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 a long-term process of wholehearted cultivation. Enterprises can only ensure strong product quality, do a good job in unique product promotion, and do a good job Products with meticulous and considerate services will stand out among many companies and become a brand with competitive advantages, which will be steeled in the market!

f. Let’s talk about the changes in pesticide brands

⑴The current situation of the pesticide market - brand weakness, decentralization and blurring;

⑵The diversity of groups and the diversity of market segments determine There is no leading brand in the pesticide market, and the brand has become a chaotic situation. There are many regional brands (to penetrate the regional market, model the market, and create regional brand bases). 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, and farmers accepted them. It is a "trademark" based on the administrative region plus the common name of the product. Farmers only know where it is produced, but do not know what brand it is;

For example: Ningyang Pesticide, Jianhu Ernong, Lianyungang Ernong, Nantong dichlorvos, Shanghai methammonium phosphate, Xinyi carbendazim, Xinyi methotrexate; Xinyi methamidophos...

⑷Market economy: The advantage of "common names of places" is lost and there is no uniqueness And exclusivity, marrying someone, not daring to 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!

8. 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 dealers: one to help you spread the product in front of consumers, and the other 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.

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9. When new products enter the market, they must go through "four barriers" - "four barriers"

⑴Quality barrier - quality first It is the key to every product. The field test of each product when it is released must be done carefully and carefully, and it must be done again in different places. When promoting, you must be well-founded in your mind to be persuasive and win customers. of trust. (Repeat customers can only be generated, and 80% of the profit comes from 20 repeat 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 advantages over similar products, enter the market first, create profit margins in the sales environment, and increase the enthusiasm of the sales network.

⑶Packaging - people compete for a face, and goods sell for a skin. Choose what you like, combine local aesthetics, medication habits, determine specifications, measurements, and materials, and follow market demand as the criterion to carry out personalization to the end! "Neither foul nor stupid, - changeable!"

⑷ Service level - market management, market control, advertising,

Consumers can rest assured

Comprehensive effects of advertising: dealers are confident, rivals are worried about the government’s concern, Jiaodong is happy, and employees are at ease

Preventing cross-selling 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 understand pesticides and those who do not understand them are dealing in pesticides;

② Supply exceeds demand, and they are bargaining with each other to seize the market.

(2). Passing off inferior goods as good ones, and deceiving farmers with fake ones.

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). Law enforcement is not in place, there is no main body, and most cases are fined.

Counterfeiters – sellers of counterfeit goods – crackdowns on counterfeiters – users of counterfeit goods

Benefits and losses

Counterfeiters: It doesn’t matter if you are fined once; I will earn less the second time.

After three fines, I became close friends with the law enforcement department. A long-term illness leads to a cure.

"The cunning rabbit dies and the running dog is cooked." Counterfeiters are most afraid of no fakes!

Let me ask you: If you can’t even make farmers’ money, who else can you make?

12. How to visit a customer for the first time?

a. Tips for meeting with clients

⑴ Know yourself and the enemy before meeting; ⑵ Write down the content of the meeting; ⑶ Dress neatly; ⑷ The first sentence of self-introduction should not be too long; ⑸ Learn to use some false instructions when explaining your intention. Or give a compliment to get the customer’s attention!

b. Tips for exchanging business cards → "Exchange business cards" instead of unilaterally giving and asking for business cards.

⑴ Avoid saying to customers: "Can you give me a business card?"

⑵╳╳╳Manager, exchange a business card with you and we will contact you in the future;

Manager ╳╳╳, this is our first meeting and I would like to 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 customers' interests and concerns. 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? ………………………………（╳）

⑵Do you want one ton or 2 tons now? ………………(to the customer)

⑶ Should I take one piece or two pieces now? ………………(counter farmer)

⑷╳╳╳ is available in 100g package? ………………(No answer: ╳)

Answer: Now there are 500 grams that are easier to sell and more profitable! (Transferring conflict)

Example: Selling breakfast and asking someone if they want refueling bars? ...(50 plus, 50 without)

The breakfast seller asked: Should I add one fried dough stick or two? …(Add one to 60, add 2 to 30, don’t need 10)

13. The manifestations, hazards and solutions to the problem

1. Manifestations

1. Distributors selling goods

1. 1Due to price differences, Some regional dealers penetrate into other regions at lower than agreed sales prices. 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 The different degrees of popularity cause products to flow to the hot-selling market of the brand (the price is the same)

2. Production suppliers "release water"

⑴ The headquarters bypasses regional representatives and directly provides products at preferential prices to related customers, seduced by the temptation of cash for delivery.

⑵There is a certain degree of blindness and arbitrariness in sales policies.

Once you see that the task is not completed, you can put it wherever you can!

⑶ Using goods to pay debts - creditors are eager to cash in and sell goods at low prices.

(4) Pricing differences in different regions are large, causing products to flow to high-priced areas.

3. Barter.

4. Dealers sell fake and shoddy products.

2. The harm of cross-selling goods

1. Regardless of the method, it starts with dumping at low prices, eroding the marketing system that has been painstakingly managed by production and suppliers.

2. Cross-selling goods cause production and suppliers to lose effective management of the market, resulting in price confusion, difficulty in payment settlement, and forced profit concessions, which seriously endangers the reputation of the brand and seriously threatens the reputation of the brand. terminal 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, making them The brand image took a hit.

3. Solutions to the problem

1. Start at the source of channeling goods

a. Sales work is only the responsibility of one department, and it is easiest for multiple parties to be responsible Leading to confusion in channel prices.

b. No matter how difficult it is to have funds, do not use goods to pay off debts (mess up the market and tear down the wall yourself.)

c. Pricing differences between regions should not be too large (try to have one price, no sell at a high price).

2. Strengthen the management of sales channels

Determine the dealer's sales area and product prices in the form of an agreement to prevent cross-selling and arbitrary price reductions. occur.

3. Implement a product code system (to facilitate the determination of where the diversified goods come from)

4. Implement a reward and punishment system—manage the market with an iron hand and discipline

For customers who maliciously channel goods and dump at low prices, they should immediately stop supplying and make new choices; the black sheep should be eliminated immediately. Protecting the market is to protect your own interests! Reward dealers for reporting (and complying with regulations).

5. Increase efforts to combat counterfeiting (patents, violations, analytical content) - report and jointly crack down on counterfeiting

6. The market positioning should be scientific, and try to choose only one customer in one place; more than two customers should be divided into categories; new varieties must be done separately to prevent cross-selling, otherwise they will be sold out immediately.

7. The culprit of cross-selling goods 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 the sales volume he completed and the amount of funds withdrawn, but also assess his ability to control the market and manage customers.

Communicate reminders, warn, stop supply, cancel rebates, commissions, and suspend work**

8. Positive and negative thinking

⑴ Margins and small batches The goods are a normal phenomenon

Malicious and large-scale diversification of goods is terrible - the product will be sold out and the market will be sold out.

⑵ Best-selling products are easy to be copied and counterfeited.

(3) 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. They are like walking on a single-plank bridge, with a weak foundation and no hardcore customer network. 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 → When the relationship is good, the business is good; when the relationship is cold, the business is bad.

15. 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...? It will be bright with some sunshine!)

16. Consultative sales - marketers use marketing concepts to help customers complete their tasks What it cannot do. 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.

⑶Analyze the company's product positioning, find market entry points, and formulate a local market price operating system;

⑷Analyze customer profit margins and formulate profit distribution plans (online selling prices);

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⑸Analyze 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, train marketers 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 insights. 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 be 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!

Being fully prepared before visiting customers will miraculously give you confidence, allowing you to be more confident and in control of the overall situation (Do you know how your products and services meet customer requirements?)

Small Successful salespeople have a complacent mentality, but it is difficult to change their mentality.

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!!"

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17. Chen Anzhi, a world-class marketing master (marketing technique)

⑴ Pre-sales service ≥ after-sales service (preparation work must be sufficient to obtain Win! Enter the market without problems and strive to be a hit! )

⑵ Ensure that your products are of the best quality at the same level and price; ⑶ Let the business be the first in performance! It is more meaningful for employees to do business training!

⑷The more product channels, the greater the sales volume;

⑸Promote, publicize, and publicize again;

⑹There is no perfect individual in the world, only a perfect team ;

(Release military power with a glass of wine - Zhao Kuangyin; Burn the Qinggong Building - Zhu Yuanzhang)

(One monk carried water to eat, two monks carried water to eat, three monks had no water Eat. )

⑺ Authorization ≠ abstention, supervision should be carried out after authorization; (market supervision)

⑻ Leaders should engage in mobile management (visit 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, enterprises will fail without talents Stop! )

⑾Success = 1 progress every day;

⑿Persistence is success, there is no failure, only temporary suspension of success;

⒀Turn your back on customers and Leaders must also be respected 100%; (Example)

⒁The secret of success = seriousness and punctuality;

⒂Promoting yourself is more important than selling products;

⒃Customers are not just buying products, but also buying your seriousness in doing things (service spirit, service attitude, customer interests);

⒄Work twice, three times, four times harder than others ←Secret of success;

⒅ Every private effort will be shown in public;

⒆ Take the initiative to make interpersonal relationships;

⒇ A person’s success means that he Their knowledge is richer than ours, we must add knowledge;

(21) The secret of success: study, study, study again; learn to read

Successful people = are all "readers" ”

(22) Success = Knowledge (30) Network (70) → (Interpersonal Emotional Intelligence)

(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;

(26) Do you have the best tools (information , transportation);

(27) Immediate success - it is better to ride on a horse than to race with a horse and succeed immediately; (win-win)

(28) It is more important to grasp the trend; (foresee the future , 80% of the world's wealth is in the hands of 20 people? Because 20 people can predict the future).

19. Some experiences in naming pesticide product names (cannot rely on inspiration)

a. Conventional nomenclature - very intuitive (sweep mites, kill barnyard king, bag to protect, disease-killing power), common verbs are: kill, beat, destroy, etc.; (it belongs to the primary creation section, the space is zero if there is no hand)

b. Process-oriented nomenclature - a method of naming that reflects the function and use mechanism of the product; such as: Ash Net, Acanthus aeruginosa, Rhododendron spp., 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, Sha Mi Er)

20. Mentality determines sales performance (don’t use your judgment to block your way), which 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 hit me. Cross! ”

⑶ Characteristics that a top marketer must have——

“Respond quickly, act immediately”——Full of energy, passion and enthusiasm——Smile and cheerful , initiative, sincerity, enthusiasm, positivity, dedication, accepting challenges, persistence and optimism...

(Love for the company, loyalty to the leader, the first expression is the attitude towards work: seriousness, initiative, and proactive reply! (You should take the initiative to respond to the work assigned by the leader and do the same thing. Don’t ask the leader to ask you. The leader has forgotten, but you can’t forget. Enthusiasm, dedication...)

⑷Things that affect a person’s work performance Not only academic qualifications and skills, but also work attitude, professionalism, loyalty to the company, and teamwork spirit are often more important.

23. "Competition of strength, double choice" - → Choose a good dealer. It is an important part and a good start for marketing!

a. Strength - ⑴ is the natural enemy of conspiracy; ⑵ is the bargaining chip in negotiations;

⑶ is the opponent's choice strategy. The first element.

b. Dealer strength - ⑴ Integrity (quality); ⑵ Marketing awareness (concept); ⑶ Plant protection expertise (promotion ability); Have a complete network system (base); ⑸ Complete services and strong market control capabilities; ⑹ Focus on learning and training. (Strength)

b. Brand (product), hot-selling products (technical drugs, dosage forms);

⑵ Pay attention to publicity and have a good corporate image (high visibility and reputation);

⑶ New Fast product follow-up (development capabilities);

⑷Strong market management and control capabilities;

⑸Service in place (consultant enterprise, consultative business representative);

⑹ Pay attention to learning and training. (Learning enterprise)

24. Evaluation of salespeople: Look at the results, look at the process, and look at the cost (cost)

Evaluation indicators for employees:

①Amount of payment, recovery rate (occupancy of accounts receivable);

②Sales contribution = gross profit of product - sales expense;

③ Excellent performance - innovation ability, market management and control ability.

25. Talk about selling points - the reason why the product is accepted by customers is its selling point.

⑴ In the product "same time". Today, "differentiated" marketing is the goal pursued by the public, and the key to differentiated marketing is that the product has a unique selling point!

⑵Difference must be felt (understood) by customers , the selling points must be prominent;

⑶The selling points should be diverse and concealed (delicate);

⑷The sources of the selling points: understanding the market, communication and experiments and demonstrations.

26. What kind of work do business representatives do? What role does it play?

⑴ Represents the corporate image (ambassador to guests)

⑵ Is a technician (understands technology and can talk about pesticide application techniques, pesticides are special commodities);

⑶ They are propagandists (bringing out the company's good products and services, guiding shopping and promoting, and solving problems!);

⑷ They are corporate staff (collecting and feeding back market information, researching marketing strategies, managing and controlling the market, and combating competition) products, manufacturing selling points, developing products);

⑸20 energy is spent on delivery and payment collection, 80 energy is spent on researching the market and serving customers (tracking the network);

⑹Responsible for coordinating manufacturers and dealers Relationship (customer relationship)

Coordinate the dealer's network, people flow, system, and capital flow to flow in the company's favor.

27. The off-season for pesticides is the beginning of another peak season. There is only thinking about the off-season, and there is no market in the off-season. In the off-season, we need to analyze the market from a comprehensive perspective, investigate the market, discover problems, and solve problems.

28. "Three things to know" in market positioning and target management:

①Who are our customers?

②What are their needs?

③ How often do you communicate with them?

29. What kind of products does the market need in the 21st century?

①Quality (effect)

②Personalization (differentiated functions), pesticide products The competition is still in the second stage!

③Charming (service, spiritual enjoyment)

30. How to sell new and old products?

Products with selling points are sold together... (manage and coordinate Dalu's regular products);

Products with profit points are sold separately... (new products) ;

Special products (custom-made) are only sold in one place... (specialty, differentiation).

31. Marketing Concept (New) - Combination Marketing (Tian Ji Horse Racing)

Product division, different roles, false separation of selling points and profit points are like a war: there are wounded soldiers , there are sacrifices, there are victorious heroes who put the red flag into the enemy's bunker! ………

32. New shortcuts to product development

Aim at the best-selling product in the market, plan a product that is close to it in general, exceeds it in part, and has a price lower than it, and it can be easily Knock it down quickly.

33. How to sell old products? ——Look at the external changes and realize them internally.

1) The name has changed and a new concept has emerged. ("Product name" is very important