Marketing: Dealer research: how to distinguish the lies and truths of dealers?
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Last Update: 2020-04-03
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Source: Internet
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Author: User
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Core tip: it's the same way to find a dealer and a target When meeting each other for the first time, any party will try to show their good side to each other, at least not to let others see their bad side Therefore, in the eyes of men, most of them see my fair lady with low eyebrows and shallow singing, and her mouth full of fragrance In the eyes of women, they also see a gentle and courteous gentleman Once you know each other well, you will find that the female is loud and the male is an old smoker When you get married, you can see a real perfect person, a complete person Pick your feet, fart and shave your legs They're normal people Shenyang steel structure fireproof coating construction expert punde Building Fire Engineering Co., Ltd Recommended introduction: since its establishment, Shenyang punde Construction Fire Engineering Co., Ltd has cultivated a group of professional construction teams with excellent equipment, rich experience and serious responsibility with advanced and scientific management methods and strict engineering quality assurance and after-sales service system It has undertaken a number of fire system installation projects, which has been praised by customers Every idea and special requirement of you will be fully considered by us and fully realized in the construction technology, which will become the cornerstone of our successful long-term development We are looking forward to your invitation, to provide you with quality services and high-quality technical support! All construction coatings have passed ISO9001 Paint Home News: it's the same to find a dealer and a target When meeting each other for the first time, any party will try to show their good side to each other, at least not to let others see their bad side Therefore, in the eyes of men, most of them see my fair lady with low eyebrows and shallow singing, and her mouth full of fragrance In the eyes of women, they also see a gentle and courteous gentleman Once you know each other well, you will find that the female is loud and the male is an old smoker When you get married, you can see a real perfect person, a complete person Pick your feet, fart and shave your legs It's something normal people can do TA can do it So, it's also necessary to find a dealer It's not that the dealer has blown the bull's hide and boasted big words for you, so he must be in a bad mood Later, I slowly found that people have this and that shortcoming It must be that they have used tricks, tricks and drugs to trick you into the cave Maybe they just wanted to show you the best in the first place, but they were exaggerating and obvious For the sales staff, the key is to be clear headed and know which words are scene words, which words are polite words and which words are the real truth In fact, this puts forward a very high demand for the sales staff This requires you not only to hear the truth and falsehood of the dealer, but also to be able to identify those polite and polite words, whether they will have a key impact on your future cooperation What's the deep meaning of this sentence? It means that you should not only talk nonsense with the dealer seriously, but also find useful information in his "serial" lies 1、 How to distinguish the sales data of dealers? To ask the sales volume of dealers is a common question in our research When we ask the dealer about the annual sales volume, does the dealer know our intention? Of course, in general, the real data of annual sales is relatively sensitive, and there is a great possibility of exaggeration or reduction Those who say "hundreds of thousands of bar a year" and those who say "I'm about hundreds of millions of bar a year" may be equally unreliable When you ask about annual sales, few people will tell you directly, so the real data of annual sales is not directly asked, but corroborated We mentioned the warehouse visit in the previous field investigation stage of dealers What do you see in the warehouse? One of the important points is to see the total square of warehouse volume There will be differences in the value of one cubic meter in each industry, but there is an approximate value for each enterprise For example, the value of one cubic meter of brand products in the lighting industry is about 10000 yuan If in the interview with the dealer, the dealer tells you that he has a sales scale of about 100 million yuan a year, and then you walk into the warehouse, once you see the top of the dealer's warehouse, there will be 1000 square meters, you should understand that the total inventory of the dealer will not exceed 10 million yuan Next, just one more question: "Mr Zhao, how many times a year can the goods in your warehouse be turned around?" The dealer is not very sensitive to the turnover rate data, but how often does the warehouse transfer? The dealer has a general idea In the dealer's mind, this data is not directly related to his business data, so the dealer's defensive psychology is not so heavy, and the number told you is basically close to the normal data For example, he tells you that you can probably turn around five or six times a year If you push back the figure of one billion a year, you will find out the problem 10 million inventory, about five or six times, that is, 60 million at the top of the sky, that year's figure of one billion is at least 60% off The dealer lied a little Do we think the dealer can't cooperate? Of course not If 60 million sales volume is also a good volume, a harmless little lie, why serious? As long as you know it in your own mind, you can use it properly 2、 How to ask the dealer about their outlets? When we investigate the channel business, we should not only understand the channel business itself, but also visit the outlets under its jurisdiction The channel merchant doesn't like to tell you directly how many goods he can sell in a year, but if you ask to visit his representative outlets, he will definitely introduce the retail outlets he thinks are iron core to you, and tell you how excellent the retail outlets he has mastered, how influential they are in the local area, and how many goods he can actually sell in a month With the purchase data of retail stores, when we go to the retail outlets, how should we do the right research? Since it is a representative network, we must hear a word of praise for channel merchants How good the channel providers are, how awesome the brand is, and how much the sales force is To evaluate whether the "high quality" outlets controlled by the channel providers are of high quality, you need to carry out the following questioning in order to really get rid of the fog and see the real Buddha "Your business looks good here I'd like to ask you how much percentage of his business can account for in your shop after so many years of cooperation with you? " What do the owners of this retail store usually say? By the way, it's a routine: "OK, it should take up a lot!" What should you do if the owner of the retail store is not involved in the suit? Continue to ask: "quite a lot? About 50%? " "That's not so much!" The shopkeeper began to work on the judgment question "Thirty percent, thirty percent." You still need to narrow down the scope step by step "Not so little!" Retailers continue to make judgements "That's about 40%." At this time, you can make a guiding conclusion "Almost! It should be like this! " If the front channel business tells you that this store can get 5 or 6 thousand yuan a month, it should be said that this data is less likely to lie Later, the owner of the retail store told him that Lao Zhao's business accounted for about 40% of his store's business share How many goods can this high-quality retail store produce in a month as a whole, is not clear? The retail stores with a monthly retail sales volume of about 15000 yuan, compared with peers in the local area, are they excellent stores, influential stores, and not clear? 3、 About having money or not? The financial situation of dealers is also the focus of our research on dealers The larger the sales volume of dealers is, the better their capital status is not necessarily On the contrary, the larger the dealers are, the more likely there is a problem in their capital chain For a dealer who cooperates for the first time, we can't know how many loans the dealer can get in the bank and how much cash the dealer has at home, but we can find a way to find out whether the cash payment of the dealer is still normal The amount of money is a very private thing for dealers It's estimated that except for the finance or the wife of dealers (of course, most of the time, the finance is the wife and the wife is the Finance), it's hard for anyone to get the real financial situation of dealers But who can we ask? It's the dealer's staff How can the employees of the dealer know how much money the dealer has? Of course, the employees don't know how much the dealer has, but do they know whether they have received the salary? Of course I do! We can roughly infer whether there is any problem in the cash payment of this dealer through the salary payment: "how many times do you pay a month?" "How many times? You're kidding! "The dealer's staff almost jumped up "Will you pay in advance every month?" "Ahead of schedule? I'm satisfied that I get paid on time every month! " It is an important performance of whether the funds are sufficient that the dealers pay the employees not on time Once there is a problem with the dealer's funds, it will directly affect the employees' wages So, in three or two sentences, you can know if there is any problem with the dealer's fund deposit Home of coatings is specialized in coatings, diatom mud, paint coating, coating technology, fire retardant coating news and coating, diatom mud, paint coating, coating technology, fire retardant coating decoration knowledge and decoration renderings,
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