Marketing: how to effectively enter the state of managing dealers in the early stage of new salesmen

Core tip: the transition of new salesmen from basic line agent to dealer management is a relatively important and difficult part of their career The reason is that many details and experience are needed to deal with the relationship between manufacturers New salesmen have no way to start First, they are not experienced in old business, and it is difficult to reach and integrate with dealers in a short period of time, and the business development is smooth and unimpeded There is no senior business that can skillfully solve the contradictions among manufacturers one by one, and it will not be mature enough to dress up as an old man and play a sense of loyalty in the Jianghu Even in the current management of manufacturers, some old businesses are hard to improve greatly with all their efforts It's hard for them to work hard Which is the price of Dajin diatom mud Recommended brief introduction: which is the price of Dajin diatom mud? How to buy genuine diatom mud? Guangdong diatom mud agent suggests placing a basin of cold water in the air conditioning room, so that the diatom mud wall can breathe effectively The feature of the breathing wall is obvious When the indoor air is dry, the diatom mud wall will release the absorbed water quickly Put it out to help regulate the indoor dry humidity It is suggested to place a basin of cold water in the air conditioning room, so that the wall of diatom mud can breathe effectively The feature of the wall that can breathe is obvious When the indoor air is relatively dry, the wall of diatom mud will absorb the water Paint Home News: the transition of new salesmen from the basic line industry agent to the management of dealers is a relatively important and difficult part of their career The reason is that many details and experience are needed to deal with the relationship between manufacturers New salesmen have no way to start First, they are not experienced in the old business, and it is difficult to reach and integrate with dealers in a short period of time, and the business development is smooth and unimpeded There is no senior business that can skillfully solve the contradictions among manufacturers one by one, and it will not be mature enough to dress up as an old man and play a sense of loyalty in the Jianghu Even in the current management of manufacturers, it is difficult to improve some old businesses with all efforts Instead of hard work, it is better to return to the source: return to the basics, new management dealers return to simplicity - I'm here to help You do things! This can significantly reduce the probability of conflict, return to the sales job, return to the market Wang Neng is a new business in paint industry with more than one year's work He just graduated from a paint enterprise and worked as a salesman, responsible for a certain regional market After a year's hard work and hard work, the company found his pragmatism and potential, and transferred him to another market to be responsible for the management of dealers Wang Neng is an expert at making front-line visits, but suddenly turned to the management of dealers I feel under great pressure I don't know how to manage dealers Although the company has carried out three days of special training, but because the management of "dealers" is very tight, I need to make every effort to conquer it, which makes them more afraid and feel work The difficulty Results in the process of managing dealers, Wang Xiaoneng weakened his professional market visiting function, learned the attitude of some manufacturers to "guide" dealers, sometimes pretended to be "strong", appeared in front of dealers as "false experts", which made dealers feel uncomfortable Dealers thought to themselves, "I've done so many years of business, and it's your little kid's turn to teach me this Then, which way is cool and which way? " Although there is no clear statement on the mouth, some old dealers always deal with Wang Neng's behavior politely: "manager Wang is right." It's all over The dealer still didn't cooperate Of course, the 3-month probation period is up, and Wang Xiaoneng's business development has not made obvious progress The manufacturer's supervisor revisited the dealer again The dealer's evaluation of Liu Xiaoneng is: "manager Wang is good, but he is too young!" Wait for the mysterious words to deal with In addition, poor performance and unclear progress As a result, Wang Xiaoneng finally lost his career in managing dealers and returned to his original position to continue to be a terminal business person Wang Xiaoneng's mistakes in the case are many in many novice businesses Some of them are too "official" and "dogma" in the management of the dealer's boss Some dealers are disgusted by learning some training materials and copying them Especially some big customers hate this kind of dogmatism The factory staff who have been in the science class for a few days and some factory families are also exposed Because of the improper handling of the relationship between the sales team and the dealer, it is not uncommon that the work is passive Therefore, for the newcomer in taking over the market and managing the dealers, due to the lack of understanding of the customer's situation in the early stage, the dealer management should be carried out step by step based on adaptation The specific methods below are for reference only! Low key life, high-key work When the manufacturer's personnel first went to manage the dealer, they didn't know the personality characteristics of the dealer's boss and his sales team, so they needed a preliminary understanding process They must learn to behave in a low-key way, respect the dealer's boss, respect his team, learn to be low-key rather than aggressive They should first integrate into the dealer's company, and then talk about managing the dealer and doing things in a high-key way, Go to the market and strive with the dealer business team for several months Let the dealer recognize you as a practical person The practical person has research and opinions on the market, has the right to speak, and manages the dealer after talking It's a real battle to talk more about data and solutions with the dealer boss, less about empty talk and exaggeration to look forward to the dealer Most of them are done from the grass-roots level, and they know the real battle of the market very well Only because of the gradual development of the company and the increase of affairs, the market is gradually reduced Under the market is less on the market is not very accurate, often based on the marketing information provided by the sales staff However, due to the lack of specialization, the lack of ability to summarize and sort out, the data provided by the sales staff at the grass-roots level are scattered and can not effectively reflect the core problems and solutions of the market As the business personnel of the manufacturer, they are the executors of market analysis and solutions When you are on the front line, you should learn to collect and sort out the data, analyze the data, come up with solutions and schedule the implementation, and give the dealers detailed market data and solutions to talk about the operation, so that the dealers will attach importance to you and feel your value and responsibility With the degree of cooperation, it is natural for the work to be carried out later It is taboo to talk about empty reasons and big prospects The dealers are most concerned about solving the current problems, so they can't eat hot tofu in a hurry They can do things little by little and can't be fat at a stutter When visiting the market, don't only pay attention to your own products Learn to pay attention to the business of the dealers Many new business novices always find it difficult to leave their own products every time they talk about the market with their customers They don't pay attention to other products of the dealers Even when the dealers talk about other products of their own, they seldom participate in them This is a big mistake! In fact, in the process of visiting the market, we should cultivate other categories related to our dealers and help record some data, which can also provide some suggestions for dealers In this way, it will benefit the dealers' product mix strategy and market pattern construction, jump out of the ego, pay attention to the dealers' business situation and form a "care" culture, which is beyond our ability On the basis of influencing the essential work, I also give some suggestions or opinions to the dealers, which can also show my special value and shorten the distance with the dealers Of course, I can't work as a part-time job for the dealers, so you have no value, and pay attention to the dealers' business selflessly, that's the real intention It's also easier to win the trust of the dealer's boss and enhance the integration of feelings between the two sides! Actively participate in dealers' meetings and activities and integrate into their teams Dealers purchase goods and the dealer team sells goods The so-called management of dealers is to mobilize the enthusiasm of dealers so as to influence their sales team to sell our products wholeheartedly and integrate them into the dealer team The good reputation of the dealer team will affect the dealer's boss's views on the manufacturer's personnel Therefore, if conditions permit, they can participate in the dealer's morning, evening, party and integrate into them In addition, we should establish a good customer relationship with dealers and teams, and bring incentive policies, holiday gifts, good sales thinking training and so on to dealers and their teams into their families, so that the work will be carried out well In a word, new salesmen should learn to behave in a low-key way and work in a high-key way when managing dealers in the early stage, and gradually integrate themselves into their team and market by doing things with less empty talk, so as to lay a good foundation for management improvement in the later stage Terminal shopping guide is the first line of marketing in the coating industry It's the dislocation between coating enterprises and dealers Similar information The model that coating enterprises can learn from: Sam's club model The ultimate after-sales service of coating industry How can small and medium-sized coating enterprises make use of the Spring Festival holiday to consume? 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