Visit Dealer Guide

visited five major tasks
ignorant sales staff for each visit dealers are basically three things: the number of goods sold last month? How much money this month to return? How many goods repeatedly next month? This visit did not complete the task in truth, so mini help improve sales extravaganza.
dealer sales staff the task of each visit, including five areas:
1. sell. This is the main task of visiting dealers.
2. market maintenance. No upkeep of the market is temporary. Sales staff properly deal problems in the market to solve the refutation between dealers, rationalize the relationship among aisles, to assure market permanence.
3. proposed purchaser intelligence. Sales to distributors and establish up their own personal mark. This assists sales staff to obtain the cooperation and support of dealers.
4. the information collected. Sales staff to keep alongside of market conditions, monitoring championship in the market dynamics.
5. guide the dealer. To help dealers to solve the problem, dealer sales treatment process to correct some errors, and to the dealer a number of practical ideas such sales are constantly won the adore of dealers.
The elementary flow building
visit
Interview preparation - contact phase - probing phase - listening phase - present stage - handle objections - Contract (conclusion) - follow-up

Babu visited France
(a), visit preparation
failure to prepare is preparing to fail
Why prepare?
▲ easily guide to dealer's attention and interest
▲ instructions to sell more intuitive, brief and professional
▲ discourage introduction disregard
▲ enhance call efficiency
▲ conclusion of rate amplify
8 preparations
1. control over resources
about the company's sales policy, price policy and promotion policies,GHD Classic Straighteners, especially in the business of selling new policies, pricing policy and promotional policies, merely also to understand the new sales policy and promotion policy for details. When companies introduce new products, the sales staff to understand the characteristics of the new hard-goods, selling what?
do not understand the new sales policy, the policy can not be accustomed to attract current distributors; do not understand the new products ambition not be proficient to sell new products to the dealer.
2. the next few days work arrange arrangements.
sales staff to make path planning, unified arrangements of work, reasonable planning time; visit prior to departure, the object should be coincided in advance in order to improve call efficiency.
3. a clear cry objective
sales staff is working to attain goals. Sales staff to visit each dealer, we need to understand that their goal is to visit the dealer what? What to do in order to fulfill its objectives?
visit target dealers into sales targets and executive goals. Old dealer sales targets including the prerequisite to increase order amount or variety; to the antique dealer suggested not manipulate its existing products in the product; introduction of new products; request for a new distributor orders and so on. Administrative goals include retrieval of receivables, treatment grumbles, communication policies, customer intelligence establishment and so on.
prevalent intention of the visit
(1) introducing new products; (2) Promotion of new activities; (3) build (retain) friendship; (4) Dunning; (5) led to the purchase; (6) to check inventory; (7) to competitive products ; (8) lobbying (channels); (9) cash award or commission; (10) Check the terminus normative improvement; (11) Service (product learning, selling skills, dealing with return).
4, Action reflection.
sales staff to their last visit to Reseller to make a reflection,GHD Purple Straighteners, the review base inadequacies reflect on the content:
(1) whether the higher level necessitated to implement the Directive. Sales staff before each visit to reiterate their own dealers, distributors last visit, there did not fully implement the instructions of the leading? Those appearances not implemented? How to implement today?
(2) whether the trailing of unfinished tasks handled?
(3) on the before commitments of the distribution is dispatched? If not, why? Can this be made presently?
5, understand the dealer situation.
divided into four aspects: First sales; Second, the price position; third is inventory; Fourth, dealers and the company's accounting location.
(1) understanding of dealer sales
Only by understanding the characteristic circumstances of dealers in order to nail problems, for guidance.
★ products are primarily sold to the company, profitability, products, slow-moving products? Dealers accounted as what percentage of aggregate sales, the number of competing products to sell? Understand the regional market, our varieties of products and competing products which are selling well, what did not sell well?
★ can be counter monopoly, whether the requirement to put ample sample, conspicuous, be replaced.
★ company logo, advertising information is complete? Environment is neat, activating?
★ Purchasing Guide service is criterion?
(2) understand the dealer price of the situation
often chaotic disarray commonly starting from the price, the price will lead to market chaos confusion. Thus, the management is to manage the essence of the market price. Sales staff to administer the price, the 1st dealer to supervise the implementation of corporate pricing policies.
★ price comparison of different dealers. The local market prices of several dealers to conduct curtate comparison, look by the tangible prices of different dealers; or control the company's price policy, to see whether the dealer price of shipping companies.
★ same dealer price comparison in different periods. The price will be the situation with a dealer to behave a longitudinal comparison, to understand price movements.
★ purchase price and retail price comparison. As the price of undertaking policy is not uniform, the buy price of numerous different distributors, sales personnel should pay attention to outlook the dealer's purchase price and the retail price is.
★ understand the amount of competing products. The price of competing products subject to alteration in time feedback to the company.
(3) understand the dealer inventory
dealer's inventory, not only accurately reflect the dynamics of sales markets in which dealers and distributors can mainly test the company or the effectiveness of marketing tools, to determine whether competition in the provision of valuable data.
★ inventory percentage of sales. Understanding of their inventory, sales, how much? Analysis of inventory is what percentage of sales? In order to identify market problems. If the inventory is too cheap a percentage of sales, may be defect in ..., in the absnece of; if the proportion is too colossal, indicating that the backlog of product orientation,GHD Purple Gift Set, sales staff will help dealers to digest inventory.
★ inventory accounted for the proportion of their products. To look their products in the dealer share of stock. Treasury and capital tie up dealers, is selling the steel law.
★ which products stream faster, which slowly. Because different parts of the market situation,GHD Blue Butterfly 2011, the company's sales in manifold species are likewise different. Look what dealers are selling rapid species, which are selling slowly, dealers can make sale of the guidance information.
★ inventory levels, without premonitory changes in species. Understand the recent time, the distributor of our products have whichever number and kind of inventory changes, control sales dynamics.
(4) to understand the situation of distributors and the company's accounts
dwindle payment hazards, so that 1 of their own sales staff.
★ BEDDING dealers control the measure, retard number of dealers actually scatter the base, and the number of parallel.
★ dealer has a written confirmation of payment is not settled, the number of advances and receivables.
★ cleared up problems left by history, clear debts, made dealing with construction.
★ regular physical check dealer accounts attach, and do instant price point when the library.
6, achieving a good private picture. Sales staff via good private image exhibited to the dealer and corporate brand picture.
7, with always the necessary sales tools. Those who can promote the sale of information, sales personnel should be brought.
dealer sales staff in the call, if the use of sales tools, can reduce 50% of the labor costs and improve the success rate of 10%, 100% increase in sales of quality.
sales tools, including:
2 catalog;
2 has been concluded and put into use dealer directory;
2 and company picture scrapbook;
2 maps;
2 cards;
2 dealers file;
2 calculator;
2 notes appliances;
2 latest price account;
2 visits with company logo gifts;
2 blank
8, psychologically prepared. Make all-out preparation, summon the self-confidence. For different customers, the chart may be laborious to advance, the idea of ​​different dispose usages.

(b) contacting period
A, opening
effortless to understand, simple, innovative ideas and less repetition.
B, opening way
straight to the point, praise-style, strange type, warm-type (greeting), the request type.
Note contacting phase

A,GHD Benefit Straighteners, the first sentence is important: The first sentence is often based contacts have delineated a framework to create an atmosphere.
B, the application of vision: comprehending the etiquette eyes, disburse attention to the center of consideration.
C, a good start: a harmonious, affirmative, and create the theme, plenty of time.
D, may face difficulties: long, silent, negative, unclear purpose, bad experiences, time constraints.
(c) inquire stage
exploratory questions: questions to each other.
interrogate about the purpose of: A, gather information B, found that demand for C, control call D, to enhance participation in E, to improve communication.
inquire about the types of questions:
certain type of question - constraint questions (YES / NO)
(is not it? right? good or bad? please?)
open-type questions - open questions (5W,GHD IV Black Straighteners, 2H)
Who is HOW MANY
WHO number
What is the HOW TO
WHAT how to
WHERE where
When
WHEN WHY why
interrogative question - assuming ended questions
(you mean -?, if --?)
constraint questions
timing limitation question: When dealers do not want to cater you with a profitable information;
when you want to change the topic
benefits: soon made clear points;
decide each other's ideas;

disadvantages: less data, more problems,

open questions
open question time: When you want to talk out while the dealer;
When you want dealers to provide you useful message;
when you want to change the topic.
benefits: When the dealer is not conscious of the leadership talks;
let dealers believe that he is the protagonist of the talks;
air of harmony.
disadvantages: the need for more time, require dealers to speak too many, the feasibility of losing the theme.

assuming finished answers
Assuming ended questions
time: When you wish to clarify the true thinking of dealers:
when you want to help Italy when the dealer unraveled.
benefits: apt specify the true calculating of sellers;
tin accurately paraphrase;
language tactful, civilized.
disadvantages: with the individual's subjective consciousness.

(d) show phase
1, clear distributor absences;
2, showing the purpose of visit;
3, professional import FFAB, dealers persist to guide or to encounter the demand.
FFAB is:
Feature:: the characteristics of the product know next to nothing oflution;
Function: feature reasoned at specifics;
Advantage: The convenience of these functions;
Benefits: the benefits of these advantages.
Before the import FFAB
should diagnose the needs of the proportion of dealers, sorting products, sales focus, and then inflate the FFAB. The commencement of FFAB should be easy to say the product features and functions, to shirk using the term difficult, by reference to its values and the common interests of the dealer can adopt, to the advantage of enabling dealers to do their own synopsis. Here, marketers should keep in mind that dealers will provide for your products and services can send benefits, not because of your products and services of interest to purchase.
(e) deal with objections
1, What is the distributor of the opposition?
2, what is back the opposition?
3, even when dealing with objections.
4, the dealer into a
handle objections methods: the face of dealers mistrust, make good use of addition, subtraction
A. When the dealer objection to the use of subtraction, seek common floor;
B. When the dealer to do before concluding, to the use of addition, not fully recognized dealers actually joined into the content;
C. When the dealer bargain, you should use division, stressed that the products quit the dealer unit profit;
D. When the sale folk do their own price analysis, the use multiplication, acid you give yourself room for how much.
(logo) transaction (conclusion) stage
1, build on the progress.
2, multi-restrictive questions.
3, the aim in time into the contract.
4, requirements essential to validation the terms.
program: requires a commitment to enter into affair relationships with
1, reiterate the interests of dealers;
2, proposed that the next step;
3, queried whether to accept.
When the marketing staff of the three programs done, the next should be described for the dealer to purchase products or services of their resulting vision, and afterward activate the purchase desire of prospective distributors.
Once you capture the dealer deliberately sent the emulating message:
dealer's facial expressions: 1. nodded; 2. looking hard stare; 3. unusual changes.
dealer's body language: 1. lean along; 2. sitting by the closed and converted to open; 3. catching notes.
dealer tone words: the idea is not bad, and so on ... ...
This shows namely the conclusion of the time is mellow.
when concluded, must keep in mind: the number of concluded with the dealer and the time;
clear payment and date;
paperback collection scheme proposed, and unity;
proposed next visit timing and content of proposals.

(g) follow-up period
1. to know the distributor;
2. dealing with objections;
3. communication of friendship;
4. cash benefits;
5. obtain the next order.