Visit Dealer Guide

visited 5 important missions
ignorant sales staff because every visit dealers are basically 3 things: the digit of merchandise sold final month? How much money this month to return? How numerous merchandise repeatedly afterward month? This visit did not complete the task in fact, so mini help enhance sales rendition.
dealer sales staff the task of each visit, including five areas:
1. sell. This is the main task of visiting dealers.
2. market livelihood. No maintenance of the market is short-lived. Sales staff properly handle problems in the market to solve the rebuttal between dealers, rationalize the relationship between channels, to assure market permanence.
3. proposed customer intelligence. Sales to distributors and pile up their own private mark. This helps sales staff to triumph the cooperation and aid of dealers.
4. the information collected. Sales staff to reserve abreast of market conditions, monitoring tournament in the market dynamics.
5. guide the dealer. To help dealers to solve the problem, dealer sales management process to correct some errors, and to the dealer a number of practical ideas such sales are often won the esteem of dealers.
The elementary flow structure
visit
Interview preparation - adjoin 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?
▲ accessible lead to dealer's attention and interest
▲ instructions to sell more intuitive, concise and professional
▲ prevent introduction disregard
▲ improve call efficiency
▲ conclusion of rate increase
eight preparations
1. control over resources
about the company's sales plan,GHD, price plan and promotion policies, primarily 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 accustom to attract new distributors; do not understand the new products will not be able to sell new products to the dealer.
2. the next few days work plan arrangements.
sales staff to make path arranging, unified arrangements of work, rational arranging period; visit prior to departure, the thing ought be agreed in advance in order to enhance cry efficiency.
3. a clear call objective
sales staff is working to effect goals. Sales staff to visit each dealer, we absence to comprehend that their goal is to visit the dealer what? What to do in order to achieve its objectives?
visit target dealers into sales targets and managerial goals. Old dealer sales targets including the requirement to increase order quantity alternatively diversity; to the old dealer suggested not operate its existing products in the product; presentation of fashionable products; request for a new distributor orders and so on. Administrative goals contain recovery of receivables, handling grumbles, communication policies, customer comprehension establishment and so on.
general purpose of the visit
(1) introducing new products; (2) Promotion of new activities; (3) create (maintain) friendship; (4) Dunning; (5) led to the purchase; (6) to check inventory; (7) to competitive products ; (8) lobbying (outlets); (9) cash prize or commission; (10) Check the terminus normative promotion; (11) Service (product knowledge, selling capabilities, dealing with return).
4, Action reflection.
sales staff to their last visit to Reseller to make a reflection, the review base inadequacies reflect above the content:
(1) if the higher level necessitated to implement the Directive. Sales staff before each visit to review their own dealers, distributors last visit, there did not fully implement the directions of the leading? Those aspects not implemented? How to appliance today?
(2) whether the trailing of unfinished tasks handled?
(3) on the previous commitments of the distribution is dispatched? If not, why? Can this be made presently?
5, understand the dealer situation.
divided into 4 aspects: First sales; Second, the price situation; third is inventory; Fourth, dealers and the company's accounting situation.
(1) understanding of dealer sales
Only by understanding the specific circumstances of dealers in order to identify problems, for guidance.
★ products are chiefly sold to the company, profitability, products, slow-moving products? Dealers accounted for what percentage of aggregate sales, the number of competing products to sell? Understand the local 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 example, pronounced, be replaced.
★ company logo, advertising information is complete? Environment is neat, reanimating?
★ Purchasing Guide service is criterion?
(2) understand the dealer price of the situation
often chaotic muddle routinely starting from the amount, the price will lead to mart chaos perplexity. Thus, the treatment is to manage the core of the mall amount. Sales staff to manage the price, the premier dealer to administer the implementation of corporate pricing policies.
★ price comparison of different dealers. The local market prices of several dealers to behaviour horizontal approximation, 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 conduct a longitudinal comparison, to understand price activities.
★ purchase price and retail price comparison. As the price of undertaking policy is not uniform, the purchase price of many different distributors, sales personnel should pay attention to view the dealer's purchase price and the retail price is.
★ understand the price of competing products. The price of competing products subject to change in time feedback to the company.
(3) understand the dealer inventory
dealer's inventory,GHD IV Styling Set, not merely accurately reflect the dynamics of sales markets in which dealers and distributors can mainly test the company or the effectiveness of marketing tools, to decide whether competition in the provision of invaluable data.
★ inventory percent of sales. Understanding of their inventory, sales, how much? Analysis of inventory is what ratio of sales? In order to identify market problems. If the inventory is too cheap a percentage of sales, may be empty of, in the absnece of; if the proportion is too large, indicating that the backlog of product orientation, sales staff will help dealers to digest inventory.
★ inventory accounted for the proportion of their products. To see their products in the dealer share of stock. Treasury and chief knot up dealers, is selling the iron decree.
★ which products flow faster, which slowly. Because different chapters of the market situation, the company's sales in assorted category are also different. Look what dealers are selling fast species, which are selling slowly, dealers can make sale of the guidance information.
★ inventory levels, without premonitory changes in species. Understand the recent period, the distributor of our products have anyone number and variety of inventory changes, control sales dynamics.
(4) to understand the situation of distributors and the company's accounts
reduce payment risks, so that an of their own sales staff.
★ BEDDING dealers control the quantity, check number of dealers actually spread the bottom,GHD Red Straighteners, and the number of parallel.
★ dealer has a written confirmation of payment is not stable, the number of advances and receivables.
★ cleared up problems left by history, clear debts, made dealing with construction.
★ regular physical check dealer accounts together, and do immediate price point when the library.
6, finishing a good private picture. Sales staff via good private picture exhibited to the dealer and corporate brand image.
7, with always the required sales tools. Those who can enhance the sale of information, sales workers should be brought.
dealer sales staff in the call, if the use of sales tools, can decrease 50% of the labor costs and improve the success rate of 10%, 100% mushroom in sales of quality.
sales tools, including:
2 catalog;
2 has been concluded and put into use dealer catalogue;
2 and company picture scrapbook;
2 maps;
2 cards;
2 dealers file;
2 calculator;
2 notes utensils;
2 latest price menu;
2 visits with corporation logo awards;
2 blank
8, psychologically prepared. Make all-out preparation, muster the self-confidence. For different customers, the devise may be difficult to advance, the motif of ​​different management usages.

(b) contacting phase
A, opening
effortless to understand, easy, innovative ideas and less repetition.
B, opening way
straight to the point, praise-style, quaint type, warm-type (welcoming), the apply type.
Note contacting phase

A, the first sentence is important: The first sentence is often based contacts have delineated a framework to create an atmosphere.
B, the applying of vision: understanding the propriety eyes, pay care to the heart of attention.
C, a good start: a agreeable, assured, and build the theme, plenty of time.
D, may face difficulties: long, silent, negate, unclear purpose, wrong experiences, time constraints.
(c) inquire stage
exploratory questions: questions to each other.
inquire about the purpose of: A, gather information B, found that demand for C, control call D, to promote participation in E, to improve communication.
ask 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, 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 ambition to invest you with a useful message;
when you want to change the topic
benefits: soon made clear points;
determine each other's ideas;

disadvantages: fewer file, more problems,

open questions
open questiin time: When you want to talk out when the dealer;
When you want dealers to provide you useful information;
while you want to change the heading.
benefits: When the dealer is not aware of the leading talks;
let dealers believe that he is the protagonist of the talks;
atmosphere of harmony.
disadvantages: the need for more time, require dealers to talk too much, the feasibility of losing the theme.

assuming ended questions
Assuming ended answers
time: When you hope to specify the true thinking of dealers:
when you want to help Italy when the dealer annotated.
benefits: to clarify the true analytic of dealers;
can accurately paraphrase;
language tactful, polite.
disadvantages: with the individual's subjective consciousness.

(d) show phase
1, clear distributor needs;
2, showing the purpose of visit;
3, professional import FFAB, dealers persist to guide or to meet the demand.
FFAB is:
Feature:: the characteristics of the product or solution;
Function: feature occasioned along specifics;
Advantage: The advantage of these features;
Benefits: the benefits of these avails.
Before the import FFAB
should diagnose the needs of the proportion of dealers, arranging products, sales focus, and then expand the FFAB. The commencement of FFAB should be easy to say the product features and functions, to avert using the term difficult,GHD MK4 Kiss Straighteners, by reference to its values and the common interests of the dealer can accept, to the advantage of enabling dealers to do their own synopsis. Here,GHD IV Straighteners, 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) handle with objections
1, What is the distributor of the opposition?
2, what namely backward the against?
3, even when dealing with objections.
4, the dealer into a
deal objections methods: the face of dealers doubt, make nice 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 increase, not fully recognized dealers actually joined into the content;
C. When the dealer bargain, you should use department, accentuated that the products quit the dealer unit profit;
D. When the sale human do their own cost inquiry, the use add, acid you give yourself room for how much.
(logo) transaction (conclusion) stage
1, create on the progress.
2, multi-restrictive questions.
3, the direction in time into the compact.
4, requirements necessary to validation the terms.
program: requires a commitment to enter into business relationships with
1, repeat the interests of dealers;
2, proposed that the next tread;
3, asked whether to accept.
When the marketing staff of the three programs done, the next should be narrated for the dealer to purchase products or services of their resulting vision, and ultimately motivate the purchase desire of prospective distributors.
Once you arrest the dealer accidentally sent the following message:
dealer's facial expressions: 1. nodded; 2. seeing hard gaze; 3. uncommon changes.
dealer's body language: 1. lean forward; 2. sitting by the closed and converted to open; 3. taking notes.
dealer intonation words: the idea is not bad, and so on ... ...
This shows that the conclusion of the time is ripe.
when concluded,GHD Red Butterfly 2011, must keep in mind: the number of concluded with the dealer and the time;
explicit payout and date;
writing collection scheme proposed, and accordance;
proposed next visit timing and content of propositions.

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