This year's Double 11 made Jing酒 popular again. By 24:00 on November 11, Jingpai's internet business achieved over 4 million yuan in single-day sales across all online platforms, with more than 16,000 orders, setting a new record. Besides online sales, Jing酒 also emphasizes offline basic work. Let's see how Jing酒 conducts terminal visits.

Step 1: Preparation Every day, before visiting customers, sales representatives must make corresponding preparations. These mainly include:

  1. Check personal appearance. Sales representatives are the company's daily "brand promotion spokespersons," representing the company's image, product image, and even brand image in the eyes of customers. Therefore, a neat and unified appearance and a good mental state will greatly bring customers a pleasant mood. It is hard to imagine a sloppy and untidy sales representative leaving a good impression on customers. Sales representatives should have a clean appearance and tidy clothing. Men should shave, not have long hair, and not wear sandals or slippers in summer. Women should not wear strange clothes or dye their hair. Fingernails should be clean and not long. At the same time, the most important thing is to maintain a good mental state to face customers.
  2. Check customer information. Sales representatives should visit customers along fixed routes every day. Therefore, before visiting customers, they should check and carry the information of the customers to be visited that day, mainly including: terminal network distribution map, daily visit route table, terminal customer file, terminal visit daily report, customer service card, delivery order (order), etc.
  3. Prepare product visibility materials. Mainly include posters, price stickers, and related brand promotion activity DM, etc. Sales representatives should fully and reasonably use these visibility materials at terminals to correctly convey product information to consumers, effectively stimulate consumers' purchase desire, and thus establish a good brand image.
  4. Prepare cleaning supplies. Bring a clean cloth to help clean products on the floor stack or shelves at the terminal.

Step 2: Check Atmosphere Advertising

  1. Timely replace damaged or dirty promotional materials. After arriving at the terminal, sales representatives should first check the promotional materials originally posted or displayed at the terminal. Poorly appearing advertising materials will damage the product and brand image. Reposting new posters, price stickers, and promotional display boards at the terminal can better establish a good brand image in front of consumers and promote product sales.
  2. Check whether the advertising is posted and placed conspicuously and not covered by other items. Be good at discovering favorable positions and arranging them to improve the visual impact of promotional materials.

Step 3: Greet Customers When entering the terminal store, smile and appropriately address the owner by name or as Manager, etc., to show affinity and establish a good company image. At the same time, treat other people in the store politely. When chatting with customers, do not directly talk about ordering. Instead, have a friendly conversation to understand their business situation, and even help customers come up with ideas on how to improve their business performance and product sales in their stores. Let customers feel that you genuinely care about them, not just visiting for business reasons. Only by doing this consistently over time will it help form a positive interaction between sales representatives and customers, laying a solid foundation for a strong customer relationship.

Step 4: Product Visibility Display Product visibility display is one of the most effective ways to increase sales at the point of sale. Sales representatives should execute product display according to the actual conditions of the terminal. Mainly include: check the facing, quantity, and position of product displays on floor stacks and shelves; clean products with older dates and more dust using the cloth brought; arrange products according to the first-in-first-out principle; and strive for the best visual position and facing.

Step 5: Check Inventory After completing the product visibility display, sales representatives should count the terminal inventory in category order. Only in this way will no category be missed, and only in this way can the actual inventory of the customer be accurately counted. When counting terminal inventory, it mainly includes counting inventory in two places: display inventory and warehouse inventory. Display inventory mainly refers to products not yet sold on terminal shelves and floor stacks; warehouse inventory refers to goods stored in the terminal warehouse for replenishment. The sum of the two is the total actual inventory of the terminal.

Step 6: Confirm Sales After counting terminal inventory, sales representatives can propose order suggestions to customers based on the 1.5 times safety stock principle. Ordering according to the "1.5 times safety stock" can prevent customers from running out of stock or being out of stock under normal business conditions, avoiding business losses, and helping customers effectively use space and funds, preventing product accumulation and ineffective capital occupation. Finally, the "1.5 times safety stock principle" combined with scientific inventory turnover can ensure that the products customers provide to consumers are always fresh, thus improving the terminal image and driving sales of other products.

The calculation formula for the "1.5 times safety stock principle" is as follows: Safety stock = actual sales volume after last visit × 1.5 Suggested order quantity = safety stock - current inventory

After proposing the suggested order quantity to the customer, most customers will raise objections. Sales representatives should be good at handling customer objections and persuade customers to accept the suggested order quantity. During sales visits, sales representatives should actively recommend new products and strive for full-line distribution. If the company has terminal promotion activities, sales representatives should actively introduce the activity content and provide practical operational suggestions to customers, striving to become professional marketing consultants for customers.

Step 7: Use Customer Information to Obtain Orders After the sales visit, the salesperson should confirm the customer's order quantity again and fill in the order according to the customer's actual order quantity. The order clearly records the customer's name, address, phone number, customer type, last purchase quantity, inventory quantity, and other items. After placing the order, the sales representative should leave a customer service card at the terminal to better handle after-sales service and replenishment.

Step 8: Thank the Customer and Inform of Next Visit Time Every terminal customer is on the sales representative's planned visit route. After the visit, the sales representative should express gratitude and clearly inform the next visit time. This can deepen the customer's memory of the sales representative visiting at a fixed time, thereby helping terminal customers form the habit of receiving sales representatives at fixed times, improving terminal customer satisfaction.

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