--- title: "Wei Qing: The Eight Steps of Terminal Visits Are Not Just for Show" description: "The 'Standard Eight Steps of Terminal Visits' is a widely known sales technique that originated from major companies like Coca-Cola and Master Kong, and has been adapted by many private enterprises. Despite being dismissed by many terminal sales representatives as superficial, each step is actually designed to directly boost sales." author: "魏庆" publisher: "New Distribution" email: "zhaobo258@gmail.com" telephone: "+8615854817671" published: "2014-08-27" language: "en" canonical: "https://xinjignxiao.com/en/articles/wei-qing-the-eight-steps-of-terminal-visits-are-not-just-for-show-06c18743/" markdown: "https://xinjignxiao.com/en/articles/wei-qing-the-eight-steps-of-terminal-visits-are-not-just-for-show-06c18743.md" original_source: "https://mp.weixin.qq.com/s/iNCyjXVjmEnqrkMwh2dW5A" translation: "https://xinjignxiao.com/zh/articles/%E9%AD%8F%E5%BA%86-%E7%BB%88%E7%AB%AF%E6%8B%9C%E8%AE%BF%E5%85%AB%E6%AD%A5%E9%AA%A4-%E7%BB%9D%E4%B8%8D%E6%98%AF%E8%8A%B1%E6%8B%B3%E7%BB%A3%E8%85%BF-06c18743.md" attribution: "New Distribution — https://xinjignxiao.com/en/articles/wei-qing-the-eight-steps-of-terminal-visits-are-not-just-for-show-06c18743/" usage_policy: "https://xinjignxiao.com/ai-policy.txt" --- # Wei Qing: The Eight Steps of Terminal Visits Are Not Just for Show > The 'Standard Eight Steps of Terminal Visits' is a widely known sales technique that originated from major companies like Coca-Cola and Master Kong, and has been adapted by many private enterprises. Despite being dismissed by many terminal sales representatives as superficial, each step is actually designed to directly boost sales. **Warm Reminder: Click the '↑' above to follow 'FMCG Distributor Professional Consulting' for more marketing and distributor internal management insights.** The 'Standard Eight Steps of Terminal Visits' is a widely circulated sales technique in the industry. It originated from renowned companies like Coca-Cola and Master Kong, and later many private enterprises adapted it into 'Ten Steps of Retail Store Visits' or even 'N Steps', but the content is largely similar. Today, most terminal sales representatives from various companies dismiss this technique as superficial, thinking, 'I can still sell without following these eight steps.' In reality, this business model is highly practical, with each step containing hidden strategies that directly promote sales: **Preparation Before Leaving** Before heading out, terminal sales reps should make five preparations: where to go, what to say, what to bring (materials and products), and what to do (identify target stores). Especially the fifth preparation, 'what to do', helps reps determine the most likely stores to close deals with that day and mark them with a folded corner on the customer card. Does going out with a goal directly target sales? **Preparation Outside the Store** **Step 1 - Outside Store Preparation:** Tidy up your appearance, review the customer card, familiarize yourself with the owner's name, and reflect on the store's performance goals. You might think this is just for show, but the 'In-Store Work Reflection Model' uses the product records on the customer card to identify improvement opportunities and work goals for the store's product mix. Does this directly target sales? **Step 2 - Outdoor Work:** Check outdoor advertisements and ensure optimal display and sales. Even if you don't care about 'checking outdoor ads (tearing down competitors' posters and putting up your own)', does aligning outdoor posters with the store's main promoted products directly boost sales? **Preparation Inside the Store** **Step 3 - Entering the Store:** Greet, introduce yourself, and use the 'Ice-Breaking Model' to win communication opportunities. Think carefully about the content of the 'Ice-Breaking Model': How to get closer to the store owner? How to handle customer complaints and take orders? How to deal with 'stubborn' stores? How to handle situations when the owner is absent? Do these directly promote and increase sales? **Step 4 - In-Store Inspection:** Determine in-store work goals and growth opportunities. This step echoes the first step's reflection on the store's work opportunities, guiding reps to find growth points and work content from the five elements of terminal sales. Additionally, this step includes using the product mix analysis model to identify gaps in the store's product structure, observing opportunities for display growth, comparing profit margins between our products and competitors to consider price adjustments for growth, checking the execution of terminal promotions, finding opportunities for safety stock orders, and identifying opportunities to enhance inventory advantages. Also, doing sales-oriented in-store visual merchandising. Do these directly promote and increase sales? **Implementation Inside the Store** **Step 5 - Take Action:** Implement the work opportunities identified in the previous steps, both inside and outside the store. This step, based on the reflections from steps 4 and 1, takes concrete actions to improve the five elements of terminal sales, undoubtedly directly improving sales. **Step 6 - Speak Up:** Use the sales model to propose reasonable order suggestions. Needless to say, this directly brings in sales. **Step 7 - Share Information:** Understand market dynamics and inform about product and policy updates. Informing improves the store owner's willingness and efficiency to recommend, thereby increasing sales. **Step 8 - Confirm Order Quantity Again:** Confirm the order quantity, set the next visit time, aim for a second visit to target stores, reflect on performance, thank the owner, and leave. This step introduces and applies the concept of performance, not only increasing sales volume but also improving the quality of sales by terminal reps. Excerpted from: Mr. Wei Qing's 'Terminal Sales Bible' --- **Like this article? 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