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Four Chronic Problems in Salesperson Management
1. Nepotism. This is the most common mistake made by family businesses that start from scratch. Individual bosses who start from scratch find every penny hard-earned, so 'reliability' naturally becomes the highest standard for selecting talent. Who is most reliable? Of course, family members. Thus, in such enterprises, the promotion of salespeople becomes a showcase for peripheral relatives, whether distant relatives, close neighbors, or fellow townspeople. When a company promotes salespeople not based on their own abilities and market performance but on kinship, the result is that excellent salespeople do the work while trusted salespeople hold the positions.
New Distribution21 Classic Business Rules from a Grassroots Boss
1. Persist in watching CCTV-1's News Broadcast. To grasp the economic situation, you must pay attention to the political situation. The News Broadcast, with its pictures and text, is indeed the best barometer for Chinese businessmen. You can skip financial reports or Focus Interviews, and even ignore events like 9/11 or the Middle East situation if you're not in oil or foreign exchange. 2. Don't easily trust agreements or contracts, even if your lawyer has reviewed them and they are notarized. Even after your client has deposited money into your designated account, you must confirm whether you can actually withdraw and use the funds. Don't believe any oral promises or explanations outside the contract that involve conflicts of interest, and don't dwell on them until the other party fulfills their promises, regardless of who they are.
New Distribution15 Techniques for Salespeople to Close Deals Quickly and Effectively
To close deals with customers and achieve sales goals, different closing strategies should be adopted based on different customers, situations, and environments to maintain the initiative and complete transactions as soon as possible. When attempting to close, once the closing opportunity is grasped, the negotiation should be concluded early. Even if the customer is still hesitant, it doesn't matter; as long as their purchase desire is strong, encourage them to buy, and the chance of closing remains high. The following introduces 15 closing techniques that should be flexibly applied to different customers.
New DistributionProducts Not Profitable? Want to Raise Prices but Fear Losing Customers? Here Are 6 Tips!
If you're in retail, raising prices is relatively easy—just swap out old price tags for new ones. But in other industries, price increases can have a bigger impact. Here are several methods to make the process smoother: 1. Increase services alongside the price hike to shift focus; 2. Keep prices but reduce quantities to boost margins; 3. Bundle products to mask price increases; 4. Introduce new service options at higher prices; 5. Adjust or eliminate early payment discounts; 6. Provide clear explanations for unavoidable increases. Additionally, consider indirect price cuts by reducing costs.
New DistributionDeep Dive: How Malaysia's Richest Man Robert Kuok Monopolized China's Edible Oil Market?
This article from New Fortune Magazine reveals how Robert Kuok, Malaysia's richest man, strategically entered and dominated China's edible oil market since the late 1980s. By leveraging his family's strengths in raw materials, capital, technology, and management, he used a two-pronged approach: establishing Kerry Oils & Grains to focus on refining and sales, creating brands like Arawana that now hold over 50% market share, and forming Yihai Group with ADM to dominate soybean crushing, becoming China's largest grain and oil processor.
New DistributionSales Manager Management Guide
This article discusses the management philosophy of marketing managers, emphasizing efficiency through simple execution, avoiding bureaucracy, and effective use of personnel. It also provides a detailed framework for evaluating sales managers, including five key indicators and a balanced approach to results and processes.
New DistributionCreative Opening Lines from Top Salespeople
Before talking with a prospective customer, a salesperson needs an appropriate opening line. The quality of the opening can almost determine the success or failure of the visit; in other words, a good opening is half the battle. Top salespeople often use the following creative opening lines.
New Distribution10 Specific Implementation Methods and Control Points for Trade Promotion
The effectiveness of a company's promotion is determined by two main factors: accurate promotion (using the right promotion method at the right time and market environment) and thorough execution (detailed arrangement and actual implementation of each step). For new product launches, trade promotion is a powerful tool to encourage channel merchants to stock and display new products. This article details ten common trade promotion methods for new product launches, including dealer order conferences, price discounts, sales contests, wholesaler purchase bonuses, and more, along with their execution details and control points.
魏庆老师A Discussion on Xiang Piao Piao's Strategic Missteps
Xiang Piao Piao, once the leader and pioneer in the milk tea industry, has made strategic errors in expanding its product category, missing out on bottled formats and summer sales, deviating from consumer needs, and failing to upgrade the category, threatening its growth.
林树林101 Methods of Decision Management
Decision-making is a vital part of life. Decision-makers are those responsible for making judgments, typically choosing among two or more options. This book guides you through the entire process of effective decision-making, from initial deliberation to final implementation. Suitable for both new managers and seasoned executives, it offers insights into generating new ideas, predicting and assessing risks, and handling personnel issues. Additionally, a self-assessment quiz at the end helps you evaluate your own decision-making abilities...
New DistributionWeak Regional Markets Need 'Crazy' Marketing Teams
With the support of aircraft and artillery resources, one is air-dropped alone onto a war-torn base, surrounded by ruins and desolation, self-appointed as a 'scout', seeing only the 'old, weak, sick, and disabled' left behind. Marketing personnel responsible for weak markets will surely have such feelings and memories: internal and external troubles, with external clients lacking enthusiasm, low cooperation, poor profitability, slow product movement, no click-through rates, chaotic pricing, and internally a stagnant sales team with scattered morale...
朱朝阳How Should County-Level Distributors Be Managed?
For manufacturers, issues like county-level distributor instability, poor market operation capability, and low loyalty are common topics. However, these problems also occur with prefecture-level and provincial-level distributors, and current county-level distributors are essentially early-stage prefecture-level distributors. As for solutions, countless experts have repeated the same few approaches for over a decade without progress, leaving the root problems unresolved.
潘文富The Sunflower Seed Theory: Using Small Incentives to Motivate Employees
As management consultants, we often hear complaints about difficult subordinates, but in most cases, the root cause of inefficiency and unmet goals lies with the managers themselves. By analyzing the simple act of eating sunflower seeds, managers can learn to break down tasks, provide timely rewards, and acknowledge achievements to motivate employees effectively.
New DistributionShuanghui Hit by Rumor: Are Ham, Bacon, and Sausages Really Highly Carcinogenic?
A viral claim on Chinese social media that the World Health Organization (WHO) classifies ham, bacon, and sausages as carcinogens on par with arsenic is based on a misinterpretation of a WHO report. The WHO's classification refers to the likelihood of causing cancer, not toxicity, and moderate consumption does not guarantee cancer, but reducing intake is advisable.
New DistributionLiu Wenxin: How Should the Marketing Department of a Traditional Enterprise Embrace Internet+?
Since last year, the internet has become a theme across industries, with everyone practicing and exploring, but drawing different conclusions based on their experiences. Based on my understanding and two years of practice, especially recent efforts to introduce Internet+ to an agricultural enterprise, I share my thoughts: the internet is not a complete tool nor a complete disruption; it requires a user-centric approach and practical integration into traditional business operations.
刘文新101 Secrets to Motivating Employees
In today's increasingly competitive business environment, having a motivated workplace is crucial for any organization seeking good performance. Therefore, learning how to motivate employees becomes an essential task for managers. This article provides 101 secrets to motivating employees, explaining in detail all important motivation techniques—from analyzing employees' different needs and inducing motivation to using various techniques and training to increase job satisfaction.
New DistributionCounterattacking Internet+: A Dialogue with Business Magician Lao Shen
Business magician Lao Shen discusses how distributors can leverage Internet+ to break through. With rising costs, blocked distribution, and customer loss, the FMCG industry faces a harsh winter. On November 6, a heavyweight dialogue among 100 elite distributors seeks to find a way out, offering a free course valued at a million.
New DistributionP&G's Eight Principles and Methods for New Product Launch
In China, on average, two new products are launched every hour, and at least two products exit the market every hour. Whether it's a company with over ten billion in scale or a small workshop starting from scratch, new product launches are always a necessary path for enterprise development. New products carry hope and future, but once they fail, the cost is extremely heavy. According to statistics, in China, the average success rate for new product launches is below 5%, the typical duration of a new product is about nine months, and the average loss per launch is 15 to 50 million RMB...
New DistributionYou Too Can Become an Expert! Building a New Type of Distributor Organization with Core Competitiveness
Due to manufacturers' flattening strategies and the growth of modern trade channels, traditional distributors face unprecedented pressure. Transformation and growth are urgent, but many distributors see only difficulties and lack direction. By identifying their core competencies and becoming experts in areas like product mix, pricing, channel management, market research, and logistics, they can thrive and secure their future.
New DistributionHow Can Manufacturer Sales Reps Get Dealers to Dare to Invest?
For most manufacturer sales reps, getting their dealers to spend money is often harder than climbing to the sky. Dealers are usually cautious about investing in local brands, markets, and especially terminal activities. They either stay put, pay lip service, or only invest after seeing the manufacturer put in money. The key to getting dealers to invest willingly is to use the 'big benchmark, on-site meeting, and resource integration' approach.
韩锋The Winter of Management
Behind technology lies ideology. From the Mongol cavalry's defeat at the Battle of Balqiao to the rise of modern management, this article argues that the internet is a technological revolution that will challenge and transform classical management theory, ushering in a new spring through technological insight and design thinking.
刘东畅Excellent Managers Use Ordinary People to Train a First-Class Marketing Team
A quote from Mao Zedong Thought provides strategic and tactical guidance: our strategy is to 'fight one against ten,' and our tactics are to 'fight ten against one,' which is one of the fundamental laws for defeating the enemy. This tells enterprises how to divide and concentrate forces when competing for markets, and when to do so, which is the principle for cultivating marketing organizations and teams. From this perspective, it determines what marketing platform and organizational model to build during the process of dividing and concentrating forces. Most enterprises' marketing teams operate as lone wolves, with each salesperson having their own territory, leading to a lack of centralization. Therefore, it is necessary to build a first-class marketing team from two aspects: establishing a marketing support platform and breaking down actions to simplify complexity.
刘文新What Is Performance Management? It's About Dividing Fish Among Cats!
A master asks his cat to catch mice, but the cat fails, explaining that it runs for a meal while the mouse runs for its life. This illustrates a typical performance management problem. The master then adjusts rewards and systems, but faces ongoing challenges, highlighting the complexities of performance management, compensation, team collaboration, and long-term incentives.
New DistributionCommon Misconceptions of Distributors in Managing Veteran Employees
Veteran employees are either a company's asset or its biggest adversary, depending on whether the boss has been harmed by them. While some bosses value veterans for reasons like loyalty, responsibility, familiarity, and experience, these reasons often reflect one-sided thinking. This article debunks six common rationales, urging bosses to view veteran employees objectively and manage them with rational analysis rather than sentiment.
潘文富