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3961 articles · Page 157 of 166
How Can New Sales Representatives Win Business?
New sales representatives often wonder how to win business. Based on personal experience, the author introduces key principles: become an expert, be confident, care about customers, don't fear rejection, persist, respect customers, and be loyal and dedicated.
王洪东20 Rules of Enterprise Management That Distributors Must Know
This article outlines 20 key management principles for distributors, covering sales growth analysis, expense control, payment collection, product assortment, inventory management, and relationship building with sales representatives, among others. It emphasizes the importance of systematic management and data tracking for sustainable growth.
New DistributionDistributor Bosses: How to Avoid Becoming the Target of Salesmen's Complaints
Distributor bosses often complain that despite offering competitive wages and benefits, their salesmen still grumble about hard work and low pay, accusing bosses of caring only about profits. To grow the business, bosses must address conflicts with salesmen, listen to their complaints, and improve management practices to enhance team cohesion and operational efficiency.
New DistributionHow to Build an Excellent Sales Team – The 12321 Principle for Building an Excellent Team
This article discusses the challenges of recruiting and building an excellent sales team, proposing the 12321 principle as a solution. Based on a basic 9-person team structure, the principle suggests one leader, two elites, three average performers, two trainees, and one flexible member, emphasizing that a team does not need to consist entirely of elites to be effective.
谢准备Why Telling Your Subordinates 100 Times Doesn't Work
A boss complains that despite constant reasoning and meetings, employees still make mistakes and leave. The article argues that management should focus on changing habits rather than thoughts or feelings, as habits are shaped by deeper subconscious patterns. True change requires persistent effort and self-cultivation by managers themselves.
New DistributionThe Art of Hiring and Managing People in Enterprises
Many managers hope to hire the best employees to boost sales, but this ideal often leads to mismatches and problems. To maximize effectiveness, managers should select people who want to work, use those who can work, and teach everyone to follow standardized processes.
New Distribution5 Consumer Behavior Patterns of Store Shoppers
This article outlines five consumer behavior patterns observed in retail stores, helping businesses tailor their marketing strategies to increase sales.
谢准备How Distributors Should Deal with Manufacturers' Sales Representatives' 'Extortion'
Distributors often encounter arrogant manufacturer sales reps who exploit their positions for personal gain. This article offers strategies for distributors to handle such 'extortion' while maintaining a cooperative relationship, based on the experience of Manager Yuan, a seasoned distributor.
New DistributionLanchester's Law: The Winning Marketing Strategy
Lanchester's Law, originating from the British engineer F.W. Lanchester, was initially developed from his analysis of aerial combat and later applied to marketing strategy. It provides principles for resource allocation, market share targets, and strategic positioning for both weak and strong competitors.
New DistributionWhat to Do When Facing Pressure from Manufacturers to Stock Up?
A distributor in Shanxi recently complained about product backlog after venturing into snack foods. This article analyzes the causes of snack food inventory buildup and offers practical solutions, including market research before ordering, strict inventory control, and strategies to clear excess stock.
New Distribution5 Small Habits to Help You Become an Excellent Communicator!
This article offers five practical habits to improve workplace communication, such as replacing 'but' with 'maybe,' sticking to facts, avoiding defensive stances, using silence strategically, and actively engaging with others' perspectives. These tips aim to help professionals communicate more effectively and build better working relationships.
New DistributionKey Points for Bosses in Selecting Talent: Three Tips to Spot the Right Person!
How can bosses identify and select talent during recruitment to reduce the risk of choosing the wrong manager? This article offers practical advice based on years of experience, focusing on three key aspects: the candidate's experience, their ability to articulate insights versus mere eloquence, and their tenure in previous positions.
New DistributionWhat Age Group Is Suitable for Sales?
This article discusses the appropriate ages for different types of sales roles, categorizing them into efficiency-based and effectiveness-based sales, and provides insights into the optimal age ranges for each, aiming to improve recruitment accuracy.
王建Distributors: What to Do When Terminal Products Are Unsellable
When terminal products become unsellable, all marketing participants—manufacturers, marketers, and distributors—should take responsibility, investigate the market, and find solutions rather than blame each other. This article explores various causes and remedies, including issues with people, product, price, channel, regional habits, and promotion.
王洪东How Distributors Can Overcome the Challenge of 'Further Development'
Under the trend of channel flattening, distributors with already squeezed profit margins face even tougher conditions, struggling to increase sales and expand due to strict regional restrictions. This article, based on the experience of marketing expert Wang Huanzhi, analyzes common growth methods, reasons for failure, and solutions to help distributors break through bottlenecks and achieve sustainable growth.
New DistributionAssessing Route Staff Performance Management Through a Market Report
As more companies adopt intensive market cultivation, many lose control over route management, especially in mature markets without new product launches or performance pressure, leading to terminal sales reps being unsupervised. This article uses a meat product company's inspection report to illustrate how to conduct effective route inspections and performance assessments.
New DistributionFour Tactics for Breaking into County and Township Markets: Product Breakthrough, Rapid Distribution, Defeating Competitors, and Stabilizing Profits
In the new era of competition, going downstream and intensive cultivation have become the main themes of marketing, making county and township markets increasingly important. Whoever can win consumers in the shortest time, with the fastest speed and best methods, will be the winner in the future market. As many companies shift their market focus downward, county-level distributors are becoming more important and irreplaceable, and their market operations can directly determine the fate and future of the enterprise.
New DistributionIf You Were to Start Your Own Business, Would You Know These Tricks?
As advertisers or marketers, we often wonder what we would do if we started our own small business. This article tells the story of a newspaper-selling old man who used clever marketing strategies to succeed, proving that there are no backward industries, only backward thinking.
New DistributionHow to Present Your Product and Solution During the Sales Process?
In sales, presenting your product and solution is not just about talking; it's about how you say it and what the customer hears. This article outlines two principles and two logics to follow, emphasizing a customer-centric approach, and introduces a scenario-based presentation technique with a detailed example of selling a car with ESP.
New DistributionThe 6P Explosive Marketing Model
Successful enterprises all have a successful marketing model that helps them avoid price wars and find a dynamic, fast-growing, and replicable approach. The 6P Explosive Marketing Model, which includes precise positioning, differentiated products, focused advertising, precise market strategy, innovative investment promotion, and effective terminal forms, is such a model.
New DistributionA Major Shift in Distributors' Approach to Talent!
Manufacturers often believe distributors don't know how to use talent, citing nepotism and lack of management systems. However, when distributors attempt to reform, they may face severe consequences, as illustrated by several cautionary tales.
New DistributionQuenching Thirst by Thinking of Plums: Bringing Customers into Familiar Scenarios
This article explains the scenario-based introduction method in sales, using the classic story of 'quenching thirst by thinking of plums' to illustrate how to engage customers by relating product features to their familiar work or life situations. It provides a step-by-step guide and key points for effectively applying this technique, using the example of selling a car's ESP feature.
New DistributionCustomers Don't Want Features, They Want Benefits
This article explains the FAB (Features, Advantages, Benefits) method for selling products, emphasizing that customers buy benefits, not features. It provides examples of how to apply FAB effectively by first understanding customer needs and then linking features to specific benefits.
New DistributionHow Much Channel Dividend Is Left in China?
China's economic miracle benefits from the demographic dividend, while the miracle of Chinese enterprises benefits from the channel dividend. The channel dividend, which is exclusive to Chinese companies, has been largely overlooked, but it explains how weak local firms could grow rapidly against multinational giants.
刘春雄