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The 10 Most Time-Wasting Things in Sales!
This article lists the top 10 time-wasting habits for salespeople, including being late, failing to close sales, inadequate preparation, ignorance, unconfirmed visits, poor routing, unnecessary perfectionism, distraction, fatigue from overwork, and lack of ambition. It emphasizes the importance of preparation, focus, and maintaining a healthy work-life balance to improve sales efficiency.
New DistributionAs Weather Warms, How to Arrange Beverage and Food Displays? Remember These 9 Characters!
This article provides nine key principles for product display in retail stores, emphasizing quantity, concentration, ease, completeness, cleanliness, association, timeliness, brightness, and color coordination to enhance store image and boost sales.
New DistributionWhat Gives a Sales Manager the Right to Be Obeyed? 15 Lessons from a 10-Year Veteran!
Managing salespeople effectively has no fixed rules, but there are basic principles. A good sales manager must know the business, understand the market, build relationships, set clear goals, and lead by example. The key is to adapt to changing circumstances and treat management as a service, not just control.
New DistributionHow to Effectively Control and Avoid Market Returns
Returns occur in any product, due to quality or market reasons. Market-related returns include: poor sales efforts leading to slow distribution and expired stock; secondary wholesalers mishandling inventory; and retail outlets with expired products due to inadequate maintenance. To control and avoid these, enforce first-expiry-first-out, quickly distribute new products, clear near-expiry stock via promotions, and ensure thorough daily checks by sales staff.
段杨Deep Dive into JD's New Channel: How Should Manufacturers Respond to This Sweeping New Model?
JD's New Channel initiative is poised to fundamentally reshape China's FMCG distribution landscape. This article analyzes its business model, advantages, disadvantages, and the strategic responses manufacturers and distributors should consider.
赵波A person's earnings: 12.5% from knowledge, 87.5% from relationships.
In your 'life bankbook,' besides money and professional knowledge, how many connections do you have? How strong is your 'network competitiveness'? A Stanford Research Center report concluded that a person's earnings come 12.5% from knowledge and 87.5% from relationships. This data may shock you. In Taiwan's securities investment circle, Yang Yaoyu is a case of maximizing network competitiveness. Having left the workplace a year ago, he serves as a financial advisor to friends and as a director of five electronics companies. It is estimated his net worth is nearly NT$100 million.
New Distribution7 Simple Terminal Visit Tips Summarized by Sales Elites: Classic, Practical, and Better Than a Hundred Trainings!
This article shares seven practical tips for terminal visits, including stating your purpose directly, standing out to gain attention, reading the customer's mood, identifying the right contact, highlighting benefits, breaking through resistance, and maintaining a positive attitude. These tips are based on real-world sales experience and are designed to improve visit effectiveness and build better customer relationships.
New DistributionBoost Sales in Peak Season: Up, Up, Up!
To significantly increase peak-season sales, companies must not only work hard in the off-season but also excel in the peak season. This article outlines a three-stage approach: 'Fill the Channels' (ensuring maximum distribution), 'Add Fuel to the Fire' (shifting from trade promotions to brand building), and 'Add Flowers to the Brocade' (focusing on consumer promotions and terminal execution).
New DistributionThe Story of a 'Foolish' Salesman Earning 20,000 Yuan a Month
A client of mine entrusted a salesman with important tasks, and he took on the toughest challenges, handling slow-moving and recalled goods. The client said, 'This salesman isn't cunning, but I'm willing to pay him 20,000 yuan a month. He's been promoted from basic sales to professional manager. What I value is his diligence, persistence, and character.' Here's how he cracked the hardest nuts.
魏庆What Kind of Salesperson Do Supermarket Buyers Like Most?
Manufacturers and suppliers, especially in FMCG, must deal with supermarkets and hypermarkets. Salespeople need to sell themselves before selling products. Buyers prefer salespeople who are highly trustworthy, professional, well-organized, methodical, and able to build personal rapport.
New DistributionAfter Product Distribution, Learn Step by Step How to Achieve Sell-Through!
The most direct and important indicator of a distributor's performance in operating a product is the terminal sell-through after distribution. Since the terminal is the final point where consumers decide to purchase and the ultimate realization of the distributor's profit, solving the terminal sell-through problem is crucial for increasing sales, especially in the competitive baijiu industry.
New DistributionEight Reasons Why Salespeople Have No Customers
1. Having too few potential customers. Customers are the ones who place orders with salespeople; the more customers a salesperson has, the more solid the foundation of their business. Top salespeople can continuously sell products because they have a sufficient number of customers. Research shows that salespeople with poor performance have few customers because they often make one or more of the following three mistakes: (1) not knowing where to find potential customers; (2) not identifying who potential customers are; (3) being too lazy to develop potential customers.
New DistributionSales Notes: My Terminal Sales Rep Was Counter-Marketed!
Sales reps should learn to assess whether a store's business has prospects before investing resources, especially for restaurants. Many restaurants close within two months of opening, and blindly investing for metrics like distribution rate will only hurt yourself.
陈波Master the Golden Rules and Data of Terminal Display to Not Lose Sales at the 'Final Kick'!
As the 'final kick' of sales, product terminal display is a highly technical practical operation. The following key points are intended to help improve the professional level of frontline staff and store efficiency.
New DistributionUnderstanding Distributors Through the 'Six Types' of Supermarket Merchandising by Salespeople
As living standards rise and the consumer market grows rapidly, competition in the FMCG industry has become intense, and market operations have entered an era of precision. The standard for market excellence has shifted from sales volume alone to terminal performance, including distribution rate, image promotion, pricing system, and terminal display. Especially terminal display, as almost all FMCG manufacturers now recognize that supermarket and terminal store shelves are where products intimately interact with consumers, leading to a vigorous 'enclosure movement.'
刘连喜How to Leverage Company-Invested Funds to Make Outlets Both Productive and Attractive?
Marketing has three transformations: terminal media, sales communication, and PR implementation. These are the three basic principles for FMCG marketers to operate retail stores and create point-of-sale visual merchandising. With increasingly fierce market competition, achieving these requires good customer relationships and sufficient market funds, but almost all salespeople feel funds are insufficient no matter how they save. Jinmailang's chairman, Fan Xianguo, once joked: "If I give away 2 jin of beef with every pack of braised beef noodles, what do we need marketers for?" Indeed, a marketer's value lies in maximizing sales with minimal market resources. This article focuses on how to effectively use market display funds to enhance terminal visual merchandising, addressing common problems and offering solutions such as empowering frontline salespeople, motivating store owners, and third-party verification.
张宇20 Thoughts on Channels
Yunlian Channel Thoughts No. 1: Conceptual Understanding. A channel, as the name implies, is a pipeline or connection. What does it connect? One end is the manufacturer or brand owner (sometimes they are different entities, such as in OEM and ODM arrangements), and the other end is the consumer. In the connecting pipeline between these two points, there are countless stories, forms, models, and personalities, which we will gradually consider. The first issue encountered is what is being connected. Generally speaking, the entire process and all links of physical products flowing from the manufacturer to the final consumer are called channels, hence the emergence of various classifications and terms such as agents, wholesalers, secondary wholesalers, deep distribution distributors, terminal retailers, KA retailers, traditional grocery stores, special channels, closed channels, youth channels, entertainment channels, township channels, and so on, which we will analyze slowly in the future.
韩秀超Terminal Sales: It's All About Position Warfare
Terminal market, the very end of the sales channel, is where products meet consumers and where sales are clinched. With limited display space and varying display positions, terminal display resources become a battleground for competing brands. This article explores strategies for securing prime display positions, the principles of effective display, and the importance of terminal brand building.
刘连喜Eight Most Effective Terminal Distribution Methods in the Eyes of a Gold Medal Regional Manager
The fourth session of the Wine Industry 'Internet' Conference, Hunan Summit, is about to open. At this meeting, you will hear: Wang Chaocheng's first talk on wine e-commerce models; Yijiupi COO reveals the new wine industry model that achieved 1 billion in one year; and free Weijiu visit-sales management software! Time: August 22-23. Location: Jinyuan Hotel (No. 279, Section 2, intersection of Furong Middle Road and Linzi Middle Road, Changsha). Scale: about 400 people (free accommodation and meals provided). Registration: click the 'registration link'.
酒业第一新媒体How to Plan Territories (Routes) for Sales Representatives?
A sales territory is a group of existing and potential customers assigned to a salesperson, sales department, distributor, or dealer for a certain period. A good sales territory consists of consumers who are able and willing to pay. Factors to consider when designing a sales territory include clear objectives, boundaries, and market potential. The process involves selecting control units, determining basic territories, and arranging visit routes.
New DistributionDistribution in County and Township Markets: To Distribute Goods Well, First Distribute 'Hearts'
Salespeople often encounter awkward situations during distribution: first, county and township distributors are increasingly picky, making it harder to accept new product distribution, sometimes failing entirely; second, even if products are placed on shelves out of respect for the dealer, they don't sell and gather dust. In actual market operations, such cold receptions are common. Distribution is the prerequisite for FMCG, especially new products, to enter county and township markets and successfully achieve the 'daring leap from commodity to money.' But why do these strange phenomena occur—products not being distributed, or even if distributed, not selling?
崔自三Unblocking Distribution Channels Before Spring Festival to Skyrocket Terminal Sales
With one month to Spring Festival, it's the best time to push for sales. Teacher Jiang Meng shares dozens of methods to unblock channels and boost terminal sales, including emotional marketing to channel partners, optimizing distribution structures, and enhancing terminal displays.
江猛Channel Operations in Three-Character Verses
To help channel supervisors quickly get into work and make it easy to remember, Shengchu Consulting has compiled the following key points and methods for various channel operations based on years of experience. The content covers county-level supervisors, distribution channels, supermarket channels, tobacco and liquor stores, catering channels, and group buying channels, with mnemonic verses for each.
盛初团队No Customer Relationship, No Sales Volume?
Good customer relationships can create greater sales. Terminal customer relationships are more important than competing for terminals. Without good terminal customer relationships, various terminal tasks are difficult to carry out, and some terminal investments may not yield results. Good customer relationships can maximize the benefits of terminal investments and have direct promotional power. With good customer relationships, it's easier to achieve twice the results with half the effort, such as terminals being willing to recommend your products to customers.
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