What Are the Different Types of Sales Representatives?

Business management courses and management bestsellers define channel sales as sales that use channels as a form of sales, mainly referring to how to develop and select distributors, the daily management of distributors, how to assist distributors in marketing, daily maintenance, etc., and can be based on The change of the market proposes a corresponding 5P strategy, which effectively stimulates the sales process of dealers growing together.

Channel Sales

Business management courses and management bestsellers define channel sales as sales that use channels as a form of sales, mainly referring to how to develop and select distributors, the daily management of distributors, how to assist distributors in marketing, daily maintenance, etc., and can be based on The change of the market proposes a corresponding 5P strategy, which effectively stimulates the sales process of dealers growing together.

Chinese name

Channel Sales

Object

Purchaser

Types of

the term

Content

How to develop and select the management of dealers

Channels are equivalent to channels and aisles, and are carriers for connecting and carrying products and services.

At both ends of this carrier can be enterprises-dealers, agents, wholesalers, large retail terminals;

Can also be a district

We know that dealers are in a market, have sufficient social relations, have a sound sales network, and have a market-tested sales force. His short-term interest is to make money, and his long-term interest is to develop. The goals are different from those of manufacturers. So what means does the company have to "control"

Channel sales skills I. Emphasize market demand

In the process of sales, many channel sales representatives often emphasize the price and profit without giving a serious introduction to the market demand of the product, which has led to the launch of new products, low demand for channel vendors, or unwillingness to sell more products model.

Customer: Your product model is not the best. Why should I buy it?

Salesperson: Not every brand or specification is the best of its kind, but every brand or specification produced or launched by us can really bring you business and profit growth. The sales volume of the XX brand is quite large, and each of the specifications is adapted to certain needs of consumers. Please keep this in mind: you have many types of customers. He may be from a large family, maybe single, or Are elderly, but you must do your best to attract 100% of your customers. You should be sure of this: every specification launched by XX has been verified and found to truly meet consumer needs, and this specification is also supported by XX's strong advertising support. (First introduce the products, prices, etc. after meeting the market requirements)

Channel sales skills 2. Good at using sales props

Every day, channel dealers hear the introduction of products and markets from different businesses, and each sales representative blows their own products. How to stand out in the joint sales of many businesses, this requires the use of props as lubricants for our sales. In the actual sales process, we must learn to use some newspapers, books, reviews, evaluations and other aspects that are beneficial to the company as a powerful argument in our sales process.

Channel sales skills III. Good at using competitors for comparison

In Sun Tzu s art of war, there is an introduction: Know yourself and know yourselves, and win every battle. Shopping malls, such as battlefields, must have a good understanding of competitors if they want to win in the competition. Many manufacturers and sales representatives only research the differences between this product and competitors. But in the process of channel sales, channel vendors are more concerned about how much money the product can make. If the sales representative insists on emphasizing the difference between the product and the competitor, the key point of the problem is often missed. So, since we don't pay attention to the comparison of product competitors, how to understand the phrase "good at using competitors for comparison"? Here, when we compare with competitors, we mean to use the competitors of the channel vendors to compare with the channel vendors from the perspective of the channel vendors.

Customer: For this new product, I don't want to buy it immediately.

Salesperson: Boss, the survey shows that when consumers find that the product they want is out of stock, more than 40% of consumers or delay their purchase, 60% go to other stores to buy, whether you are willing to lose your profit and Let it go to your competitors? I think every store is different, but what you should be interested in is that the product opposite you is operating this product, and this product has increased the business of that store by X%. (Combined with the second point of sales props, take out the data of a certain merchant to purchase)

Channel sales skills4. Good at using survey data

We often hear some sales representatives say at the meeting: "Without investigation, there is no right to speak." Investigations are not only the basis for our decision-making on various market forecasts and promotions, but also can be used as an auxiliary to our sales tool.

Customer: I test-market one of your advanced products and sell it to other models.

Salesperson: Boss, our market survey results show that the sales ratios of the three specifications are: X%, Y%, Z%. If you only enter this specification, you can only get X% of the business volume, and if you can enter all three specifications, you will get 100% of the business volume. (Prove the data of the survey)

Channel sales skills V. Good at seizing opportunities to express interests

We are announcing an event, and it is not the same as announcing it in an informal setting. Similarly, while we are expressing our interests to channel dealers, we must also be good at seizing the timing of expression. Good at seizing the opportunity to express our interests, not only impress the channel dealers, but also resolve the problems that the channel dealers have thrown at us.

Customer: Since you are a manufacturer, why is the price so high? Your manufacturer gives us too little profit.

Salesperson: Boss, our price is not high anymore. In fact, you should pay attention to other aspects while paying attention to the price. Since we are factory direct sales, you don't need to worry about buying fake goods, which is both loss and bad reputation. Our supply is stable, and you will not be out of stock after regular visits, but when the supply is tight, we always satisfy our direct customers first. Our tight-fitting products meet your needs to the greatest extent possible at a stable price. We will often have promotional support, and our sales staff will help you manage shelves, post posters, effectively improve your store image, and increase business opportunities. Our various promotional materials can strengthen the credibility of your store for selling genuine goods.