Eleven, clinch a deal eight steps
(A) market research, collecting information
(2) Determine the goal
(3) Invitation
(4) negotiation
(5) Clarify the conditions of cooperation.
(six) reached an understanding on the conditions and methods of cooperation in the first stage.
(vii) Sign a bill to promote
(8) Payment back
Refuse to deal with
(a), refused to the actual operation reason
1 nail the customer himself
2. The salesman himself
The customer's reasons need to be handled, and the salesman's reasons need to be improved.
The essence of refusal:
Rejection is a habitual action of customers.
Refuse to know what the customer really thinks.
Dealing with rejection is the best time to introduce the next promotion link.
Common reasons for sales promotion failure:
1, lack of self-management ability
2. Determine the target market according to its own characteristics.
3. Do not pay attention to the conflict between personal image and environment.
4、......& gt& gt
Question 2: What does the core concept of marketing mean? Customer-centered, looking for the needs of the target market, nailing all the functions of the company and delivering what they expect to meet more effectively and profitably than their competitors.
Question 3: What is the most important purpose of sales? The highest purpose of sales is to sell products. And can pay back the money in time, without complaint. Then there are many repeat customers.
This requires you to have enough relevant professional knowledge and communication skills and the ability to respond at any time. Interpersonal skills.
Question 4: What is the personal marketing concept? Personal marketing concept refers to the guiding ideology and code of conduct that enterprises rely on when organizing and planning business management practice activities, and it is the embodiment of business philosophy and thinking method.
Marketing concept is the guiding ideology of enterprise marketing activities and the basic condition for effectively realizing marketing functions. Marketing concept runs through the whole process of marketing activities, which restricts the marketing objectives and principles of enterprises and is the basic strategy and means to achieve marketing objectives. Whether the marketing concept is correct or not is directly related to the quality and effect of enterprise marketing activities. For example, the marketing concept of Jingzhou Rural Credit Cooperative of China Rural Credit Cooperative: "Wait for customers to come to the door for active personal marketing services".
Question 5: What is the sales concept of 5:MLM? This is a process of depicting dreams. You have to thank him for selling you.
Question 6: What is the concept of cultural marketing? Marketing is permeating every aspect of our lives, and marketing is everywhere. However, hard selling, which is full of hawking and vulgar businessmen, is becoming more and more unpopular. The traditional strategic advantages of enterprises, such as natural resources, economies of scale, capital and technological advantages, are no longer advantages or permanent advantages because the gap between them is narrowing; Due to the smooth flow of information and the establishment and perfection of market operation norms, the competition between enterprises in marketing operations such as products, prices, channels and promotions makes the speed of mutual imitation and learning faster and faster, and it is increasingly impossible to establish long-term competitive advantages. So the competition in 2 1 century will be cultural competition. Putting a cultural coat on marketing, endowing it with cultural taste and soul and implementing cultural marketing will be the main intention of future marketers. In order to meet the needs of "global marketing", we should also consider cross-cultural communication while carrying out cultural marketing and maintaining national characteristics. Cultural marketing can be carried out from the following levels: 1, product or service level. Cultural marketing at this level is to introduce products or services that can improve the quality of human life and promote the development of human material civilization, and guide a new healthy consumption concept and model. For example, McDonald's products and services embody a new food culture. 2. Brand culture. Whether a brand is competitive or not depends not on the differences in technology and physics, but on whether the brand has rich cultural connotations. Hodo Group Co.,Ltd. Co., Ltd.' s "Red Bean" clothing, its brand "Red Bean" has adopted modern cultural creative techniques, and given the brand a strong cultural color and emotion with the help of "Red Bean Poetry" that people have long been familiar with and loved. Similarly, Zhengzhou "Yuexiu Restaurant" uses culture to make big dishes and build Yuexiu cultural landscape-Yuexiu academic lectures, in-store music, in-store bookstores, celebrity calligraphy and painting, etc. This improved its taste and won a personalized competitive advantage. 3. Corporate culture. That is to say, in the marketing process, the excellent concept culture, behavior culture, material culture and system culture of the enterprise are effectively conveyed to the society through integration, thus shaping a good corporate image, and then contributing to the smooth implementation of various marketing means and techniques. Among them, the concept culture is the core, which includes an enterprise's values, enterprise spirit and enterprise ethics. In practice, the more unified the cultural factors at the above three levels, the better the marketing effect. At the same time, culture should have a clear positioning. This orientation must reflect individuality, and with the change of mainstream culture, cultural orientation will also be a dynamic process.
Question 7: What exactly does the marketing concept mean? Knowledge marketing Knowledge marketing refers to spreading new science and technology to the public and its influence on people's lives. Through popular science propaganda, let consumers know not only what it is, but also why it is, re-establish a new product concept, let consumers sprout demand for new products and broaden the market. With the advent of the era of knowledge economy, knowledge has become the capital of economic development, and the accumulation and innovation of knowledge has become the main power source to promote economic growth. Therefore, as an enterprise, while engaging in scientific research and development, we should think of the promotion of knowledge and minimize the market risk of successful development of a new product. To do this, we must operate knowledge marketing. Bill? Gates' practice of teaching computers before selling them is a typical knowledge marketing. He spent 200 million yuan to set up the Gates Library Foundation to equip libraries in some low-income areas around the world with the most advanced computers, and donated software to let the public accept computer knowledge. For another example, the popular science activity "Give you a golden key" launched by Shanghai Jiaotong University Only Company, through holding popular science lectures in the community, presenting biological popular science books to the public, holding popular science knowledge contests, etc., has improved the public's scientific health concept, triggered people's demand for biotechnology products, and achieved the goal that any other form of product marketing can't achieve, making the microecological preparation market develop from zero to nearly today in a short period of 10 years. Network marketing is to use the network for marketing activities. Nowadays, information is developed in the world, and information network technology is widely used in all fields of production and operation, especially in the field of marketing, forming network marketing. Merchants set up their own homepage on the computer network, and set up virtual stores on the homepage to display their goods. Customers can enter the virtual store through the network, choose goods, place orders and pay online, and merchants will deliver the orders to their doors after receiving them. Similarly, customers can feed back their opinions to the production process through the network, allowing producers to produce according to consumers' needs and tastes. On the one hand, it improves the level of coordination and cooperation between producers and consumers, on the other hand, it can reduce the interactive cost of enterprise product production. For example, GM's Buick Automobile Factory allows customers to design their favorite models, and customers can choose their own body, axle, engine, tires, color, interior structure and so on. Customers can see the appearance of the car assembled by the parts they choose through the network, and can continue to replace the parts until the customers are satisfied. This marketing method is becoming more and more popular in modern market conditions. According to the statistics of the International Telecommunication Union, the global online business turnover of 1997 reached US$ 50 billion, and the online advertising business reached US$ 906.5 million, more than three times that of 1996. There are about 65,438+0,200 Internet service providers in the United States, half of the 500 largest companies in the United States operate online, and there are countless small and medium-sized enterprises. Network marketing can promote enterprises to quickly understand market trends and customer needs through the network, save intermediate links and reduce sales costs. China enterprises should also take action in this regard and vigorously carry out online transactions. Green marketing means that enterprises fully embody environmental awareness and social awareness in the whole marketing process, provide consumers with scientific, pollution-free, resource-saving and good social morality goods and services, and adopt pollution-free or less pollution-free production and sales methods to guide and meet consumers' needs for environmental protection and physical and mental health. Its main goal is to protect and improve the ecological environment and social environment, protect and save natural resources, implement economical management, and ensure the safety, hygiene and convenience of consumer products, so as to improve people's quality of life and optimize human living space. To implement the green marketing strategy, we need to implement the 5R management principles, that is, research: pay attention to the countermeasures of enterprises to environmental pollution; Reduce: reduce or eliminate the discharge of hazardous waste; Recycling: recycling and reusing waste materials; Redevelopment: turn ordinary products into green products; Reserve: actively participate in environmental protection activities in the community and establish environmental awareness. Implementing green marketing is the general trend of international marketing strategy, and China enterprises should have a clear understanding of it and actively put it into action. According to relevant statistics, China has hundreds of export products worth more than $5 billion, which will be banned from production and sales due to international conventions on the ozone layer, and export products worth more than $4 billion will be banned. & gt
Question 8: What is the real meaning of sales? sell
Open classification: business, text, products, marketing, channels.
sell
A process of helping people in need get what they need, and people engaged in sales work get a moderate return from this exchange project.
Therefore, it is an art to make both sides get their own place, feel satisfied with each other and form a win-win situation. Therefore, "sales" can be said to be a "winning art".
Our definition is simple. Sales is the process of introducing the benefits provided by goods to meet the specific needs of customers. Of course, commodities include tangible goods and services. Meeting the specific needs of customers means meeting the specific desires of customers or solving the specific problems of customers. Only the special benefits provided by commodities can meet the specific needs of customers.
For example, the customer's goal is to buy sunglasses, and some are to be cool; Some people are afraid that the sun is too strong, and squinting is easy to increase wrinkles in the corners of their eyes; Some may have quarreled with their boyfriends yesterday, and their eyes were swollen with tears. Nothing covers their swollen eyes, so it is inconvenient to go out, so they should buy a pair of sunglasses. Everyone has different special needs. No matter how cool sunglasses are, if the lenses are light in color, the cooling benefits provided by these sunglasses cannot meet the special needs of two customers who are worried about wrinkles and want to cover their red eyes.
Therefore, the definition of sales is very simple for us. In other words, you can find out the special benefits that goods can provide and meet the special needs of customers.
What is sales? From the customer's point of view, it is the following five simplest sentences: buy clearly, buy with confidence, buy with satisfaction, buy comfortably and buy well.
Sales is hard work with a very high rate of return and easy work with the lowest rate of return. Your behavior determines your return. You can be a hard worker with a high income or a relaxed worker with the lowest income. It all depends on your views, ideas and practices on sales.
Why do you want to do sales? This is a question that many unprofessional salespeople can't answer, but many salespeople are eager to know the answer. As a person who loves sales, it is not difficult to be an actor, but the waiter will not. For active actors, it is a feeling, an accumulation of experience, a reflection of comprehensive quality and a release of personality potential.
Sales, say big, say small. It can be a stitch in a thread or a multinational group. But in essence, they are similar. Sales is by no means difficult and low in the minds of ordinary people, and there is no mystery in the hearts of ordinary people. It is just a life test and lifestyle, and it exists in a free and unstable state. Not only can you make no money, but you can also be rich and prosperous. If you are a person who doesn't understand sales, you are shrouded in mystery by sales.
Sales is a kind of accumulation of time, professional knowledge, practical experience and industry contacts. It broke the traditional way of life, it broke the inherent working mode, and it was recorded in the history of economic development with a brand-new look. In its body, it embodies self-esteem and inferiority, pride and inferiority. It must be different from person to person, and different salespeople represent different product values. In people's minds, they admire the speech and extraordinary personality charm of Kan Kan, a top salesman, and always despise humble salesmen. It is both a feather and Mount Tai. It is not only the lifeblood of the enterprise, but also the home of the so-called "tramp". Everyone is sighing: it has such a disparity, and it has such an unattainable peak.
Sales is a mirror to improve the quality of life. No matter tall or short, fat or thin, it all shows up. All people can be dissected, and the bones can be seen deep; It can decompose everyone and let him die; It can also reorganize everyone and make him reborn! Unreasonable and unspeakable. A wise man strives for self-improvement, but a fool has many obstacles.
When encountering contradictions, we will definitely think about "whether to be an ordinary salesman or a sales elite".
Don't neglect your potential and learn new knowledge. Uncle Li in world without thieves has a famous saying: "Do you know what is the most expensive in 2 1 century? -talent! " A real talent should be all-round, not only the standard of academic qualifications, but also know how to sum up actual combat experience and feelings at work. What is the future of enterprises without outstanding talents? ......& gt& gt
Question 9: What are the new fields of modern marketing concept? The core of modern marketing concept is consumer-centered, which holds that market demand causes supply, and every enterprise must organize the production and sales of goods according to consumers' needs and wishes. For decades, this concept has been recognized and favored by entrepreneurs in actual marketing activities. However, with the variety and variability of consumers' demand and the appearance of seeking heterosexual characteristics, the demand presents a "non-mainstream" fuzzy trend, and many enterprises are uncertain about the market demand and trend, making it more difficult to adapt to the demand. In addition, completely emphasizing the organization of production according to consumers' purchasing desire and demand will suppress product innovation to a certain extent, and innovation is the key to successful operation. To this end, in the fierce business war, some enterprises sum up the practical experience of modern marketing and put forward a new concept of creating demand. Its core is that marketing activities are not limited to adapting to and * * * demand, but also depends on whether they can generate demand for products. Akio Morita, chairman of Sony Corporation of Japan, put it this way: "Our goal is to lead consumers with new products, instead of asking them what they need and creating demand." Sony's understanding is novel in at least three aspects: first, production demand is more important than production products, and creating demand is more important than creating products; Second, creating demand is more important than adapting to demand. Modern enterprises should not only meet the needs, but also pay attention to "leading consumers with new products"; Third, "creating demand" is a marketing tool and the guiding ideology of enterprise management. It is the development of the marketing concept that has been emphasizing "adapting to demand" in recent decades. The concept of relationship marketing is formed relative to trade marketing's concept, which is the result of intensified market competition. The essence of the traditional trade marketing concept is that the seller provides a commodity or service in exchange for the buyer's money to realize the value of the commodity, which is the value exchange between the buyer and the seller. The relationship between the two parties is purely business, and other relationships and contacts will not be maintained after the transaction. In this trading relationship, enterprises believe that selling goods to make money is victory, and whether customers are satisfied or not is not important. In fact, customer satisfaction directly affects the repeat purchase rate and is related to the long-term interests of enterprises. Therefore, since 1980s, American theorists have begun to attach importance to relationship marketing, that is, all marketing activities aimed at establishing, developing and maintaining long-term and successful trading relationships. Its focus is to establish good and stable cooperative relations with suppliers, buyers and organizations of enterprises, and finally to establish a "marketing network" composed of these solid and reliable business relationships in order to maximize the interests of all parties. This change from the pursuit of maximizing the profit of each transaction to the pursuit of maximizing the interests of all parties is the characteristic of relationship marketing and the new trend of marketing development today. The foundation and key of relationship marketing concept are "commitment" and "trust". Commitment means that one party to a transaction thinks it is very important to get along with the other party and promises to go all out to maintain this relationship. It is the desire and guarantee to maintain a valuable relationship. Trust arises when one party has confidence in the reliability and consistency of its trading partner and wants to rely on its trading partner. The existence of commitment and trust can encourage marketing enterprises and partners to commit themselves to relationship investment, * * * the temptation of some short-term interests, and choose to maintain the relationship with partners to obtain the expected long-term benefits. Therefore, it is the core of relationship marketing to reach "commitment-trust" and then start to develop the relationship between the two sides. Green marketing concept Green marketing concept is a new concept put forward under the background of environmental destruction, intensified pollution, ecological imbalance and natural disasters threatening human survival and development. Since the 1980s, with the enhancement of consumers' awareness of environmental protection in various countries, a green wave has been set off around the world, and new concepts such as green engineering, green factories, green shops, green goods and green consumption have emerged continuously. Many experts believe that we are moving towards a green era, and the next century will be a green century. Under the impact of this wave, the concept of green marketing will naturally arise accordingly. The concept of green marketing mainly emphasizes the organic unity of consumer demand, enterprise interests and environmental protection interests. Its most prominent feature is that it fully considers the problems of resource utilization and environmental protection, and requires enterprises to consider the interests of resource conservation and environmental protection in the whole marketing process from product design, production, sales to use, so as to be safe, hygienic and pollution-free. Its goal is to realize the common aspirations and needs of mankind-resources.
Question 10: What's the difference between doing business and selling? 1. Running business: it is the act of selling goods or services to customers or users, generally referring to one-to-one or one-to-many sales promotion. People who run businesses are generally called salesmen. Business skills: L. Straight-through method This method requires the salesman to directly target the customer's main purchase motivation, sell it directly to him, catch him off guard, and then take advantage of it to convince him in detail. Please look at the following scene: the doorbell rings and a well-dressed man is standing on the steps of the gate. When the host opened the door, the man asked: Is there an advanced food blender at home? The man was shocked. The host didn't know how to answer this sudden question. He turned to discuss with his wife, who was a little embarrassed but curiously replied that we have a food blender at home, but it is not particularly advanced. The salesman replied, I have an advanced one here. With that, he took out an advanced food blender from his bag. Then, it goes without saying that the couple accepted his promotion. If the salesman changes his way of speaking, he will say at the beginning: I'm a salesman of X company, and I'm here to ask if you want to buy a new food blender. What do you think about the promotion effect of this kind of talk? 2. The method of continuous affirmation means that the questions raised by salesmen can easily be answered by customers in a favorable tone. That is to say, the salesman continuously asks the customer to answer a series of questions raised in his sales instructions, and then, when asking him to sign the bill, it creates favorable conditions for the customer to make a positive answer again. If a salesman wants to find a customer and calls a new customer without saying hello in advance, he can say: it's a pleasure to talk to you. It must be important for you to improve your company and turnover, isn't it? (Few people will say it doesn't matter) Well, I'll introduce our X product to you, which will help you achieve your goal and live a more chic life. You really want to achieve your goal, don't you? ..... so that customers can stick to it. Using the method of continuous affirmation requires salespeople to have accurate judgment and agile thinking ability. Every question should be put forward after careful consideration, especially the structure of the dialogue between the two sides, so that customers can make a positive answer according to the salesman's intention. 3. The way to induce curiosity is to directly explain the situation or ask questions to potential buyers at the beginning of the meeting, deliberately say something that can stimulate their curiosity and lead their thoughts to the benefits you may provide them. For example, a salesman handed a note to a customer who refused to see him many times. It said, Could you please give me ten minutes? I'd like to ask your advice on a business problem. This note aroused the curiosity of the purchasing manager ―― What questions does he want to ask me? It also satisfied his vanity ―― he asked me for advice! In this way, obviously, the salesman was invited into the office. However, when the method of arousing curiosity by asking questions is almost a trick, you will often get nothing from this method, and once the customer finds out that he has been cheated, your plan will be ruined. 4. Learn the words according to the words. Scripting is to affirm the customer's opinions first, and then say what you want to say by asking questions based on the customer's opinions. After some persuasion, the customer couldn't help saying, well, this product is really needed at present. At this time, the salesman should seize the opportunity to say: Yes, if you think that using our products can save your company time and money, how long will it take to conclude the transaction? In this way, it will come naturally. Without tenderness, customers will naturally buy it. 5. Hedgehog Effect Among all kinds of problems in promoting business transactions, hedgehog skill is a very effective one. The so-called hedgehog reaction is characterized by that you answer the customer's question with a question. You use your own questions to control the negotiation with customers and lead the conversation to the next step in the sales process. Let's take a look at hedgehog reactive questioning method: Customer: >>