First, the common characteristics of sales personnel
Personnel engaged in sales, is the world's largest, according to incomplete statistics, about 80 million or so, we mention sales staff, then they have some common impression: a high IQ and EQ, outgoing personality , strong personality, a torrent of eloquence, style of dress, and the image of higher incomes, cutting-edge consumer, of no fixed abode, and travel frequently, work 24 hours and leave without restriction, there is the food and drink whoring gambling pumping so.
With the development of society, various industries, universities and industry needs continued enrollment, a large number of graduates of colleges and technical secondary schools joined the large sales force, and therefore this special group of effective guidance and management, as CEOs of various companies and the sales director had headaches.
So how better management of sales as well? First analysis of this group and classified before the others from a different point of view, to distinguish between the sales staff had, as in the U.S. Gallup Consulting Group will be divided into four individual sales types, namely competitive, achievement oriented, self-appreciation-based and service-oriented; domestic was also divided into: type both ability and integrity, talent without virtue-based, not only virtuous type, lacking virtue only type.
I engaged in the sales line for many years the work of frontline contact with sales staff in many industries, from close to the frontline sales staff point of view, their were divided into four sales staff will be typical for the majority of business CEOs and Sales Director to provide a management tool for sales staff, but also for our sales staff some guidance!
Second, sales are classified
1, sales personnel should possess the quality of:
I think that as a good sales staff should have the following four qualities:
(1) superior ability to work
Sales staff do a good job is the bounden duty, so as sales personnel must possess superior ability to work. Competitive market, market rules: law of the jungle, sales pressure and more difficult sales job market as fierce competition, survival of the fittest, not superior ability to work, destined to out.
Superior ability to work such as: quality and quantity, or over by higher authorities of the mission objectives, good practice in the market and is responsible for sales, strong adaptability and team management skills, strong execution and team cooperation and coordination ability and so on.
(2) strong ability to learn
Market information is constantly changing, constantly upgrading our products, more talented personnel to join, simply by virtue of past experience in sales, it is difficult for him to present positions. Therefore, continuous learning, and charge, is necessary. Ways and means a lot to learn, for example:
① often summed up in the work experience and lessons learned;
② through relevant websites, marketing magazines and books to learn;
③ more than the company's outstanding sales personnel exchanges, their learning experience;
④ active part in company-related training;
⑤ spend their own money to participate in a number of targeted training
⑥ to read-the-job MBA
(3) the reasonable life skills co-ordinator
Everyone living and do not necessarily know how to live better, sales are no exception. Some trivia of life, habits, life style, outlook on life and so will affect the sales staff. The body is the revolutionary capital, erosion and bohemian life, often leading to "Henry" died young, and therefore should co-ordinate sales staff to manage their lives. Some suggestions from the start about:
① a regular diet, to ensure three meals a day;
② more Lanjue less sleep, more exercise;
③ less alcohol smoking (socializing to moderate);
④ reject any form of gambling;
⑤ entertainment to moderate health (KTV and bar overnight less and less to the more casual bathing places, etc.);
⑥ spend more head work, fight less physical work;
⑦ Chang Huijia to see more attention to these families;,
⑧ emotional specificity (a wife or a girlfriend);
⑨ pay more good friends, more friends and good friends and good communication and exchange;
⑩ learn life saving and financial management.
(4) excellent communication skills
Sales staff, especially frontline sales staff, most with people, interpersonal skills affect the strength of a large extent the effectiveness of the work.
Excellent communication skills are not innate, but acquired training and exercise. Develop their communicative competence to make the following points:
① improve their language skills and language skills (speaking good Mandarin, clear, and the expression of logic, and learn to use the appeal of the language, to good to say, using some popular humorous language, etc.);
② enrich their own social knowledge, to expand the scope of their knowledge (often read some newspapers, listen to some news, etc.);
③ strengthen their professional knowledge, familiar with their products, if outsiders do not speak;
④ polite, know etiquette;
⑤ like this job;
⑥ familiar with local customs and habits;
⑦ open their hearts.
2, four types of sales staff
Based on the above analysis, the author the ability to work, learning ability, life skills, interpersonal skills in four areas, the sales staff is divided into the following four types, and these four types of sales staff to do some management of the recommendation:
① working ability, learning ability, strong life skills, interpersonal skills and strong sales can be entrusted with the reuse, focus on training, opportunities for promotion;
② ability to work, learning capacity, and the life of power, communication ability and low sales, the proposed phase-out, or after training posts;
③ working ability, learning capacity, and the life of power, communication and strong sales staff, sales staff that belong to people who eat rice before the experience, making progress, at the edge of the danger of being eliminated. If a difference through leadership, then the guidelines, you can try, to be investigated;
④ weak ability to work, learning ability, strong life skills, communication weak sales staff, in the work stage, the question can give some opportunities and work instructions, to help improve their own as soon as possible.
(Some of these I learned, just focus on the four kinds of typical and widespread types of sales staff, and some areas for improvement, but also please exhibitions.)