Telephone sales is a B2B e-commerce site for each way of selling one of the most commonly used is the main way of selling. Do phone sales management, increase sales, it is B2B e-commerce site operators for each concern. In particular, the new construction industry B2B e-commerce site, no foundation, no power to establish sales offices by region, only one area in all regions of the country's telephone sales. Phone sales success, it is related to the site of life and death decisions of a deposit and one of the factors.
There has developed a number of sales management system, but because individual can not meet the requirements can not easily modify, so not recommended. As Internet companies, have their own planning, procedures, and develop a management system is a very simple thing. The reason for using the telephone sales system to manage, that is, in order to improve telephone sales, we are required to be innovative. To explain the following set of self-developed web-based e-commerce and B2B industry websites seamless management system to realize the potential customer distribution, classification, data mining, tracking, and other useful features to enhance sales brought more with less Methods.
This system is only practical in some sub-regions are not set up e-commerce sales channels B2B industry websites, not all of the B2B e-commerce sites are useful, we can serve as a reference, based on the actual situation, and so improved. The system also needs no perfect paragraph, describing the right, and I hope you understand, I hope you and I discussed the best solution.
A distribution of sales leads
Distribution of potential customers is directly related to the interests of sales staff, if the distribution is not good, cause conflicts, not conducive to solidarity; if a large number of repeat customers on the sales staff will make offensive, objectionable on the website, the website brand damage. Explain in detail the following customer allocation.
1.1 The client can not be allocated by region
Telephone sales staff to look for customers, can not be allocated by region, this will result in waste of resources and lead to unfair distribution and sales skills of sales personnel may well be assigned to a good area, a waste of resources; assigned to poor sales region will this dissatisfaction. China's current development of electronic commerce is still relatively concentrated in the region recognized by Yangtze River Delta, Pearl River, and near the coast about 10 provinces. B2B e-commerce website and because the visibility of the industry is also far less comprehensive Baidu, Alibaba and other online marketing platforms, in some areas simply can not sell.
When the sales staff with less time, customers take the initiative to call in to do to apply for membership or advertising customers based on geographical, and published this allocation to the site contact us page.
1.2 as far as possible eliminate the duplication of distribution of customers
Since many companies now sell phone in use, the market is certain to do website building, website promotion, network name, e-commerce to promote peer to do bad, and many companies have heard is to do a network promotion, or even listen introduced immediately hang up. For instance, some the same company, one day sales have hit a few phone calls with a company to promote the same product, so customers are tired of fighting, just to avoid the god of plague, like hanging your phone. To ensure the site's image, to try to eliminate the sales staff with different time to the same customer calls.
1.3 distribution through the system to solve customer
Everyone within the public database of potential customers to find a client, or on other platforms, and other channels to find a target customer, entered sales management system, and adding it to their own system of tracking customers go, others can not in the public database to find potential customers, and if there's a few duplicate records, put the duplicate to the Recycle Bin to delete all records.
As a company Keneng occur more than one person registered, the enterprise has different register, in order to avoid duplication, each customer in the page li Judgement: company, telephone, fax, phone, names are repeated, if these parameters, the few there Le Mou repeat, and public database and no records, the average is being followed before, and then the telephone sales staff will refrain tracked. Rule is: who should follow, not pulled out their own system of tracking customers, the customers who belong to other people even if negotiated, the commission also is the first track of the sales staff.
(4) re-allocation of new customers, but also saves time, more just
Every newly registered website member, belongs to telephone sales staff, quality resources, so we spent some time every day to scramble for newly registered customers, such a waste of our time, we can not guarantee impartiality. So important a part of through the system to customers directly assigned to the sales staff to track clients, the use of the system to ensure its impartiality, do not have to waste time fighting for customers.
2 and the convergence of B2B e-commerce platform industry
As the website of the members of the management and sales staff to track customer management is completely different, you must separate the two systems using different databases; Meanwhile, in order of data mining, access to the most valuable target customers, increase sales, must also link up the two systems completely, explained in detail below:
2.1 Once approved, details of corporate members into the system automatically
The company will review the detailed membership information, including business description, contact information, registration time, registration of IP, latest logon time, log-ins, publishing a variety of information such as number, are written to the sales management database to facilitate the sales staff view. Specifically to record those parameters, you can refer me to write: "B2B trade portal, actual planning study," there are detailed.
When a member logs on, the latest logon time, the total number of logins, the number of articles published information, all written in real time sales management system to track customer sales staff in the selection of the time to view, in order to determine whether they can be classified as follow customers, or track customer focus. Same system to provide a link to the B2B e-commerce website, view the details of corporate members, all of the activity log. For example: those who made the supply of information, the Forum made those posts, the blog published those articles, etc..
2.2 system, registered members to establish a special classification, a variety of sorting
Registered members in the sales management system classification, the log for provision of time, registration time, log Cishu, sales personnel view the time order of Gongnenglaigei sales selection of personnel customers, so sales staff can put through the Ji Tong on Womenwangzhan Bijiaorenke many of the potential customers to find out.
For example: a company member for a long time did not come today, to log the time, indicating that companies are more recognized sites, or he may not again sign the company may be played before the sales call, and finally saying no, but If we have another call to him, maybe he will do the charging member. Log in frequency is the same logic, the most recognized corporate member of our site to find out, to focus on tracking, this can also be called data mining it, improve sales efficiency and effective methods.
In addition to establishing a "registered member database", but also a total database of potential customers, where sales data could be looking at other platforms, customers, or others introduced by line customers, sales staff can be in the system where you can direct input, you can crawl through the software directly, but generally of limited value of such customers, the success rate is low, I will not detail.
3 established customer management system to track sales
This system are to manage their own sales staff to track clients, need easy to use, should also be beneficial to most mining intention of customers, focus tracking, improving chances of success, to explain in detail the following.
3.1 Each salesperson can add unlimited categories
In order to ensure that every salesperson a certain amount of customers, customers are not that bad at all for ourselves, for each sales staff should be assigned a certain amount of customers, generally ranging from 100-300 months, when the client after full, sales staff who do not have the intention must be returned to the public database of potential customers, can continue to add new customers.
Meanwhile, in order to facilitate the management of customer sales, such as those that made a telephone call, and those are played without intention, which is considered over a few months, those who focus on tracking, a glance, which requires systems for personal free classification, unlimited categories, to facilitate the management of potential customers, increase sales efficiency.
3.2 provides a wide range of customers to track order, Mining and effective customer
And "Register Database", as customers in their own track, the need to provide time by login, registration time, log the number of sales personnel view the time of ordering method with which to manage their own sales staff to customers.
For example: a company, previously called him, he say no membership fees to consider doing the site, but one day after 2 months, his sales staff by sorting Fa Xian again logged in, you can then make a phone call to He casually chat about, so many times over, may finally become a site member fees. Without this system, sales staff can not effectively track potential customers. Supply Chain Management
3.3 can add track record and Notes
Each sales staff by telephone after each hit, the customer may have different views, such as: the first under that understanding, the second may be said that we must consult other people, the third time that next Monday ready to sign the contract, the system Every track record to write down, remember the words of customers and sales that help to efficiently communicate with customers. Each person to record the track, time and content of other items.
It is necessary to provide each customer a complete note of the input box to facilitate the recording of some information, such as: the client's company size bigger, so he has more contact.
Generally speaking, the development of the sales management system that would improve the efficiency of sales staff to achieve the multiplier effect. This program has been in a B2B e-commerce sites use industry more than a year, the effect is very good, very good sales people with the same reaction, through the China B2B Research Network describes the program, mainly to allow people to refer to. The system must be their own development, as related to B2B e-commerce site with a seamless interface, development time, not be long before the design was out, a programmer can be buttoned 3-4 weeks. Its Web site platform to bring results in the long run, its value will be invaluable.