4.2.1 熟悉产品的重要性好的业务员有着精湛的专业知识,而企业往往会

4.2.1 熟悉产品的重要性
好的业务员有着精湛的专业知识,而企业往往会忽略这个问题,直接把业务员拉入做业务员.这会给企业带来的不但有物质的损失,也有名誉上的损失.因为客人总觉得该公司不那么专业,不那么值得可信.所以业务员都必须有熟练的专业知识,交流技巧.一个新手很难找到与客人谈话的感觉,常常答非所问,啼笑皆非,也最易破坏一个企业的形象. 所以做为一个新的行业接触者,就必须从生产车间开始学起,学习包装,材料组成,规格,品质等.除了产品本身的品质,特点,我们也要了解样品制作时间,样品制作费用,交样时间,下大货需要的生产时间,日产量,有多少机器,车间大小,车间员工的作息时间,管理制度等.因为在接见外国客人时,他是他是非常关心这些问题的. 只有在做好了第一个阶段后,我们才会更易进入第二步,第三步,最终获得客户的信任.有了信任才有了生意的基础.每一个大型企业都会让员工在最基层锻炼一段时间,就是让员工成为该企业长久的人才,更能激起员工工作的激情.我有时也常常陷入这样的迷惘,自己不清楚产品,怎么办,只有拖到老板回来后才能给予一个确切的答复,这样大大浪费了客人的时间.客人认为该企业办事效率低,不够专业.客人很难再继续关心你,尤其是对有潜力的新客人.
阶段二:熟悉产品报价和回复邮件 这里,把报价单独列出来,是因为报价的确能体现我们很多的东西.这不但对于我们对产品的认知度,因为涉及材料组成,规格和外箱尺寸等一系列因素.往往看到业务员的是直接根据客人的图片报价,或者在产品库里面选择产品直接报给客人.但客人的要求是不同的,有些客人认为你报得太高,超乎了他们的想像,认为你又大赚了一笔.其实不然,价格高低是因为所选材质的不同而致,所以,我们首先要做得就是客人目前经营产品的种类,品质档次,这样才能报一个适合他口味的价格.
数量调整:价格不但要根据他的材质要求来报,也要根据他要求的数量做适当的调整.有时客人也无法确认具体的数量,我们往往给的却是一个最高的价钱.我们何不分数量的报给他呢,给他多一份价格空间,就多一份贸易机会.

結果 (中文) 2:

4.2.1 familiar with the importance of good salesman has a superb professional knowledge, while the enterprises tend to ignore the problem, directly to the clerk pulled into a salesman. This will bring to enterprises not only the material loss, have reputation damage. Because guests feel that the company is not so professional, less credible. So the salesman must have good professional knowledge, communication skills. A novice is difficult to find and guest talk feeling, often give an irrelevant answer, make me on the spot, but also the most easy to damage the image of an enterprise. So as a new industry contacts, we must start by learning, learning packaging, from the production workshop material composition, specifications,Quality. In addition to the quality of the product itself, characteristics, we also want to understand sample production time, sample production costs, delivery time, big goods require production time, output, how many machines, workshop, workshop staff time, management system and so on. Because in the reception of foreign guests, he is he is very concerned about these issues. Only in the first stage, we can more easily enter the second step, the third step, finally won the customers trust. Trust is the business base. Every large enterprise will keep workers at the most basic level of exercise for a period of time, is to let employees become the enterprise long-term talent,To arouse the staff's enthusiasm. Sometimes I often caught in such confusion, they do not know, do, only until the boss came back to give a definitive answer, thus greatly wasted your time. The guest that the business efficiency is low, not enough professional guest hard to continue. Care about you, especially the new guest potential.
stage two: familiar with quotation and reply here, the price listed, because the price can reflect us many things. This not only for our cognition of the product, because it involves material consisting of a series of factors, the specification and the outer box size and so on.Often see sales directly according to the guests picture bid, or in the product database selection of products directly reported to the guests. But the guest's requirements are different, some guests think you too high, beyond their imagination, think you have made a fortune. In fact, the price level is because different from the selected material, therefore, we need to do, is currently operating the first guest product quality grade, so as to offer a suitable for his taste for price.
quantity adjustment: the price would be based not only on his material requirement to report, but also to make the appropriate adjustments according to the number of guests. Sometimes he asked cannot confirm the number of specific,We often give you one of the highest price. Why don't we give him the number of newspaper, to give him more of a price space, more trade opportunities.: