Question 1: What is the concept of sales? 1. What is promotion? Customers: Discover needs and meet needs (elementary) Create needs and meet needs (advanced) 2. Needs: (1), physiological needs (2), safety needs (3), esteem needs (4), social needs (5), The need for knowledge (6), the pursuit of beauty (the pursuit of beauty is the greatest human sentiment) (7), self-realization 3, what to promote: cultural purpose, concept and spirit 4, Ada method: (1), attention (2), Interest (3), desire (4), deal (5), after-sales service 5, 10. Ability: (1), know how to smile (2), know how to nod (3), know how to shake hands (4), know how to applaud (5), Know how to answer (6), know how to praise (7), know how to care (8), know how to apologize (9), know how to build momentum (10), know how to communicate 6. Golden Rule (A, B, C) With the help of A (leader, colleague, Friends, old customers) Customer B I C 7. Disadvantages of marketers (1): Self-centered (talk about the company, products, and yourself) (2) Not listening (persuading customers does not mean winning, winning Lost the market verbally) (3) Insufficient persistence (4) Unrealistic behavior 8. Characteristics of common customers (1) Disapproval: first accept the customer’s opinions, listen to what they have to say, and find out the customer’s needs location, and at the same time explain our advantages and what customers don’t know (2). Interested: “Acquisition” as soon as possible (3) Difficult (rejection): Find other topics to guide, there are many ways to sell , the needs of customers dare to be diverse, look for opportunities to contact them. (4) Layman intervention (pretending to understand if you don’t understand): Use phone calls to create momentum, business cards to create a pretense, temporarily stay in the cold, and the topic is started by the customer. (5) Uncertainty (attitude): Let’s help him make up his mind, using an alternative method. (6) Not confident in ourselves: We must learn to tell stories, tell our own experiences, tell other people’s success stories, and at the same time Give it some encouragement. 9. Emotional research (1) Analyze other people’s hobbies and target them (2) Constantly change the way of greeting (3) Communicate more with the host’s family when he is away. Everyone has a kind side and can introduce his friends To us, so that we can also understand its inner things. (4) Be honest, for example, if you meet at eight o'clock, you should be truthful three times in a row to give people a sense of trust. (5) Act resolutely and neatly, make people take you seriously, leave a good impression on others, and let others remember you (6) Make people feel happy, be undefensive, and show affinity (7) Give advice to others (For example: don’t smoke, drink less) (8). Communicate as a family (9). Send some warm text messages, which is in addition to negotiation and communication (10). Chat between women about life knowledge to increase feelings (11) ), suggest the other person to fish and play ball, tell him to improve the quality of life (12), do some practical things, such as cooking, cooking (13), include him in his life circle (14), create a break away Negotiate the living atmosphere, create a new living atmosphere together, create a unique life circle together (15), constantly wear high hats to satisfy the customers' humility (16), Find the emotional resonance point, metaphor a person in a foreign country, arouse his sympathy (seventeen), ask for help with small things, there will be immediate feedback, making people feel particular (eighteen), directly send some hometown specialties (seventeen) 19). Take a photo with them to enhance the commemorative significance (20). Love is the greatest. Others will not give alms because of our cheapness, but they will express their love and cannot refuse it because of us!

11. Eight steps to close a deal

(1) Market research to collect information

(2) Determine goals

(3) Invitation

(4) Negotiation

(5) Clarify the conditions for cooperation

(6) Reach a clear understanding of the first-phase cooperation conditions and cooperation model

(7) Facilitating order signing

(8) Repayment

Rejection processing

(1) Reasons for rejection in actual operations

1. The customer itself

2. The salesperson himself

The customer’s reasons need to be dealt with and the salesperson’s reasons need to be improved

The essence of rejection :

Rejection is a habitual action of the customer

Rejection can help us understand the customer’s true thoughts

Dealing with the rejection problem is the best time to introduce the next sales link< /p>

Common reasons for sales failure:

1. Lack of self-management ability

2. Determination of target market based on own characteristics

3 , Not paying attention to the conflict between personal image and the environment

4.......>>

Question 2: What does the core concept of marketing mean? Focus on the customer, look for the needs of the target market, integrate all functions of the company, and deliver what they expect to satisfy more effectively and advantageously than competitors.

Question 3: What is the most important purpose of sales? The highest purpose of sales is to sell products. And I was able to get my money back promptly and there were no complaints. Then there can be many repeat customers.

This requires you to have sufficient relevant professional knowledge, communication skills and the ability to adapt at any time. Interpersonal skills.

Question 4: What is the personal selling concept? The personal marketing concept refers to the guiding ideology and code of conduct based on which an enterprise organizes and plans its business management practices. It is the embodiment of the enterprise's business philosophy and thinking methods. .

Marketing concept is the guiding ideology of corporate marketing activities and the basic condition for effectively realizing marketing functions. The marketing concept runs through the entire process of marketing activities and restricts the marketing goals and principles of the enterprise. It is the basic strategy and means to achieve marketing goals. Whether the marketing concept is correct or not is directly related to the quality and effectiveness of the company's marketing activities. For example, the marketing concept of China Xinhe Jingzhou Rural Credit Cooperative: "Change from waiting for customers to come to your door to proactive and personal marketing services."

Question 5: What is the sales concept of MLM? It is a process of painting a dream. You have to thank him for selling you

Question 6: What is the concept of cultural marketing? Marketing is infiltrating into every aspect of our lives. Marketing is everywhere, all the time. However, the kind of hard sell that is full of hawking and vulgar businessman atmosphere has become increasingly unpopular. The strategic advantages that enterprises have traditionally had, such as natural resources, economies of scale, capital and technology, are no longer advantages or permanent advantages because the gap between them is narrowing; Competition at the marketing operation level, due to the smooth flow of information and the establishment and improvement of market operation norms, makes the speed of imitation and reference faster and faster. It is increasingly impossible to establish a long-term competitive advantage through this. Therefore, the competition in the 21st century will be a cultural competition. Let marketing be clothed with culture, give cultural taste and soul, and implement cultural marketing will be the main point of view of marketers in the future. In order to meet the needs of "global marketing", cross-cultural communication must also be considered when conducting 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 launch products or services that can improve the quality of human life, promote the development of human material civilization, and guide a new, healthy consumption concept and consumption style. For example, "McDonald's" products and services embody a new food culture. 2. Brand culture level. Whether a brand is competitive and whether it can become a famous brand does not mainly depend on technical and physical differences, but on whether the brand has rich cultural connotations. Hongdou Group's "Hongdou" clothing brand adopts modern cultural creative techniques and uses the "Hongdou Poetry" that people are already familiar with and loves to give the brand a strong cultural color and emotion. Similarly, Zhengzhou's "Yuexiu Restaurant" uses culture to cook dishes and builds a Yuexiu cultural landscape - Yuexiu academic lectures, in-store music, in-store bookstores, celebrity calligraphy and painting, etc., which improves its taste and wins personalized competitive advantages. 3. Corporate culture level. That is, in the marketing process, the company's excellent conceptual culture, behavioral culture, material culture, and institutional culture are effectively conveyed to the society through integration to create a good corporate image, which in turn contributes to the smooth development of various marketing methods and techniques. implementation. Among them, concept culture is the core, which includes a company's values, corporate spirit, and corporate ethics. In actual operation, the more unified the cultural factors in the above three levels are, the better the marketing effect will be. At the same time, culture should have a clear positioning. This positioning must reflect personality. As the mainstream culture of society changes, cultural positioning will also be a dynamic process.

Question 7: What does the marketing concept specifically refer to? Knowledge marketing Knowledge marketing refers to disseminating new science and technology to the public and their impact on people's lives. Through science popularization, consumers not only know what they are, but also know why they are so, re-establish new product concepts, and then make consumers Grow the need for new products and achieve the purpose of broadening 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 have become the main source of power to promote economic growth. Therefore, as an enterprise, while engaging in scientific research and development, it is necessary to think about the promotion of knowledge. To minimize the market risk of successfully developing a new product, and to do this, knowledge marketing must be implemented. Bill Gates’ approach of teaching computers first and then selling them is typical knowledge marketing. He spent 200 million yuan to establish the Gates Library Foundation, which equipped libraries in some low-income areas around the world with the most advanced computers and donated software to allow the public to receive computer knowledge. For another example, Shanghai Jiao Tong University Only Company launched the Give You a Golden Key science popularization activity. By holding science popularization lectures in the community, donating biological science books to citizens, and holding science popularization knowledge competitions, it improved citizens' scientific health concepts and triggered people's The demand for biotechnology products has reached a goal that cannot be achieved by any other form of product marketing. The microecological reagent market has developed from zero to nearly 10 billion yuan in just 10 years, creating a broad market. Internet marketing is the use of the Internet to conduct marketing activities.

In today's world with developed information, information network technology is widely used in various fields of production and operation, especially in marketing, forming network marketing. Merchants open their own homepages on the computer network, and set up virtual stores on the homepage to display their products. Customers can enter the virtual store through the network, select products, place orders, and pay online. The merchants will deliver the goods after receiving the orders. Come to your door. Also through the Internet, customers can feed back their opinions into the production process, so that producers can produce according to consumers' needs and tastes. On the one hand, this improves the level of coordination and cooperation between producers and consumers. On the other hand, It can also reduce the interactive cost of enterprise product production. For example, General Motors' Buick automobile manufacturing plant allows customers to design their own car models, and they can choose the body, axles, engine, tires, color and interior structure. Customers can see the appearance of the car assembled with the parts they choose through the Internet, and can continue to replace parts until the customer is satisfied. This marketing method is becoming more and more common under modern market conditions. According to statistics from the International Telecommunications Union, global online business turnover reached US$50 billion in 1997, and online advertising business reached US$906.5 million, more than three times that of 1996. There are about 1,200 online service providers (ISPs) in the United States. Half of the 500 largest companies in the United States already operate online, and there are countless small and medium-sized enterprises. Internet marketing can help enterprises quickly understand market trends and customer needs through the Internet, save intermediate links, and reduce sales costs. Chinese 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 entire marketing process, provide consumers with scientific, pollution-free goods and services that are conducive to resource conservation and comply with good social ethics, and use non-polluting or pollution-free products. Low-pollution production and sales methods guide and meet consumers' needs for environmental protection and physical and mental health. Its main goals are to protect and improve the ecological environment and social environment through marketing, protect and conserve natural resources, implement conservation management, and ensure the safety, hygiene, and convenience of consumers' use of products, so as to improve people's quality of life and optimize human life. Living space. To implement a green marketing strategy, it is necessary to implement the 5R management principles, namely Research: focus on studying corporate countermeasures to environmental pollution; Reduce: reduce or eliminate the discharge of hazardous waste; Recycle: recycle waste. Processing and reuse; Rediscover: turning ordinary products into green products; Reserve: actively participating in environmental protection activities in the community and establishing environmental awareness. The implementation of green marketing is a major trend in international marketing strategies. Chinese enterprises should have a clear understanding of this aspect and actively take action. According to relevant statistics, my country has hundreds of varieties of export products worth more than 5 billion US dollars that will be banned from production and sales due to international conventions related to the ozone layer, and more than 4 billion US dollars of export products will...> >

Question 8: What is the true meaning of sales? Sales

Open Categories: Business, Words, Products, Marketing, Channels

Sales

A process of helping people in need get what they need, Those who work in sales receive moderate compensation from this exchange project.

? Therefore, how to make both parties get what they need, satisfy each other, and form a win-win situation is an art. Therefore, "sales" can be said to be an "art of winning."

Our definition is simple. Selling is the process of introducing the benefits offered by products to meet the specific needs of customers. Commodities certainly include tangible goods and services. Meeting specific needs of customers means that specific desires of customers are satisfied, or specific problems of customers are solved. The only way to meet this specific need of customers is through the special benefits provided by the product.

For example, the customer’s goal is to buy sunglasses, some of them want to look cool; some of them are afraid that the sun is too strong and squinting will easily increase wrinkles at the corners of the eyes; some of them may have had a fight with their boyfriend yesterday. My eyes were swollen from crying. There was nothing to cover my red and swollen eyes. It was inconvenient to go out, so I had to buy a pair of sunglasses. Everyone’s special needs are different. No matter how cool the sunglasses are, if the color of the lenses is relatively transparent, then the cool benefits provided by these sunglasses cannot satisfy those who are worried about wrinkles and want to cover red and swollen eyes. Special needs of two clients.

Therefore, the definition of sales is very simple for us. In other words, you can identify the special benefits that your product can provide to meet the special needs of your customers.

What is sales? From the customer's perspective, it's the following five simple sentences: buy clearly, buy with confidence, buy with satisfaction, buy with comfort, buy with value.

Sales is a hard job that pays very well, and it is also an easy job that pays the least. Your actions determine your reward. You can be a high-paying hard worker or a low-paying easy worker. It all depends on how you view, think, and do sales work.

Why do you want to sell? This is a question that many unprofessional salespeople cannot answer, but many salespeople are eager to know the answer. As a person who loves sales work, it is not difficult to be a doer, but not to be a waiter. For active actors, it is a feeling, an accumulation of experience, a manifestation of comprehensive quality, and a release of character potential.

Sales is big or small. A small business can be a needle-line business, a large business can be a multinational group. But in essence, they are all similar. Sales is not as difficult or low-level as ordinary people think, nor is it as mysterious as ordinary people think. It is just a test of life and a way of survival, but it exists in a free and unstable state. It can make you not make any money, but it can also make you rich and prosperous. If you are a person who doesn’t know how to sell, sales is shrouded in mystery.

Sales is an accumulation of time, professional knowledge, practical experience, and industry contacts. It broke the traditional means of survival, it broke the inherent work model, and recorded it in the history of economic development with a completely new look. In it, it embodies self-esteem and inferiority, pride and humbleness. It definitely varies from person to person, and different salespeople represent different values ??for the product. In people's minds, they admire top salespeople for their eloquent speeches and charming personalities, but they also despise lowly salespeople all the time. It is both a feather and a mountain; it is both the lifeblood of the enterprise and the home of the so-called "tramps". Everyone is sighing: it has such a huge difference, it has such an unscalable peak.

Sales, it is a mirror that improves the quality of life. Whether you are tall or short, fat or thin, it all shows. It can dissect everyone down to the bone; it can decompose everyone and make them die; it can also reorganize everyone and make them reborn! Incomprehensible and indescribable. A wise man strives for self-improvement, but a fool has many obstacles.

When encountering a conflict, we will definitely think about "should we be an ordinary salesperson or a sales elite".

Don’t ignore your own potential and learn new knowledge. Uncle Li in "A World Without Thieves" has a famous saying: "Do you know what is the most expensive thing in the 21st century? - Talent!" A real talent should have all-round things, not only academic standards, You should also know how to summarize practical experience and feelings at work. How can a company talk about its future without outstanding talents? ......>>

Question 9: What are the new areas of modern marketing concepts in marketing concepts? The core of modern marketing concepts is consumer-centered, believing that market demand causes supply, and each An enterprise must organize the production and sales of goods according to the needs and wishes of consumers. This concept has been recognized for decades and is also favored by entrepreneurs in actual marketing activities. However, with the emergence of the diversity, variability and differentiation characteristics of consumer demand, demand has shown a vague and uncertain "no mainstream" trend. Many companies often have an inaccurate grasp of market demand and trends, and it is difficult to adapt to demand. Increase. In addition, a complete emphasis on organizing production according to consumers' purchasing desires and needs will, to a certain extent, suppress product innovation, which is the key to business success. For this reason, in the fierce contemporary business war, some companies have summarized the practical experience of modern marketing and put forward the new concept of creating demand. The core of which means that marketing activities are not only limited to adapting to and meeting demand, but also whether they can produce demand for the product. Akio Morita, chairman of Japan's Sony Corporation, expressed this: "Our goal is to lead the consumer public with new products, rather than asking them what they need, to create needs." Sony's understanding is novel in at least three aspects: First , production needs are more important than producing products, creating needs is more important than creating products; Secondly, creating needs is more important than adapting to needs, modern enterprises cannot only be satisfied with adapting to needs, but should also focus on "leading the consumer public with new products"; Third, "creating demand" is a marketing tool and a guiding ideology for business operations. It is a development of the marketing concept that has been emphasizing "adapting to demand" in recent decades. Relationship marketing concept The relationship marketing concept is formed compared with the transaction marketing concept and is the result of intensified market competition. The essence of the traditional transaction marketing concept is that the seller provides a commodity or service in exchange for currency to the buyer, and realizing the value of the commodity is an exchange of value between the buyer and the seller. The two parties have a pure transaction relationship, and no other relationship will be maintained after the transaction is completed. and correspondence. In this transactional relationship, companies believe that making money by selling goods 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 the company. As a result, since the 1980s, American theoretical circles have begun to pay attention to relationship marketing, that is, all marketing activities conducted in order to establish, develop, and maintain long-term and successful transaction relationships. Its focus is to establish good and stable partnerships with suppliers, buyers, side organizations, etc. of the company, and ultimately establish a "marketing network" composed of these strong and reliable business relationships. To pursue maximization of interests in all aspects of relationships.

This transformation from the pursuit of maximizing profits for each transaction to the pursuit of maximizing the benefits of relationships with all parties is a characteristic of relationship marketing and is also a new trend in today's marketing development. The foundation and key of the relationship marketing concept are "commitment" and "trust". Commitment means that one party believes that the relationship with the other party is very important and promises to go all out to maintain this relationship. It is a desire and guarantee to maintain a valuable relationship. Trust is generated when a party has confidence in the reliability and consistency of its trading partner, it is a desire to rely on its trading partner. The existence of commitment and trust can encourage marketing companies and partners to commit to relationship investment, and avoid the temptation of some short-term benefits, and choose to maintain the development of relationships with partners to obtain expected long-term benefits. Therefore, reaching "commitment-trust" and then developing the relationship between the two parties is the core of relationship marketing. Green Marketing Concept The green marketing concept is a new concept put forward in the context of today's social environment destruction, increasing pollution, ecological imbalance, and natural disasters that threaten human survival and development. Since the 1980s, with the increasing awareness of environmental protection among consumers in various countries, a green wave has set off around the world. New concepts such as green projects, green factories, green stores, green products, and green consumption have emerged. Many experts have It is believed 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 naturally emerged accordingly. The green marketing concept mainly emphasizes the organic unity of consumer needs, corporate interests and environmental protection interests. Its most prominent feature is that it fully takes into account resource utilization and environmental protection issues, requiring companies to go from product design, production, sales to use. The entire marketing process must take into account the economical utilization of resources and environmental protection interests, and ensure safety, hygiene, and no pollution. The goal is to realize the common wishes and needs of mankind - the protection of resources...>>

Question 10: What is the difference between doing business and doing sales? 1. Business running Business running: It is the act of selling goods or services to customers or users. It generally refers to one-to-one or one-to-many promotion. We generally call the staff who run the business a salesperson. Business skills: l. Straight to the point method This method requires the salesman to directly target the customer's main purchasing motivation, sell to him straight to the point, catch him off guard, and then take advantage of the opportunity to persuade him in detail. Please look at the following scene: the doorbell rang, and a well-dressed man stood on the steps of the door. When the owner opened the door, the man asked: Is there a high-end food mixer at home? The man was stunned. This sudden question made the host not know how to answer. He turned to discuss with his wife. She was a little embarrassed but curiously replied: We have a food mixer at home, but it is not a particularly high-end one. The salesman replied: I have a high-end one here. As he spoke, he took out a high-end food blender from his bag. Then, of course, the couple accepted his pitch. Suppose the salesman changes his way of speaking and says as soon as he opens his mouth: I am a salesman from Company Think about it, what is the sales effect of this kind of speech? 2. The method of continuous affirmation means that the salesman asks the questions so that the customer can answer them in an agreeable tone. That is to say, the salesman asks the customer to answer yes continuously to a series of questions raised in the sales description, and then waits until the request is made. When the order is signed, a favorable situation has been created so that the customer can respond in the affirmative again. If a salesperson wants to seek customers and calls new customers without saying hello in advance, he can say: I am happy to talk to you. Improving your company and sales must be very important to you, right? (Few people will say it doesn't matter. ), OK, I would like to introduce you to our × product, which will help you achieve your goals and live a more comfortable life. You really want to achieve your goals, right?... This way your customers will stick with you until the very end. Using the continuous affirmation method requires salespeople to have accurate judgment and quick thinking. Each question must be carefully considered, and special attention must be paid to the structure of the dialogue between the two parties so that the customer can answer in the affirmative according to the salesperson's intention. 3. Arousing curiosity The way to arouse curiosity is to directly explain the situation or ask questions to potential buyers at the beginning of the meeting, deliberately say something that can arouse 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 would like to ask for your opinion on a business issue. The note aroused the curiosity of the purchasing manager - what question did he want to ask me? At the same time, it also satisfied his vanity - he asked me! In this way, the result was obvious, and the salesman was invited into the office. But when curiosity-inducing questioning becomes borderline gimmicky, there's often little to be gained from using this approach, and all your plans are derailed once the customer discovers they've been duped. 4. Learn how to speak according to what is said. Learning how to speak according to what is said is to first affirm the customer's opinion, and then use the method of asking questions to say what you want to say based on the customer's opinion. After some persuasion, the customer couldn't help but say: Well, we really need this product now. At this time, the salesman should seize the opportunity to take over and say: Yes, if you feel that using our product can save your company time and money, then how long will it take to close the deal? In this way, it will be a matter of course.

It’s not delicate, and customers will buy it naturally. 5． Hedgehog Effect Among all kinds of questions that promote sales and transactions, the Hedgehog Technique is a very effective one. The so-called hedgehog response is characterized by answering a customer's question with a question. You use your questions to take control of your negotiation with the customer and lead the conversation to the next step in the sales process.

Let’s take a look at the hedgehog question: Customer:...>>