Terminal construction is to make the store attractive, imposing and inflammatory with all kinds of publicity materials, and then make the store popular and human with promotional activities, and finally implement the sales. It can be said that all our planning and marketing ultimately serve the terminal, and all publicity and promotion are aimed at pushing consumers to the terminal. Terminal is the "platform" of sales, and terminal sales are the real sales. Only intensive advertising, without intensive outlets, will cause a lot of waste of manpower, material resources, financial resources and intelligence, and it is impossible to double sales every year. Achieving the goal of XX billion is empty talk. Therefore, giving up the terminal means giving up sales, positions, markets and development. A few years ago, we paid attention to the establishment of channels, emphasized the preferential policies of dealers, and only paid attention to the payment for goods in order to survive and get a breathing space. Now ... This is the fundamental reason why our XX milk has developed in recent years, but it has not achieved leap-forward development. We made a big mistake in strategy.

Terminal construction can't be single and static, and it is inextricably linked with every link of sales. Terminal construction and access construction are carried out simultaneously. When the access is smooth, there will be more terminal points, and the hard packaging and soft activities will be in place. The establishment of the terminal is inseparable from the comprehensive quality of the salesman. The higher the quality of the salesman, the stronger the fighting capacity. If the salesman is not familiar with his own business and can't get to the point, sales is empty talk.

Basic standard (1)

Terminal construction includes two aspects, please come in-mainly terminal layout, which is attractive.

Go out-mainly around the pier, to the square, and even to the community to do publicity activities.

(2)

Terminal construction should be clearly visible (posters, light boxes, product display, promotional materials);

Tangible (,booth, booth, sample, etc. );

Can hear (the recommendation of the clerk, the introduction of the clerk, etc.). );

Take away (handbags, leaflets, leaflets, monthly magazines, promotional gifts, etc.). ).

3, the implementation of discipline

We can talk about many things, but now

There is no room for negotiation and bargaining in wharf construction. Basic subjects: unify thinking and standardize layout; First implement, then talk about difficulties; Resolutely implement and ruthlessly supervise. Whether the dock construction can reach the standard depends on our "one-vote veto system", good planning, rapid implementation and pressing step by step.

As a place where goods meet consumers, terminals are also places where consumers buy. How to do a good job in terminal management is a problem that many enterprises have been doing and thinking about. This article talks about how to be a good terminal salesperson.

What is a product? Products are the source of enterprise interests and the fulcrum of employees' work. If our products really turn into benefits, it depends on how our work is done. With products, there will be terminals. What is the fundamental factor that determines terminal sales? Man is an integral part of society and a basic element of business cooperation. Many business cooperation starts with talents, so it is particularly important to deal with the factors of good people. There are many kinds of people, so who affects the terminal? Shop assistants, store managers and promoters are all people. This paper discusses how to be a good shop assistant.

The ups and downs of sales staff are directly related to customers' views and evaluations of the terminal. If the purchase rate is high and the probability is high, the other party is already very enthusiastic, and you will feel embarrassed if you don't buy it. So, how much should we buy? As an enterprise, how should we deal with the relationship with sales staff?

In the operation of health care products, we can often see the following methods:

I. Interest-driven

This is a method adopted by many manufacturers, and some people call it "hanging gold". After Beijing Opera sells its products, it will give the sales staff a certain rebate or commission. It is believed that with the benefit drive, it is natural to "repay them with courage", and the same is true. In the terminal we are currently operating, the salary of sales staff is generally not high, so why not make more money?

However, due to different product interests, there will be vicious competition, you give 3%. I'll pay 5%, you go out of 4 yuan, and I'll pay 10 yuan. As a result, the salespeople were suspicious of each other, and some even lost their jobs, so the effect was a discount. The manufacturer said that the sales staff didn't work as hard as before, and the sales staff said that you gave too little money. Originally, a win-win cooperation began with benefits and ended in unfair distribution, resulting in the loss of a good terminal.

Second, emotional interaction.

Register the birthdays and anniversaries of salespeople, and send a bunch of flowers and a greeting card on special days, hoping to close the affection with salespeople. The cost of this method is not too big, and the average manufacturer can afford it. We used this method when we were operating in the Shanghai market. We negotiate with the flower shop to settle accounts every month, buy flowers ranging from 65,438+08 to 28 at the price of 8 yuan per bunch, and drive to the pharmacy in the morning. At first, with strong cooperation, product sales also increased significantly. However, cooperation is not falling in love, and even if you fall in love, you can't always send flowers. There are always times when I feel tired, and there are also problems among salespeople. Why didn't I have flowers for your birthday? Some come directly to ask the salesman for it. Obviously, just last month, but today is my birthday. Are you going to send it or not? Send it, it must be fake. If you don't send it, it will offend people. As a result, a salesperson has several birthdays a year.

Some people are not here at all, and some people just talk about a birthday. When the time comes, the people who received it are inexplicable and both sides are embarrassed. If the clerk quarrels only for what, the consequences will be in trouble.

Third, the wine glass policy

Medical representatives often invite doctors to eat more meals, but now they are fine. Some terminal salesmen invite salesmen to dinner, and the salesmen are also well paid. You can do anything while eating. In a few days, forget it. After all, they are not the main factor in deciding to buy. Less than 37% of people will listen to the opinions of salespeople, and that's just opinions. Of course, it is really a good way to contact customers at the dinner table, which can make the terminal sales staff more relaxed in their work.