Manage The Shopping Guide To Try These Three Tactics.

Through visiting the store, many problems are found in the terminal, and the problem of the shopping guide is the biggest.

The shopping guide team is uneven, working condition is not good, no passion, most of them did not receive systematic training when they entered the company, and some of them did not remember clearly about product knowledge, not to mention combat effectiveness.

Terminal sales are also reasonable.

Everyone says, "new government takes office three fires."

Xiao Hu took office without fire. He knew.

I have just arrived in the Q market, and I don't know much about the local market.

So he arranged a work schedule for himself. According to his plan, he was familiar with the shopping guide's work status, business process and his guide for a week in the first month.

In the days to come.

He was rarely seen in the office.

They are shuttling between stores all day.

Sometimes.

It's a day in a store.

In addition to business work.

Originally, Xiao Hu was selling products together with the shopping guide. After the evening came back, he summarized the problem and passed the "station counter" for more than a month.

He observes, studies, exchanges and practices carefully.

And combined with my own experience.

Conduct a systematic assessment of the current shopping guide.

A lot of problems have been discovered: some products do not know much about knowledge.

Some are short of sales skills.

Some have no passion... Next month, Xiao Hu is going to start systematic training for them.

First.

Basic knowledge.

Generally include: enterprise culture, product knowledge, company related policies, industry knowledge, etc.

You may think these things are commonplace, nothing new.

At first, the shopping guide thought so.

Xiao Hu did not look at this way. First of all, he conducted a comprehensive assessment of their results.

The average score is less than 50 points, the highest is only 58 points. Many people even do not remember the price of competing models of the main competing products, and even the dominant functions and selling points of the main models can not be accurately described, let alone the understanding of the corporate culture.

Basic knowledge is the basis of purchasing power. Without it, it is like "a clever woman can't cook a meal without rice".

In particular, product knowledge is the fundamental reason to enhance the salesperson's sales ability. As a shopping guide, they can only have a clear understanding of their brand's product knowledge and product knowledge, so that they can have a definite purpose when they explain themselves.

The principle of "regular training and long-term assessment" is adhered to in this training. The examination mainly consists of organizing examinations, giving random checks and questions at the weekly meeting and observing and assessing three forms in the shopping mall.

The goal is to create a product specialist and a technical consultant.

This is the external work of shopping guide.

Second.

Marketing skills.

Because they did not pay much attention to training in the past, the sales capacity of the shopping guide was uneven. Because of the low sales ability of the guide salesmen, they sold low price models for a long time, and the main ones were not very well priced because of the high price, resulting in a large backlog of stock.

In addition, the suppression of competing products has no power to fight back.

Shopping guide himself also felt that sales were not enough.

Marketing skills play a key role in the sales process of products.

Sales skills training includes two aspects: business etiquette and sales skills.

The training methods are interactive communication, case analysis and so on, and adhere to the "long-term training and regular assessment". The goal is to train the shopping guide to be an expert in shopping guide.

Third.

And promotion knowledge.

From a company's point of view.

Shopping guides are not only the best selling products.

Or a brand communicator.

It is the executor of promotion and promotion.

Whether from manufacturers or businesses.

Shopping guide is the most basic person in the whole sales process.

But we also know that they are the front-line frontline combatants.

It is a bridge between information exchange between companies and consumers.

So they are the direct implementers of corporate brand communication and promotion.

In addition.

A large number of terminal promotions are also inseparable from their participation.

Shopping guide must understand and identify corporate culture very well.

To myself

Extremely high.

Passion for work is high.

At the same time.

They should also carry out systematic knowledge training.

Let them master basic promotion skills.

Especially when new products are listed.

Shopping guide is the most important.

Shopping guide should also grasp the knowledge and skills of sales promotion.

It can be carried out through training and on-site participation.

The shopping guide should have two abilities: one is the sales promotion activities that can participate in the execution of the organization of the company or the merchant, and the other is that there will be changes in the terminal market.

They carry out temporary promotions for competing products through price packages or gift packages, such as sudden promotion of competing products.

The company did not follow up activities.

What to do? This time

It can be approved after request.

Carry out small scale promotion on its own.

In order to implement effective terminal interception for competing products.

Fourth. Collecting market intelligence.

The market is changing rapidly.

Terminals are particularly intense.

At the forefront of sales, shopping guide is the fastest way to master information. How to collect information? First, we should teach them to identify useful information. Secondly, we should understand and collect the information.

It usually includes: competitive promotion information, competing stock, price adjustment information of competing products, information on new product listing, and information on changes in competitors.

There are also many related information about selling (business) field. When the above information changes.

The shopping guide should be reported to the salesperson in time. Of course, the information provided by the shopping guide should also be given full attention.

This is also an encouragement to guide shopping and respect and affirmation of his work.

It is also important to collect feedback from engineering machinery market information.