There are five levels of content in marketing and six levels of sales

You can buy it at a bookstore! I just bought several copies myself.

Six levels of sales:

1. Xiaobai - basically can't sell things.

2. Rookie - from time to time you can sell things, but there is more bitterness than laughter.

3. Primary - I can often sell tomatoes, but I don't know why I can sell things.

4. Quasi-master - he can always sell things, and he knows why he can sell things.

5. Master - sales have reached the point of leakage.

6. The top master - has integrated the sales into his own soul.

The so-called sales master, in the sales process, must do three things:

1. You can provide value to your customers.

2. You have to let customers know that you do provide value.

3. You have to make the customer's various purchasing roles think that you do provide value.

In B2B sales, we want to provide value to our customers. There are two things that a salesperson must have:

1. Deep understanding of customer business.

2. Understand the essence of the customer's business.

Customer business refers to the knowledge of the customer's industry. For example, if your customer is a bank, you need to understand the credit, bills and even chain financing business, even if you are just selling a printer. In addition to this, you need to understand how your bank employees use your product, such as how often they print, how fast they require, how they handle paper, and so on.

Together, these two things are called the customer's business knowledge.

The essence of business refers to how customers make money, what their business model is, what their strategy is, and what their core competitiveness is. It's a big problem, but it's all about your product.

The reason for these two points is that sales is all about solving the customer's problem. If you don't know your customer's business, how do you spot the problem? If you don't understand the business nature of your customers, how can you design or recommend valuable solutions to your problems?

It sounds like a consultant does, and yes, every good sale is a good consultant. Only when you understand these things can you really find the customer's problem and ultimately create value for the customer.

P: This marketing theory was put forward by Professor Jerome McCarthy, an American marketing scholar, in the 60s of the 20th century. Respectively refer to:

Product (price) Channel (place) (promotion).

C: The marketing theory was proposed by Professor Lauterborn (1993), an American marketing expert, in 1990, which refers to the following points: customer, cost, convenience and communication.

R: The marketing theory was proposed by the American scholar Don Schultz, which refers to: relevance, reaction, relationship and reward.

S: This theory is not a marketing theory in the strict sense, but more reflects the requirements for marketers, which refer to: satisfaction, service, speed, and sincerity.

V: This theory was put forward by domestic scholars (Wu Jinming and others), which refers to the simultaneous use of variation, versatility, and added value.

value), vibration.

View Answer Analysis [Correct Answer] The Five Levels of Relationship Marketing:

1) Basic beam-pin relationship;

2) responsive relationships;

3) Responsibility relationship;

4) Active relationships;

5) Partnership-based Relationship Wisdom Hall.

Answer analysis] See textbook p88.

Knowledge points of this topic: Overview of customer relationship marketing, Oak Biyou.

There are three different levels of marketing: the first level is skills, such as technology, methods, methods, means, etc., the second level is strategy, and the third level is concepts.

This month's plan for myself is to read marketing books on the theme, so I read all marketing books during this time, and when I read Chen Chunhua's book for the first time, I feel that I still have more theoretical knowledge, and I have less practical practice than the "25 Marketing Rules that Beyond Mediocre is Better than Good" that I read yesterday.

After reading these marketing books, I found that many of the book concepts are the same, and many of the books mention customer orientation, from raw material merchants to parts suppliers to manufacturers to distributors, and finally to the hands of large customers. This is the flow of information or the flow of money. Item flow is the development of a product or service based on the customer's preferences, and then the product or service is manufactured and recently handed over to the customer, with the ultimate goal of ensuring customer loyalty.

The basic aspects of marketing: products, channels, consumers, advertising.

For the understanding of Horizon's vertical products, most Chinese companies start from the perspective of the enterprise itself. Chinese companies have always positioned their products at a level that is also very effective in price reduction, and Chinese companies have always regarded price reduction as their core competitiveness. However, the element should be a concept outside the product, it will exist independently, and the product must also be defined by the product itself.

The true meaning of the product is that it is the carrier that connects consumers and enterprises, and the reason why enterprises can enter the market is that it can provide products to meet the needs of consumers, so it cannot simply position the best in the ability of the product, and the ability of the product should return to the contribution to the value that consumers are concerned about.

The marketing channel represents the level and breadth of a company's marketing and the area covered by the company's marketing.

Marketing as a whole is driven by consumer demand, and consumer demand is driven by your understanding of consumers.

From the advertisement, you can see whether the company has real strength. Advertising is not as effective as we think, invest resources, there will be an effect, the effectiveness of advertising must be effective coverage.

Market segmentation is the process by which enterprises divide the entire market into different consumer groups according to the different needs of consumers. The objective basis for this is: the heterogeneity of consumer demand.

The main basis for market segmentation is the same demand in the heterogeneous market or customer groups, and the essence is to seek homogeneity in the heterogeneous market.

The concept of market segmentation was proposed by Wendell Smith, an American marketer, in 1956. According to the needs and needs of consumers, the overall market that is difficult to serve due to the large scale of enterprises is divided into a number of sub-markets with common characteristics, and the consumer groups in the same market segment are called target consumer groups, and the consumer groups of these target sub-markets are divided relative to the mass market.

The sub-market after market segmentation is more specific, it is easier to understand the needs of consumers, and enterprises can determine their own service objects, that is, the target market, according to their own business ideas, policies and production technology and marketing forces. Targeting a smaller target market, it is convenient to develop a special marketing strategy for the state.

At the same time, in the segmented market, the information is easy to understand and feedback, once the needs of consumers change, enterprises can quickly change the marketing strategy, formulate corresponding countermeasures, to adapt to the changes in market demand, improve the resilience and competitiveness of enterprises.