Question 10 about Salesman vs. Dealer

There is no obligation unless your company explicitly states that you want to help the customer.

However, if you are a businessman, it is okay to apologize to the customer in advance if something does not arrive, taking into account the customer's emotions.

If the customer makes things difficult, he can only apologize, and euphemistically express that he has no obligation to unload the goods. Harmony makes money, and the tip of the needle is noisy with others.

This is a lot of problems often encountered in the sales process, although the salesman does not unload the business to the customer, but emotionally speaking, the distance between the customer and the customer has been widened, and the current customer is making money for whose products are made. The key is to do the service in the heart, so that the customer's heart is warm, the feeling is good, naturally sell more and better, and pay more attention to how to cultivate feelings with customers in the future!

How can there be a salesman who unloads the goods to the dealer, and the dealer finds his own way to place the goods. If your customer really wants you to order, you can say, xx: Look at it, I may have to move more than 1 hour to order your goods, and it will be over after a break of two hours.

But if I take these two hours to write, it is entirely possible to sell how much money I will sell and how much money I will make for you. Do you think it's better for me to be here to help you place your goods, or is it better to go out to the market?

Some dealers must not be too pampered. The salesman only needs to do what he should do well.

If you hand it over to the business, the disadvantage: he goes to the market by himself, and the company has to bear certain risks and investments. For example, early maintenance, running customers.

Because the business may not be very familiar with the local market. It takes some time to explore. Moreover, according to the ability of the salesman, the product sales cycle is also different.

Some take one month to reclaim a market, and some take half a year. It's hard to grasp the time, and it is said that the salesman has resigned. If a business resigns, there may be a disconnect in this area.

Advantage: Easy to manage. In the early stage, there will be basically no salesman hiding customers, and the situation in the area can be found in time. There is no problem of restricting manufacturers.

Handed over to the dealer, advantage: it can bring profits in a short time, because the dealer is familiar with the product in the local market after all, and has a certain certainty that the product will be sold in a short time. It can allow the product to enter the local market quickly.

Disadvantages: After all, dealers have a certain strength and foundation compared to salesmen. In terms of management, it is relatively laborious. Coordination is needed. He will have his own little abacus. Maximize benefits. Therefore, the service and reputation of your product may not be guaranteed.

Recommendation: It's best to do both. At the same time as looking for the best businessmen, let a business be responsible for several areas, and support and supervise several top businessmen. Regular return visits. Maintenance. Survey. It would be better. Basically all manufacturers do this.

It depends on the long-term view of which way to get the higher overall profit.

Generally speaking, if it is handed over to the salesman, the company is easy to control, the management cost is high, and the product profit is high; Dealers do, the company is difficult to control, low management costs, low product profits.

How to choose is to calculate.

If not, ask me.

This is the problem of direct sales and distribution, and now the general company is a larger company to do it vertically and horizontally, that is to say, there is a special distribution department, and there are also special industry sales personnel. This is to see how to cooperate, and it is related to the nature of the product, there are some differences between a person who makes daily necessities and a person who makes technology products. It is also possible to establish a reporting system, so that there is no conflict between the two.

From the dealer's side, if you want the dealer to be obedient, as the manufacturer's business personnel, you must bring enough benefits to the dealer, and it is estimated that there will be no dealer who will be stupid enough to make a mistake with the manufacturer's business personnel who can bring him enough benefits. Who can't get along with money, this point, the manufacturer's business personnel also know that sometimes fighting for costs and policies for dealers is actually in a sense fighting for their own status and respected feelings.

The benefits are diverse, not only the cost and policy, wisdom and experience is also a kind of interest, suitable for the wisdom and experience of dealers can help dealers better manage themselves, in saving costs, preventing risks, increasing profits, increasing competitiveness and other aspects to bring direct or indirect benefits.

If you can't prove that you can bring benefits to others, at least you can help others avoid risks.

2. From employee to boss.

But first from the help dealer business personnel to improve their ability to work, is equivalent to the dealer training his business personnel, which is easy for the dealer to accept, after obtaining the dealer's recognition and praise, and then gradually transition to the dealer itself to guide it is relatively easy.

The knowledge interests suitable for dealers are concentrated in the hands of old dealers, old business personnel of manufacturers, professional dealer experts, etc., and actively strive for advice from these people, actively participate in relevant training, maintain all kinds of marketing books and reading, and make an organic blend of what was originally learned in school and what is newly learned, and gradually form a clearer overall knowledge interests. And not piecemeal.

First of all, it is necessary to communicate more with the ** business. Learn about the network, channels, operation modes of the first businessmen, as well as the competition trend of similar products in the local market; Understand the personality, preferences, interpersonal relationships, and financial status of the businessman. This is essential.

Combined with the company's policy, a reasonable assessment of the local monthly sales task volume of the first business, so that the corresponding management measures can be formulated in a targeted manner to effectively manage the business of the first business.

The manufacturer's salesman qualification is larger than the dealer's salesman's responsibility, and it can be said that the salary is more than yours, the factory is a regional business, and the dealer is only a county or municipal business.

You said to go to the meeting because the dealer you work for is his department.

Factory salesman: refers to the business personnel assigned by the manufacturer.

Dealer salesman: refers to the business personnel of the sales ** business under the manufacturer.

Usually the salesman of the manufacturer is mainly responsible for the work of the first merchant and provides services for the first merchant. Dealer salesmen sell products and services directly.