Chapter 1001: Tenda sales department guidelines

Latest website: Pei Qian was silent for a moment.
Sure enough, there is still a big gap between this so-called sales job and the sales job that I really request.
Pei Qian sorted out his thoughts and said, "Well, you can forget all of the previous ones."
"These things may be useful in other companies, but I can tell you very clearly that in Tenda, these things are not only useless, but they will be counterproductive and only have the opposite effect."
"So, forget about it completely."
"Next, I will talk about several regulations in Tenda's sales department. You must keep in mind that several of them are prohibitions, that is, they must not be violated. They must be strictly enforced, and no one in the department can make exceptions. "
Hearing this, Tian Mo hurriedly took out a small notebook from his arms, ready to record.
When he was working in an intermediary store before, he was criticized twice for sitting in a meeting, and since then he has kept the habit of carrying pen and paper with him.
Pei Qian continued:
Article one, all sales are strictly prohibited from actively contacting customers to promote business. Calls, leaflets, etc. are all exempt from conversations, and visits are absolutely forbidden.

"Only when customers come to the door to ask, can they answer their questions, and they can only answer what the customer asks truthfully. You should never consider him and deliberately guide the sales content."
"Second, you don't need to deliberately practice the ability to communicate with people, don't learn or train any language skills, how to talk in ordinary times, and how to talk to customers.
"Of course, the most basic courtesy is definitely required."
"Third, don't maintain the relationship with customers, don't send messages and greetings in groups during the holidays, don't share some inexplicable content in your circle of friends, don't just go to the close, people are not familiar with you."
"Article 4, there should be no competitive relationship between employees in the sales department, no comparisons, no factors such as'sales crown' and'performance' can be used to influence the mentality of employees, no matter in daily or departmental work summary, no evaluation is made. "
"Article 5, the customer relationship is not a personal relationship. It is strictly forbidden to distinguish between ‘your customers’ and ‘my customers’. All people share customers and serve customers together.

"Article 6, the department only has a fixed salary, no commission, and the performance of each person is not directly linked to the salary. The specific salary standard will be given to you later."
"Article 7, when introducing customers, we must focus on the shortcomings and problems of the product, and it must be true to the details and there must be no omissions..."
Tian Mo was recording seriously, but the more he listened, the more he felt that something was wrong, and he raised his head frequently subconsciously for fear that he might have heard it wrong.
Is this wrong?
Are all completely contrary to your shallow sales knowledge?
In fact, in a nutshell, the guiding ideology has completely changed.
The traditional concept of the sales department is to mobilize the enthusiasm of employees through various means, allowing them to contact customers more frequently, and establish a relatively close sales network through telephone calls and relationships, and make all sales go crazy To run performance.
Whether it is the so-called "expanding customer relationship" or "maintaining customer relationship", including internal meetings of the sales department, team building, public recognition of sales champion employees, and high bonuses, they are all aimed at mobilizing sales staff as much as possible , So that they can strengthen competition and obtain more business.
The more salespeople sell, the more the company will make.
The points raised by Mr. Pei obviously run counter to this line of thinking. To sum it up in one sentence, "eat a big pot of rice."
Wages are fixed wages and no commissions. The employees won the sales crown, let alone extra bonuses, and there is no appraisal or recognition in daily work.
Moreover, not only does it not need to expand customers, or actively contact customers, even when customers take the initiative to come to the door, it is impossible to pull out business content and promote sales!
Taking these points down, Tian Mo was confused.
On the one hand, he feels that his existing cognition has been subverted, and on the other hand, he feels a deep confusion after these cognitions have been subverted. Yes, what else can I do?
After Pei Qian finished speaking, Tian Mo asked: "Uh... President Pei, I have written down everything you said, but I have a question."
"In my understanding, the daily work of sales is to find customers everywhere by making phone calls, sending out flyers, etc., and then maintaining relationships with customers to promote products."
"Now you say that you can neither take the initiative to call, nor do you need to maintain the relationship with the customer, then... how do customers come? Can't expect customers to take the initiative to call me?"
"If that's the case, I think this department should not be called the sales department, it should be called the customer service department..."
Pei Qian was silent for a while, Tian Mo's words really stopped him from asking.
Indeed, I only reply two sentences when the customer comes to the door. This seems to be really what the customer service should do...
Pei Qian intends to set up a sales department, hoping to lose money by means of reverse sales, but it seems that something is wrong if he raises a customer service department.
You have to think of a way to distinguish the sales department from the customer service department.
The main thing is to give the sales department a way to contact customers proactively, and it can't be completely blocked. In that case, it really becomes a customer service department.
Of course, this method must not be a way of making phone calls or handing out flyers. This method is too dangerous because the cost is very low.
Now that personal information leaks on the Internet are so serious, you can buy a lot of phone numbers of target customers with just a little money, call them one by one, harass, add contact information, and promote sales. It is basically a cost-free thing. Enough calls can always draw several customers.
The way of distributing flyers and other places is similar, as long as the number of sales staff piles up, it will always have a certain effect.
Of course, if the entire sales department has been maintained at a relatively small number of people, for example, there are only a dozen people in total, no matter how you call or distribute flyers, the effect will be minimal.
But the problem is that Pei Qian’s purpose of setting up this sales department is to spend more money. If he only raises a dozen people, even if the benefits are all full, how much money can he spend?
Therefore, it is necessary to find a way with a relatively high safety factor, a lot of money, and a poor effect, so that in the future, you can safely and boldly recruit people to spend more money.
After thinking about it for a while, Pei Qian quickly thought of a good way to spend a lot of extra money.
"Of course I have already thought about this."
"After you finish the preparatory work, I will allocate money for you to open a store. Then all your sales will be carried out in the store. You don't have to call or send out flyers to contact customers, just in the store. Just wait for the customer to come to your door."
"As for the Shenhua Haojing office area, it serves as your headquarters office. The core staff work here, and the other sales staff work in the store."
This is the way Pei Qian thought of, to open a physical store if something goes wrong!
There is no doubt that opening a physical store is the one that burns the most.
Because having a physical store means that there will be various expenses such as rent, utilities, etc.
Like ordinary telemarketing, the cost is very low. Find a remote office area with dense work stations. Everyone has a phone and a computer, and then they can make a basic salary to make them call frantically.
But if there is a physical store, it means that there will be various expenses such as rent, utility bills, and uniform uniforms and decorations for the staff for the company's image. This cost is a lot.
Of course, Pei Qian has a little bit of a bad experience in opening a physical store.
Such as Moyu Internet cafe, Moyu takeaway, hosting gym, etc.
But on the whole, if the physical industry makes money, it can continue to spend money by opening more stores, and the risks are relatively controllable.
What's more, Sloth Apartment and Upwind Logistics have been losing money. What are you afraid of?
Therefore, Pei Qian felt that this time he made detailed planning and meticulous layout, and Tian Mo was the head of the entire sales department.
Tian Mo nodded slightly when he heard that the store was about to be opened, thinking that it was finally normal.
If everyone in the sales department is really crowded here, and they don't call or distribute flyers, who can find customers in the office?
If there is a store, customers can at least find a place, which is relatively reasonable.
Moreover, the store is also a symbol of strength.
Large housing intermediary companies such as Zhujia Group have stores all over various cities, and each store covers a surrounding area, so that it is easier to understand the situation of the entire area and target the different situations of each city and area Develop different strategies.
President Pei didn't say what kind of store he wanted to open, so Tian Mo didn't think much about it, thinking it might be the same store as that of the Home Group.
Pei Qian thought about it a little bit. It seemed that it would take some time to prepare for the establishment of a store. The location and decoration of the store, the specific structure diagram inside, and the clothing and training of the sales staff. You have to prepare a little.
It is certainly not feasible for Tian Mo to be responsible for these preparations, and some professionals must be arranged.
It's not that these preparations must be done perfectly. The main reason is that Tian Mo doesn't understand anything and prepares too slowly. When the time comes, the sales department has not been established, which is too delay.
Thinking of this, Pei Qian said to Tian Mo: "Okay, I'll be here first."
"I have already told you some of the basic rules of the sales department. After you go back ~ EbookFREE.me~ this period of time is to firmly remember these rules, memorize them verbatim, and then always remember them. , Cannot be violated."
"I will arrange for others to do the preliminary preparations, and I will notify you when I'm ready."
Tian Mo was stunned for a moment: "Uh...are there any other jobs?"
"Other work? No." Pei Qian shook his head, "In the short term, all your work is to memorize these contents. I will do a random check when I see you next time, but I can't remember it."
Tian Mo hurriedly nodded: "President Pei, don't worry, I will memorize it verbatim!"
After confirming that he had no other tasks, Tian Mo carefully put away the notebook, and then left President Pei's office.
Although I don't know what kind of plan Mr. Pei has in the end, he feels that he is unclear and violent. It seems that as long as Mr. Pei's requirements are fulfilled carefully, all problems will naturally be solved!
Tian Mo walked out of Mr. Pei's office and suddenly felt confident and full of hope in his life!