Weight loss and feeding

In the actual operation among the common discounts errors are summarized as follows:

1, discount the bigger the better. Many sales managers, tend to discount as its own "killer" or even "life-saving straw" and that the discounts the bigger the better. The goal, nothing more than: First, the bigger the discount when the "powers," whereby you can do anything, "about" dealer, let obediently listen to his own mercy. The second is that the operation of enterprises and products, plenty of room for multi-point discount to the distributors have not tied their own personal situation, you can fall. Third, through a large discount policy can be implemented Yahuo occasionally to stimulate the channel to enhance sales, encouraged by the dealers, and ultimately make their own smooth and slick, both ways, to achieve double-edged sword with good results.

2, the discount is the profit. Some sales to the dealer in charge of instilling in the discount policy, they tend to mislead the dealers, so that they purchase price of sales, will give them a discount as corporate profits, a larger discount, the dealer or even "subsidizing" the sales in order to achieve more big discounts, so that product prices an "inversion" phenomenon, channels, distribution of profits resulting imbalance. In such a "discount is the profit" driven by ideology, dealers tend to not increase sales profits, but profits of the "treasure" who bet on the discount, resulting in a channel chain disorder and fragile.

3, discounts or promotions. Some SMEs, marketing director of marketing in the enterprise is not even to regulate the situation, often in order to "the easy way" and keeping as promotional discounts, and all will fall into places of shifting the dealers, thereby committing an assumed error. Discount policy of its main function is to stimulate the purchase and sales distributor, greater thrust performance of the market, while the promotion is the more applied end, as well as consumers, reflects a kind of tension. And the discounts given to dealers as a promotional post, promotions tend to lose their promotional functions, while disguised as a distributor of the extra profit, so that sales would not achieve its proper role and, instead, have the potential to spoil dealer.

4, the discount is a value plunges. In the actual operation among the many companies tend to discount as a kind of "conventional weapons", the intensity of discount either static, or is dealer growing appetite for more and more cases, so that discounts become a vendor, "let them go" The "hot potato." The discount to a certain extent in high-time, dealers have been tying up capital, is stuck with the feeling of imbalance, and many will be shown, so that they in order to relieve financial pressures, will continue to put pressure on manufacturers to discount prices, and thus to discount the price reduction has become the "culprit." The product once the price cuts will affect the stability of the market price system, it will trigger a new round of restructuring, which could eventually make products from the "Golden Bull" bad into a "skinny dog" or "the products in question."

Understand the operation of the above discounts among the many errors, as the manufacturer or the sales director, we can targeted, clever and flexible use of the discount policy. Any discount policy are "double-edged sword," calling such people not only injury but also hurt themselves, therefore, how clever and flexible way to grant the distributor discount policy, making it play a positive role in promoting the market, that is, as manufacturers and sales executives need to carefully think about strategy.

The skills and knowledge to the discount

To the discount is really a learning, discount policy to the just right, not only can save businesses with limited resources, so that the "good steel blade is used to", but can also increase the sales director in the hands of business or a "bargaining chip", which can be flexibility to freely control channels, skillfully respond to market competition for the discount to become a powerful weapon for squeezing out rivals.

1, the discount into a reward. Many enterprises can not easily be reduced discounts, often with the operation of enterprises in the process, discounts are more fixed, leaving too much for granted to the distributors related to the discount in order to use freely, truly play its role, a very effective method is to discount into awards, discounts at the dealer's reckoning since it is not easily changed, then, as a sales director for the business or customers may wish to talk about, it will be turned into incentives and discounts to the customer "brainwashing," to be clear.

Source：http://www.Tradenovice.com

Is now recruiting positions in the business, what the most popular posts? Yue business or sales, nicely called marketing. Enterprises believe that the most difficult to hire people who post useful What is this? Or so-called business. The business position is mutual fired most popular posts! Why is this?

Boss saying: basic salary + travel + reimbursement + high commission a variety of insurance may be that they can not sell my product, so that operational staff do not fry him, I do not become the president of the orphanage.

Salesman, said: To quality, not quality, and price did not price, should serve no service, I'm not a fairy, a quick put other people's money to your boss's pocket the whole. I do not fry you, I still wait until the white beard? .

Ever since, the business sector as cursory like, less than one year, staff for several stubble! Not to mention the sales of enterprise products to market as an individual mouth! Where does the problem? Is the boss of ignorance or incompetence of business people!

In my own experience, the majority of the boss, of course, there are also problems business people. Arising from this problem the most is the "can not go up stuck atop another," or "racking our brains" of the enterprise. While such enterprises, but Zhanzhao more than 70% of the total number of enterprises, so most of us desperately worked hard in this business with! The so-called "can not go up again stuck atop a" business refers to the product "Gen Pichong" enterprises. Products are now out, but did not tell the quality of the home, the price to learn there are mold-like, but also sounding name of the enterprise's "new products", the ability to deceive oneself and others is terrible! For "racking our brains" type businesses, which is even more frightening. Effort an owner When inspiration strikes, the entire technical staff blood boiling behind closed doors, and finally engage in out of a "new product", and such and such, the boss, high spirits to operational staff, technical staff, said: good thing came out, and now depends on your skill has! Service personnel trying to say! Can only be affixed with tape to live their own mouth.

Business-to-own products such as mode of operation, not to mention the souls of the business, and even the reincarnation of Sun Story, I think can only be disappointed cargo look!

So, what kind of business people are good business people? Good business people? I think the boss to give him a piece of iron to buy, he can sell iron prices and sales volume can be, that is a good salesman. If he can not only do these, but also the church staff to do these other businesses, even an excellent business personnel of the. If the boss to give him a piece of iron, but asked him to press the price of gold to sell, so that operational staff should not, even if there is, it can only be a liar, certainly not the so-called "marketing masters." If the boss to pursue this type of "marketing master," Just think, Wai are the boss around a bunch of liars type of person, the boss can have any good end?

We all know that products are easy to sell, mainly looking at whether there is a "selling point." Such a selling point, not fabricated out of thin air, but consumers really need. Can always hear the case, asked business people to find a selling point! God, is not a selling point to find out, but be out. As it is in the product design and development phase, on the adoption of market surveys, will be selling into the future of them. Or quality, or price, or service, or fill in the blank (this is very difficult in general business is difficult to manage). Do not care about selling more than a little to become more of a selling point but there would be no!

The last to say: the boss, please do not believe that business people have to sell your iron into gold supernatural powers.

Source：http://www.Tradenovice.com

Each product will have the same sales price of their goods, many people mistakenly think that as long as the higher prices will increase sales more difficult, in fact, this is not the case, because the prices of goods will not be customers willing to buy the only factor Therefore, customers for commodity prices, the real objection is not the problem. Customers are not afraid of the high purchase price of goods, otherwise, why the Mercedes-Benz BMW cars are still people willing to buy Giorgio Armani BOSS dress Why would anyone buy Montblanc pens and leather Why do some people to buy, in fact, the real fear, and customers purchase price but the fear of not less than the value of the goods, it must first have a concept, the customer purchased, as well as most of his focus is on value, rather than price.

1, how to improve the value of

Increase in the value of commodities can reduce the price of the dispute in order to strengthen customer wishes to buy, so the higher the transaction value will be greater opportunities, so regardless of any sales of goods have to be before the client's position to stand in the "altruism "direction to think about, so that the value of goods to customers, where?

① What is available to the customer value?

② what is the value to attract customers?

③ what is the value of similar products can cause differences between the comparison?

④ what value can be used as the main competitive advantage?

In addition to these commodities on the value, you will gain an edge is the direction of creating value, because you know about this product is unique in the world, and no replacement of goods, this world you can not find the second one with exactly the same product exists, Even twins are different, you have is unique, then next step is whether you can also propose to have co-operated with you a unique value.

① you provide is no substitute for quality of service? (Timeliness, satisfaction, commitment ... ...)

② you provide is no substitute for experience? (Enthusiastic, energetic, sincere, confident, ... ...)

③ you offer customer-oriented attitude is no substitute? (To ask for and complain ... ...)

④ care provided by your client's attitude is no substitute? (Including the life and career)

⑤ you provided is no substitute for persistence? (Provided by adhering to the above part)

Value of the goods must be working hard to improve the result, in the service sector than price, to bargain on the market at the initial stage of the practice, such an approach is not only not the best way, or hurt their own practice. Today's market continues to progress, we should use the value to plan for themselves in order to secure a reasonable price and profits.

2, with the price the customer can accept the challenge

Every customer would like value for money, the streets of people buy things when they Kanjia, but you never saw people in large shopping malls Kanjia, because high-end shopping provides a superior shopping environment and high-quality value of the services, recognition of the talent will go into consumption, so you are the most important key to maintain the price, analyze yourself, you are a street hawker-style sales people, or the sale of high-grade commercial buildings where people?

Kanjia will only create customer loyalty in terms of price, so if the price was lower than your co-operation he will immediately transfer the object, but also for customers in terms of killing bargain if you are already losing money, and customers will still want to be able to a lower price to buy, as long as you have agreed to the price of a nod, even if your heart in the blood, the customer will still be recognized you have to make money, and even feel that perhaps you will sell more cheaply.

Price, there are two objections, one is the ability to pay problems, the other is the willingness to pay of the problem, if it is the latter then you only need to do to enhance the value is a good practice, but if it is the former, then you continue to strengthen the value may be it will provoke an unexpected counter-productive, because you totally do not understand his feelings. Therefore, when objection is generated when the crux of the problem must be clear about is where in the end, do not waste time to do all those thankless task!

How do I pay for the ability to discover the problem? Experienced sales personnel can from the customer's language, eyes and body language found crux of the problem points up, but if you're a less experienced sales people how you should do? Direct polite inquiry is the best way, do not make their own guess. If it is really payment problems, you only have to propose an intimate form of payment you can progress to the closing stage.

3. Packaged to talk about the price after the value of

When the customer an interest in the commodity when the majority of customers will quickly ask the question of price, unless you have a price advantage in the market is otherwise do not hurry to answer the question of price, make sure your After he re-entered the value of packaging to the price of the discussions, the value is not finished packing before the first price to do all the processing delay, and then began to strengthen customers can get benefit, advantage, convenience, etc., continuing to strengthen their willingness to buy.

If you want to compare products, please do analysis in advance, with the same quality of goods and relatively dominant compared, emphasizing their own superiority and uniqueness, but the language is absolutely not to sabotage and attack others as a means of commodities.

Period were used by the price converted to a day or a month's spending point of view, for example: 1,000 yuan can be ten years, a year to spend 100 yuan a month to spend only 9 yuan, but you can enjoy the ... ....

Can also be used if more than commodities, you can also go with the number of people continue to cost reduction.

Will have a productive goods and the profit he can generate the information used to do with standing on the same reason expressed in heart failure after the product may cause trouble with the language out, improve his sense of urgency.

Source：http://www.Tradenovice.com

Survey shows that, both at home and abroad, people's satisfaction with online shopping are not too big. According to a survey by Jupiter Communications, only 41% of people who have experienced the satisfaction of customer service; the domestic situation is even worse in a number of online shopping this year, China announced the first online shopping test report shows that only in the goods delivery services, there is 78% of the site does not fulfill the commitment period of time. Facts have proved that customer satisfaction is the success of online retailing is an essential element in customer satisfaction to a large extent in turn depends on customer service.

Customers from the query in the merchandise, place an order, until the final date of receipt of goods and pay for the entire process, a critical moment at least 10 online stores need to attract a high degree of attention at a critical juncture of any neglect can cause customer dissatisfaction, or even give up shopping. Shopping process, according to chronological order, which 10 belong to the crucial moment three stages, namely purchasing decision stage, the online payment stage, order inquiries and product acceptance phase.

The key moment of purchase decision-making stage

Prior to the next stage of consumer orders, in fact is the online store service, product price, delivery period, after-sales service all-round understanding of the process measures, and decided to shop online success or failure of a critical moment most of them in this phase.

This is the site speed online store customers first impression is often the psychological impact of the shopping, it is also all sites should have the most basic elements, who are reluctant to an extremely slow pace of online shopping site experience of torture, Under normal circumstances often have to complete an order for 30 minutes or even longer, so the site is to promote customer away snail pace of the best reason. In the first critical juncture to retain customers is very important.

Product Search For various reasons, it is impossible to put too many products on the home page presentation, and the survey shows that online shoppers are from the rational type of consumption goods in advance of the required features, prices, etc. have a certain plan, the Internet, the generally to the appropriate classification of the directory to find, If you know the product name, may direct inquiries, if the query can not find a suitable directory or no results, then, the customers may soon be leaving the site, he is most likely to go, it may be a competitor's website, I believe this is the website operators are most reluctant to see results.

Product Description When the selection of a product, carefully review the description is an essential step, even a book, shoppers will also look at the executive summary, author, directories, like the introduction, if it is a value of more High-products, must have also wanted to know details: appearance, function, size, weight, quality and so on. Not every site can satisfy consumer demand, if not detailed information, this shop might not traded.

Price concessions that many consumers use the Internet shopping is an important reason is that cheap, the product function, appearance, the selection is complete, another important factor to be considered should be the product prices. This form of online shopping, once there, to give people the feeling was somewhat higher than in traditional stores to buy goods cheaper, therefore, the ability to obtain a certain discount is related to the customer whether the product into the shopping cart is one important factor, because, Consumers might have been viewed the price of the same product to other websites.

Service return policy on how much the impact of online shopping? According to Jupiter's findings, easy return is the greatest influence customer buying motivation factor, even more than the customer service and product selection. A clear picture to tell consumers what kind of condition may be returned, for Kuandaofahuo situation, returns long after the money can be returned to the user, who should pay for round-trip transportation costs, or else because of this reason does not make less hesitant customers.

Delivery time and cost customers want the shortest possible time to receive the goods, it is a fact that there is no doubt, so distribution of information on the site is also not sloppy, no one will look forward to ordering the goods on time after our arrival, not delivered the goods on time is likely to be rejected, especially for COD orders.

For small orders, transport cargo / delivery costs are also affecting the number of customers to buy a major factor in the decision-making, one of 20 yuan to buy a book, probably very few people are willing to pay the mailing costs 15 yuan.

Online payment phase of the key moments

In the order confirmed, prior to the completion of payment, there are two key moments of the impact on the success of online shopping, this situation depends on the site, banking and shopping by three factors.

Registration Member Registration can also arrange shopping before, but for the first time shoppers often have to pay to know when shopping must be registered before they can continue, real trouble! Web site information will be what I use? This can depend on to clearly indicate if there is no commitment to the protection of personal information, then, or not registered - many for the first time is such a shopper who had left.

Bank Transfer This is a very critical moment, however, if you can not complete the payment, orders are still meaningless. Do not think that links to the bank payment systems and Web sites does not matter, and in the online payment stage there are still many accidents caused by the failure of online shopping. For example, some bank payment system only a small pop-up window appears after the accident are not able to refresh the page, and even return to the shopping site's pages are not only close the window, and order is finalized and can not confirm! The bank server, the consequences of the problem passed on to the site who seems innocent, but, for consumers, online payment online shopping is also a step ѽ.

Order inquiries and product acceptance phase

After confirmation of order completion, there will still be trading a variety of factors ultimately fail, except for a small number of users outside of mischief, I am afraid, mostly to a site's own causes, the typical errors are: product quality, packaging issues, physical description does not match with the site , out of stock, delivery error, delivery error period, and so, every mistake can cause a customer to cancel the order, but at this stage there are two key moments from the customer area.

Order tracking payment, "God" feeling seems to have ceased to exist, and the remaining will be uneasy expectations and helplessness, query and track customer orders for processing result is the only way to assure yourself that if the orders unresponsive, Mental customer orders may regret it after the ensuing direct consequence of the following orders as an excuse to cancel the wrong order, or for the future when it refused inspection foreshadowed. At this critical juncture is not for most site seriously?

The last moment in front of nine key moments are generated online, the last critical moment occurred in reality, customers receive their ordered products, will have to careful examination, some pre-shopping feel unhappy customers may even be critical. Grasp them, in order to finalize this transaction.

The 10 had experienced a critical moment, after a complete online shopping procedures before they came to an end, in this process, the online store can be worked out, due to such factors as customer returns or rejection of orders caused by the information eventually be removed, but in order to confirm pre-contract opportunities are not lost each site can see that. In fact, many customers are prior to confirmation of the order due to a variety of reasons, from the site, most of them unpleasant customers may experience a long period of time will not go back, the situation for the online store to that is undoubtedly a great loss. Whether shoppers become repeat customers as well as loyal customers to buy will depend on each customer's own feelings, as well as sites in the performance of all critical moment. If the site can be a critical time for careful analysis of each of the above and to take effective measures, the success rate of online shopping may be greatly increased customer satisfaction will also increase.

Source：http://www.Tradenovice.com