Do You Know the Four Basic Marketing Management?

By Zhou Xiaowei, the marketing department of SmartGen

Want to do marketing, first of all we have to learn management time, customer base, customer structure, sales process. Today Xiaobian simple summary these four basic management.

I Time management

  1. sales cycle

(365 days a year – 25 days off) /7=48.5 weeks X 5/7 = 35 weeks

In fact, a year is very short, we have to make full use of time.

  1. Sales staff time management (first priority)

Urgency

  1. Client transaction sign
  2. sales receipts
  3. follow up the intentional customer
  4. Customer structure adjustment

importance

  1. Customer information collection
  2. Customer relationship maintenance
  3. Product knowledge learning
  4. Understand industry background
  5. Classification of customer time management

Small customers 50%

35% of large customers (strong purchasing power)

Long-term customers 20% (purchasing power strong)

No intention of customers 0%

Maintain a small customer, seize the big customers, with tight long-term customers, to give up no intention of customers.

  1. Key person time management
  2. find customer contact: recommended WeChat interaction
  3. Find out the rules of the customer’s work plan
  4. Find out the rules of the amateur life of the customer
  5. Grasp the law of customer appointment
  6. To create a reason to see your customers: stay topic
  7. Develop a habit that customer contact you, become part of the work of customer

II Fundamental management

  1. Create a customer data pool
  2. Selected valid data
  3. Project filing
  4. stock customers (keep old customers + old customers to maintain + old customers develop + old customers to introduce new customers)
  5. New traffic (increase in performance = new customers – loss of old customers)

III Customer structure management

  1. Target customers: product prices and customer expectations close (with purchasing power) can be used as target customers
  2. Interested customers: willing to care about you, the price is expected to close (with purchasing power), can be used as an interested customer.
  3. Intentional to customers: willing to care for you, with purchasing power, there are intention to buy.
  4. prospective customers: willing to care for you, with the purchasing power, have the intention to buy, anxious to buy.
  5. customers: the old stock of customers, old customers introduced.

IV Sales Process Management

  1. Initial visit: the initial visit to the taboo visit time is too long, to the next visit to stay a topic. Observe the customer input, whether the customer is willing to give you time.
  2. Customer communication: grasping accurate customer information, customer needs.
  3. Product explanation
  4. One by one
  5. Quickly contributed: salesequipment, sales skills.

For more products and cases, please visit www.smartgen.cn

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