Salesman's eight roles

Salesman's eight roles

Zhang Dongfang

In the traditional marketing concept, a salesperson's basic responsibility is to fulfill the sales target, pay back and manage the customer. When I was working as a sales manager in a private company, the three most important responsibilities of the boss himself were to fulfill the sales targets, pay back and manage their own customers. However, the market competition is under increasing pressure, and the strong consumption camp makes the access situation more and more complex. The traditional extensive sales management model can no longer meet the needs of the market, and the responsibilities and roles of sales personnel must be adjusted accordingly. I have summarized eight roles of modern salespeople. 1. The first Role Positioning of a salesperson is to become a professional regional expert. He must always keep the habit of conducting market research. Sales people who often turn around dealers are definitely not good at the market. Only by thoroughly understanding the market can we truly position the market; 2. Sales staff should assist dealers in achieving regional sales targets. If you want to change your role from a manager to a professional assistant, the first role will directly affect the second role; 3. The salesperson should take the initiative to clear the following channels. The detailed development of hierarchical channels by dealers will affect the performance and plan of the entire regional market. We must resolutely "go to the vast rural areas" to go to the second and third-tier markets, go to terminals, and form a market with consumers; 4. To train dealers, dealers usually act as agents or distribute products from many manufacturers. In his eyes, your products may be a chicken rib, but you do feel that dealers can help you during this period. How do you attract his attention and make him have a strong interest in your products, the companies behind you, and yourself, which can be obtained by training him, in particular, in the fast-moving consumer goods industry, many dealers have developed in their early stages. They need modern management knowledge, modern marketing ideas, and continuous understanding of new situations in the industry, these are what you can do, and they are opportunities for you to present yourself and your company to dealers; 5. Assists dealers in improving the management of their business teams, helping them develop marketing plans, increase sales, and solve receivables, your product's position in the dealer's mind will be improved in an invisible way. More importantly, your product sales and Brand have actually increased in these jobs; 6. Market information feedback. Traditional sales personnel either think that information collection is the work of market personnel, or they have to deal with mistakes and be perfunctory. As a matter of fact, the salesperson must always put the collected information in the scope of work. Only in this way can they ensure smooth logistics supply in their regional markets, we will not blindly complain that the product is not suitable for market needs, and the company's policies are too rigid. A smart salesperson knows how to use actual data to impress the company's management; 7. collect payment for the goods. Needless to say, this is the permanent responsibility of the salesperson; 8. Know how to plan regional markets. A regional salesman who does not understand planning can only be a deliveryman or promoter.

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