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淺談電梯銷售流程

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淺談電梯銷售流程

發布日期:2017-12-26 作者:貴州電梯銷售 點擊:

淺談電梯銷售流程

貴州電梯銷售

貴州電梯銷售">一、市場開發、尋找客戶資源(掃街式尋找客戶,這是最辛苦最基礎的工作)設計院/各開發樓盤/老客戶/網絡/廚房設備廠/電梯同行/工商局/裝飾公司;


二、售前服務、與客戶溝通、了解客戶需求;
1.建立客戶檔案
(標準格式/單位地址/電話/聯係人/公司概況/安裝點…)
2.準確把握關鍵人物,不忽視一般人物。
3.製定攻克客戶的方法(了解客戶優點、缺點、喜好)隨時溝通、預約、談判、跟進。
4.高級談判(總經理出麵)


三、貴州電梯銷售">貴州電梯銷售認為針對客戶的需求,製作擬定產品方案報價書;
1.銷售員擬製報價單,經總經理審核定價後按統一格式的報價書報價,須做報價登記。
2.根據各客戶具體情況進行靈活報價。


四、技術資料的擬製,落實井道尺寸、轎廂尺寸、電梯規格型號;


五、帶準客戶去電梯工廠考察(根據客戶意願而定,可省略)


六、簽訂電梯銷售合同、安裝合同,落實安裝地址/聯係人/電話/部門;注意合同條款內容(資質,交貨方式,付款方式,特殊要求等)


七、合同評審,歸檔(財務一份,文員一份,安裝合同工程質量部一份)、根據合同收取定金;


八、生產任務單、生產進度跟蹤和協調;


九、電梯安裝前協調:


井道、檢修窗、報開工(協調)、電梯檢驗(配合)、電源、發貨單;
申報開工,土建的協調,確定電梯進場日期、時間,落實需要甲方配合的工作和人員,放置材料工具的房間等;
電梯安裝過程中協調:
安裝過程中土建問題、材料、工具、安裝進度、部分資金回籠;
安裝結束後協調:
電梯完工單、自檢、質檢申報、移交單、隨機文件;
安裝竣工質檢合格移交後,書麵通知交財務登記歸檔和申請開票;


十、根據銷售合同,及時催收應付款項、質保金等;


十一、售後服務、電梯移交維保部,維保延續;


一線市場人員基本要求


一、            基本職責


1、收集信息。及時準確收集市場動態,客戶概況,準確把握進場、了解、談判等時間。了解競品信息、反饋客戶意見,為公司製定正確的營銷策略提供依據。


2、溝通關係。運用各種營銷策略和交際策略建立、維持、發展與客戶之間的業務關係、人際關係獲得更大的銷售機會。


3、銷售產品。通過一係列的有效的營銷活動,簽訂買賣合同。


4、安裝售後。及時通知安裝、土建、維護、售後等部門。如:送達圖紙資料等。


5、樹立形象。在營銷過程中,使客戶認同自己、認同產品、認同企業文化,從而樹立良好的企業形象。


二、            基本素質    


 思想道德品質


1、強烈的事業心。熱愛營銷事業,愛崗敬業,不怕吃苦,用心營銷,用智慧營銷。


2、良好的職業道德。熱愛企業,忠於企業,保企業機密,不私下交易,不欺詐客戶,不損害同行。


3、正確的經營思路。堅決執行國家有關政策和企業經營方針,正確處理好集體與個人之間的關係,用現代營銷理念,指導工作。


4、嚴謹的工作作風。嚴格執行有關公司的規章製度,廉潔自律,公正嚴明,杜絕工作懶散,不務正業等現象發生。


業務素質


1、具有現代營銷理念,以客戶為中心開展工作,用智慧的眼光看待客戶。


2、具備豐富的專業知識,包括企業知識、產品知識、市場知識、客戶知識、法律知識、財會知識、經濟合同知識、市場情報知識等。


3、具有較強的營銷基本功,能夠不斷的開發新客戶,鞏固老客戶,維護客情關係,正確處理與客戶的關係。


4、具有熱情的營銷技巧。從尋找客戶,了解客戶資料,接近客戶,談判,成交,安裝,售後服務,處理客戶異議等整個過程,都需要熟練的營銷技巧。


個人素質


1、良好的語言表達能力。


2、勤奮好學精神。


3、廣泛的興趣愛好。


4、端莊的儀表和文明的舉止。


5、健康的身體和充沛的精力。


6、良好的心理素質。


7、處理突發問題的能力。


三、            基本能力


1、觀察能力。通過對事物的表象觀察,洞悉事物的典型特征和內在實質。用智慧的眼光看到各種現象之間的聯係和區別。


2、記憶能力。對經曆過的是無能夠記住,並在需要時回憶起來,如客戶的姓名、電話、地址等。產品的品種、規格、價格等。


3、思維能力。要善於從不同的角度看問題,看得長遠,不盲從,不受幹擾,思維清晰,應當機立斷。


4、交往能力。要善於與各種各樣的人打交道,密切與客戶的關係,盡量給力客戶,增加獲得信息的渠道,提高營銷效率。


5、核算能力。運用科學的方法和手段對自身工作進行績效,進行核算評估,分析效果,探索規律,總結經驗教訓,以便改進和完善工作方案,進行科學決策。


6、應變能力。在遇到意外情況時能冷靜、果斷的處理問題,扭轉不利局勢。


7、自學能力。要不斷的學習新的營銷知識、營銷理念和銷技能,在複雜多變的業務如中應付自如。


8、合理的報價能力。在合適的時機報價,及時調整報價,科學報價。


9、決策能力。根據所處的環境及條件,在眾多可行性方案中,分析判斷和優選,準確理解客戶的言行、舉止、正確判斷市場情況。

Elevator sales process


First, market development, customer resources (looking for sweeping style looking for customers, this is the hardest work based) Design Institute / development / customers / network / kitchen equipment factory / Elevator / peer / Industrial and Commercial Bureau decoration company;


Two. Pre sales service, communication with customers, and understanding of customer needs;

1. establish customer files

(standard format / unit address / telephones / contact / Company Profile / installation point...)

2. accurately grasp the key characters, and do not ignore the general characters.

3. establish a method to attack customers (understand customer advantages, shortcomings, preferences) at any time to communicate, make reservations, negotiate and follow up.

4. senior negotiations (the head of the general manager)


Three. According to the customer's demand, make the product proposal quotation.

1. the salesman intends to make a quotation. After the general manager's review and pricing, the price will be registered in a unified form.

2. flexible quotation according to the specific circumstances of each customer.


Four. The preparation of technical data, the size of the well track, the size of the car and the size of the elevator.


Five, take the customer to the elevator factory inspection (according to the customer's will, can be omitted)


Six, sign the elevator sales contract, installation contract, implement the installation address / contact / telephones / Department, pay attention to the contract terms and contents (qualification, delivery mode, payment method, special requirement, etc.).


Seven, contract review, filing (one financial, one clerk, one part of the installation of contract engineering quality) and a deposit in accordance with the contract;


Eight, production task list, production progress tracking and coordination;


Nine, before the installation of the elevator coordination:


Well track, overhaul window, commencement (coordination), elevator inspection (coordination), power supply and dispatch list;

To declare the construction, to coordinate the civil construction, to determine the date and time of the elevator entrance, to carry out the work and personnel to cooperate with Party A, and to place the room of the material tools.

Elevator installation process coordination:

In the process of installation, civil construction problems, materials, tools, installation progress, and partial funds return to the cage.

After installation, coordination:

Elevator completion list, self inspection, quality inspection declaration, transfer bill, random document;

After the completion of the completed quality inspection, the written notice shall be submitted to the financial registration and the application for the opening of the ticket.


Ten, in accordance with the sales contract, prompt payment of payable, quality assurance, etc.


Eleven, after-sales service, elevator transfer to the maintenance department, the maintenance of maintenance;

Basic requirements for front-line market personnel


1. Basic responsibilities


1. Collect information. Timely and accurate collection of market dynamics, customer profile, accurate grasp of the entry, understanding, negotiation and other time. To understand the competitive product information, feedback the customer's opinion, and provide the basis for the company to make the correct marketing strategy.


2, communication relationship. The use of various marketing strategies and communication strategies to establish, maintain, develop business relations with customers and interpersonal relationships to achieve greater sales opportunities.


3. Sales of products. Through a series of effective marketing activities, signing and selling contracts.


4, install after sale. Promptly notify the departments of installation, civil construction, maintenance, after sale and so on. Such as: delivery of drawings and so on.


5, set up the image. In the process of marketing, it makes the customers identify themselves, identify the products and identify the corporate culture, so as to establish a good corporate image.


Two, basic quality


Ideological and moral quality


1, strong career heart. Love marketing, love and dedication, not afraid of suffering, careful marketing, with the wisdom of marketing.


2, good professional ethics. Love the enterprise, be loyal to the enterprise, guarantee the enterprise secret, do not trade privately, do not cheat the customer, do not harm the colleague.


3, correct management ideas. We should resolutely implement the policy of the state and the policy of enterprise management, correctly handle the relationship between the collective and the individual, and guide the work with the modern marketing concept.


4, rigorous work style. Strict implementation of the relevant rules and regulations of the company, honesty and self-discipline, justly, put an end to the work of lazy, work and other phenomena occur.


professional qualities


1, with the modern marketing concept, take the customer as the center to carry out the work, look at the customer with a smart eye.


2, rich professional knowledge, including enterprise knowledge, product knowledge, market knowledge, customer knowledge, legal knowledge, accounting knowledge, economic contract knowledge and market intelligence knowledge.


3, with strong marketing basic skills, we can constantly develop new customers, consolidate old customers, maintain customer relationship, and correctly deal with the relationship with customers.


4, with enthusiastic marketing skills. We need skilled marketing skills to find customers, understand customer information, get close to customers, negotiate, deal with, install, sell after sale service, deal with customer objections and so on.


Personal quality


1. Good ability to express language.


2, work hard to learn spirit.


3, a wide range of interests and hobbies.


4, dignified instruments and civilized manners.


5, healthy body and energetic energy.


6, good psychological quality.


7, the ability to deal with sudden problems.


Three. Basic ability


1. Observation ability. Through the observation of the appearance of things, we can understand the typical features and intrinsic essence of things. See the connections and differences between all kinds of phenomena with a wise eye.


2, memory ability. The experience is not able to remember, and in need of memory, such as the name of the customer, telephones, address, etc. Product variety, specification, price and so on.


3, thinking ability. To be good at from a different point of view, see the long-term, not blindly, without interference, clear thinking, should act decisively.


4. Ability to communicate. To be good at dealing with all kinds of people, a close relationship with customers, as awesome customers, increasing access to information channels, improve marketing efficiency.





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