Problems in furniture sales

First, the current problems in furniture sales

1. The operation (business) process is not standardized and detailed, and the functions of various departments in the mall are not clearly defined.

2. It is difficult for sales staff to implement quality service due to lack of service awareness or unclear service concept.

3. The service standards of shop assistants are not uniform and arbitrary, which has a bad influence on customers.

4. The supply of goods is out of order, the market segmentation is not enough, and the target market (product positioning) is not clear.

5. The display of goods is messy and crowded, lacking emotional appeal and connotation, which leads to insufficient on-site induction.

6. Sales staff lack furniture knowledge and service innovation, so it is difficult to implement knowledge-based marketing and overall plan.

Marketing.

7. The relationship between manufacturers is unstable, and the two sides only take the interest relationship as a link, and have not raised their interests to fate.

* * * Homomorphism.

8. Lack of commercial brand awareness, ignoring the accumulation of intangible assets and the shaping of corporate image.

9. The management mode of shopping malls is backward, and the means are single. Apart from material stimulation, enterprises have no effective incentive mechanism.

The industrial culture atmosphere is insufficient and the cohesion is not strong.

10. Employees' awareness of learning is not strong, and the training of mall personnel is not institutionalized, let alone standardized.

Second, furniture sales are facing the era of consumer-led marketing.

1. Personalized consumption of furniture will gradually emerge.

Consumers buy furniture not only for its use value, but also for other extensions, each of which has been eliminated.

Users are all a market segment.

2. the initiative of consumption has increased.

Consumers' risk awareness increases with the increase of choices, and they are also aware of one-way "spoon-feeding" marketing.

Boredom and distrust. The enhancement of consumption initiative comes from the increase of uncertainty in modern society and the pursuit of human beings.

Psychological stability, balanced desire, and people are born with a strong thirst for knowledge. Therefore, knowledge-based furniture marketing

Especially important.

3. The psychological stability of consumption is reduced and the transformation speed is accelerated.

The development and changes of modern society are extremely rapid, and new things are constantly emerging. This trend has promoted consumer psychology.

The stability is reduced, the speed of psychological transformation tends to be synchronized with the society, and the consumption behavior is manifested in the product life cycle.

The cycle is shortened, and the shortening of the product life cycle will in turn accelerate the psychological transformation of consumers.

. In order to adapt to this psychological change of consumers, it is necessary to establish a dynamic furniture purchase channel.

4. The demand for shopping convenience and shopping fun coexist.

Due to the accelerated pace of work and life, some consumers want shopping malls to provide convenient shopping; The other part was eliminated.

Big spenders find pleasure in shopping. In this sense, how can furniture stores make use of limited consumption space?

Providing furniture culture and increasing the convenience and interest of shopping are the keys to implementing differentiated sales.

Price is still an important factor affecting consumers' psychology.

No matter how to implement the marketing differentiation strategy, no matter how clever your promotion skills are, in China at present.

In the consumer market, price is still a very important and sensitive factor affecting people's purchase, which requires smart shopping malls.

Make good use of price tools to let consumers "sunshine consumption" or "clear consumption".

Main sales strategies of furniture suppliers;

1. High quality sales

We should try our best to change the status quo of structural backwardness of salespeople and make use of the "yellow croaker complementary principle" to implement the dynamics.

State management, and earnestly establish a sharp-sighted, clear-minded, excellent service, diligent and dedicated high-quality sales staff.

2. Knowledge sales

Employees should become experts in commodity knowledge, know everything about furniture knowledge, and learn to observe, analyze and judge at the same time.

Customers, understand customer knowledge and reception skills, and transform the simple exchange of goods and money into artistry and affection.

Effective communication between emotional people. Let customers understand consumption and use it with confidence.

3. Service marketing

With the improvement of living standards, consumers' consumption tastes are constantly improving, and many consumers are no longer satisfied with communication.

Unify the service mode of "smiling and enjoying it", but yearn for consumer guide before sale, and guide and sell the goods during sale.

After using professional knowledge services such as consulting. Therefore, the service of shopping malls can't just stay in the service attitude.

More importantly, in terms of service content, we should follow the concept of service innovation and learn service as an art.

4. Brand sales

Brand is a system, and the brand of a dealer includes at least the following three elements: First, the quality of the products sold.

Energy element; Second, the shopping atmosphere and image elements of the mall; The third is the psychological factors of consumers. Therefore, we should establish a brand.

It is necessary to form a dynamic purchasing channel based on demand and taking high-quality products as the standard; Further improve the aesthetics of shopping malls.

Reputation, popularity and trust; Let consumers have a good evaluation and a satisfactory evaluation after buying.

5. The whole marketing must first fully respect the freedom and right of customers to choose goods; Second, we should not only go out.

Selling furniture, but also selling furniture culture to sell the warmth and sentiment of life; Finally, we must grasp a principle: proceed from the customer.

Step into the mall until customers leave the mall, no matter whether they buy it or not, every link should be filled with high quality and high satisfaction at all times.

Service.

Recently, the competition in the furniture industry is very fierce, and because the technical threshold for entering this industry is very low, the competition will become more and more fierce.

The furniture industry is getting worse and worse, and it will also enter the era of low profit. With competition and change, furniture sellers should be very

See clearly the trend and evolution characteristics of the industry, and establish a crisis mentality, a zero mentality and a mentality of breaking barriers.

Make full use of your own management space and effectively embark on a road of brand operation.