How to expand your sales market?

`Marketers to develop new markets, prior preparation is very important, Sun Tzu's Art of War said: know yourself and know the enemy, a hundred battles are not dangerous. Well-prepared to negotiate in order to have a target, in order to be invincible. The author of this article emphasizes the prior preparation includes two aspects, first, their own company and understanding of the target market, know the enemy and know yourself, the second, personal preparation, mainly on the idea and instrumentation. First, know your enemy and know yourself

1, know already (the basic situation of the enterprise and sales policy)

(1) continuous training of regional salesmen: new regional salesmen before the official start, should be carried out for a week or so of pre-service training, arrangements for the development of the history of the enterprise, corporate culture, technology, production, finance, law, sales and other professionals on their respective business situation, product Technology and formulations, production processes, financial policies, sales policies and other basic knowledge training, so that they can familiarize themselves with the enterprise as soon as possible, the enterprise products and performance, price and sales policy; new products on the market before inviting technology and other professionals to product knowledge training.

(2) regional salesman humble and studious: regional salesman on the enterprise products, product performance, product use, product prices, sales policy and other situations do not understand, you can take the initiative to the surrounding colleagues, leadership exchanges and advice, but also to the relevant departments of the enterprise consulting.

2, know each other (dealers, competitors)

What we mean by know each other is to understand the market, understand the competitors, we get by way of market research, the main focus of the following:

(1) Terroir: Including the target market's human environment, the geographic location, the number of people, the economic level, consumption habits.

(2) market conditions: mainly refers to the market capacity and the status of competing products, the status of competing products, including competing specifications, price, access to promotions, the promotion of new products, terminal activation, competing products sales volume (monthly, yearly) and so on.

(3) customer status: through direct or indirect means, to understand the situation of local dealers, including competing dealers and potential dealers of this product. Competitive dealers to understand the market dynamics, the degree of cooperation with manufacturers, etc., on the product potential dealers to analyze whether they have as the company's agent standards, namely, good reputation, a sound network, enough storage, strong capital and advanced market operation ideas.

Through the above market research, its purpose is to familiarize themselves with the market situation, to grasp first-hand customer information, to determine the potential target customer base. In the search for potential customers in the way, can be used to trace the roots of the reverse method, that is, through the terminal retail outlets as well as secondary wholesalers to understand the target customer's capital, reputation, network and other aspects of the situation. This method is from the front line, easy to grasp the truth and find the right customer. Second, the preparation of the negotiations

The ancients said: everything is standing, not before the abolition! The development of new markets is the same, the preparatory work beforehand is quite important.

1, self-image design: the human image is divided into external image and internal image. External image refers to a person's instrumentation, clothing, demeanor and other external performance. As a marketing personnel, to instrument detailed: hair should be combed neatly, beard to scrape clean, tie to play straight, shoes should be polished, nails should be often cut, in short, clean, appear to have the spirit; such as women, can be appropriate to make up some light makeup. Clothing should be dressed decently and generously, clothing does not have to be expensive, but must be clean and tidy, such as to try to wear professional dress tie or bow tie, appear to have a sense of professionalism, wear this should not be too exposed, so as not to give the customer the feeling of instability. As a marketer, his demeanor is summarized as sitting like a clock, standing like a pine, line like the wind, everywhere showing vitality and vigor.

Internal image is a person's internal temperament of the external performance. As a marketer, should follow the "courtesy in the first, praise in the front, happy in the eyebrow, smile in the face" principle of the world. Salute in the first place, is to be polite, the performance of a person's cultural connotation, can let you quickly be accepted; praise in the first, reflecting the level of a person's speech, it will let you by the customer "like"; Reference: /zixun/QUERYNEWSDETAIL--1684.html happy in the eyebrow, smile in the face! The first thing you need to do is to make sure that you have a good understanding of what you are doing, and that you have a good understanding of what you are doing. Elegant talk, elegant demeanor, will allow you to negotiate like a fish out of water, while leaving a good impression on new customers, and will lead to the success of the transaction.

2, the preparation of the relevant information: I heard that the development of new markets such as marketing personnel, dealers asked about the specifications of the series of products, prices, policies, marketers even forget, and turned up on the spot to view the laptop, so that people "big drop". It is hard to imagine that such a marketing staff can successfully develop new markets.

Successful marketers in the development of new markets before, must be clear about the company's history of development, marketing concepts, industrial structure, product prices, marketing policies. And bring all the required information such as: product brochures, personal business cards, samples, business licenses and related company certificates, etc., and to be familiar with the heart. Also, before the marketers set off, in adjusting their own mentality, relax themselves, believe that they will be rewarded today.