FMCG salesmen use the practical skills of distributors to distribute goods!

What should I do when the FMCG salesman can't buy new products? Three distribution skills teach you how to start the power of dealers.

Terminal delivery skills 1: take the dealer's car to deliver goods.

Can't the new product be put down? What if the manufacturer is short of manpower? Then let's finish the methods mentioned above, such as "ice-breaking model", "profit story model", "article analysis model" and "terminal marketing combination boxing model", and try our best to do it with 100%. Still not moving? Give you a stupid way to let the salesman of the manufacturer sit on the delivery car of the dealer to deliver the goods. Dealers are very customized, but unprofessional. They bring a lot of products with them, which may not be the main promoters of your new products. The manufacturer's business has reached the end of its tether. Get in the dealer's car, sweet talk, make a quick decision, buy a pack of cigarettes in the morning, invite a meal at noon, and then set an example to distribute the goods in person, start the dealer's driver and use his customer feelings. It will certainly spread to more families.

By the way, recommend a practical sales book and I'll tell you everything. The protagonist Lan Xiaoyu had a painful entrepreneurial experience with a grassroots, with a debt of 654.38+0.5 million, but he worked hard and skillfully, not only paying off his debts within three years, but also his personal career spiraled up. He once controlled four major departments in a domestic food giant and held more than one billion advertising fees, so he was dubbed by CCTV as "one of the most sensitive 100 men in the circle".

This book can be used in the morning and afternoon. Never talk about birth, education, connections, luck, deception. It only publishes easy-to-use thinking patterns and practical skills. It only tells the true kung fu of commercial warfare. According to legend, in order to give back to readers, the author often answers various sales and entrepreneurial questions online. This is one of the groups, 3376 16507. Check: Windmill, if you haven't checked it, you can get a personal answer from General Manager Yu. If you have any questions, hurry up!

Terminal distribution skill 2: modify the daily assessment of dealer personnel

Dealer bosses don't actually sell goods. Most of them have "stayed behind"-being the boss at home, listening to the following report, and finding a so-called trader to be the shopkeeper of cutting. The real seller is the salesman under the dealer. Go down with the dealer's car to deliver the goods, and you will know why the new products can't be sold. Most dealers are car sales and visiting terminals, and the driver business is integrated. These people don't sell goods at all, they deliver goods. They only open old shops but not new ones, and only sell old products but not new ones-anyway, they get a commission, so it is definitely much more difficult to open a new shop to sell new products than to open an old shop to sell old products.

Modify the personnel assessment of dealers: employees will always do your assessment and never do what you want. If you want dealers to sell new products well, you must work hard from the assessment.

Positive incentive: increase the commission for new products and reduce the commission for old products. New product 2 yuan/box, old product 1 yuan/box (most salesmen of dealers are greedy, but when they go out to have a try, they find that new products are not easy to sell, and it is difficult to make money in 2 yuan. Forget it. Let's sell old products. Therefore, it is not enough to rely on positive incentives only, and negative incentives must be combined.

Negative incentive: every salesman of new products is dead, selling at least 200 boxes a month. If the basic task of this new product cannot be completed, the commission of the old product will be deducted.

Schedule management: For example, during the new product distribution period, each car will open at least three new product outlets a day, and 5 yuan/Jia will be rewarded for opening more than three outlets that night, and 5 yuan/Jia will be punished for opening less than three outlets that night. Make a new product distribution list every week. 50 yuan was awarded first, and 50 yuan was fined last.

Process management: For example, when distributing new products, each new product distribution outlet should be unpacked and put on the shelves, and the standard of "12 1" is required: a single product has two rows of faces and a poster. If the inspection is unqualified, the new product distribution reward of the outlet will be recovered.

Terminal distribution skill 3: new product distribution project reward for dealer personnel

Can't the new product be put down? It is easy to get on the dealer's car to distribute goods, but it is difficult to get involved in the daily assessment of dealer personnel. Why would the dealer let you do this? This requires you to help him do personnel assessment again and again, and make small improvements in personnel management, so that he can taste the sweetness again and again. Finally, he said, "Brother, I think you are good at this. Why don't you do this for me? " When you can fully participate in the assessment of dealer personnel, you really control the dealer. In contrast, it is easier to be a short-term new product distribution reward project for dealer personnel.

Factory salesman: "hello, boss, Mr. Li came to see the market today and was very dissatisfied." He said that the layout of my new product was not good. He gave me an ultimatum. I sold 600 cases of new products this month. If I don't sell 1200 cases next month, kill me. I asked him to sit with you for lunch, and he left without eating. "

Dealer boss Zhang: "I don't eat rice! Oh, let me help you buy some new products. However, the new product was paved last month, and this newly listed product is really not easy to sell. "

Factory salesman: "Brother Zhang, it's my business if you put the goods in the warehouse and can't sell them. In addition, Teacher Li said that I would check my new product distribution rate next month! " In fact, it's not that new products can't be sold, and it's not that all the goods in the store are laid out. I counted, not counting the urban-rural fringe, there are still more than 300 shops in Guangcheng District. Look, this is a list of blank shops for new products. "

Dealer Zhang Boss: "Ah, there are more than 300 unpaved ones? Damn it, these bastards (referring to his driver and business) said that they were all laid out, and I will scold them at the meeting tomorrow. "

Factory salesman: "don't swear, I can't do this job after you curse." Tell you what, let's have an activity together next month, and I'll give you the list of these 300 stores that haven't been stocked. Next month, my people and your people will go to these 300 stores, and we will pay them. Visit any store, give a cash reward of 5 yuan, submit the list that evening, and give the reward the next morning after my acceptance. You can go for 2 yuan. "

Dealer Zhang Boss: "Just kidding, what do I need 2 yuan for?" Isn't spreading new products also increasing outlets and profits for me? You underestimated your brother. Tell you what, I'll take 3 yuan from each store and go shopping for a new product next month. Every store gives 8 yuan money, you go out of 5 yuan and I go out of 3 yuan. How's it going? "

Factory salesman: "great, or you are brave, that's settled." I will give a meeting to your brothers this afternoon. "

Let's imagine, next, having a meeting with the dealer's driver, taking out the list of shops that haven't distributed goods, and telling them that next month, everyone will show their magic to distribute goods, and each shop will be rewarded with 8 yuan, which will be cashed the next day. Do you think these drivers are motivated? It's already started. Will the delivery speed be accelerated? When these people are in a hurry, they can go shopping with customers' feelings, sell on credit, bring beer and white wine to make instant noodles, and promote each other with product lines, and so on. If we really move to spread new products, dealers will definitely be better than manufacturers.

Finally, I recommend this practical sales book, I'll tell you everything. The protagonist Lan Xiaoyu had a painful entrepreneurial experience with a grassroots, with a debt of 654.38+0.5 million, but he worked hard and skillfully, not only paying off his debts within three years, but also his personal career spiraled up. He once controlled four major departments in a domestic food giant and held more than one billion advertising fees, so he was dubbed by CCTV as "one of the most sensitive 100 men in the circle".

This book can be used in the morning and afternoon. Never talk about birth, education, connections, luck, deception. It only publishes easy-to-use thinking patterns and practical skills. It only tells the true kung fu of commercial warfare. According to legend, in order to give back to readers, the author often answers various sales and entrepreneurial questions online. This is one of the groups, 3376 16507. Check: Windmill, if you haven't checked it, you can get a personal answer from General Manager Yu. If you have any questions, hurry up!