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Do monopoly by the passenger, there is no guarantee of passenger flow, passenger unit price and sales volume for the contribution becomes pale. Monopoly of the city do encounter a situation that crowd the streets, such as weaving, traffic is not small, but very few into the store, in addition to old customers and target shoppers, very few of the other into the store, which is Why?

First, the location problem. Sheli regional brand store is not mainstream consumer Quntichanggui Huo Dong Ou, Huo Zhe, Zhoubianmeiyou similar form with the grade of Pinpai consumption Quan Gui Mo, right target customers with low overall Xiyin Li, so that Zao Cheng Lai consumption and shopping in Xiaofei Zhe here can not be Xiyin nor is the best interpreter of the brand, not the formation of impulse and desire to buy, of course, consumption does not enter the shop.

Second, the daily operational problems. Common to treat people, not on the customer front desk staff were very good communication and contact, consumption in the former process, the customer that did not receive due respect and deserve comfortable shopping experience. Then, when his next purchase, it will surely generate contradiction, not to enter your store, of course, sales will not form, but also lost popularity.

Third, store the problem. Shop problem is that the two aspects, one is on display inside the shop personnel issues and problems. When we go shopping, if the store no customers, Shopping guide gathered in front of three or five, like the feeling of parade line up, this time we will have a psychological: “I still do not go in, and was 35 individuals of gaze would be uncomfortable. “Of course, we will think,” Since no one there, it may not be good business, right? “have such a psychological reactions are normal people, of course, this time, if staff are heated to chat, slapstick, or have their own private issues to resolve, we will not go “Excuse me”, anyway shops are numerous. Therefore, the store’s image is very important, reflecting an aspect of the image, is clerk. If the staff can not accomplish this well, the customer into the store will have a huge impact. Of course, a greeting or a polite bow and welcome, maybe customers will have taken a leg to pull back. Clerk in the absence of customers, when customers just have to pretend to look away, sorting clothing chaos customer pull, tag, price tag, lack of completion after the number of customers to buy size. Of course, if there are customers into the store, when traffic is low, we should try to extend the stay of the time customers shop through try Fuzhuang, providing fashion information and advice, to provide rest and drink and so on, so to increase store popular, attracting more customers into the store.

On the display, you want to attract consumers into the store, the first task is to display his VP. Combination of display and marketing to more sophisticated and professional visual marketing has. VP display is simply the level of the door and window of the display units. This part of the exhibition is to display goods, causing visual appeal, and thus to attract customers into the store. Some brands of window models with reality, or with no head mold, all in order to better display clothing, to attract eyeballs. Model the clothes, not only to change with the seasons ahead, but also according to changes in temperature and weather change in time. In addition, the new arrival, inventory changes, among other factors, but also in the dress on the model. Because three-dimensional model is able to attract customers and a good first show clothing, so models in particular, showcase the use of models to attract customers into the store is an important factor. In addition the level of Taiwan and near transparent window on the back counter, this part of the display is also important, not only to put his main style, but also played strong in the color conflict to seize the people’s eyes bright and to the introduction of the store customers .

Fourth, other details can also discourage the idea of customers into the store, such as health and clear of the door, window glass, cleanliness, air conditioning is open, interior light is soft and comfortable so. In daily operations, observe, and then a little bit of improvement, do more than others, to a little more income.

Generally the person engaged in foreign trade, the Federation of the many problems encountered, send samples of one of them. Many foreign newcomers to the customer whether to send the sample question on her mind, as it relates to the sample and mailing costs, and whether factors such as a valid customer. Years of experience in foreign trade according to the author, to make a reply on this issue.

If you send samples of the old customer, it can operate according to the company’s practice, will not enumerate here. Samples obtained from the face of new customers, different treatment in different situations.
1 When a new customer to obtain samples of your first determine what the customer is a valid client to determine methods and responses are as follows.
1 If you receive an e-mail, just say very interested in your products, and provides a large volume of requests sent samples, but not specifically refer to a product. Such customers are essentially null and void customers can not send samples. For such customers are not ignored, the saying goes, to those for the customer. Proposed to send copies of such customer quotations, of course, with pictures, to test the other side. This is a free publicity for their company and product opportunity.
2 customer sent an e-mail, can accurately tell you the product model, between the lines shown on this product have a certain understanding, and be able to express a certain industry terms to your request. Congratulations, so customers can determine the effective initial customers. However, do not take it lightly, still on the client to investigate, if a customer left site and contact, you can look at the customer site visit, look at the strength of this customer, and the need to contact the site and contact the mail check, is true. Some customers said that China is a world-renowned enterprise procurement office, large purchases, ask for samples. But the contact address for a residential building, or just leave a phone number, which deserves careful. As we all know, is very well-known enterprises generally focus on the international image of their own are unlikely to rent for the province, which will be located in residential building to office. Name of such customer carried the banner of large international companies, a trickster, not just cheat your samples, sometimes to record the name, send you a form, filled in the content is very detailed, to cheating the company’s information, such customer concealment strong. The face of such customers, can go to the website of international companies, whether with offices in the land.

Second, before sending samples of work to be done

Determined to send out samples still need to do some work, otherwise it will throw good money after bad.
A first sample by mail with the customer to confirm, on the type, size, color and other specifications with the customer to confirm, with the best picture. This is done to avoid misdirected samples, resulting in unnecessary trouble and losses.
2 best customer before sending samples to determine certain details, such as minimum order quantity, payment terms and transaction methods. Such customers may be more value in this sample, but also to guide customers to order samples of an idea through that. Meanwhile, another purpose of this is to claim that only the sample does not discourage customers orders.

3 Who will pay the cost of sending samples
After sending samples to determine, who should pay for the cost of sending samples, is a troublesome thing, handled properly may come to naught. Some manufacturers fear of offending customers, not the sample collection fees and courier fees, so start losing customers in a half-strokes, caught in a passive state. In fact, no need to let our customers to respect you, we should be rational and restrained, neither overbearing nor servile.
Value of 1 if the sample is not high, the place is sent to Hong Kong, Macao and Taiwan or the mainland’s foreign trade companies can not charge for the sample fee and courier charges. And the total cost is not too high, manufacturers can send samples for free.
2 If the sample value is not high, but the quality of the volume is too large or heavy Ershi more expensive, may require the customer to pay shipping, free samples.
3 If the sample of high-value, while the rate is not high, they can only charge sample fees.
4 If the sample of high-value, while the rate higher, the two can be charged.
5 If you need proofing or mold, there will be additional fees or mold proofing fee.

In fact, for real hope and your cooperation, foreign, would have made you a reasonable fee for that understanding. Instead of customers who do not have much faith will refuse your request.

Real business is not as simple as the above 5 points, otherwise the business of doing good. I have met a more powerful customers, industry reputation are much appreciated, when referring to the sample and freight customers questioned to see if the samples are not as they imagine or need improvement, then this sample Qi not become a waste. Customers with reason, I will back him, the first prepaid expenses, if the sample is not suitable, resent what they really need to sample, sample fees may be useless in front of the first business in the pre-charged. Customers satisfied with my answer, then really turned into a business. In fact, I also left a hand here, is not mentioned in the freight issue, so that the customer put in front of the express mail fees to pay off the. If a customer referred to this issue, my view is we should all share 50%, believe that customers can understand.

I also met a grumpy customers, many of the details are about right, everything is ready, waiting for the sample. Is in the sample and shipping cost to generate the differences. Customer refuses to pay the sample fee and freight, is the principle of their company, he could do nothing, and I insist on both income, and this is the company’s requirements, or pocket. Establish relations with the customer six months, and that he is a very cautious and very stubborn man, but have certain strengths, reputation can be. Finally, I wrote a long message, the general content, the company provides can not my generation or so, however long view of your contacts, your personal He is a trusted (flatter), now I pay the sample fee , while the express fee you will be asked paid. The two sides meet each other halfway in order to win. Circle of our industry is not large, each point costs will not pass peer ears (even to pay, but customers refuse to pay too much, so with the credibility of the words surrounding a client). After customers have readily agreed to back the smooth sample fee paid.

In relation to costs, and customers not only to negotiate, but also communication and corporate bosses, the necessary time to convince the boss to step in, so you can easily hand the cards out. For the boss, he is also nothing wrong with the pursuit of profit maximization, the boss does not know more about you than you operate in the customer information and process, but his decision might influence the success of your business. Therefore, the communication with the boss will become even more important, of course, not just the cost of this matter samples.

1) Cheap frames + cheap lenses. Such customers are two, one. Guests may be considered from an economic perspective, these customers have a budget in my heart that he bought the frames and mirrors do not ask, they do not exceed the budget on the line. For these customers, we should pay attention to the practicality of frames, do not recommend too slick style. Perfusion to the guests more enthusiasm, try to leave a good impression of the guests, the guests lay the foundation for the next consumer. 2. Guests with glasses of awareness may be low, that the glasses are optional. This part of the guests in addition to the warm reception we have to do, the more important is that we must give customers a sense of professional enough to make guests feel from the glasses during our professional services, to improve understanding of the guests on the glasses, emphasizing the eye importance. Guests are not only just a spectacle, more you care about the health of his eyes. As a result, guests are sure to think they had value for money to buy things, and we can get the business income other than the harvest, that is, the respect and trust of customers. In summary, this type of guests the output may not be in business much, but we must not ignore because of the low price, because it is this part of the guests are clearly constitute a large customer base, the foundation gallery, as long as fundamentals down, we can be more stable, more rapid development.

2) cheap Frame + expensive lenses. Guests of the goals of such a very clear, that is his own eye health very seriously, so we will depend on the guests eyes as their eyes, especially in the process of optometry must reflect this. Because it is directed at our guests come professionalism, we must satisfy the requirements of the guests. There is the referral lens when the lens in addition to full function, features are expressed, but also through the practice of optometry, car production, such as aesthetic point of view combined with introduction, will really impress and retain customers in the heart, Most of these guests will be impressed by the professional, to be your regular customers. Of course, we sell should also be given when the final is to give guests a suggestion that the’re so expensive lens if damaged because the frames can not use it is very unfortunate, therefore, side frames, or to choose a number of good quality, hope to increase existing business based on income.

3) high-end frames + cheap lenses. Characteristics of these guests is more emphasis on appearance, fashion, fashion sense than the sharp, demanding that an image showing the best people, with little interest in professional skills. This part of the guests we have to capture their characteristics, key attack, using their own fashion trend known aspects of information and communication between the guests, and guests as possible to narrow the distance between the guests believe they have the best selection of frames is the performance of their own taste, as well as the most fashionable. Similarly, in the sales process, we should not forget to show their professional sense, in due course with regard to a number of optical terminology, the important thing is that these specialized terms to enhance the guests of the lens focus, as far as possible to avoid Frame + cheap lenses precious phenomenon. Because if such a situation, be sure you are not using good professional sense, guests can not be recognized. . That should work harder own it! ! ! !

4) high-end frames + grade lenses. Such I believe is everyone’s favorite guests, encountered. However, relative requirements of these customers several types of customers than to be higher than before, which only requires that we have a unique aesthetic vision, but also has his professional skills, but also a deep understanding of the lens frames can be estimated to the effect into the mirror, as well as skilled technical adjustments frames. All this is to ensure guests can get a prerequisite for satisfactory goods. Members of the item listed above is confident each and every one, if not, we must work harder, do not complain that customers should review whether their own which has done well, in which aspect should hard efforts of the. There is the sale of luxury goods must have a rich imagination, goods are stored in your mind, in the event corresponding to its guests and you will sell, even if the store does not think there are 100 “Cartier “You have not sold!

New proposals for foreign trade experience —
Perhaps you have worked in an export company, perhaps you are looking for work in foreign trade business. It does not matter, I hope my proposal will give you the help of foreign occupation are more or less.

1, into the company, please understand that the company is how to develop the business, whether it can open up a variety of customer resources. Such as whether to participate in Canton Fair, is a member of Alibaba, or whether to go abroad opportunities for exhibition and so on.

2, after entering the company should quickly learn about the company and product information, and the product’s position in the industry. This is important, product is not familiar with, not to guests, even if the opportunity comes, you will not catch. Company information is not known, you can not communicate with customers to provide valuable information and so on.

3, to be familiar with the process of foreign trade, development letter, find disk, correspondence, technical communication, samples, forms invoices, contracts, payment terms, all the way to the back of the packing, first class mark. Familiar with these situations, you can contact your customers know what the situation is, in judging the situation to help the guests.
Recommended several study sites: http://www.ic360.com.cn The website introduces the trade comparison systems. I often see.
http://club.china.alibaba.com/ these forums there are many foreign expert’s experience, is worth reading.

4, to find a buyer, it is business critical. With guests have the opportunity orders. Therefore, the possibility to do our best to find the product you need buyers. Better to go to Canton, I personally admired this. Furthermore, is the variety of platforms, but now doing more business platform, a guest at least after the decision to ask the dozens of orders to whom, so to say, unless your company has a very good reputation or price advantage.
Recommend several sites to find customers: http://www.ic360.com.cn I used.
http://www.google.com product text input, you can know that many guests information. Contact Multi-use search.
http://www.yellowpages.com is yellow, the country has. Can find some. I have used.

5, foreign trade can not be put in English. English is a tool, your tool to communicate with customers. If you have foreign language ability is very strong, I suggest that more phone calls to customers. Guests of the situation and asked the time orders. Phone more, you and your guests the impression that the company profoundly. Virtually increase your opportunities for cooperation.

6 guests an order, to communicate timely and guests, so guests know the progress of orders, of course, have to check the quality. Good service, and customer satisfaction, and return one more chance

According to the professional market research firms that provide data: in the first year of sales personnel, 80% of the failures come from potential customers search for work not in place.

Recalls his first year of sales, is the first time about three months, in an industrial furnace customers there, I had no less than four times the visits as a result, the final set when we offer our customers fully felt after can not accept, because for them no procurement we provide Gaoyu domestic product four times 价格 products while Xiang Fan, Jia foreign-funded enterprises in the other, they are on my offer Jinjinzuoliao 5% price discount of the product has a direct signed the contract, I just had a visit only, this is a chance, but a way to tell if we select the right customers, we will be very labor-saving.

Analysis:

As customers looking for is not appropriate to make in this client who invested time and energy is wasted;

Lack of standard evaluation of qualified customers, making identification of bias caused by potential customers can not accurately positioning;

Search for the importance of customer surveys

Search for potential customers is the first step in selling to a large extent, this will determine our future goals and direction, I often discuss with friends when a junior high school physics science formula:

W = FSCOSA

W-success

F — efforts

S — Displacement

A — hard and displacement angle

According to junior high school when we learn of the trigonometric functions, we know that in the 0-Π / 2 defined area is a decreasing function;

Target your efforts and the greater the angle, the smaller you get success.

This formula tells us: In the first phase of sales, if we choose the wrong direction, we will have to face failure, which is the importance of potential customers may search for the reason.

In fact, management is also the direction of the first issue, is the second was the problem, it is called: “first to get things right, and then get things right.”

In industrial sales, we have to refer to potential customers search on not the only access to customer lists and contact information, addresses these simple basic customer information, more significant is that search to a qualified potential customers;

Who are our potential customers? Who?

Sales of industrial products sales and marketing, who is also often the two roles, first choose a direction:

1. On the industry’s choice of products in that industry there greatest need or that our products and services industry itself is to those who designed and manufactured for. These industries have a larger demand and product acceptability and affordability, for example: high-end instrument control valve products for specialty gases, semiconductor industry is demand, there is in the central air-conditioning industry, high demand on the refrigeration compressor in the elevator industry has a large demand on the inverter.

2. Product Positioning How? Is low, mid, high-end market, that the nature and scale of the needs of enterprises with such ability?

3. What is the best play value of our products and services to customers? That is, who is best customers?

Answer these questions, the sales staff who will be able to clear his good offensive direction.

For example: we are engaged in industrial control products is located in the printing machinery, plastic machinery industry high-end customer markets, those with more analog processing requirements, complex algorithms requirements, high-speed real-time network response to the industrial machinery and equipment that we target customers, the direction of our market selection, the customer target in the design based on this basis.

A qualified customers who should have the basic elements of which (What is that?)

MAN method

Money: Customers must have a purchasing power;

Authority: the right purchase decision

Need: To have a demand: on demand, in the early stage of product design is based, that is why we designed this product? Understanding of the industry: that the industry is the demand?

Note: The sales staff to constantly calibrate their own direction, to the point to measure whether the customer is our qualified customers? Need to intervene? Because the time spent there will be no income.

How to find qualified prospects? How to do?

Search for qualified potential customers is a way more with less, is the first step in industrial sales, following a brief introduction to focus on commonly used method.

Although there are some other additional methods, such as sweeping floor, straight approach is not suitable for industrial sales personnel use, to be presented is commonly used and effective.

Method 1: pathfinder

You need an industry of the guide, you want to be an industry of the time, due to lack of understanding of this industry, you need a guide role of human existence, he will bring you several advantages:

1. In the industry has some influence on the center of the reputation of good people;

2. Have on the industry’s technology and deep understanding of market professionals;

3. Extensive connections with industry;

Your help is:

1. Industry trends in technology and product development;

2. The direction of certain key customers, so you can stay on track;

If a customer is often not the pathfinder, may be a supplier of industry, but because of early Taoism has accumulated on the depth of industry understanding and grasp.

The author in the printing machinery industry, there exists a friend, he has deep the understanding of the industry, right industry customers, the Company’s Lao Ban, who yes Shihewomen product manufacturers are Nenggou make 客观 evaluation and the, which left me become very clear goal, he even told me that the owner of these companies, and his good relationship with those friends, I called to the time we can introduce the name of his conduct.

Method 2: Fair

The first case: visit the exhibition

Exhibition is a good way to get access to potential customers too, one day, one of my friends asked me how to get in the printing machinery industry, potential customers? I told him: “This year in May in Beijing, there will be an international printing machinery exhibition, where you will encounter on China and the world’s most famous printing machinery manufacturer, is scheduled to be on almost all companies will take the number may be, you view, only to see a show, you get in this industry is almost the most valuable part of potential customers. ” Often to visit a trade show, you may even find that every time you see the client’s staff, as we can, like old friends greeting: “Hey, saw you had.” This late intervention is very beneficial to our customers.

Visit the exhibition should pay attention to do the following:

1. Often in the customer’s site you can see their products, customers can examine the product and be able to find their own product and customer product fit for the data, they also understand that the current application is that competitors products, can by your product to replace it?

2. Relevant personnel to get the client’s business card;

3. The situation as far as possible with these potential customers or field sales staff and technical personnel exchanges, clear who is in charge of the product with your application-a Ling Yu.

4. After the show, get in touch as soon as possible, so that memory failure and increase the difficulty of post-exposure;

5. Product information to customers to take back a careful analysis, looking for opportunities.

The second situation is his own company to participate in exhibitions, which requires good design and planning about the current exhibition is really crappy, select the larger size, relatively large influence can also be inside the industry the client to participate in the exhibition industry, providing the industry application solutions.

Participation in exhibitions often make contact with sales staff in a short time a large number of potential customers, and access to key information relevant for the key intention of customers can also highlighted by an appointment to visit time.

1. When submitting cards can be written on the back of some explanation: for example, know that you are for customers only converter, not know that you are special converter for the lift, you can write: Inverter for Elevator to the elevator industry, customers, or write some suggestive allow customers will pay more attention to it.

2. The focus of the customer to make a record, for example: Today I talked to him about? He referred to what? Today, I and the potential customers are promised to send personnel data and make an appointment to visit, to remind myself to call when the future can be a hint, because too many people on the show, and if no such record, you will not recognize them as equals.

3. On the product’s introduction to clear and concise and quick questions to determine whether they have other conditions and potential customers are interested in the exhibition prior to the design problems and good customer response strategies.

Sales staff should be the end of each year will be next year’s show for a list of related industries, through the Internet, the exhibition’s friends can do that, then paste in the workplace and visibly marked in the calendar for that time to remind they have to take time to visit them.

Method 3: Non-competitive sales

Non-competitive sales are those the same job in sales, but it is not in conflict with the product and you, for example: to provide for the elevator door system and the provision of the inverter sales, printing machinery control systems to provide sales and delivery of cylinder , to provide central air conditioning refrigeration compressors and copper sales are non-competitive sales, but it does have the same customer orientation.

Many times there are some members on the network club activities on the subject, here is a good space and the environment, however, note that:

1. Form a circle, do not too quick success, this will cause a lot of their own passive; gradually build trust, go to discuss the issue of resource sharing;

2. Follow the rules of the game circle, not the banner name of referee; because your actions will affect your friend’s reputation. This will affect your ability to win long-term trusted resource sharing possible.

Through friends, relatives of these persons as you can get more information about potential customers, you can from their usual contacts in the industry and people to try to help.

In foreign countries, there is often a kind of Club De concept of sales leads, they Hui sale through this co-Lai in different sectors of the formation of an informal organization to Tigong mutual sharing of information, which 也是 one can go to try the method.

Method 4: Customer Testimonials

The original of your occupation or sales provided for your customers if you are in the current and previously worked for the company’s products are quite different, I do not direct competition, you can use these resources.

Higher satisfaction of existing customers will also be a good source of potential customers:

1. Industry circles is actually a very small circle, and when I visited the central air-conditioning industry, I found that the engineers for the rival company where the engineers are very familiar with, or even familiar with the incredible point, and has a good relationship, you will find In an industry where sales staff, technicians, service personnel often have good personal relations, because it may be a former colleague, or frequent contact with the formation of friends, competitors tend to be friends, because they are very easy have a common language.

2. They understand the industry of those opponents may be applied on the ability of our products, they have a strong professional ability to judge, if they tell you, it is often a qualified potential customers.

To allow customers to introduce you to it, to note the following:

1. Let the referees know that you will be decent to deal with it, such as you to state your referees who will recommend where he will be how to act, “I told him you are out of our trust and hope to work with He shared our good products and services “, and I will contact him later in a brief report to you about. By the way I’ll tell him you met him a long time, he very much appreciate your professionalism in this area and your man. ”

2. Recommended to inform the other person to confirm the name, and after meeting with thanks to the referees back.

3. To know that in fact recommended to provide you with a credit guarantee, you can not live up to this piece of good intentions, or even today’s customers will result in the loss.

Note: decent description and processing’ll get you a good industry reputation. Azeri as a circle and you will get their approval but will give full attention.

Method 5: Internet search

With the current rapid development of Internet, a powerful search engine, such as: Google, Baidu, Yahoo, Sohu access to relevant knowledge on potential customers;

Through the Internet we can get the following information:

1. Customer’s basic contact information, but you often do not know who is in charge of that sector, which requires telemarketers with;

2. Customer’s company profiles, which allow you to understand his current size and strength;

3. The customer’s products, and that you pay attention, learn technical parameters, application of technology.

4. Network, some sites will provide professional business directory in the industry, generally divided according to region, will provide more detailed information, such as: HC International, Alibaba these sites often as a result of the analysis of the industry research to provide more information.

Way to search through the network key is to choose more appropriate keywords.

The terms for the sale of different products can be combined with different search keywords to get more precise location information, a variety of keyword combinations will achieve an unexpected effect, with the product through a variety of relevant keywords to this work.

His company’s Web site also can co-operate Internet search engine to provide to the customer used to search for keywords, making their companies more easily the forefront in the search results appear, so there will be some more are looking for your clients easy to find you.

Method 6: Professional Channel

This includes the following methods:

1. Professional trade journals, magazines, websites;

2. Professional market research company providing analysis on industry and customer list; course, it often takes a fee, which requires companies to make payments;

3. Industry trade association-sponsored technical workshops, industry seminars and anti-development;

Method 7: Sales Phone

Sales call is a sales tool, and professional to sell products through telephone calls marketing company is different, but it also can learn from each other.

Sales phone that can be used as a potential customers search for a kind of intervention can be a means to a greater extent, we do not recommend this method of contact with customers without the stage, but when we finished for the investigation of peripheral later, as a way to make an appointment.

On telephone sales, we will be part of the follow-up to carry out a special explanation, because this is one of the most common but also one of the most important methods must be adequate. (See chapter 2 — primary sales of industrial sales call).

In short:

The greater the amount of information you will help you work the greater;

Not only to identify potential customers search for the company, but also around the company launched a series of background checks.

Weekdays to broaden their social relations are, in order to own a wide range of information sources;

Continued to analyze their own ways to improve it.

In the shortage economy, the service awareness in the country has only a piece of paper. With China’s opening up and development of market economy, “Guest first” concept has been generally recognized by our hotel industry. But what is meant by “Guest first”, the hotels tend to it as “guests are on (Wong) Emperor”, “guest is always right,” these two slogans, and domestic and international publicity and education as the theme.

However, the slogan of this extreme far cry from reality, it is not very effective, even there are some negative effects. As we all know, anything required to have degrees, otherwise it will backfire. On the “Guest first” over the concept of promotion and education, on the one hand to improve the guests unlimited expectations, resulting in some of the guests that the hotel can do whatever they want, the hotel can only blindly the patient and make compromises; Others believe that as long as happened at the hotel everything, the hotel must bear all responsibility. So, although the standard of service in recent years, China made rapid progress in the hotel, but hotel guests and the conflict is between the increase. While there are many reasons, but “guests are on (Wong) Emperor”, “guest is always right” and other slogans created by some of the adverse impact on the guests can not be said that a major reason. Other hand, could easily lead to a staff of inferiority complex. Some employees said: “The guest is king, then we are slaves.” Guest is always right, then we will always be wrong. “” Guest is God and we are not people. “Therefore, in order to continuously improve both the standard of our hotel services to meet the normal demand for the guests, to protect the interests of customers, but also to ensure the normal operation of the hotel to protect the hotel, the legitimate interests of employees , there is a need for “guest first” concept to give a scientific definition.

What is “Guest First” is actually the customers first, that the needs of the guests as a tourist hotel services, the starting point, the pursuit of guest satisfaction as the purpose of service activities. The key is to “understand” the guests. Only by fully understanding the role of guest features, master of the psychological characteristics of clients, to provide a comfortable and enjoyable services to customers in order to impress the guests won the hearts of the guests recognized.

First, guests are people who have sense of superiority

Market economy is the consumer economy, demand for slightly larger than the inexorable law of market economy. Therefore, at the hotel and guests this contradiction, the guests are the main aspects of conflict, the guests of the hotel’s “sustenance” is to bring the wealth of restaurants, “God of Wealth.” Therefore, in dealings with the hotel, guests often have some characteristics of leadership, showing a commanding, orders, used to dictating to others, in a sense, the guests came to the hotel is the “leading addiction,” the. To this end, the hotel service, we need to treat the same treatment as the leadership of the guests. First of all, we must show respect, concern about the guests, took the initiative to greet guests, take the initiative to be courteous. Secondly, it must show obedience, glad to be guests “beck and call.” Always remember that an article of faith: no matter how busy can not neglect your customers, ignoring customers, equivalent to neglect their own income, ignoring profits. Third, we must make every effort “performance”, to heart service, attention to detail, striving for perfection, to achieve optimal results. Fourth, we must focus on strategy. Leadership sometimes at whim, and make mistakes, this, smart subordinates usually tactful and subtle ways to help leaders align their instruction and correction of errors, in order both to lose the leadership of the authority, it also enabled the successful completion of their task. Therefore, treatment of guests or groundless accusations of unreasonable demands, we also have to pay attention to art, to guide and influence the way for customers to change their decisions, so that he felt the proper use of the power of happiness.
Second, the guests are emotional, “free man”

Despite the desire of the guests with leadership, but he has not asked himself the same as leadership. Guest is not a job role, he was a “free man.” To this end, hotel guests must understand that tolerance and for his sake and look to provide personalized service. First of all, the hotel must fully understand the customers needs. The needs of the guests are diverse, rapidly changing, it has the diversity, variability, unexpected features. Moreover, the different needs of customers has different levels, the dominant demand is also not the same. Hotel employees also asked guests not only to master the common, basic needs, but also of different personalities and specific needs of customers; we should pay attention to the guests of the static demand and at any time in the service process to observe the dynamic needs of customers ; it is necessary to grasp the needs of the guests of the overt, but also to tap the hidden needs of customers. Only by fully predictable and accurate grasp of the needs of guests, be possible to provide a comprehensive, home services, can the guests have a good feeling. Second, the guests the hotel must fully understand the mentality. Because of its behavior from a variety of professional norms constraints, he would show more emotional relaxation and, of course, some of the weaknesses of human nature would be relatively exposed. In response, hotel guests should be aware of the need to help and caring friend, efforts should be to their own sincerity and good service to probation clients, guests should try to find excitement, emotional well-cultured guests to keep with the guests effective communication, to help customers survive, to overcome certain “shortcomings.” Based on emotions of love, sincerity, patience, careful, thoughtful, consumer sentiment is still touched the heart of the hotel. Again, hotel guests must fully understand the misunderstanding and mistake. As the culture, knowledge, and the difference in physical, emotional, interest and other reasons, guests of the hotel or service do not quite understand the rules and refuses to cooperate or to take radical actions, hotel guests should make a sincere and patient explanations. For the guest’s fault, as long as clients are not interested in provocation, or damage the interests of other guests and the hotel’s image, or violations of human rights of employees, insulting staff personality, the hotel should be given sufficient tolerance and understanding, courteous and resolved to make the necessary .

Third, guests who seek to enjoy

Hotel services are not a necessity but a pleasure product. Guests to the hotel is to enjoy, this is the most basic role of the guests. As consumers, customers are consumers with the pursuit of “value for money” in common. As modern consumers, the Information Age, seen and heard a lot of consumer advocacy, enhanced sense of self-protection, and accumulated a wealth of consumer experience, therefore, the general process of consumption have focused protect their own interests whether they are fully, not discount not withhold protection. Modern hotels, the offer can not feel any chances, “discount services.” No matter what the reasons for the guests to the hotel, but have a common requirement that to enjoy. Their units and families regardless of how competent, but the hotel is always shown live in the “low.” Therefore, hotel services must ring ring fastening, step in place to ensure guests a comfortable and enjoyable to the guests the service. First of all, the hotel must provide standardized services to the guests. To do: all guests must be neat to see beautiful; all available to guests to be used safely and effectively; all the hotel staff treated guests to be friendly polite. Thus, making customers feel clean and beautiful environment, friendly courteous manner, enjoy a safe and effective services. Second, the hotel must provide differentiated services to customers. Avoid monotony in the service, and to the diversity of different customers and variability of demand and characteristics of catering to their likes, adaptable, providing personalized services to meet the individual needs of guests. Again, the hotel should strive to provide exceptional service to customers, that is, to the guests to experience beyond the guests had never expected or service. Under normal circumstances, customers will be based on individual needs before spending the past, feelings and hotel advertisements and rumors which have certain expectations. Customers receiving services will form on the services it feel to be compared with the expected value, when both were equal, the performance was satisfactory; when the value of Da Yu is the feeling to expectations, and produce surprises, so the true enjoyment. Of course, make all the guests have a memorable experience hi is unlikely, but for important guests and regulars have this feeling that it is necessary and possible.
4, guests are people who love talking face

About face, like to listen to good words, it is human nature, is also prevalent in the psychological phenomenon of mass. As a hotel guest, in particular. Almost all of the guests like to express themselves, become their own smart, and want to be special attention, give them special treatment. In response, hotel guests have to build a “stage” to give guests the opportunity to fully express themselves, so that guests at the hotel more than an excellent and proud. First of all, hotel guests need to create an elegant atmosphere and a strong service climate, so he had a “noble house” feeling, to show their identity and status. To this end, the hotel must strive to be designed, refined decoration, layout and elegant, shop clean and tidy, orderly, friendly service. Second, the hotel staff to guests to appreciate and appropriate compliment the art, to be good at discovering the glittering guests. For example, when guests are not looking at the menu and quickly point out a particular dish, you should cast to the praise of his eyes, or on the sentence: “Indeed, the dish taste good, you do very eyes.” When the guests to comment on some of the dishes, you should demonstrate amazed, respectful of the look, make the appropriate response, do not forget that he is a gourmet. Again, the hotel staff must be guests Xiangdui Dai as concerned about their friends, and really a sincere Humanistic Spirit, to create a “special love to you special,” the “noble” realm, one for each guest Xianshang copies of special care, so that he realized “I was the most important ones.”

In summary, if the use slogans to express the “Guest First” idea, then I believe that as stated as: “the guests is to lead, the guests are friends”; “everything we do, are for you (guest) satisfaction . ” Treated the same as respect for the leadership of the guests, as for friends, understanding and concern for customers; hotel services to enhance guest satisfaction, the highest standards.

For starters, how to promote their products, take your clients?

First: For the new foreign trade salesman, the need for more control of their own product details and related production processes, and the export of some basic common sense with a single.

As a novice when it joined the line preferably with a single to begin, and learn some of the factory production process steps and related products to master the basics, to better communication between with the customers and negotiations Otherwise, everything just as OK even if customers do not understand the intention to cooperate, a question to ask do not know anything, then showed he is a novice or a professional level if the business is not so high and the chances of cooperation between customers pass – Professional services are also necessary conditions for foreign trade.

Second: Develop a customer to observe the market price, there is the purpose of promoting the company’s products, look for mainstream customers.

Development of the customer time to understand the direction of good sales of their products, and the main push the market. Do not the purpose of high N to register a free international web site promotion, but to find a larger market demand for the product, and then gradually to promote the products and product updates, in order to facilitate a better understanding of Market price / quality / service / product updates to make a detailed analysis of this aspect can beat competitors to market accounting.

Third: When the after-hours searching how to find determine the success rate of our customers, and better tracking.

(1): Some plants are often met with clients to find disk or to request samples, but always see customers send orders, such problems frequently encountered. But how to catch a customer’s psychological then it means that business success or failure, the first set when receiving the customer to find the first customer to know the countries and regions where some of the economic situation, consider a good price level of profitability in When the first offer as much as possible to reduce the cost more to report, for a novice to do into a new customer is very difficult, so when necessary as a low cost way to attract customers, but also can the new customers as familiar with the operation and learning negotiation skills.

(2): When receiving the search site to offer not blind. Many factories are often received some strange search site, and then ask the N-like product prices, then what demands that the factory did not offer, such as the Middle East and Indian clients customers is the most common way to find disk. I received this disc, when seeking to understand the customer first we expected, which first return customer needs a product, and then related to the number of expected orders, the product of some price requirements, product quality requirements, as well as some other requirements and so on, if there is a sincere intention to cooperate or he would have the relevant details of customer response to you, then go order quote. If the client is that as long as the price of N-like products have nothing or did not respond to it, personally think that there is no need to give the other offer, because as a procurement officers without any purpose of purchasing and search site, then such a success probability is essentially zero, but can not see the customer images I choose to give up this client.

(3): often comes across some very smart Indians, took the A’s price quote to find B, then took the price of B to C, the price pressure, such things can happen and often a question that is more than a dozen reported that the plant cell, encounter such a client would need to pay attention, and as far as possible not to know the price reported to the client’s intention to price a good grasp of customer product return costs, it does not take down the orders do not need to lose heart , among the best in communication with the customer can ask the customer a number of commonly used general chat tools such as MSN, etc., regular contact these potential customers, or when the company promoting new products to customers, to become friends with customers to win Trust is essential to the success order, so the customer is accumulated by the accumulation of time and effort is required and patience.

(4) Generally speaking, the company, there will be a part of a month or so to find the corresponding plate, so on a regular basis to learn new customers organize and analysis.

1. Successful customers – are being cooperative, or with customers – is divided into A-level.

2. Intention to customers – customers have intention to cooperate or negotiate in the relevant cooperation of customers – into B grade.

3. Potential customers – have had the intention to find disc but for some reason there is no customer success, or are seeking consultation session client – into C grade.

4. Silly customers – often do not receive some of the purpose of the search site or other facility used to get the price of Laixun set to nothing after the customer.

When new customers in the development time to be classified on the top management of key customers to track.

As a novice when it joined the line preferably with a single to begin, and learn some of the factory production process steps and related products to master the basics, to better communicate with customers and negotiations Otherwise, everything just as OK even if customers do not understand the intention to co-Hua, one asked questions Shenmedubu 知道’s remarks went out he is a novice Huozhe is not high Zhuan Ye Ye Wu and Ke Hu does then cooperation between the Jihuijiukuai pass – Professional services are also necessary conditions for foreign trade.

1, is not that critical discourse

This is a common problem with many business people, especially new business, and sometimes speak without thinking, blurted hurt others, I myself do not think. Common example, the first thing customers will be met, said, “This House is making life difficult climb your family!” “This dress does not look good, did not suit you.” “This thing is not easy to drink tea.” Do not is “You business cards really old fashioned! “” valuable alive than dead! “blurted out the words in containing these criticisms, though criticism, we have the spirit to just want to make a smooth things over, there is a prologue, but the client may sound, not sense too comfortable.

People often say, “good words one for cattle and horses are willing,” that is, everyone wants affirmation of each other, everyone likes to hear good things. Otherwise, how could “praise and encouragement to become an idiot genius, criticism and complaints change idiot to genius”, this sentence does, in this world who would want to be criticized? Operational personnel engaged in marketing, dealing with people every day, praise discourse should say, but it should also pay attention to proper, otherwise, a kind of hypocrisy makes pretensions, the lack of genuine feeling. As I live in the courtyard of the Aunt Wang, one day at the clerk and she said goodbye, she ran over to us, said: “Do not listen to a set of his mouth was terribly sweet, are false, This insurance company is a training mode out of how people and glib, facile, particularly trip! “You see, this Aunt Wang, virtually reminds us, talk with customers in the praise of language, to come from your heart, not irrelevant to blind praise, you know, neither overbearing nor servile natural expression, more access to people, convincing.

2, to eliminate subjective issues

Business is business, nothing to do with you selling the topic, you should not participate to the discussions, such as politics, religion and other issues involving the subjective awareness, no matter what you say is right or wrong, it did not sell for what your real meaning.

Some of our new people involved in this industry is not long enough experience, contacts with customers are bound not have the ability to host customers topic, often followed with customers to discuss a number of subjective issues, the final opinion will be divided Some gain on certain issues even though the red thick neck, and obtained the “upper hand” advantage, but after the war finished, a business’s that fell through, think about the subject of this subjective argument, what Meaning? However, the experienced old salesman, in dealing with such subjective topics, at first will be with the customer’s point of view, to start with some comments, but the debate will be a timely topic flew up towards the advertised product. In short, I think, has nothing to do with selling things, should all put down, especially subjective question, as the sales staff should try to eliminate, it is best to avoid I do not talk about your sales will be boosted.

3, less professional terms

He was engaged in life insurance for less than two months, a battle, they peremptorily to show off their own customers is the insurance industry experts, a lot of jargon plug the phone to customers, all customers feel listened to a lot of pressure. When meeting with clients, the Lee is playing himself vigorously after another professional, a “Waiver of Premium”, “rate”, “claim”, “claim the beneficiary,” and so a lot of jargon, so that customers such as Wuli clouds fall, it seems that groping in the dark, the other offensive mentality resulting refused to be logical, and Lee will be unknowingly, contributed to missed sales opportunities. We carefully analyzed and will find, clerk to customers as their colleagues in training, but their mouths are professional, how people can accept? Now do not understand, but also on how to buy products? If the terms you can use simple words to be converted, people listen Hou Mingming in vain, to be effective to achieve the purpose of communication, product sales will reach not hindered.

4, not that exaggerated the truth

Do not exaggerate the product’s features! This does not really act, customers enjoy the products in the future, eventually will make it clear what you are saying is true. Can not be achieved short-sales, you have to exaggerate the product features and value, which is bound planted a “time bomb”, when disputes arise, the consequences would be disastrous.

Any product, there are good things, and the deficiency in its standing as a salesman should have an objective point of view, clearly superior product and customer analysis and potential, to help customers “shop around”, only Zhiyizhibi, familiar with market conditions, to allow customers to be convinced to accept your product. To remind sales staff of any of deception and lies of exaggeration sales natural enemies, it will cause your business can not long.

5, disable offensive words

We can often see such a scene, the industry’s operational staff in color with offensive words, attacking rivals, even some people say worthless the other side, causing the image in the eyes of the entire industry is not ideal. Most of the salesmen we say these offensive topics, lack of rational thinking, but I do not know, whether in person, on the matter, the words of things the Gong Ji, will Zaocheng Zhunke Hu’s offensive, because you say that while standing a point of view, not necessarily everyone who is with you stand on the same point of view, you show too too subjective, it will backfire on your sales can only be detrimental. Such acts do not speak of business ethics, believes that with the development of the times, each company to enhance corporate culture, aggressive color words, not likely to be the rage.

6 and avoided mentioning the issue of privacy

With clients, mainly to grasp each other’s needs, rather than a mouth to talk at length about privacy issues, this is our salesmen often a mistake. Some salespeople will say, I talk about are their own privacy, what relationship? Even if you only talk about their own privacy and not talk about other people, how can you confided in your marriage, sex life and financial situation was acknowledged, and can generate substantial sales of your progress? Perhaps you will say, our clients not talk about these topics on-line business is difficult to carry out, talk about no harm, in fact, this “gossip” type of talk is meaningless, a waste of time do not say, but a waste of your marketing opportunities.

7, few asked questions and topics

Business process, you are very worried about potential customers do not understand everything you said, and continued to worry that they do not understand what you mean question each other, “you understand me” “you know?” “Do you know what I mean ? “” such a simple question, you know? “seems a kind of elders or teachers questioned the tone of the topic is offensive. As we all know, speaking from the sale of psychology, has been questioned understanding of customers, customers will have a sense of dissatisfaction, this approach tends to make their customers feel at least not the respect, antagonistic Xin Li will be smooth, and thus, can be said that sales in a taboo.

If you’re really worried about your prospective customers to explain in great detail, but also do not understand, you can test tone understand each other, “there is no need for me to elaborate on the place?” Maybe that would be more acceptable. Perhaps, the customer really do not understand, he would take the initiative to say to you, or ask you again to clarify it. Here, a warning to the salesman, the customer is often smarter than we are, do not use our blind spot to replace them free advantages.

8, flexible boring of topics

In the sales of some boring topic, you may have to explain to the customer to listen to, but these topics can be said is that nobody wants to hear, or even wanted to fall asleep listening to you speak. However, forced out of business, or will advise you of such words, put it simpler, can be summarized to the area and over. In this way, customers will not produce weariness hearing, so the effectiveness of your marketing reach. If some important words, keep up your non-customers make it clear, then I advise you not to hard to cram them in your explanation of the process, rather, a different point of view, find what they like small stories, small jokes to stimulate, and then get back up, maybe this is better. In short, I personally think that this kind of topic, as boring and customers are not want to hear, you’d better be able to keep up on the reservation, put the high beams, and sometimes clever than make a clean breast to the edge.

9, avoid indecent words

Everyone wants and has the virtue, the level of people together, on the contrary, and those who do not want to “foul language Chengzhang” of people. Similarly, in our sales, indecent words, sales of our products will be adversely affected. Such as, when we sell life insurance, you’d better avoid the “death”, “be dead” “finished”, and so the rhetoric. However, experienced salesman, often address these obscene words, the will to euphemistic words to express these sensitive words such as “loss of life” and “go out and not come back” and substitute the language of these people do not want to hear surgery. Indecent words, the image will be greatly reduced for the individual, it is also the sales process must be avoided, you pay attention, turn over, you will be successful in sight! Some friends say that I always plant more than low prices, a sense of customer demand for lower prices. In fact, both China’s foreign, all buyers want to buy affordable products, why would a woman who saw the discount on the wind rush it! I think it is the reason. However, if the price of low-quality time guests to see if he will not buy, which is why some German products than China, ten times the price of similar users is also much truth. Everyone is still willing to buy the selection of high quality products, although prices are high, but the cost performance is more accounting. Therefore, to face such customers, business personnel should show the characteristics and advantages of their products, high quality, good timber, the cost will certainly be high, technical quality, high level technical staff, staff wages higher than the average, so High prices also should be understood. Of course, if you still do not know your product, you can not give one, two, three, then boiled dumplings into the pot, mouth not quite out

Find your guests active attack is a very important search engine simply, “search engine” is the INTERNET to find accurate information tools. Engine is in English “Engine” the transliteration, representing the engine. Search engine is “Search Engine”, which means the information search engine.

Other explanation: Search engine is used to help users find information INTERNET search tool, to a certain strategy in INTERNET the collection, find information and understanding of the information, extraction, organization and management, and to provide search services to serve the purpose of information navigation.

In the era before the human enters the network, the general sense of lack of information in various sectors of the problem, mainly due to lack of information exchange approach. INTERNET appearing in substantially addressed the issue, but many people still perceive a lack of 信息 they need. At the same time, the corresponding information in the INTERNET on it a lot there. The real problem lies in the people so much information in the ocean is difficult to find accurate information they need. Therefore, “search engines” will be the development of critical conditions INTERNET. As the reserves of the rich sea resources, but it was because of the lack of advanced tools not available, use of these resources. INTERNET as a sea of information, people use Web browsers to find the way one by one will be difficult to find accurate information, but only a waste of time and network resources. “Search Engine” will INTERNET network for users to extract useful information, no different from gold extracted from the INTERNET.

The world’s 772 million Internet users in approximately 80% of the frequent use of search engines every day to find and access their own information and information needs. It is worth noting that search engines are caused by the target user. Such as search key words: “XXX product,” and only want to know the product or need to buy products for their own people will search for the word. The search volume of a word often ranges from tens to hundreds of millions. Data study shows that: the first five search results will intercept 60% of the site’s search traffic, from 6 to 15 sites will intercept 30% of search traffic, while only 10% after 15, but the lower the ranking the more rearward , the more difficult to find your target customers.

Just enter the company, the supervisor gave me three sentences: 1. You never know what customers want (so do not bother to guess); 2. You never know what to do right (do not be timid to do so); 3. You never know what customers today, tomorrow will be a rival (so even the best relationship, some things should be kept confidential).

1. In the plant, the guests complained about the price too high, I always say you pay for, to restore its good quality. Joined a trading company, before we know the price is the last word, especially large customers, the price is definitely higher than the consideration of quality considerations. And do not think that they can not do the price that others do not, the goods in your penny here, other factories and a half cents on it. Electronic factory, for example, just one place in Dongguan, Guangdong had more than 3,000 large and small, the choice of guest room is very large. Therefore, customers are not price cuts threaten to turn a single time, do not think that the fundamental change in his price does not go out.

2. If the guests that want to test plants, your opportunity comes, do not be bothered, only large customers will experience plant before the next one.

3. Do not over-willingness of clients to boast of the existing results. I have run into some business, and I talked about the price, talking about how one of his major clients how to say that someone orders a month is the price of 200K. On this law was tantamount to sealing my mouth, I did feel he had to eat on the support, and do not give up rice.

4. Promise of things to do, even if not complete in advance should tell guests not to drag the guests to ask to speak. Integrity is too important to not just companies, personal integrity is very important, even if the list not made, at least to keep the faith before the guests, whether business or future development on their own will greatly benefit both.

5. Offer to have skills. Some plant operations actually reported a day the price high (3-4 times higher than other plants!!), The nerve to say that they are because the quality is excellent, in asking what was good in the end, said engineers more clearly, they do not know ! ! Guests are not stupid, if the same volume of MP3, SONY offer is higher than that, then who is going to be interested in it?

6. Received the guests back in time when the information set, even a public format will let guests know your response, efficiency and respect for the guests. Sometimes a good wait for you to consider how to respond to, quote, the guests have been flying off the. For those who advertise on Ali or global resources, a lot of information every day drive business, which is especially important.

7. SENSE on essential business. More difficult to describe this thing, simply, it is able to find customers to consider the orders, the most important factor is.

8. Not easy for guests to say “no.” The sleek handle a good choice. For example, the guests do not target price is down, can say, “I will help you and your boss to fight for something”, or recommended to achieve the target price of products to customers.

9. To participate in exhibitions, it is best to go in the first day, because apart from the first day, most of the participating businesses do not have the passion, the search for customers struggling with price almost. Those who think that a fire eyes and eyes of the business are treated differently on the guests. These are very deadly. Exhibition on it a few days, please you hit 12 points less than the spirit, to each of your guests a good impression of the booth.

10. Sitting in the office, repeating the monotonous work, send mail, receive e-mail … … a lot of people did a few months without orders, and even did not got a clue. I believe that most of the salesmen have gone through this situation. In fact, customer development is not the purpose, that is simply not grasping key customers, but the general connection, it is only natural to bear fruit. To do business, at the beginning of the new guests to the mail before, we must confirm your e-mail to the customers is valuable. For example, if you do cheap gifts, and want to develop the U.S. market, you have to know the target customers is WAL-MART, DOLLAR TREE, DOLLAR GENERAL … … so we should know the objectives of stationery guests OFFICE MAX, OFFICE DEPOT … … do appliances should know CIRCUITCITY, RADIO SHACK, STAPLES … … as long as the capture of one of these customers, traffic boss laughed enough for several months.

11. On the issue of quotations. Customers now have their own quotations big format, ease of comparison, but there do not understand the factory’s business, even lazy, is not always timely, complete and accurate filling, always feel that their quotations on OK, and do not need reloading then the complex. But standing in the position of guests, if a factory business, and even quotations that simple things are done, how could rest assured that the order to you.

12. On the business skills of the problem. If you want to be a real business, then we should take note of something other than foreign trade, I mean in addition to documents, declarations, etc. will be involved in something that only trade, but also lots of domestic salesman to learn business skills. That I used too recently, but has not been widely accepted, and I feel deeply in practice how to do business in foreign trade business, and business sense of smell than a lot of poor domestic salesman. Despite all the different markets and customers, but business skills are interoperable.

13. On the payment. To do foreign trade business, payment risk, therefore, in consideration of payment, we must first pay attention to risk management, and the reason we all understand, then, if the payment method and your guests risk control clash affect completion, how to not only get orders, but also to ensure that collection does. Went to China Export & Credit Insurance, although the procedures are complex, but once the underwriting, absolute security.

14. Operations and owner relations. And factories in the negotiations, clearly felt and business owners talk about ratio and effective, because the business never know where the boss’s bottom line, which brought out a problem, the business in preparation for negotiations, in the end how much of the know. Do not think your boss threw the BOM one is for your trust, and how to take the boss’s attitude is also clerk to learn things, especially in the prices fail to settle.

15. This is a special gift to the factory salesman. Plant, especially the large plant operations, poor sense of service. The service here is not to say that the guests come pour some tea, but that in daily communication with customers and deal with the issue, there must be not only good products, but also good service consciousness. For example, I want to help me deal with samples of a business matter, he was doing was doing on its hands to his guests complained that I was one of the most annoying. Just think, if one side gives the pouring side of the hotel attendants complained the guests, he can keep the job right. Here we remind some young women business, do not miss playing in front of guests or spoiled temper, even in peacetime, and guests no matter how good relations can not, foreign trade business, the emphasis is on rigorous, meticulous style, must not be in front of the guests were shown a woman appearance.

16. At present, some marketing books emphasize clerk in the See of customers, we must neither overbearing nor servile. But many businesses just did not humble, cool in front of customers. Cool no problem, many problems 一问三不知, even the basic situation of the plant are not known, but assumed a “Your question is really funny” look. It seems, do not base it easy, but at the same time do not Kang, it is not so simple.

17. In school, will learn some marketing courses, the content of psychology are also involved, but now it seems that those things that is not my generation who has experienced a few years to master, especially to do foreign trade , and had relatively simple relationship, you want an accurate grasp of the guests in the negotiations, the basic psychology is impossible. So the idea is not complicated enough, do not waste time and effort to guess what customers want, not to make any judgments based on speculation, all the judgments must be made the basis of the facts.

18. A customer contact list is very important, preferably in their own OUTLOOK in a series, each period of time made some new products La, quoting La and the like, though only a little effort, but it allows guests impression on you to keep. In fact, the value of customers is limited, after a preliminary screening of bulk network and how potential customers to become the next single most important task, while keeping your guests the impression that the first step towards success.

19. Guests are people will faint at fault, will be rude, so not enough to appease the resentment of those who do not criticize the guests, we must criticize, but also fiercely criticized, however, Ma Wan later, it is absolutely necessary telephone to explain, he said he was too young to compare the impulse to placate what sort of appropriate, both in addition to chest heart, not to offend guests.

20. I am in a factory business, often feel that procurement and finance but also difficult to deal with than the guests, a lot of time and energy is spent on the internal friction. Now think of it, to get support within the company, they must pay attention to improve interpersonal relationships in peacetime, should not supercilious arrogant.