- Perception
Firstly, perception is a capability which means accurate understanding of development principle, human nature and business principle. In addition, it’s a kind of capability integrated with learning, thinking, following and judging. When you communicate with dealers, you have to maintain a certain distance with them, neither too close nor too far. And the distance degree depends on the dealer’s characteristics and shows your perception.
“Perception” is important for those people who enter the market not too long. Perception determines your capability for adapting the environment and whether to operate the market independently.
- Thinking
As a salesman, especially to be an excellent salesman, you must to be a all-round doctor. Not only to discover market problem but also to provide solution for market problems. In practice, there is limited resource to provide for you, so you have to exert your initiative to the largest extent. Learn to think independently, comprehensive judging and making conclusion.
- Decisive
Do not hesitate
As a salesman, you should stick on the belief “Company’s benefit is higher than anything else”, “Company’s glory is important than individual gain and lose.”
- Initiative
Understand that “Waiting equals to nothing.” In real practice, the conditions are limited. One president of a leading motor enterprise says: It’s no need to recruit any salesman if the company has the best quality product, the cheapest price and the best service. What you only need is counting machine and cargador.
Someone always complains that bad quality of product, too fierce of market competition and so forth. We should stick on “Not to find excuse for fail, but to find method for success”.
- Have the courage to respond
Every salesman has their own business regions. As a principal in your region, you should not ask your manager for everything. It’s an important sign for enhancing independent operating capability and taking responsibility.
- Show yourself
“Benefit is permanent theme.” If you create constant profit, your value will be affirmed by dealer. So the deal will appreciate for you.
- Definite relations with customers
Dealers have infinite requirements, while every company only can provide limited resource. This is a common issue that we always met. So it requires good judging ability for our salesmen. Do not agree with dealers’ requirement immediately. First you must know which requirements are real and which are false. We have to try to make dealer to focus on the market not our policy and benefit-returning.
- Centralize all force for utilizing
Learn to integrate with all resources. To get help from leader, identify from dealer, support from collogues, you will not be tired to do so.
- Build new pattern of Multi-Win
Establish long lasting mode for earning money for dealers. Enhance market value for enterprise brand in their local region. Provide after service and improve brand loyalty to promote competing force and form multi-win.
- Self-development
All-dimensional development to exceed ourselves is a course from quantitative change to qualitative change. We should pay attention on learning management, finance, training, plan and human resource so that to improve ourselves and realize maximizing individual value. Be strict with ourselves and develop ourselves so that to exceed continuously and to be outstanding.
