Wang Hui's time working at Qimingxing was not long, only a little over two months.
The first month was spent learning the company's rules and regulations and the most basic operations of excavators.
At the very least, you need to know what an excavator is, and what the various parameters and components are called.
To further enhance his memory, Wang Hui even went down into the workshop and assembled excavators with the workers.
Only by taking action can you make a lasting impression, so that you won't be clueless when talking to clients later.
It's important to understand that salespeople need to master more skills.
But the customer wanted information about the excavator.
These two cognitive barriers become a sales gap.
Therefore, Wang Hui spent the first month working in the workshop, and only formally learned sales skills in the second month.
Qimingxing also invited renowned professors from across the country to impart their knowledge.
Wu Changfeng was never stingy with training. He supported everything, from serious marketing knowledge to even the head chefs in the logistics department wanting to learn new dishes.
Anything that can improve the quality and ability of the company's employees can be submitted as a report, and most of them will be approved.
Wu Changfeng has always believed that the company's expansion was due to the strength of its internal employees.
Only heavy ears of wheat bow their heads. Similarly, the morning star can now remain unassuming, focusing on its work, just like the ears of wheat.
Wang Hui and his sales team grew up in this environment.
When Wang Hui received the notification to receive a client, he was a little dumbfounded.
Wait, I haven't finished my apprenticeship yet!
Why am I supposed to greet clients? What if I mess it up?
Wang Hui felt both anticipation and hesitation; was this the right thing to do...?
The company has a boss, General Manager Liu, and Li Dapeng; there's no way it's my turn.
Wang Hui was somewhat timid and even wanted to talk to his boss, because he really couldn't handle this job.
After all, I haven't officially met any clients yet, and I'm really afraid of saying something I shouldn't have.
But he couldn't disobey Li Dapeng's orders.
They had no choice but to bite the bullet and run to the factory gate.
In fact, Li Dapeng was quite puzzled by the idea of ​​recruiting salespeople.
Don't we already have distributors?
Why increase costs and personally go out and do sales?
Even without sales staff, the sales of those trolleys were not bad. Despite other manufacturers following suit, Qimingxing's shipments were still far ahead.
It turns out that the dealer channel is quite good, so why is the strategy changing again when it comes to excavators?
Wu Changfeng believes that there is no problem with selling small items through distributors.
But excavators costing hundreds of thousands are different.
Distributors can hold out for a while, but they can't sustain long-term growth.
You must have control over all kinds of customer resources yourself.
Of course, this doesn't mean abandoning distributors, but rather taking a two-pronged approach with them.
Each province is divided into different areas for dealer penetration.
They can be broadly divided into two categories: large construction companies, which are government entities, and private construction companies and small business owners.
Let the dealers choose for themselves; if there are objections or disagreements, then the dealership will be revoked directly.
Sales were handled entirely by Qimingxing itself.
There's no other reason than that distributors are like weather vanes, always switching sides wherever they can make money.
If other factories offer higher commissions, they will definitely switch to selling equipment from those other factories.
This is not something that can be resolved by an exclusive distribution agreement.
Look at those multinational corporations; they all have their own sales teams.
Even if the distributors below cause trouble, it won't have a significant impact.
A prime example is Coca-Cola, which not only has a large number of distributors but also its own internal sales team.
They would occasionally go down to the market to investigate customer resources.
They have everything under control, so even if the distributors object, the sales team will immediately confront them.
It can also keep the channels open.
Therefore, only by having sales resources, which are the lifeblood of the business, in your own hands can you be truly secure and worry-free.
This is also the original intention of Qimingxing in establishing its own sales team.
This led to the hiring of Wang Hui and others.
Wang Hui arrived at the door and saw Lao Zhang and his group.
He was a little nervous and didn't know what to say as his first words.
Old Zhang was also dumbfounded. Why didn't they say hello?
Finally, it was Old Zhang who stepped forward to shake hands: "Hello, just call me Old Zhang. I'm from XX Construction Group. I've come to take a look at the excavator equipment."
Wang Hui swallowed hard, his forehead sweating slightly. These people had such a strong presence that it made it hard for him to breathe.
Wang Hui then remembered the training program.
He quickly said, "I'm so sorry. When we heard you were coming, our leader made arrangements in the conference room for me to receive you. Please don't take offense."
Old Zhang smiled and said, "It's alright, it doesn't matter whether we get reception or not. If we could get in, we could just wander around on our own."
"Please come in, please come in." Wang Hui was much less nervous by now and said with a smile, "The security guards are quite strict, please understand."
"It's alright, it's alright." Old Zhang looked up at the workshop in the distance: "Hmm, the workshop looks quite proper."
Wang Hui said, "It's because the boss is willing to spend money that everything was built to the highest standards."
Old Zhang muttered to himself, "We went to the excavator factory in Guangdong Province before. The factory buildings there were decades old, with weeds growing at the base of the walls. Nobody kept them clean. This place is much cleaner."
"Thank you for the compliment." Wang Hui's mindset has changed now, and the conversation is similar to his usual chat.
Am I a sales genius?
The client wasn't a shrew at all; she was quite approachable.
This greatly relieved Wang Hui.
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