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Reprinted from 376992446 at 1:23 on December 10, 2010 Read (loading. ..) Comments (0) Category: Personal Diary
rarely articles on related industries work space, used to separate the life and work. Many clients only recently became friends circle, try to network with industry friends, the language feels good to share some ideas, perhaps there will be different kind of scenery and landscape here, a sincere thanks to all colleagues to be, cherish and respect and gratitude has nothing to do with the business.
- white pick the former case, language
Members of the veterinary practitioners
sales threshold is low, the influx of large numbers of people, loss of phenomenon is very serious. Through years of analysis, main reasons causing the loss of the following five areas:
1. Do not know when the occupational employment.
such as technical staff with no clear job description, technician position is in fact promoters, and most people that are engaged in research and development, understanding the differences, causing huge loss.
2. Companies recruit people, because each enterprise to get people, as long as they graduate to will, to recruit people who are not ready to recruit businesses, uneven quality of the staff, causing natural wastage.
3. Environment of the industry. Mature breeding technology, career planning, no direction, that
4. Wages. Veterinary drug industry, salary and sales mostly linked to market a good few years ago, sales, sales to up to 5 million / month, sales of the current average is 2-3 million / month, sales are not up against drop, ability to reduce the profitability lead to wage do not increase, but also loss of personnel is very important aspect.
5. Prospects are not clear, only said that a sunrise industry in the end since no one can know how, do not see the future direction of the leading practitioners of psychological instability, resulting in the loss rate.
staff turnover for the enterprise and the sales staff is a loss, in order to avoid or reduce the phenomenon of loss of staff, sales staff will work on the sales of their own, business, career planning and often come across some of the confusion and so have a correct understanding of the system.
one, recognizing sales of the occupational characteristics
is a kind of sales professional, how do we know sales work? Who did what we give? Is the company? Is the community? Or your own? In reality what we are? Is the pursuit of perfection, or muddling along ? In the future we should do?
(a) sales and income on the understanding
I understand that work is
refers to personal and family survival and development,
new balance mens, and self-realization, you do not want to do but had to do, like eating and sleeping, is indispensable part of life.
dry work boils down to a three purposes: First, for the money, the second is to develop the third is for fun. Sometimes we think of employee turnover are not all that reason? Some find it too little money; some for a better career or learn something more; some of them are for psychological comfort, happiness, the open position does not matter.
This distinction between
, have links with each other, and the different stages of personal development needs are also different; the same stage of the needs of different people are not the same. After graduation, more people are not staring at the money but the opportunity, then why do become money? Because the chances are not as imagined and more development is limited to begin to make money.
Some people say that money talks
tacky, then we think of money?
Money is an essential part of life, who left it does not work, but the key is to find right way to make money; followed by money also reflects one of the main personal achievements. For example, a person in the unit does well enough, I asked a month to earn 500 yuan, you would think he did okay? Well done, you should earn more, earn less surely means that if done too well.
money is obtained to pay the most important part of the return. To be a survey: + own development Stop and think about small,
new balance running shoes, not only obtained after paying money, there are other aspects, particularly in the value of intangible assets. In fact, in some cases, intangible assets into tangible assets will be transferred. Even now earn less, but also there will be other companies to give you more revenue, provided that the capacity of your well-known in the industry, intangible assets have value, so the wages, travel expenses, car allowance, office, welfare, All mobile phone fees as revenue, it is very biased side.
sales and contribution of which related to the greater contribution of higher income.
job-related sales regional sales manager, but the exception, not necessarily higher than the outstanding sales revenues, but must be greater than the average level of sales, the average wage is about sales 2 to 2.5 times, so in the promotion business staff when the manager should be repeated to find his own talk, to understand the family situation, do not see lack of money; understand the personal idea, because the single terms from the money now earn less than. However, in terms of middle -level exchanges, regional manager for more than that, vision will be different; business training content will be different; be not the same degree of respect, such as care about the money, do not care about professional development, the future when a manager very uncomfortable. Results will be losing a good man of business, the manager of one more complaining.
sales and business enterprises related to various different systems, difficult to have absolutely the same business. In general, the enterprises are small, effective, high pay; enterprises large and poor performance, the treatment is not high. Except of course, excellent large enterprises.
sales and industry had to make a drug-related friends, his company was drugs also have veterinary drugs. Initially to do veterinary medicine, he said, to do the hard work of veterinary medicine than in life, people take the big city medicine, veterinary medicine go rural, income is only one drug for 1 / 3. The work of the farm and technicians, we have to better veterinary drug industry.
macro-environment-related sales and most are now talking about the financial crisis, the original white-collar workers of Wall Street fame greatly increased unemployment, decreased income.
If the number of sales revenue to evaluate the sales have a lot of limitations. To achieve a breakthrough in sales work, we should pay attention to their development, then how to look at development?
solve the problem of food and clothing, should begin to focus their personal development; to reach a comfortable standard, must focus on personal development, and then staring at the money, will not become a major event; think of a higher realm of life, we must fully to go for personal development planning. Only the more intangible and tangible assets to value, from the long-term planning perspective, the development is more important than money.
(b) knowledge about the career
1. In theory, refers to participation in professional social division of labor, the use of specialized knowledge and skills to create material wealth, spiritual wealth, access to reasonable compensation, to meet the physical, spiritual work.
2. There must be clear in 5 professional relationship: one is the individual social relationships with others, to emphasize professional must first be a social division of labor; Second, the relationship between professional knowledge and skill, each professional must have the appropriate knowledge and skills; Third, the relationship between knowledge, skills and wealth, only with the appropriate knowledge and skills in order to create appropriate wealth; Fourth, the relationship between creating wealth and reward, relative to the creation of wealth, must be reasonable remuneration; Fifth, rewards and demand the relationship between the people who work at a profession by the rewards to satisfy the material and spiritual needs of individuals.
3. Job-related four factors: including the value, personality development, talent show, social identity, these 4 factors are not clearly stratified, but many levels of pay * happen.
(c) for
many sales staff will think we earned for the company so much money, mainly for the company dry. Fact that small for it yourself, say big for the community, provide employment opportunities for the company, the raw materials into finished products but also create wealth for society, in the course of the work we have accumulated knowledge and experiences, these are anyone take away. So be sure to know, not only for the company to do sales, but also for ourselves dry. Since many people do not see these, there have been many seemingly normal fact, not normal.
(d) of the reality of the common understanding of the occupational status
common occupational status are as follows 5:
1. Muddling: no goals and direction, day to day;
2. Drift: The target is not clear, do not see opportunities, but also to grasp the opportunity, love the blame on others;
3. Pursuit of excellence: good character, diligent in thinking, good at problem solving, with clear objectives, is the darling of luck and opportunity;
4. Busy toil: a matter of concern many are willing to actively participate in their own work and objectives, work performance is not outstanding;
5. Their dreams: grumble, find fault with others, aim high, but no clear objectives, work is not practical.
fact, marketing is a need for specialized professional knowledge and skills, poor performance of the marketing personnel should seriously consider: Do I have to do the work necessary to sell the knowledge and skills?
I did the corresponding survey, the top three best-business sales,
July 27, 2010 Cloudy - Qzone log, is the professional background less than 10% share, including professional school agriculture, has sold wine, fried melon seeds business has done so, these people are often done in the life stress or a small business, the most important thing is particularly good state of mind. What does this mean? That in addition to knowledge, mind is an important skill.
(e) awareness of career
1. Career is a person engaged in professional experience. We career cycle is divided into four stages: early in his career, early career, career and career in the late post. Each different times, will have different characteristics, we are not the same task each time.
first stage: 20 years old to 30 years (early in his career), also known as the first career puberty, the main task of this stage is to learn, understand, exercise;
second phase: 30 to 40 years old (early career), or career growth, the main task is to fight for positions, the opportunity to increase their abilities to find the best contribution to the area, but also It is to find the direction of our profession;
Phase III: 40 to 55 years (mid-and late career) is called maturity, also known as a second career puberty, the main task is the innovation and development, contribution to the brilliant;
Phase IV: 55 to 70 years (late career) is the main task of the leadership, decision-making or drawing lessons and coaching experience.
In fact, in reality, basically no one to do career planning, even if the same is true of those successful people! Those who truly successful people, nor is it the result of career planning, but the real result of hard work and go with the flow!
2. Internal and external career
really know his career, to look outside the right career and the career.
outside the so-called career is a profession engaged in the work of time, place, work, job content, job duties and titles, wages, the honorary title of a combination of factors such as process of change, these factors are usually given and accepted by others, but also easy for others deprived;
within the so-called career is a career when the knowledge, ideas, experience, ability, mental quality, a combination of factors such as inner feelings and the change process, these factors are continuing to explore on their own to obtain, not with career outside automatically have access to, nor will the loss of his career outside the automatic loss, is owned by individuals, but also in career development should focus on the important part.
So marketers must
career development within, driven career development outside.
Second, from a personal point of view a clear understanding of their own
only know themselves, in order to have a clear self-positioning. So how do we know ourselves? From the perspective of personality differences between people can be reflected.
(a) What is the personality
from a management perspective, personality is the way all the reactions of individual and combined with other communication methods. More simply, when in dealing with others what kind of reaction, together to form your personality. No good or bad character, there are some basic things are interlinked, such as the response is to see enemies hate to see Valentine's love is shown; even if you are brave king, but also in the dark, fear and so on.
(b) the determinants of personality
So what
personality formed? Determinants of personality has 3 aspects: one related to heredity. Biological terms like The second and the environment. As the saying goes, The third area is the scene that is in a particular environment, personality and sometimes will change. Simply of a man so difficult to have good and bad standards. Ideally, evaluation of personality is not justified, because the character changes with the environment and the situation will change in a particular environment can not be put aside talk of personality, otherwise it is unscientific.
(c) personality traits
when a person will show different situations including the shy, aggressive, Convenience, laziness, ambition, loyalty, shrink, etc., these features collectively referred to it as personality traits.
in organizational behavior, the American psychologist Raymond 1949? cartel summarizes proposed 16 major personality traits. Table 1:
Table 1:16
main types of personality traits
1. Alone corresponds to outgoing
9. The corresponding trust suspected
2. Retardation corresponds to intelligence
10. Reality corresponding to fantasy
3. Emotional stability of the corresponding emotional
11. Direct bearing corresponding to the accident
4. Compliance corresponds to dominate
12. Confidence corresponds to worry
5. Strictly correspond to Lotte
13. Corresponding to the radical conservative
6. The corresponding half-hearted careful and responsible
14. Corresponds with the group of self-
7. Corresponding timid adventure
15. Informal section corresponds to strict self-discipline
8. Reason the corresponding sensitive
16. Calm tensions corresponding problems
In fact, one characteristic is very complex, the overall down 5 dimensional model can be summarized as follows:
1. Extraversion: that is often said that the Taidalielie type, and whoever.
2. Agreeableness: approachable, unassuming, treat people kindly.
3. Responsibility of: Duirenduishi seriously.
4. Emotional Stability: does not show emotions and distress, in time to control their emotions.
5. The openness of experience: things are good at summing up experience, and can introduce more people to experience.
(d) 2 typical personality
A personality as follows: The people love to exercise, walk and eat fast-paced, it was thinking about doing the next thing, too busy not stop; on Many impatient with the pace of progress of things; always tries to do two more things; can not handle their leisure time, fascinated by numbers, everything in their success is measured by how much their own benefit, which were more suitable for business, it will certainly result.
B personality as follows: This man never had a sense of urgency on the time and other similar discomfort; always thought that there is no need to discuss his performance or achievements and performance, unless the environment required to do so; can fully enjoy the entertainment and leisure, not at all costs to achieve their optimum level; can fully relax without feeling guilty, which were more suitable for management.
(e) match the personality and work
adapt to the different nature of the work personality there are differences in Table 2.
Table 2: Personality and job matching table
type
personality
professional example
reality-type
shy, sincere, lasting, stable, submissive, the actual
research
analysis, creativity, curiosity, independence
community type
community, friendship, cooperation, understanding,
traditional
obedient, efficient, practical, lack of flexibility
accounting, business manager, bank teller
business type
confident, aggressive, energetic, domineering
judges, real estate brokers, small business owners, etc.
Artistic
imaginative, chaotic, messy, ideals, not practical, emotional
artists, musicians, writers, decorators
Therefore, sales staff in the development
planning process, should the business environment in which personality traits and be fully considered.
Third, understanding business marketing talent evaluation
we select enterprises, how to choose? What is the enterprise in the end? Business talent is how to evaluate it?
(a) What is the enterprise
business is to make people play, and create efficiency, growth in personal and social wealth of the people's assemblies.
company first said it was a learning place, not just a place to make money.
followed by the personality, ability to play the place. Some people can succeed in the enterprise, and individuals to start to do from time to time does not become, not to do it yourself and provide a platform for the individual concerned. Simply as the enterprise in sales is very one-sided, if not production, research and development, organizational management, planning and other backing, as the ability to do no matter how bad sales. So from a business perspective, marketing is a very small part of it.
Third, the enterprise is access to personal values, status, wealth, place. In large companies and large enterprise groups is even more obvious that, while small owing to the influence of small self-employed, this value will be performed relatively weak position more.
Fourth, business or place to make friends. Can make to the staff from different regions, a large circle of friends naturally.
Fifth, business or a competitive place. Positions, there will be competition between jobs, competition can motivate people through the common progress and promote enterprise development.
it should be of a different point of view to understand the business. If the enterprise is a ship in the ocean, then the employee is the sailor, business owners is the captain. This process, the business success of the staff, the staff are also achievements of enterprise. Some people say
(b) the business of talent evaluation
then the business and what kind of person, what is the real people?
1. The definition of good talent: I do not want to lose is defined as people who want to win.
2. The three conditions for good talent:
First, from the ability to sense, whether the task, when he left, can not find other people to instead? If he had gone a lot better than he did, it would claim to be professionals; the second, from the attitude of speaking, is not to dry in the enterprise? How want the company to work with? This is important, if it is talent, do not want to dry no use to the enterprise; Third, if there he went to competitors, the company will not lose more?
If the answer is yes, then he is certainly talent.
3. Competence, but character is more important
performance and evaluation of talent comes from the ability to do, not from the personality to do the evaluation. This is because the standard is no way to determine personality, there is no way to be evaluated. The standard is usually a good employee is able to create performance, compliance with enterprise system, and strong ability, but personality is also very important.
only good character can make a strong ability to perform better! Good character, ability is stronger, the greater the damage to the enterprise.
4. Must weigh the commercial value of human resources
enterprises in employment, the right people must be placed in appropriate positions in order to play the greatest value. Neither big
5. Enterprises do not want to use each time need to convince people
who do not adapt to the environment, the enterprise will not be reused, because the training costs are too high. Human can not be changed in most cases the environment, they are able to adapt to the environment is very important.
(c) the business-to-sales incentive model
1. The composition of sales
incentives for enterprises large part of the staff is reflected in sales revenue, usually in the form of sales shown in Table 3:
Table 3: Composition of sales
tangible
intangible
now
wages, bonuses, benefits, commission, remuneration (company with the working conditions, environment)
learning opportunities, practice opportunities and successful experiences, the lessons of failure - their own
risk, loss, hit trouble - company
sharing client resources, create a personal brand
in the future
promotions, pay, rewards to, study, share,
new balance sneakers, dividends, earnings power, social relations, income
social role / value,
worth (headhunting company's goals / dare not / freedom of choice), competence, business opportunities, entrepreneurs
general, people who failed to see the visible part of, and should be invisible to see the real thing. If you are a talent, executive search firm to cut you, many people are too real, too real, some general manager , did not stare intangible assets, did not notice the changes in society and the responsibility. After quit even if there will not be development. So when choosing a business really depends on the culture, to see career development prospects.
candidates often people talk about is the treatment, the enterprise more attention to how much you can sell goods, to increase the number of sales,
new new balance shoes, sometimes,
Very funny!, the company's sales do not increase, if you do not change their work processes and methods , even if sales are good sales staff have made progress difficult, so the most important and the inherent business issues, deal with the the volume is also very easy thing to do, otherwise a competent professional managers will not immediately slack.
this analysis, then, most people in the back of the end benefit from some intangible assets. Therefore, not only to stare money pay more attention to the accumulation of intangible assets, awareness is necessary to change over, the future development of the individual would be beneficial.
2. The basis of sales
enterprises in the recruitment, education professionals to consider the background (what college graduate), professional background (to learn what kind of professional, can have any expertise), business background (in which enterprises done), business background (the case of enterprises are engaged in), honor (at work to get any award), personal expectations (plans for the future) and so on.
enterprises will promote the work of personnel to be
3. Sales incentive model
different companies have different revenue basis, which is inspired patterns. Table 4.
Table 4: Sales revenue of the incentive model
proportion of 100%
names
way
other forms
performance 50%
commission
quarter
recognition, esteem, praise, cherish, testing,
Today saw a movie called too want to love you, I feel good, we can look into to, promotion
quality of 25%
bonus
time to time
welfare, treatment, training
qualifications 25%
wage
month
double pay, pay, get paid
Fourth, recognizing sales career planning
(a) of the career planning 3 steps
successful people are not necessarily planning out, but success varies so there is no plan to establish a successful career planning is based on the down to earth. Here are 3 steps of career planning:
Step 1: Look for a road, the first gain a firm footing! Which is first able to feed themselves, as the saying goes, the mouth food, hearts do not panic. Other things before you can do it again, it would be difficult down dry. Main signs are: first find a job, dried to make a dent, recognized by others. What is not important.
for individuals: to learn the knowledge, get exercise, independent of their own, because only economic independence is the real meaning of independence.
Step 2: further progress in that last step! Get it approved, you will have a greater platform. Main signs are: a higher position, more income, along with greater pressure. Usually the higher the position, the greater the pressure , then the income can be higher.
for individuals: increased experience (intangible assets), the accumulation of capital (tangible assets), expanding the circle (a network of resources.)
Step 3: take a look at a chance to dry into something! Have experience, capital and contacts, will in the industry have a certain influence. Main signs are: a little identity, a little status, will have achieved their career possible.
for individuals: will be respected, others you will have higher expectations, there may be real and greater challenges and opportunities.
(b) of the sales staff career development
career in sales planning, nothing more than a 4 direction:
First,
new balance 574, vertically grown
senior sales manager, but to achieve this goal very few sales.
Second, the horizontal development of transition to management and other positions, most of the time sales are not vertical and horizontal development of the business also contributed to the reasons for staff mobility. For example, the logistics sector duties to promote sales, or technician, and logistics to do answer the phone, the report, the work tedious, but also have a strict attendance, and the former than on the outside often, I feel bound not stay; and logistical or technical workers in the business to make money, therefore, I generally do not want to switch jobs after they dry, it could not dry.
Third, to develop their own independent business, technical staff to open the door city clerk to open a small company of this type.
Fourth, the area of professional development in sales management consulting or training, but the reality is, some say, will not do; some do not speak; can say, but also capable of very few.
(c) sales and interest in the balance and coordination
sales and personal interests are different, if you like a good thing to do sales, but also susceptible to performance; If you do not like to do a bad thing, but doing it will be difficult, and therefore Sometimes the need to constantly balance and coordination.
sales is a challenging work, or quit, will pour warm to dry shop and go threw himself will have success.
(d) the characteristics of professional sales
1. Sales Professional features
sales are the best way to accumulate wealth proletarians. Sales jobs are 4 major features:
First, the independence of
sales, marketing that is independent, its composition should be more planning.
Second, the direct return on sales of, any person doing any department, most of that up to how much money,
new balance shoes, and sales income can be no ceiling; followed by the month for sales can take immediate income, while managers are generally required to get into different stages.
third is the challenge of sales, marketing efforts do not work for everyone, some people do it well, some people do very helpless.
Fourth, achievement of sales, marketing, good job, will be fame and fortune, achievements and opportunities will be accompanied by position and their influence is also large. Moreover, sales are relatively easy conversion to other work, and other work, then convert to sales very difficult.
There is often
So to say is: the most capable in sales, the most intelligent in the boss.
2. Charismatic sales professional reasons
challenging sales also full of charm, mainly because the income is not capped; to do next when the success of customers, current market to sell products, just as successful over a mountain, though arduous, but there will be a successful fun , love and passion for the sales job; and customers, competitors, demanding the skills of communication, the whole not telling the truth, do not speak no good, not even all that lies, so not too much, too little even if not, they should be dealt with will continue to improve themselves, but a lot of fun; life goals more easily reached, because no matter the level of qualifications are suitable, in particular domestic pressure, and if they work hard, breakthrough in life are easy to implement, it is beyond the reach of the other professional.
(V) 2 Sales
do nothing more than the ultimate salesman, 2 kinds of results, failure and success.
sales staff often failed the following characteristics: fixed on the customer or the company's problems; only looking at prices and on favorable terms; exaggerate negative factors; only rhetoric; transactions down bin No matter, the technical staff that is left is to do, this is the most terrible acts, about the loss of 30% of the technical staff and operational staff is not responsible for such acts.
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