China Ceramics Network News (Author: Chan Can ) In the construction and ceramics industry, when people in the marketing department, design department and other logistics departments talk about salespeople, they are always indignant: apart from bragging and urging dealers to deliver goods, what else will they do?
Faced with such comments, the salesmen laughed: In the ceramic business, Do you think it's that easy? At least you must know astronomy and geography, communicate, market, drive, see people, press goods, collect payments, settle accounts, drink, sing, brag, show off, and do Tai Chi. Understand decoration, understand Feng Shui, understand water and electricity, understand greening, understand maintenance, understand social interaction, understand entertainment, understand emotion, understand politics, be able to move bricks, be able to get up early, be able to stay up late, be able to endure hardship, be able to suffer losses, be able to be angry...
▲The business that thought the business was coming and ran down the mountain risking his life Member
But these are nothing. The greatest skill of a salesperson is actually: memorizing Taking the blame (the taking the blame mentioned in Brother Chan's "Bake the Blame Trilogy" not only refers to taking on various responsibilities that do not belong to oneself, but also includes accepting some unreasonable work tasks and receiving some unreasonable treatment).
The scapegoat in the ceramics industry is neither from the marketing department The people are not people from the design department, but salesmen from the sales department.
Stress is their daily life
No matter from a certain sense, or from the actual situation of the ceramics industry where the rush for quick success and instant benefit is prevalent Judging from the situation, performance is the lifeline of salespeople. Compared with marketing and logistics staff and production staff, salespeople don't seem to have to do any tiring work. They just make phone calls, go on business trips, and chat and drink with others. But from the first day they entered the building ceramics industry, especially since the industry has experienced a downturn in recent years, they have been driven by the slogan that performance is king. They have sales tasks every year, sales tasks every month, and even sales every week. There are sales tasks every day, and the pressure is so great that non-business people can never imagine it.
If you fail to complete the task, you will be fined at any time, and you will not even get the minimum salary. Not to mention the huge discounts on expenses subsidy, fuel subsidy, reception subsidy, etc., this is their daily routine; if they fail to complete the task, they will be demoted or moved to another area, this is the assessment they must face every year; if they fail to complete the task, they will lose their job. This is the outcome they fear most. All consequences of failing to complete tasks ultimately translate into the burden of supporting the family.
▲Stressful
With consumption upgrading and channel fission, doing business in the construction and ceramics industry has changed. Things are getting harder and harder. You have to learn everything and do everything. The work requirements are increasing day by day, but your income is gradually decreasing. The days of doing business for one year to earn a down payment or even paying the full price for a house are long gone.
Niu Xiaoqiang (all names in this article are pseudonyms), who has been transitioning from marketing planning to business for three years, accepted Brother Chan During the interview, he said: "When you open your eyes every day, it's still about performance. When you close your eyes, it's still about performance. All day long, your mind is filled with performance. Although the specific work is not as much as before in the marketing department, there is a lot of pressure every day. Like this What else can happen to the market? Either change your career or die! "
Fire in the rear is their fear
As long as the salesperson has performance, it will be enough? You are too naive. Doing business is about selling things on the surface, but in essence it is about dealing with people. This is especially true in China, which is known as the human society. For salesmen in the building and ceramics industry, the customer group relationship needs to be managed, the relationship between superiors and subordinates needs to be managed, the relationship between the sales and the logistics department also needs to be managed, and all relationships need to be managed.
This is like fighting. If we don’t have a good relationship, when they charge forward, At this time, a fire may break out in the rear at any time, leaving people at a loss as to what to do. Therefore, people in the marketing department, design department and other back-office departments should not think that the task salesperson who spends so much energy on building relationships is not doing his job properly and is trying to flatter others. If you don't build a good relationship, you can't even keep a job, so what's the point of talking about performance?
▲Be ready to take the blame at any time
It is a must for dealers to receive them attentively when they come to the headquarters, and to do things that leaders like It is even more necessary to please the leaders, and it is also necessary to be good to the logistics department. Of course, the relationship with the logistics department does not seem to be that important. Salespeople are often criticized by people in the logistics department because they do not do enough.
Ma Xiaoqiang, who has been a salesman for ten years, has deep feelings about fires in the rear. He told Brother Chan:“How can we travel far if the rear is not stable? In this industry, how many people are on business trips and work hard to run the market, but the leader decides to fire them in the company. Everyone knows the news, and only They are still kept in the dark. No matter how well you do it, you will still get the blame. You have worked hard for several years in a poor sales area, but you have just begun to reap rewards. Duang, the leader will take over. If your district is transferred to someone else, you will face a worse district. This is like you have worked hard for many years, bought a house, and married a wife, but when it is time to get married, the groom is replaced by someone else without you. What happened! ”
Three o'clock in the morning is their hope
Although high pressure is the norm for salesmen, and catching fire in the rear is their fear, since they choose to do business in the construction and ceramics industry, most of them will work hard for it and strive to complete every task. A sales task
When you work overtime but there are still people waiting for you to eat together or get off work on time When having dinner with their families, they are still accompanying their clients until they get so drunk that they have a headache and can't go home, just to make the clients happy; when you complain about the lack of rest time in the construction and ceramics industry and threaten to shut down your phone and disappear when the rest day comes, they Although you can rest, you choose to stay in the company all day, just to wait for the customer call or the leader’s summons that may come at any time; when you receive your salary every month and feel depressed that the money is too little, they are silently paying their dues. Various fines, and even swiping credit cards to pay for goods that customers don't want to ship, just to complete the sales task.
▲China Ceramics Expo City late at night
Have you ever seen Foshan Huaxia Ceramics Expo City/Headquarters Base/ at three o'clock in the morning? Shiwan? In the construction and ceramics industry, it is common for salesmen to rush to around 10pm at the end of the month, especially on the last day, to complete monthly sales tasks. Some companies even make salespersons rush to around 3am in order to complete monthly sales tasks. During these days, they Tian's experience can be described as dire and dire. At that time, maybe you were waking up from a sweet dream. During the long night, the only things that accompanied the salesmen, or witnessed their endless pressure, were smoke rings and cigarette butts on the ground.
Regarding rushing to three in the morning to rush for performance, Zhu Xiaoqiang, who has been a salesman for fourteen years, said to Brother Chan: "Although it is very hard to rush for performance , but the feeling of relief after completing the task is enjoyable. Three o'clock in the morning is not scary, but it is our hope to complete the mission. In the past few years, the construction and ceramics industry has been deteriorating, and it has become a norm to rush for performance. If there is no rush at the end of any month, maybe everyone will feel unaccustomed to it! ”
Working on the front line of marketing, even though it is inevitable to make many mistakes and become a sales manager The scapegoat. But isn’t the sales manager a scapegoat? Because they are also salesmen, the biggest salesman will inevitably become the scapegoat of the bigger leaders and bosses. This is the story of the scapegoat in the ceramics industry, which was extracted by Brother Chan after interviewing many salesmen.
No matter what everyone thinks of them, no matter what the people in the logistics department think of them If you don’t understand them, no one can deny them: they are the sales leaders of various ceramic construction companies. Only if they complete the sales task, can ceramic construction companies Survive and develop; only if the construction and ceramics enterprises survive and develop, can people in other positions receive wages and benefits in a long-term, normal and timely manner.
So far, "The Blame Trilogy" - "Why the Blame Always the marketing department? ”, “If you want to take the blame, one department may be worse off than the marketing department”, “This group of pottery builders will be in dire straits as soon as the end of the month comes! 》All completed. When Brother Chan wrote this trilogy, his mood and feelings kept changing, from the injustice in the early stage, to the sadness in the middle stage, to the optimism in the later stage. In the words of an industry insider, “In such aUnder the market conditions, having the blame shows that you are still valuable, and taking the blame is not a blessing."
▲Stay optimistic
Finally, I still hope that our building and ceramics industry will pick up as soon as possible and grow and mature as soon as possible. and standards, so that practitioners in various types of work and positions can take less responsibility and collect more money!
Review of related articles in previous issues
●To be blamed, one department may be even worse than the marketing department< /p>
●Why is it always the marketing department that takes the blame?
●Ten most difficult situations for marketers in the ceramics industry , how many have you experienced?
