To talk about I do sell these years of experience

Tags: summary of work to do sales work experience first, join

Recently participated in a number of parties have classmates, friends, and friends let me write about doing sales experience, in fact, the experience is not to talk about her own experience and sales experience.

By the end of June, working for two years. These two years, from the initial sales of nothing, to join, in retrospect, the harvest is certainly not so simple to join, but just join most directly visible summary over the past two years.

HA HA, in fact, will always remember the first time and met the boss, very grateful he checked my big customer sales, for a fresh graduate, on large customer sales is not just a concept, not a little bit of experience; Oh, good luck, into a single, live up to the boss's choice and trust.

Two years of major account sales, visited hundreds of customers, operating dozens of projects that have succeeded, failed, from successful projects is the accumulation of experience, but from a failed project naturally obtain the valuable lesson that in the future, do not have similar mistakes.

2. two types of sales

Oh, just start with some basic stresses.

First of all, there are two kinds, one kind is the channel, and one is doing straight single. I do is straight single, large customer sales to end-users. So this article is mainly about is I do large customer sales experience.

In the former business card will be printed on the Channel Manager, or senior Channel Manager, the latter is printed on the card account manager, or senior account manager, etc. Channel Manager generally exist in the product manufacturers or product generation, such as ibm, p & g, shenma, channel sales contact more agents, or management retail terminals, etc.

Of course, these companies also have a large number of the account manager, directly facing the end user, with integrators do end users. But in the Integrator, sales representatives typically is the account manager.

Account Manager, the main job is to do client work. My customers are mainly concentrated in Government, and Education Directorate, which is "pure party a" units or departments.

My profession is the IT system integration in the industrial chain, former customer, followed by product vendors, organized around the project tender, sometimes customers, we and the game between product manufacturers; of course, more often, we and the customer relationship is everything, and let the other roles on the chain but we lead, huh, huh.

Three, three concepts

In the large customer sales, there are three more important concept: customer, project, project.

Number from the object itself, these three words reflect a large customer sales: basic characteristics into a single hard nature and complexity. Because of the large customer sales, it is not possible to visit every customer has a project, and the complex relationship that determines is not possible to operate each project succeed, so the actual situation, might have 100 clients, but only 10 customers that have a functioning, operation, 10 operational projects, may last only one project can operate successfully and become projects.

Of course this also revealed a large customer sales work content: extensive accumulation of customers, centralized operation.

Next to that is the major client selling another fundamental characteristics: the project cycle.

On large customer sales, we have contact with the operation of the project, usually relatively long cycle, little more than a month, sa and two years, huh, huh, so sure sometimes can make people afflicted with pain. In a comprehensive project process, in fact, it is described in three phases, namely the customer phase, project phases, the project phase. Typically, the importance of work from the workload and the customer accounted for 15 percent of the stage, the engineering phase accounts for 10-15%, compared with 70 per cent of the workload and the importance of centralized operation project phases in the project. Customer and project phases prior to the signing of the contract, the project phase in once the contract signed. In other words, in a successful project, 85 per cent of the working set before the signing of the contract.

The customer is accumulated, the project is running, this is a large customer sales of core work in later posts, I would like to combine specific case we talk about, today in a later section will mention some key links.

Here briefly at project stage (that is, once the contract signed), key account manager need to do the work, which primarily include engineering change work, and the Party of the communication and coordination, and more on the business project; if you don't come over to project manager gu, then our responsibilities include: supervising and early communication and coordination, part of the work of profiled product selection, training and organization of work, training material in-depth writing, acceptance plan and schedule, as well as the payment of such important work, and so on. Of course this can be done by the technical departments, however, the best we have many more participation, because the owner is the most recognized and its a good friend of key account manager.