Project sales of the four relationships.doc

 PAGE \* MERGEFORMAT 5 Project sales of the four relationships K lofty price of the company’s products, its advantage lies in first-class product quality and professional technical services. Products in the project in sales, the sales staff is always a greater challenge, because he has to the owners, designers, the total package and sub-contractors, supervision and the complicated four tumultuous relationship, sort out ideas to find main attack direction, is a successful first step. Otherwise, like a headless flies flying, it seems very busy but they are wasted effort. The so-called the wrong path. Projects too numerous to mention, the relationship between the parties is not immutable, but we still can find some regularities. Designers, property owners, the total package and sub-contractors, supervision is a project of the four Guardians, the salesmen are the main target group. We often say that designers are brand nominee, the owners of the brand decision-maker, with a total package and sub-contractors is the brand recommended by, while the supervision of companies is the brand supporters. First talk about the designers, especially the high-end product manufacturer’s sales personnel will not overlook the designer to bring help to the sales, by designers drawing on the brand specified or designated technical indicators, is a salesman who a very effective marketing segment, at least you get from the designers of useful engineering information. But how to convince designers to specify your brand or your company’s technical indicators as the standard for this project? What is the designer’s needs? In general, designers concerned with the technical performance of products can meet their design requirements, and sometimes some color shapes emotional things. Therefore, dealing with sales staff and designers in addition to basic sales techniques, the need to have a wealth of professional knowledge, that is, the so-called professional sales, sales staff need to work