Sales of industrial products one key to success - to find people that dialogue is more important than ever.docVIP

 PAGE \* MERGEFORMAT 9 Sales of industrial products one key to success - to find people that dialogue is more important than ever In terms of large products (industrial category, automotive, industrial machinery, IT software, etc.) sales, selling classic word is to find nine people, saying that dialogue, to do things right. However, I often find that many of the sales consultants analyze customer internal processes, looking for people with relatively time-consuming and not easy to find the key people, especially the rookie class will be more sales staff lacks direction. I am personally involved in sales for nearly 13 years, and most of sales with large product-related industrial products, such as: air-conditioning parts, pumps, software engineering and so on, I deeply feel that, for industrial sales, the most important sale doctrine come to the dialogue is more important than that; if not find the proper person, that is, would again PMP (flattering), is also bidding for the book done extraordinarily well to no avail. Against the finding of a dialogue is more important than that, I have proposed five-point proposal with examples to share. First: the understanding and analysis of client’s internal procurement processes [Case Description-ABC Automobile Bearing Company’s procurement process] ABC Automobile Bearing Company is a professional manufacturer of bearing foreign famous enterprises, international trade ranks first, the market share of around 29%; production of the major supplier of bearings to Shanghai GM, Shanghai Volkswagen, FAW Volkswagen, Dongfeng Peugeot Citroen Fukang and other car manufacturers. ABC production of major raw materials bearing dependent on foreign imports, high cost, most recently head office and finance departments to reduce the cost of the slogan, while auto makers also required to continuously reduce costs, it is preparing to set up the localization of ABC iron and steel raw materials procurement. Thus, ABC procurement depart