行业自律的美德与销售队伍的教育.pdf

行業自律的美德與銷售隊伍的教育 VIRTURES OF SELF-DISCIPLINE AND EDUCATION OF SALES FORCE 周由賢John Chou 美商如新集團台灣分公司總裁 President, Nu Skin Taiwan 暨 世界直銷聯盟亞太區諮詢委員 Asia Pacific Regional AAC, WFDSA 2003.9.29 直銷的定義 A Definiton of Direct Selling 公司透過人與人之直接推銷,以銷售給消費者各種消費 產品及服務,並以無店鋪(非固定地點)方式進行,提供 營銷人員一工作機會或事業機會。 The sale of a consumer product or service, in a person-to-person manner, away from a fixed retail location, where the company offer opportunities to an independent contractor sales force. 資料來源: 美國直銷協會(USDSA) 直銷產業通路之特性 Characteristics of Direct Selling Channel 1. 以人為通路 A “Human” Channel 2. 來自各層級, 性別.年齡.教育程度不拘 From all levels regardless of age, sex, and educational background 3. 工作最具彈性, 自由度高 Freedom and flexibility of working time 4. 正派經營, 永續發展 Legitimate and righteous management lead to long term development 5. 營銷人員須遵守“營業規範” Sales reps need to follow Company Discipline 6. 營銷人員須接受“教育訓練” Sales reps need to attend Company Training and Education 業者對營銷人員行為的正確規範 Do’s and Don’t for Sales Force in Direct Selling Industry “得” 1. 遵守政府法令及政策 Do’s Abide government policy and regulations 2. 恪守公司營業守則及規定 Follow company policy and procedures 3. 主動向顧客表明身份 Automatically showing customers your visiting purpose and identification. 4. 正確及完整的對顧客作產品的說明及示範 Correct and complete product demonstration “得” 5. 說明顧客的權益,猶豫期,退貨權利,品質保證及售 後服務 Do’s Illustrate the customers’ rights for cooling off period, return, product assurance and after service. 6. 明確答覆顧客對產品及買賣的相關問題 Clearly answer customers’ question 7. 童叟無欺 Faithful to every customer