淺談電梯銷售流程

一、市場開發(fā)、尋找客戶資源(掃街式尋找客戶，這是最辛苦最基礎(chǔ)的工作)設(shè)計(jì)院/各開發(fā)樓盤/老客戶/網(wǎng)絡(luò)/廚房設(shè)備廠/電梯同行/工商局/裝飾公司；

二、售前服務(wù)、與客戶溝通、了解客戶需求；
1.建立客戶檔案
（標(biāo)準(zhǔn)格式/單位地址/電話/聯(lián)系人/公司概況/安裝點(diǎn)…）
2.準(zhǔn)確把握關(guān)鍵人物，不忽視一般人物。
3.制定攻克客戶的方法（了解客戶優(yōu)點(diǎn)、缺點(diǎn)、喜好）隨時(shí)溝通、預(yù)約、談判、跟進(jìn)。
4.高級談判（總經(jīng)理出面）

三、貴州電梯銷售認(rèn)為針對客戶的需求，制作擬定產(chǎn)品方案報(bào)價(jià)書；
1.銷售員擬制報(bào)價(jià)單，經(jīng)總經(jīng)理審核定價(jià)后按統(tǒng)一格式的報(bào)價(jià)書報(bào)價(jià)，須做報(bào)價(jià)登記。
2.根據(jù)各客戶具體情況進(jìn)行靈活報(bào)價(jià)。

四、技術(shù)資料的擬制，落實(shí)井道尺寸、轎廂尺寸、電梯規(guī)格型號；

五、帶準(zhǔn)客戶去電梯工廠考察（根據(jù)客戶意愿而定，可省略）

六、簽訂電梯銷售合同、安裝合同，落實(shí)安裝地址/聯(lián)系人/電話/部門；注意合同條款內(nèi)容（資質(zhì)，交貨方式，付款方式，特殊要求等）

七、合同評審，歸檔（財(cái)務(wù)一份，文員一份，安裝合同工程質(zhì)量部一份）、根據(jù)合同收取定金；

八、生產(chǎn)任務(wù)單、生產(chǎn)進(jìn)度跟蹤和協(xié)調(diào)；

九、電梯安裝前協(xié)調(diào)：

井道、檢修窗、報(bào)開工（協(xié)調(diào)）、電梯檢驗(yàn)（配合）、電源、發(fā)貨單；
申報(bào)開工，土建的協(xié)調(diào)，確定電梯進(jìn)場日期、時(shí)間，落實(shí)需要甲方配合的工作和人員，放置材料工具的房間等；
電梯安裝過程中協(xié)調(diào)：
安裝過程中土建問題、材料、工具、安裝進(jìn)度、部分資金回籠；
安裝結(jié)束后協(xié)調(diào)：
電梯完工單、自檢、質(zhì)檢申報(bào)、移交單、隨機(jī)文件；
安裝竣工質(zhì)檢合格移交后，書面通知交財(cái)務(wù)登記歸檔和申請開票；

十、根據(jù)銷售合同，及時(shí)催收應(yīng)付款項(xiàng)、質(zhì)保金等；

十一、售后服務(wù)、電梯移交維保部，維保延續(xù)；

一線市場人員基本要求

一、            基本職責(zé)

1、收集信息。及時(shí)準(zhǔn)確收集市場動態(tài)，客戶概況，準(zhǔn)確把握進(jìn)場、了解、談判等時(shí)間。了解競品信息、反饋客戶意見，為公司制定正確的營銷策略提供依據(jù)。

2、溝通關(guān)系。運(yùn)用各種營銷策略和交際策略建立、維持、發(fā)展與客戶之間的業(yè)務(wù)關(guān)系、人際關(guān)系獲得更大的銷售機(jī)會。

3、銷售產(chǎn)品。通過一系列的有效的營銷活動，簽訂買賣合同。

4、安裝售后。及時(shí)通知安裝、土建、維護(hù)、售后等部門。如：送達(dá)圖紙資料等。

5、樹立形象。在營銷過程中，使客戶認(rèn)同自己、認(rèn)同產(chǎn)品、認(rèn)同企業(yè)文化，從而樹立良好的企業(yè)形象。

二、            基本素質(zhì)    

 思想道德品質(zhì)

1、強(qiáng)烈的事業(yè)心。熱愛營銷事業(yè)，愛崗敬業(yè)，不怕吃苦，用心營銷，用智慧營銷。

2、良好的職業(yè)道德。熱愛企業(yè)，忠于企業(yè)，保企業(yè)機(jī)密，不私下交易，不欺詐客戶，不損害同行。

3、正確的經(jīng)營思路。堅(jiān)決執(zhí)行國家有關(guān)政策和企業(yè)經(jīng)營方針，正確處理好集體與個(gè)人之間的關(guān)系，用現(xiàn)代營銷理念，指導(dǎo)工作。

4、嚴(yán)謹(jǐn)?shù)墓ぷ髯黠L(fēng)。嚴(yán)格執(zhí)行有關(guān)公司的規(guī)章制度，廉潔自律，公正嚴(yán)明，杜絕工作懶散，不務(wù)正業(yè)等現(xiàn)象發(fā)生。

業(yè)務(wù)素質(zhì)

1、具有現(xiàn)代營銷理念，以客戶為中心開展工作，用智慧的眼光看待客戶。

2、具備豐富的專業(yè)知識，包括企業(yè)知識、產(chǎn)品知識、市場知識、客戶知識、法律知識、財(cái)會知識、經(jīng)濟(jì)合同知識、市場情報(bào)知識等。

3、具有較強(qiáng)的營銷基本功，能夠不斷的開發(fā)新客戶，鞏固老客戶，維護(hù)客情關(guān)系，正確處理與客戶的關(guān)系。

4、具有熱情的營銷技巧。從尋找客戶，了解客戶資料，接近客戶，談判，成交，安裝，售后服務(wù)，處理客戶異議等整個(gè)過程，都需要熟練的營銷技巧。

個(gè)人素質(zhì)

1、良好的語言表達(dá)能力。

2、勤奮好學(xué)精神。

3、廣泛的興趣愛好。

4、端莊的儀表和文明的舉止。

5、健康的身體和充沛的精力。

6、良好的心理素質(zhì)。

7、處理突發(fā)問題的能力。

三、            基本能力

1、觀察能力。通過對事物的表象觀察，洞悉事物的典型特征和內(nèi)在實(shí)質(zhì)。用智慧的眼光看到各種現(xiàn)象之間的聯(lián)系和區(qū)別。

2、記憶能力。對經(jīng)歷過的是無能夠記住，并在需要時(shí)回憶起來，如客戶的姓名、電話、地址等。產(chǎn)品的品種、規(guī)格、價(jià)格等。

3、思維能力。要善于從不同的角度看問題，看得長遠(yuǎn)，不盲從，不受干擾，思維清晰，應(yīng)當(dāng)機(jī)立斷。

4、交往能力。要善于與各種各樣的人打交道，密切與客戶的關(guān)系，盡量給力客戶，增加獲得信息的渠道，提高營銷效率。

5、核算能力。運(yùn)用科學(xué)的方法和手段對自身工作進(jìn)行績效，進(jìn)行核算評估，分析效果，探索規(guī)律，總結(jié)經(jīng)驗(yàn)教訓(xùn)，以便改進(jìn)和完善工作方案，進(jìn)行科學(xué)決策。

6、應(yīng)變能力。在遇到意外情況時(shí)能冷靜、果斷的處理問題，扭轉(zhuǎn)不利局勢。

7、自學(xué)能力。要不斷的學(xué)習(xí)新的營銷知識、營銷理念和銷技能，在復(fù)雜多變的業(yè)務(wù)如中應(yīng)付自如。

8、合理的報(bào)價(jià)能力。在合適的時(shí)機(jī)報(bào)價(jià)，及時(shí)調(diào)整報(bào)價(jià)，科學(xué)報(bào)價(jià)。

9、決策能力。根據(jù)所處的環(huán)境及條件，在眾多可行性方案中，分析判斷和優(yōu)選，準(zhǔn)確理解客戶的言行、舉止、正確判斷市場情況。

Elevator sales process

First, market development, customer resources (looking for sweeping style looking for customers, this is the hardest work based) Design Institute / development / customers / network / kitchen equipment factory / Elevator / peer / Industrial and Commercial Bureau decoration company;

Two. Pre sales service, communication with customers, and understanding of customer needs;

1. establish customer files

(standard format / unit address / telephone / contact / Company Profile / installation point...)

2. accurately grasp the key characters, and do not ignore the general characters.

3. establish a method to attack customers (understand customer advantages, shortcomings, preferences) at any time to communicate, make reservations, negotiate and follow up.

4. senior negotiations (the head of the general manager)

Three. According to the customer's demand, make the product proposal quotation.

1. the salesman intends to make a quotation. After the general manager's review and pricing, the price will be registered in a unified form.

2. flexible quotation according to the specific circumstances of each customer.

Four. The preparation of technical data, the size of the well track, the size of the car and the size of the elevator.

Five, take the customer to the elevator factory inspection (according to the customer's will, can be omitted)

Six, sign the elevator sales contract, installation contract, implement the installation address / contact / telephone / Department, pay attention to the contract terms and contents (qualification, delivery mode, payment method, special requirement, etc.).

Seven, contract review, filing (one financial, one clerk, one part of the installation of contract engineering quality) and a deposit in accordance with the contract;

Eight, production task list, production progress tracking and coordination;

Nine, before the installation of the elevator coordination:

Well track, overhaul window, commencement (coordination), elevator inspection (coordination), power supply and dispatch list;

To declare the construction, to coordinate the civil construction, to determine the date and time of the elevator entrance, to carry out the work and personnel to cooperate with Party A, and to place the room of the material tools.

Elevator installation process coordination:

In the process of installation, civil construction problems, materials, tools, installation progress, and partial funds return to the cage.

After installation, coordination:

Elevator completion list, self inspection, quality inspection declaration, transfer bill, random document;

After the completion of the completed quality inspection, the written notice shall be submitted to the financial registration and the application for the opening of the ticket.

Ten, in accordance with the sales contract, prompt payment of payable, quality assurance, etc.

Eleven, after-sales service, elevator transfer to the maintenance department, the maintenance of maintenance;

Basic requirements for front-line market personnel

1. Basic responsibilities

1. Collect information. Timely and accurate collection of market dynamics, customer profile, accurate grasp of the entry, understanding, negotiation and other time. To understand the competitive product information, feedback the customer's opinion, and provide the basis for the company to make the correct marketing strategy.

2, communication relationship. The use of various marketing strategies and communication strategies to establish, maintain, develop business relations with customers and interpersonal relationships to achieve greater sales opportunities.

3. Sales of products. Through a series of effective marketing activities, signing and selling contracts.

4, install after sale. Promptly notify the departments of installation, civil construction, maintenance, after sale and so on. Such as: delivery of drawings and so on.

5, set up the image. In the process of marketing, it makes the customers identify themselves, identify the products and identify the corporate culture, so as to establish a good corporate image.

Two, basic quality

Ideological and moral quality

1, strong career heart. Love marketing, love and dedication, not afraid of suffering, careful marketing, with the wisdom of marketing.

2, good professional ethics. Love the enterprise, be loyal to the enterprise, guarantee the enterprise secret, do not trade privately, do not cheat the customer, do not harm the colleague.

3, correct management ideas. We should resolutely implement the policy of the state and the policy of enterprise management, correctly handle the relationship between the collective and the individual, and guide the work with the modern marketing concept.

4, rigorous work style. Strict implementation of the relevant rules and regulations of the company, honesty and self-discipline, justly, put an end to the work of lazy, work and other phenomena occur.

professional qualities

1, with the modern marketing concept, take the customer as the center to carry out the work, look at the customer with a smart eye.

2, rich professional knowledge, including enterprise knowledge, product knowledge, market knowledge, customer knowledge, legal knowledge, accounting knowledge, economic contract knowledge and market intelligence knowledge.

3, with strong marketing basic skills, we can constantly develop new customers, consolidate old customers, maintain customer relationship, and correctly deal with the relationship with customers.

4, with enthusiastic marketing skills. We need skilled marketing skills to find customers, understand customer information, get close to customers, negotiate, deal with, install, sell after sale service, deal with customer objections and so on.

Personal quality

1. Good ability to express language.

2, work hard to learn spirit.

3, a wide range of interests and hobbies.

4, dignified instruments and civilized manners.

5, healthy body and energetic energy.

6, good psychological quality.

7, the ability to deal with sudden problems.

Three. Basic ability

1. Observation ability. Through the observation of the appearance of things, we can understand the typical features and intrinsic essence of things. See the connections and differences between all kinds of phenomena with a wise eye.

2, memory ability. The experience is not able to remember, and in need of memory, such as the name of the customer, telephone, address, etc. Product variety, specification, price and so on.

3, thinking ability. To be good at from a different point of view, see the long-term, not blindly, without interference, clear thinking, should act decisively.

4. Ability to communicate. To be good at dealing with all kinds of people, a close relationship with customers, as awesome customers, increasing access to information channels, improve marketing efficiency.