If you don't know anything about clothing business, it may be a little difficult to sell clothing at once. There are many kinds of clothing sales: market expansion, terminal management, regional management and so on. Whether you want to open up a blank market or consolidate and upgrade your original position, the district director of a general clothing sales company will take at least two or three thousand months to get results as soon as he enters. Blank market means developing new customers immediately. The old market is to improve the performance on the original basis (or at least consolidate it without falling). If you have a high comprehensive quality and are middle-aged, you can make a reserve in a high-end clothing company. In a few months, you will be familiar with all the procedures of the clothing company. If you have business ability, try to show it at this time. This may open the future of your clothing sales. Clothing sales are very good. The annual salary is no less than opening a clothing store.

1) Love your company and the products you sell;

A salesman who doesn't love the company will never regard himself as the owner of the company, never devote himself to his work, and never safeguard the interests of the company with the same spirit of safeguarding his own interests; Business people who also don't love products can never do business well.

It is very important to know your company and products. No customer wants to deal with outsiders who don't know them, because you can't even know your own company and products, and you can't convince customers to trust your company and products, let alone buy and sell your products. Please compare the contents listed in the following table. Have you mastered it? Do you love your company? Do you like the products you sell?

Our company knows 1. What is the organizational structure of the company? (Organization chart of the company, business sector) 2. Founding background and company philosophy? (The history of the company's development, the company's cultural atmosphere, and the company's philosophy) 3. What honors has the company won over the years? What are the names and qualifications of the main management leaders? 5. What is the scale (production capacity, number of employees in the sales organization network, etc.)? ), economic strength and credit (funds, sales and current profits, etc. )? 6. What is the company's strategy, business philosophy, principles, objectives and business policy? 7. How are the national and local service networks established? 8. What are the sales volume and changes in different industries? 9. What are the sales channels of air conditioners? 10, some specific regulations of the company (employment regulations, salary regulations, travel expenses regulations, etc.). )?

Product knowledge 1, basic structure of products, main components, company equipment? 2. Product name, basic performance, market price and market positioning? 3. Compared with similar competitive products, what's the difference in structure, performance and price? 4. What utility and value can the product bring to customers, that is, the selling point of the product? 5. After-sales service provided by the product? 6. How to answer and properly solve the customer's objections?

Case: The business creed of Albert Hubbard, the author of a letter to Garcia.

I believe in myself; I believe what I sell; I believe in my company; I trust my colleagues and assistants; I believe in producers, creators, manufacturers and sellers, and believe in people who are working hard in the world; I believe that truth is value; I believe in a happy mood and health; I believe that the concept of success is not making money, but creating value; I believe in sunshine, air, spinach, applesauce, yogurt and babies; I believe that every time I sell a product, I make a new friend; I believe that when I leave someone, I must make sure that when we meet again, he is happy to see me and I am happy to see him; I believe in working hands, thinking brain and loving heart!

(2) Always believe in the power of knowledge and always keep the habit of learning;

The power of knowledge is infinite, which is an eternal truth. A business person seems to have to deal with all kinds of people and deal with all kinds of things every day, and it seems that he can never stop to study professionally. In fact, everyone is a dictionary and everything is a book. You can study anytime, anywhere. As long as you keep a learning heart, you will be surrounded by knowledge. During the break, you can read more useful training materials in the marketing field and take more training courses to motivate and improve yourself, as long as you remember: knowledge is boundless and endless. Do you often learn from others? Do you have the habit of reading books every night?

Case: Book for caesarean section

/kloc-In the middle of the 0/9th century, a group of Japanese students went to study in the UK. Before they finished their studies and prepared to return to China, they encountered something that made them even more distressed. There is a rule in Britain that all students studying in Britain are not allowed to bring British educational books back to their own countries after completing their studies. At that time, a series of educational books and periodicals in Britain were very advanced. Those Japanese students think that bringing these books back to China will be of great benefit to the development of the country, but what if they can't take them away? Just when everyone was making a fuss about it, a student made a bold decision. He asked everyone to cut open his stomach, put the book in his stomach and transport it back to China. Although his idea was opposed by all the students, there was no better way than to accept it sadly. Finally, this group of students successfully transported English education books and periodicals back to China in the name of transporting corpses.

(3) Have a hard-working spirit and believe that you can bear everything that others can't;

In the early days of the company's development, our president had a hard time sleeping in the workshop and having a dinner party. Still insist on believing that you can become a person only after suffering a lot, forming one of the "four diligence" of the company's existing marketing culture: diligently running customers, diligently being promoters, diligently being consumers and diligently being bystanders. As a salesperson, only by suffering what others can't eat can you earn money that others can't. The effect of visiting two customers and five customers every day is completely different. How many dealers do you visit every day?

Case: 30 miles a day, more than others 10 miles, a year 10 pairs of leather shoes.

Edward is a great car salesman and is called "the killer of the car industry" by people in the industry. His annual income is as high as one million. Jack admires and envies Edward's talent and working ability very much, and tries to please him as much as possible to find the way to success. But Edward is so secretive that he can't be seen in the company at all. That day, Jack finally invited Edward to the bar. While drinking, Jack asked Edward why he was so successful. Edward said drunkenly, "Jack, my secret is at my feet. The leather shoes on my feet are the forty-eighth pair since I promoted cars. Worn out 12 pairs in the first year, running more than 30 miles a day. ...

(4) Love your own group and firmly believe that the walls of the group can be invincible;

Today, the Japanese can stand on our right. Its territory is equivalent to Gansu in China, and its GDP is twice that of China. /kloc-What 0/2000 Japanese people do is equivalent to what 2.8 billion China people do. It doesn't matter whether their IQ is better than ours, his brain is better than ours, or his culture is more exquisite than ours, but their team efficiency is very good, and everything they do is assembled, so China will become a powerful country in science and technology. I wonder if China, as a country with a long history of 5,000 years, is inferior to the Japanese?

Case: Japanese team spirit

JAL discriminated against China tourists, and as a result, the two sides fought a war of words on the Internet. We scold the Japanese, and the Japanese scold us. Finally, they sent an e-mail and the war was over. Guess what he wrote in the email, "Thank you, China compatriots, we have been fighting a war of words for so long for a month. There are three sentences. You China people have never called us Japanese. First of all, you China people have never accused us Japanese of disunity. Second, you China people have never accused us Japanese of not being diligent. Third, you China people have never accused us Japanese of being unclean. Thank you, China compatriots. This war will be over.

(5) Understand the market dynamics like you know your own health, and pay attention to your competitors like you care about your brothers;

Only by mastering information can we be invincible, especially the confidential information of the market and competitors. Obtaining the intelligence activities of competitors can equip us with clairvoyance, clairvoyance, alarm and firewall, and enable our decision makers to strategize and win thousands of miles. Every time a policy is introduced, competitors may be hard to prevent. Do you always pay attention to the market and competitors' every move?

Competition information 1, number of participants, company name and company address? 2. The market sales and market share of main products and how do they change? 3. What is the general situation (age, work experience, status, length of service in the trading office) and working ability (commodity knowledge, sales technology, etiquette, attitude, habits, personality, trust in dealers, etc.). ) a salesman of a competing company? 4. Market management systems such as annual overall policies of competitive products and construction machinery policies; Staged channel pressure and staged payment policy of competing products; 5. The appraisal system for competing market personnel, including the treatment policies for managers, salespeople and shopping guides; 6. Changes in the sales price of competitive products; The overall price adjustment of competing products and the price change of construction machinery; Terminal information of competing products, including price, retail volume and terminal promotion activities.

Customer information 1. What are the names of leaders, decision makers and buyers, and what are their backgrounds? 2. What is the organizational system and employment system of the company? 3. Company size (capital, sales, personnel, etc.). ) in the position of the enterprise main body? 4. Competitiveness (potential) and credit (payment ability, settlement conditions, capital flow, transaction bank)? 5. What is the way from purchasing decision to placing an order? 6. What is the transaction with competitors?

(6) Be brave in innovation and firmly believe that being different is success;

Changing fixed thinking and concepts, we can easily find that the most successful enterprises are often innovators in an industry. To be a qualified business person, we must open our minds and explore the market in our own unique way. The company actively advocates reasonable suggestions and comprehensively examines every corner of the company with everyone's eyes. Will you find a brand-new market?

Case: the development of the footwear market on the island

The boss of a shoemaking company sent two salesmen to an island to sell shoes. After a while, both of them came back. One said, "People there are barefoot, and there is no market for our shoes, so I will come back and prepare to open up other markets." Another person said, "People there are barefoot, so our shoes have a good market." . So I came back to get a batch of goods. "(7) to calculate every economic account, we should pay attention to every small detail;

Salesmen should calculate every economic account well, be sensitive to figures, and all policies and information can be quickly converted into specific figures. At the same time, they should consider the details, pay attention to the details, not only take their work seriously, but also pay attention to finding opportunities in the details of doing things, so that they can embark on the road to success. After class, please read Details Decide Success or Failure carefully. Can you see opportunities in these figures? Do you pay attention to your details?