Time flies so fast that people are caught off guard. After working for a long time, do you still remember your original goal? You need to seriously write a career plan for this. Do you know what methods are used in career planning? The following are four carefully arranged sales career plans for reference only, hoping to help you.
Sales career planning career planning 1 1, girl: we are not suitable.
As a result, a few months later, she was with another young man, and the conditions were similar to yours. A few days after your confession, the girl said the same thing to him, but they were together after all. Just because another young man is more persistent than you.
Customer: I'm not interested in this product.
As a result, within a few days, the customer went to another store and bought the products of the same brand, because the sales consultant of another store called him several times to explain in detail.
Revelation: Never think that what customers say is true. Try my best to defeat the enemy without fighting.
2. Girl: You are really a good person.
I was very happy to be given a good card by a girl, but several months passed without even touching the girl's hand. It is because you are too honest that after a while, you find this girl with a rogue you never expected.
Customer: Your introduction is very detailed and your service attitude is very good. If I want to buy it, I will definitely give priority to you.
Results: The customer went to another store that day and was solved by another sales consultant with poor service but better service.
Enlightenment: customers sometimes need to place orders forcibly, and they need to be bold to prevent customers from running away. You can't be what customers say. Everything is valuable in exchange.
Girl: I will marry you as long as you give up smoking.
As a result, you didn't give up smoking, just said a few warm words, and the girl really agreed to your proposal.
Customer: As long as you are 20xx yuan cheaper, I will solve it.
As a result, you gave him 500 without bargaining, and he decided.
Revelation: When the customer makes an intention to come, you just need to grind slowly with the customer. Even if the customer's conditions are not met, the customer will understand you and decide your product, because he has already approved your product.
4. Girl: I will find a boyfriend who is not more than five years older than me.
As a result, the girl married a man 10 years older than her.
Customer: the price I accept is within 50 thousand yuan.
As a result, customers still bought 6.5438 million products.
Revelation: the words of customers can only be used as reference forever.
5. Number of customer invitations
The more times a girl goes out with a man, the more likely they are to become lovers, even in a straight line. Those who fail to confirm the relationship more than three times are basically chicken ribs.
If a girl doesn't date you, it proves that your chances of becoming lovers are very small.
The more times a customer is invited, the greater the probability of a transaction. However, if the invitation comes more than three times and there is no transaction, then the customer also belongs to the chicken rib level and the level is reduced.
If a customer, your invitation never comes, it will be difficult for this customer to clinch a deal.
Enlightenment: increase the frequency of "dating" with customers, and you can see whether customers are sincere or not!
6. Communicate with customers by phone
If a girl is happy every time she calls you, your score in her heart will increase a lot. If a girl doesn't even want to answer your phone, it proves that she doesn't want to talk to you, and your chances of conquering her will be much smaller. If every phone call you make interests girls, it will be different.
If a customer is willing to talk to you every time he calls, or even call you, he will be very attentive. If he calls you, either he says he is busy, or I know, or he doesn't answer your phone at all, then your chances of closing the deal are slim.
Revelation: Make sure you speak longer on the phone to arouse customers' interest, so that your phone will be effective. If there is nothing new, the mobile phone will be minimal. It can even make people feel disgusted. Therefore, the phone must interest the customer.
7. Home visits
What if the girl can't be contacted, or the phone can't communicate, and she can't come on a date? Experienced lovers will choose to come to their home or send some flowers or chocolates to their company. As a result, I got a chance to date and found out why the girl didn't see him.
If the customer has been unable to invite, but knows that the customer's intention level is relatively high, but the customer just doesn't come to your store. What should we do? It's a good way to choose a door-to-door, so that we can understand the specific objections of customers and find solutions, thus enhancing the purchase possibility of customers.
Revelation: When the customer is erratic, the invitation can't come, and all kinds of methods don't work, you can try to solve the problem at home.
8. Do it when it's time to do it.
If a girl goes out with you and the date is over, you are still afraid to hold her hand when everyone is close to you. Later, I found out that when I asked her out again, the girl's enthusiasm was gone, and she didn't even come out to date you.
You invited a customer, and the customer was interested in your product, but you didn't think the customer would decide, so you sent the customer away without testing whether the customer would decide. So the customer settled in another store the next day.
Enlightenment: When customers are interested, we must test whether customers can settle down. Do it when you have to.
Chapter II Sales Career Planning Sales can be said to be the most extensive and challenging occupation. In the era of highly open market, no enterprise dares to say that I don't need salespeople. To some extent, the vitality of the sales team determines the vitality of the enterprise. Of course, there are also very special circumstances. For example, some small start-ups may not have full-time sales and marketing staff, because the boss himself plays the role of sales staff.
For young people, sales may be the most likely career to succeed in a short time. As a relatively independent enterprise employee group, salespeople have a lower entry threshold for sales positions than financial personnel, R&D personnel, production personnel and technical personnel. Other workers, whether engaged in technical work or service, are likely to transfer to sales positions as long as they are in good health and at the right age. Lower positions enter barriers, making sales the entry point for many people to find jobs. Because sales is a very practical profession, everyone speaks on the basis of performance, and performance is relatively easy to measure, so except for some special professional and technical sales positions, most sales positions do not require high academic qualifications.
Salespeople have very obvious characteristics: poor job stability, high work pressure, and business trips and entertainment have become the norm in life. Especially for the grassroots business personnel who are directly oriented to the market, although their working hours are relatively free, due to the pressure of sales targets, married people often cannot take care of their families, unmarried people cannot take care of their love, and they cannot chat and get together with friends for a long time. Of course, sales is a high-pressure and high-return position. In addition to the top decision-making level, sales category is the most likely to produce high-paying jobs in most enterprises. Sales directors and sales managers generally have higher incomes than financial directors and human resources managers at the same level.
With the growth of age, when the momentum and passion fade away, the pursuit of family responsibility and stable life has led many young grassroots salespeople to plan their career direction. Where is the way out for enterprise salespeople? What is the career development path?
According to the content of sales work, domestic salespeople can be divided into senior marketers (such as sales managers), ordinary salespeople (mostly customer representatives), salespeople (including shop assistants and customer salespeople) and part-time salespeople. Generally speaking, salespeople have four career paths. First, it develops vertically into a senior sales manager, but there are very few salespeople who can achieve this goal; Second, horizontal development is transformed into other positions such as management; Third, develop your own business independently; The fourth is career development, management consulting or training in the sales field. It can be seen that it is far from easy to get out of the sales team and come in, so the competition among sales staff is also very fierce.
Let's talk about the development direction of sales staff in detail:
Direction 1. Become a senior sales manager.
The professional growth of salespeople, if they have been engaged in sales, can be determined to become senior sales talents. There are two directions to achieve this goal. First, from the perspective of "technology", constantly improve and enhance their working methods and abilities, and change from a low-level non-professional salesperson to a professional player. This change trend is mainly reflected in: working ideas, ideas, tools and methods are more professional, from relying on feelings and momentum to focusing on quantitative data, professional investigation and analysis, and grasping market regularity; The second direction is to upgrade from "technology" to "Tao", and to think systematically from the strategic level and the overall perspective of the organization, so as to further enhance and transform its position and role. In order to become a senior sales talent or manager, salespeople must increase systematic analysis and comprehensive thinking, do sales from the height of enterprise strategy, think about sales, dig more front-line information, carry out intelligent processing, and finally play the role of strategic consultant for high-level decision-making.
From the specific development path, there are the following directions: upward mobility: if you have sales experience in large companies or group branches, regions or branches, after accumulating certain experience, excellent sales talents can choose appropriate opportunities to move upward and develop, to be a sales department at a higher level or company headquarters, or to lead a larger sales team to manage a large-scale market. In the growing fast-moving consumer goods industry, many salespeople break the new world of career development through upward mobility.
Downstream: If you have accumulated some experience in the sales department of the company headquarters, you can choose suitable opportunities to work in the next level or multi-level branches according to the scale and speed of market development, usually with a sales team to manage the provincial/regional market, or to develop new business in a certain market segment. In this way, sales staff can combine the advanced sales management concepts and operation methods of the head office with the actual market, and after a certain period of continuous exercise, they will often become the future leaders or senior managers of many enterprises.
Horizontal job-hopping: Excellent salespeople are often the backbone of the company, which can directly bring operating income and cash flow to the company. However, if the company's salary and benefits or performance appraisal policies can't effectively motivate them, it is inevitable for them to change careers or jump ship. From an organizational point of view, many companies have spared no expense to poach some excellent sales talents from their competitors. Personally, water flows downwards and people go upwards. As long as it doesn't violate the professional ethics, the relevant provisions of the labor contract and the relevant laws and regulations, it is a good way to change the environment and space after the sales staff has developed to a certain extent.
Direction 2: Turn to management positions.
When the sales staff can do it for a certain period of time, they can combine their personal interests and organizational needs and turn to functional management positions of related majors through lateral mobility, that is, rotation. Specifically, they can consider their choice from three angles: if they are still interested in sales or related work and are unwilling to leave marketing completely, and the company's human resources arrangement allows, they can choose horizontal related positions such as market analysis, public relations promotion, brand building and management, channel management and supplier management.
If you have a management background or are interested in management, your development direction includes: market information or intelligence management, industry research, strategic planning, human resource management, project management, etc.
If you have accumulated advantages in manufacturing, operation, R&D and design of products or industries, you can move to high-tech positions such as operation management, pre-sales technical support, product testing and after-sales technical service.
Direction three. Personal entrepreneurship
It can be said that it is the most suitable for people with sales background to start a business. If an enterprise wants to survive, it must first have a market. Doing business well is the first problem that many entrepreneurs have to solve. Many enviable successful people started as salespeople, and after accumulating certain funds, experience and resources, they started their own businesses and achieved success.
The biggest advantage of salespeople in starting a business is their experience and resource advantages. Compared with other entrepreneurs, a person with rich sales experience will have great advantages in industry understanding, enterprise operation and market change perception. At the same time, they are likely to accumulate funds and good interpersonal resources in the upstream and downstream of the industrial chain, understand the industry operation mode and the key to success, and even reasonably and legally grasp the resources to stabilize customer relations.
Direction 4: switch to management consulting and training.
If you leave this industry and start a new career space, it is also a new career direction choice. For example, it is also a good choice for experienced salespeople to switch to management consulting training. Many consultants and trainers of management consulting companies are transferred from marketing practice, and some are marketing bosses, directors and regional managers. Because they have rich sales experience and industry background, and know more about the marketing environment of enterprises, they have special advantages in doing marketing management consulting, strategic consulting and professional training in related industries.
Sales career planning Career planning Part III: Self-analysis
occupational interest
To tell the truth, I have been worried about my interests for a long time, because I have nothing I am very interested in, but I like a lot, but there is no specific type. Others say that everyone had better have their own specialties, so I have been trying to find my own interests, hoping that something can stimulate my interest. Although I can't make great contributions to the country and society as a person, I will try my best to be myself, adhere to a positive attitude towards life, maintain a good attitude, never be discouraged when encountering setbacks, be brave in challenges when facing difficulties, be prepared for hardship, resolutely meet all bumps and setbacks, and strive to approach according to my dreams, persist in myself and believe in myself. personal traits
For myself, I think I am a neutral person, sometimes cheerful and sometimes introverted, but most of them are introverted, so I am not very open when communicating with strangers, and my psychological quality is not very good, especially when I speak in public, but I have a good temper, and I will not easily turn against my classmates, make conflicts, and work seriously and responsibly. Although I am a little lazy sometimes, I am a pragmatic person on the whole. I think the most difficult thing I need to overcome is to improve my ability to face the public. I should take part in more public activities, strengthen my ability to face the public, overcome my nervousness and communicate with people more. Of course, I also have many shortcomings, and I need to constantly revise and improve my competence in my future study and life.
For a freshman, the ability to come is undoubtedly very lacking. At present, I am not outstanding in all aspects, but I think that after four years of study and exercise in college, I will first master the ability to use professional knowledge. Secondly, I will cultivate better communication and organizational planning skills through various social practice activities. Finally, you can have relevant work experience through internship.
Second, the occupation analysis
The development of society will have an important impact on the marketing profession: the dependence on marketing will become greater and greater. Moreover, the social demand for marketing will be growing. My chosen industry has not been finalized, but I am more interested in medicine, insurance and food. These industries are indispensable to society. With the development of society, these industries will have considerable room for development.
1, family environment analysis
The family's financial situation is that because the two brothers and sisters go to school, they can't make ends meet every year. Both parents are farmers with low education level, but they are extremely supportive of their children's schooling. The poor economic situation and parents' expectations inspired me to study harder to change the fate of myself and even my family. However, this situation has also brought too much pressure to your study. As long as I make a decision sincerely, my parents will support it.
2. Analysis of school environment
Jiaxing University is a provincial undergraduate college approved by the Ministry of Education with a history of one hundred years. The school adheres to the orientation of "multi-disciplinary, teaching-oriented and open" and the policy of "based on local conditions, facing Zhejiang, connecting industries and serving the whole country". The school aims to cultivate higher applied talents, deepen the reform of education and teaching, and strive to improve the quality and level of running schools. Has passed the undergraduate teaching evaluation in Zhejiang Province. Because there are not many opportunities to participate in practice, personal social practice experience is insufficient. Various factors are unfavorable to my future work, but they also inspire my determination and necessity to work hard.
3. Social environment analysis
At present, the number of college graduates in China is increasing, the demand is saturated, and skilled talents are still in short supply. In the era of competition, strength, experience and technology come first. However, the impact of the financial crisis has led to a poor employment environment. Coupled with other factors, the employment pressure in the current social environment is great, and the society needs such talents with good quality, high academic qualifications and skilled technical experience.
4. Occupational environment analysis
The development of society will have an important impact on the marketing profession: the dependence on marketing will become greater and greater. Moreover, the social demand for marketing will be growing. My chosen industry has not been finalized, but I am more interested in medicine, insurance and food. These industries are indispensable to society. With the development of society, these industries will have considerable room for development. Graduates majoring in marketing will generally engage in sales and marketing at first. At the beginning, it was basically business, and the work was hard and the pressure would be greater. It should be said that as far as the current employment situation is concerned, there are few pure opportunities. Because of this, I think I should cherish every opportunity and try my best to seize every opportunity. Besides, I also believe that I will meet many opportunities in my future career, such as salary increase and promotion.
Third, career orientation.
Graduates majoring in marketing can engage in market research, marketing planning, advertising planning, market development, marketing management, promotional services, teaching and scientific research. Marketing professionals are indispensable talents for all enterprises, especially large enterprises. According to domestic statistics, since the mid-1980s, more than 2,000 talent exchange meetings have been held or co-organized by China business circles, and in each talent exchange meeting, marketers are the most popular and in short supply.
Combining the previous self-analysis and career analysis, I have reached the following conclusions.
career objective
According to my professional interest and personal ability, my goal is to become a marketing elite through my own efforts. You can also do the following work, mainly depending on your education and ability.
1, the position of salesman or supervisor in enterprise sales department;
2. Promoters, salesmen and other positions in retail enterprises or wholesale enterprises;
3. Market research, information statistics and after-sales service of the marketing department of the enterprise.
4. Marketing planners and market forecasters of the enterprise;
5. Relevant positions of various consulting companies.
Career development path
Starting from the lowest level of sales-to the sales supervisor-marketing elite
Fourth, plan implementation.
1, University Plan
The first year of college has passed, and now we will make the following plans for the next three years.
Sophomore: Pass CET-4; Pass the computer application level 2 exam; Familiar with professional course knowledge; Obtain other certificates within the scope of ability; I often discuss and communicate with teachers and classmates at school, and I choose to communicate with some of them often after graduation. In this high-tech society, computers have become an indispensable part of daily life, and English makes us realize its importance everywhere. Therefore, in the study planning of the university, I regard these two courses as the top priority of my study. While studying, I also strive to improve my ability in all aspects; Pass CET-4; Pass the computer application level 2 exam; Familiar with the knowledge of specialized courses
The third year of university: while strengthening the study of professional knowledge, obtain the professional qualification certificate related to the target occupation or pass the corresponding professional skill appraisal. Because graduation is coming, the goal should be to improve job hunting skills and collect company information. Participate in summer jobs related to majors, exchange job-hunting experience with classmates, learn job-hunting skills such as writing resumes and cover letters, and understand the channels for collecting employment information. Try actively when you have the opportunity; Focus on improving their working ability, communication ability, practical ability and environmental adaptability, and at the same time exercise their ability to solve problems independently and creativity; Try to experience part-time jobs as much as possible, accumulate work experience, make full use of your working conditions to expand your social circle, attach importance to your classmates' social circle, and attach importance to communication with everyone, regardless of status and intimacy.
Fourth grade: At this stage, the graduation direction of college students has been determined, and most students' goals should be locked in job hunting and successful employment. At this time, you can make a summary of the preparations for the first three years; First of all, check whether your established career goals are clear and whether the preparations for the first three years are substantial; Then, after graduation, I began to apply for a job, actively participated in recruitment activities, and tested my accumulation and preparation in practice; Finally, preview or simulate the interview; We should aim at job hunting and successful employment, actively participate in recruitment activities, and test our accumulation and preparation in practice. Actively use the conditions provided by the school, strengthen job hunting skills, conduct mock interviews and other training, and make full preparations as much as possible.
Job search plan
(1) Degree certificates and qualification certificates are the stepping stones to job hunting, and they are the primary conditions for a company to recruit talents. Therefore, it is necessary to obtain relevant certificates during college.
(2) When recruiting talents, the company not only pays attention to diplomas and certificates, but also pays attention to individual abilities and qualities. Therefore, while studying in university, we also pay attention to the improvement of personal quality and the cultivation of ability.
(3) For college graduates, lack of experience is a very prominent problem. If you want to stand out among the many applicants, you must have an advantage in another way. So you should accumulate more work experience in college life, which can be achieved through part-time work, and in this process, you should know how to sum up experience.
(4) Be sure to prepare your resume before your senior year and leave more time to find a job.
Sales career planning Career planning Article 4 Many people have been selling for many years, moving between various companies and industries, and going wherever they get high salaries, but they are still the most common salesmen after a few years. What should these salespeople do when their youth is gone, their passion fades and they have to pay more attention to their families and children? This involves a career planning problem. In the first few years, every salesperson should make a career plan for himself according to his actual situation, so that his future struggle has a direction, and a clear goal is the guarantee of success in the workplace.
Generally speaking, domestic salespeople are divided into four categories: one is part-time salespeople, the other is salespeople (such as shopping guides in shopping malls), the third is customer representatives, and the fourth is sales managers (senior marketers). There are four feasible ways out for the career planning of salespeople.
Way out: become a senior sales manager and a professional manager.
In order to become senior sales talents or managers, salespeople must abandon the low-level unprofessional work based on feelings and impulses, but cultivate systematic analysis and comprehensive thinking, pay attention to using data to speak and use investigation and analysis to verify. Raise practical experience to a theoretical level. We need to think and solve problems from a global perspective. Doing a good job in career planning is the first step in applying this thinking.
Way out 2: Turn to management positions
As we all know, the most important position in an enterprise is sales. Sales directors and sales managers generally have higher incomes than financial directors and human resources managers at the same level. The probability of producing senior company leaders from sales directors is greater than that of human resources and financial directors, and the general managers of most companies are from sales background. As the core interest department of the company, sales will have incomparable advantages in resources.
Turning to management positions is also a step in the career planning of many salespeople. Therefore, after a few years of sales, we can combine personal interests and organizational needs and transfer to functional management positions of related majors through horizontal mobility, that is, rotation. Specifically, we can consider the choice from three angles: channel management and supplier management; Strategic planning and project management; Operation management, pre-sales technical support and so on.
Way out 3: start your own business
After working as a salesman for several years, you will generally have a lot of customer resources at hand, and at the same time have channels to grasp the development and changes of the market. Coupled with the management and financial qualities cultivated by leading the sales team, these conditions add up to the conditions for starting a business. Therefore, when considering their career planning, salespeople may wish to seriously consider the possibility of starting their own businesses. Even if you get a higher salary, you are still a migrant worker, and many decisions are not up to you, so many senior salespeople finally choose to start their own businesses.
Way out: management consulting or training in the sales field.
Salespeople have a natural advantage over trained management consultants. They have been in the market for several years, are very sensitive to the changes of market information, have extremely rich sales experience, and will be handy when providing consultation or training for others. Therefore, in the consideration of career planning, sales staff may wish to include management consulting or training in the sales field.
Of course, before realizing these outlets, the most important thing is not to change industries as much as possible. The industry mentioned here refers to a big field, because if you jump from one industry to another unfamiliar industry, it is likely that your accumulation in previous years will be wasted, and your contacts, your market information and even your sales experience will not exert any advantages in the unfamiliar industry. Even due to the different characteristics of the industry, your previous experience may still imprison your development.
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