浅谈电梯销售流程

浅谈电梯销售流程

一、市场开发、寻找客户资源(扫街式寻找客户，这是最辛苦最基础的工作)设计院/各开发楼盘/老客户/网络/厨房设备厂/电梯同行/工商局/装饰公司；

二、售前服务、与客户沟通、了解客户需求；
1.建立客户档案
（标准格式/单位地址/电话/联系人/公司概况/安装点…）
2.准确把握关键人物，不忽视一般人物。
3.制定攻克客户的方法（了解客户优点、缺点、喜好）随时沟通、预约、谈判、跟进。
4.高级谈判（总经理出面）

三、贵州电梯销售认为针对客户的需求，制作拟定产品方案报价书；
1.销售员拟制报价单，经总经理审核定价后按统一格式的报价书报价，须做报价登记。
2.根据各客户具体情况进行灵活报价。

四、技术资料的拟制，落实井道尺寸、轿厢尺寸、电梯规格型号；

五、带准客户去电梯工厂考察（根据客户意愿而定，可省略）

六、签订电梯销售合同、安装合同，落实安装地址/联系人/电话/部门；注意合同条款内容（资质，交货方式，付款方式，特殊要求等）

七、合同评审，归档（财务一份，文员一份，安装合同工程质量部一份）、根据合同收取定金；

八、生产任务单、生产进度跟踪和协调；

九、电梯安装前协调：

井道、检修窗、报开工（协调）、电梯检验（配合）、电源、发货单；
申报开工，土建的协调，确定电梯进场日期、时间，落实需要甲方配合的工作和人员，放置材料工具的房间等；
电梯安装过程中协调：
安装过程中土建问题、材料、工具、安装进度、部分资金回笼；
安装结束后协调：
电梯完工单、自检、质检申报、移交单、随机文件；
安装竣工质检合格移交后，书面通知交财务登记归档和申请开票；

十、根据销售合同，及时催收应付款项、质保金等；

十一、售后服务、电梯移交维保部，维保延续；

一线市场人员基本要求

一、            基本职责

1、收集信息。及时准确收集市场动态，客户概况，准确把握进场、了解、谈判等时间。了解竞品信息、反馈客户意见，为公司制定正确的营销策略提供依据。

2、沟通关系。运用各种营销策略和交际策略建立、维持、发展与客户之间的业务关系、人际关系获得更大的销售机会。

3、销售产品。通过一系列的有效的营销活动，签订买卖合同。

4、安装售后。及时通知安装、土建、维护、售后等部门。如：送达图纸资料等。

5、树立形象。在营销过程中，使客户认同自己、认同产品、认同企业文化，从而树立良好的企业形象。

二、            基本素质    

 思想道德品质

1、强烈的事业心。热爱营销事业，爱岗敬业，不怕吃苦，用心营销，用智慧营销。

2、良好的职业道德。热爱企业，忠于企业，保企业机密，不私下交易，不欺诈客户，不损害同行。

3、正确的经营思路。坚决执行国家有关政策和企业经营方针，正确处理好集体与个人之间的关系，用现代营销理念，指导工作。

4、严谨的工作作风。严格执行有关公司的规章制度，廉洁自律，公正严明，杜绝工作懒散，不务正业等现象发生。

业务素质

1、具有现代营销理念，以客户为中心开展工作，用智慧的眼光看待客户。

2、具备丰富的专业知识，包括企业知识、产品知识、市场知识、客户知识、法律知识、财会知识、经济合同知识、市场情报知识等。

3、具有较强的营销基本功，能够不断的开发新客户，巩固老客户，维护客情关系，正确处理与客户的关系。

4、具有热情的营销技巧。从寻找客户，了解客户资料，接近客户，谈判，成交，安装，售后服务，处理客户异议等整个过程，都需要熟练的营销技巧。

个人素质

1、良好的语言表达能力。

2、勤奋好学精神。

3、广泛的兴趣爱好。

4、端庄的仪表和文明的举止。

5、健康的身体和充沛的精力。

6、良好的心理素质。

7、处理突发问题的能力。

三、            基本能力

1、观察能力。通过对事物的表象观察，洞悉事物的典型特征和内在实质。用智慧的眼光看到各种现象之间的联系和区别。

2、记忆能力。对经历过的是无能够记住，并在需要时回忆起来，如客户的姓名、电话、地址等。产品的品种、规格、价格等。

3、思维能力。要善于从不同的角度看问题，看得长远，不盲从，不受干扰，思维清晰，应当机立断。

4、交往能力。要善于与各种各样的人打交道，密切与客户的关系，尽量给力客户，增加获得信息的渠道，提高营销效率。

5、核算能力。运用科学的方法和手段对自身工作进行绩效，进行核算评估，分析效果，探索规律，总结经验教训，以便改进和完善工作方案，进行科学决策。

6、应变能力。在遇到意外情况时能冷静、果断的处理问题，扭转不利局势。

7、自学能力。要不断的学习新的营销知识、营销理念和销技能，在复杂多变的业务如中应付自如。

8、合理的报价能力。在合适的时机报价，及时调整报价，科学报价。

9、决策能力。根据所处的环境及条件，在众多可行性方案中，分析判断和优选，准确理解客户的言行、举止、正确判断市场情况。

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.