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Case: anxious can't eat hot tofu, what should I do with you?

Click times: 1694 release time: November 21, 2019 16:04:08
[foreword of case]
Information is the input basis of the whole business process. Visiting customers to verify the existing information and mining valuable information can effectively help the sales staff to achieve the core points of this stage. Before visiting customers, you should be well prepared to help you find your way to the next stage more effectively.

[case background]
A Compressor Co., Ltd. is one of the largest and most powerful compressor manufacturing bases in South China. The registered capital is 40.8 million yuan, and the fixed assets are more than 100 million yuan. It is the only compressor with a total area of more than 30000 square meters and a newly built compressor plant and testing center.
A city company from all walks of life business personnel are also tracking, customer awareness of our company valve is weak, since the development of difficulties. The monthly consumption of valve is 80000 ~ 100000 yuan, and the main brand genuine products are a, B and other products.

[organization structure]
Purchasing department: Manager Geng
Purchasing department: Manager Wu

[case study]
Information collection, appointment visit
In November 2012, I took over the development of this unit. After several appointment visits, I met Mr. Geng of the purchasing department and gave a brief introduction to our company. There are more than one or two salesmen who have found manager Geng in Fuzhou company. He has some knowledge about our valve. After several exchanges, the effect is not obvious.
Gift giving is recognized
On December 27, I asked manager Geng again for a gift. When I got the gift, he was very happy. Strike while the iron is hot, and take this opportunity to exchange cooperation matters. The atmosphere between the two sides has been improved compared with the past. We promise to send a quotation to our company for the model used. Let's see how the price is. At the same time, I asked to go to the warehouse to learn about the current situation of valves. When I went to the warehouse, I found that most of them were products a. the internal and external packaging of the products were disassembled. It was preliminarily judged that they were genuine products of a, which provided favorable conditions for subsequent quotation or sample supply.
I lost my confidence because of the customer's attitude
Manager Geng didn't miss his word and faxed the model in early January 2013 to ask for quotation. In the process of quotation, the company is also very cautious. First offer the price of some models, so that customers can make price comparison, so as to avoid the adverse effect caused by one-time quotation, and there is no room for going back. After faxing the price to manager Geng, after several inquiries about the price confirmation, he didn't get a reply. He said that he would reply to me when he was free. The promotion work has fallen down again. Is the price quoted too high? Or are customers not interested in our products? Or something else. These problems have been bothering me and made me unable to progress on this project.
I got information by chance and saw a glimmer of hope
After visiting the company's manager in February, he didn't plan to visit him. Mr. Wu, who works in the same office with him, talked about the price of our company's C product during the communication process. I immediately asked the company's internal service for the price, and replied to manager Wu on the spot. The feedback result was similar to that of the competitors, but there was no specific reply. Explain that the price difference will not be too unreasonable, and the problem is not in the quotation. We should communicate with manager Geng from other aspects to reach a consensus.

[case study]
From the above cases, we can see that the project is suspended, and we can not judge it as a failure. Because from the current customer promotion stage, it is in the process of information collection, personnel preliminary contact and competitor analysis. There are still many ways to go for later cooperation.
In the follow-up work, we should start from many aspects
At present, there are at least no coaches or more familiar personnel, and a coach should be trained in the future.
Master the price of competitors to maximize the profit in the quotation process.
Strengthen contact with purchasing manager Geng to establish mutual trust relationship.
Find the opportunity to visit the customer manager.
Collect the group compressor supporting cases to customers.
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