Fan Yang was slightly stunned.

At the end, he applauded lightly: "That's a good point, what's your name?"

Yu Zeming looked excited: "Mr. Fan, my name is Yu Zeming, Xiaoyu, you interviewed me personally." ”

Fan Yang nodded.

When I interviewed Yu Zeming at the beginning, I found that he spoke clearly, spoke very methodically, and was not cramped at all in the face of himself.

Presumably this has a lot to do with the fact that he has been a postman for many years.

I have to face a lot of strangers every day.

The language is also quite organized.

It's worth cultivating.

Just based on his answer, Fan Yang recognized him a little more in his heart.

But Fan Yang had no intention of continuing to ask others.

He came to train the employees, and of course he had to sell it himself.

In fact, this is a very classic and common issue in future marketing.

If you continue to guide, you won't have the desired effect.

"That's a very good point, Xiao Yu mentioned a few points just now, you have to be determined, you want to try new things, but I want to ask, when you received the note yesterday, did you have any doubts in your heart, thinking that I gave you a very bad question, obviously the monk has no hair, why do you sell the comb to the monk? Are we deceiving him? He obviously has no such demand, we sell the comb to him, is it meant to deceive consumers?"

"And the second point, do you think that I am deliberately guiding you, so that you are thick-skinned, even shameless to come forward to sell, and then achieve your own goals?"

No one in the audience spoke.

But everyone's eyes looked at Fan Yang, which was somewhat interesting.

"Wrong, we are a foreign trade company, we do not advocate bullying and shamelessness, on the contrary, we also need our own persistence, and it is impossible to deceive consumers, just now Yu Zeming stood up and answered, only one point is correct, tell the monk that you can buy to honor your parents, so as to turn negative demand into legitimate demand, do you want to hear the correct answer to the story?"

The eyes of the people in the audience suddenly lit up, especially Shuangshuang, who had been wearing a look of disdain.

"The content of the story is like this, and I don't sell anything, so after everyone listens to it, I will express my thoughts. ”

"In a certain sales company, recruiting salesmen, the interviewer gave all the job seekers a task, to sell combs to monks, who sold more, who won, and selected the best. ”

As soon as this question was published, it scared off most of the people, thinking that the monks were monks and that it was useless to take a comb, and only four people remained. ”

"The first one, selling a comb, used the same method as Yu Zeming, he told the monks who swept the floor, the monks who carried water, could buy it home to honor their parents, he used this reason, to sell to the monks one by one, and finally sold a handful. ”

And the second, sell 10 combs, the method used, is more clever than Yu Zeming's method, he ran to find the presiding officer of the Buddha hall, told the host, the wind on the mountain is very strong, the pilgrims who come from the mountain, the hair is blown by the wind, and then fall down in the Buddha hall when kneeling, Yu Buddha is disrespectful, monks worship the Buddha, all pay attention to bathing and burning incense, what does the pilgrim's hair look like messy, so the salesman suggested that on the incense table in front of each Buddha statue, put a wooden comb, free for pilgrims to use, so that it is much better。 The presiding officer of the Buddha Hall felt justified, so he bought ten handfuls and added them to the incense table of the Buddha Hall. ”

And the third one, who sold 100 combs, you see, the person he was looking for was different, the first salesman who sold 1 comb, sold directly to the monk. Sell ten salesmen to the presiding officer of the Buddhist hall. And the third man who sold 100 combs? He went straight to the abbot of the temple. ”

"First of all, tell you a truth, sales, the face of the crowd is very important, the third salesman found the abbot, told the abbot, come to worship the Buddha's pilgrims, have to ask for peace charms, and then rejoice, the practice of donating merits, but the temple, but there is little feedback, so it is not good for the donation, if the temple gives them back some Buddhist mascots, one can be used as a commemoration, two can warm their hearts, the third can expand the influence, one stone with one stone, how good it should be. ”

Then the salesman explained to the abbot the benefits of the wooden comb, the wooden comb acts on the head, it is auspicious, the wisdom of things, the price is not expensive, if they are given a nice name "and good comb", "Buddha light comb", it will definitely be very popular, moreover, this Buddha light comb, and good comb, if you can print the master's own calligraphy, it will definitely be more popular, which is beneficial to the temple incense. ”

The abbot thought about it, said it reasonably, and was also very confident in his calligraphy, thinking that his calligraphy could also be widely spread together with the Buddha light comb in the future, so he was completely convinced, and the first batch of 100 wooden combs was purchased, and it was agreed that after the delivery, some more could be sent. ”

"What does this story illustrate? As long as the mind does not slip, there are always more ways than difficulties, understand?"

Hearing this, the people below were completely flickered and lame.

They applauded in unison.

Fan Yang smiled, people in this era are really foolish.

It's just a very ordinary marketing story.

But it can be inspiring.

"I want to use this story, don't I want to tell everyone that it's useless, to do any sales, and then rise to marketing, there is only one purpose, to find the right demand, he doesn't have that demand, is it useful for you to wear out the skin of your mouth? The monk has no hair, you just beg him to buy it, it's useless, we don't need such humble sales, but he doesn't have a demand, is it over? You should see the needs behind him, qualified salespeople, should be at all different levels, to find sales opportunities, sales, relying on wisdom, perseverance, just your personal quality, of course, you should insist or persevere, you can't make excuses for your laziness, understand?"

"An excellent salesperson, in his eyes, there is no product that cannot be sold, and the next thing is a series of sales knowledge that I want to tell you......"

Then Fan Yang spent more than an hour talking about some basic concepts of sales, planned consumption, unplanned consumption, consumer behavior, market environment, and then rose to marketing, talking about the mainstream 4PS marketing theory.

The so-called 4P marketing, meaning the combination of four basic strategies, which is also the international marketing theory, which 4P? that is, product (Product), price (Price), channel (Place), publicity (Promotion), because the English prefix of these four words are P, plus strategy (Strategy), so it is referred to as 4PS marketing theory. ”

..................

With the continuous change of the market, the more diversified goods, the marketing will rise to the height of the enterprise, the height of import and export trade, and add two Ps, which is the current more mature 6PS marketing theory, add two Ps: Political Power, Public Relations means that a company must know how to deal with other countries, and it must understand the political situation in other countries in order to effectively sell products to other countries. The second is public relations (PublicRelations), marketers must understand public relations and know how to establish a good image of the product in the public......"

This lecture lasted more than two hours.

Even Liu Dingxin was dumbfounded when he heard it below.

I realized that I still had a long way to go.

"Okay, let's talk about it here for the time being, the theory and the theory, in our eyes, there is no commodity that is sold, and I will slowly talk to you about the actual operation in the future, and then the abundant theory, there is no practical effect, it is useless, the meeting is over, I invite everyone to dinner. ”

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