I didn't finish Zhang Xiaobei's sales strategy just now, now let's continue.

The third point emphasized by Zhang Xiaobei is to effectively carry out market research work.

The coal market is not good, this is true, but what is it like today? What will happen tomorrow? Will there be any changes the day after tomorrow? You have to pay attention to the trend at any time.

Although it is said that the price of coal is now declining in the entire Binzhou region, this is the biggest reality.

But we must maintain close contact with the surrounding large local coal companies, and this is really the time to huddle together for warmth.

In addition, some weak market changes can also cause small upward fluctuations in the market.

Therefore, everyone must communicate with each other, remember not to vicious bidding, Jinsheng must take the lead.

In other words, everyone also understands that whose customers are who's owns, they are all tied up for how many years, and there are few that you can snatch away if you say you can snatch them.

In other words, the one that can be snatched away by you is definitely not a good customer.

In addition, it is necessary to track the price information of coal sold by the surrounding railways in a timely manner, and also pay attention to the sales situation and inventory status of each unit.

At the same time, it is necessary to actively track the selling price of road coal products in small mines in other places.

Highway says road, railway says railway, freight is not the same, the cost is not the same, there can be differences.

Through these actions, according to the company's own characteristics of products, the price of Jinsheng's products is dynamically formulated, and the price is based on quality to achieve the cost performance recognized by the market.

Fourth, the management of customers should be refined, of course, it is fine enough, but it needs to be more detailed.

This Zhang Xiaobei talked about three small points.

You can't say that our market is not good now, you customers can dare to do whatever they want, that can't work.

It's not okay to do things without rules, although you are God, but God also has to follow the will of God, right?

The first thing is that the customer structure must be relatively stable to lay the foundation for stable shipments.

It is now the beginning of the year, and we must assess and explore the overall shipment volume and the stability of the shipment according to the overall shipment volume of customers in 2011.

Combined with the customer classification standards formulated by the group, through the payment of the payment, as well as the on-site inspection work of the customers themselves, a part of the good customers are carefully selected.

These customers should cover customer groups in multiple industries such as electric power, biochemical, chemical/fertilizer, non-ferrous metals, heavy machinery, port business, and residential life, which is the industry's requirement.

The other is the demand for variety. The demand of these customers for Jinsheng coal products should be reasonable and effective, so as to play a positive role in promoting the stability of sales work.

That is, the comprehensive demand of this customer is high, and I want any variety.

One variety is sold out, and another variety is piled up into a mountain, doesn't this also affect production?

At the same time, to strengthen the effective combination of local industry and transportation out of the province, the local industry in 2011 focused on Fengcheng Coal Chemical Industry and Datang Binzhou International Power Plant two units, must pay attention to protection.

Let them play an active role in adjusting the provincial and domestic sales policies and quickly adjusting the market momentum.

Of course, as long as this customer is structured, that is, the bones are there, and the rest is a matter of flesh and blood.

You said that 60% of the volume is sold, then the remaining 40%, as long as you work hard, there is basically no sales difficulty.

Although the market is not good, isn't everyone doing it?

It's just a matter of how much profit is, so there are still customers in the market.

It is important to remember that when customers say that they don't make money, they don't really earn a penny, they earn less, and they don't meet people's psychological expectations.

Whether to lose or not to pay is compared with psychological expectations.

The second thing is to communicate directly and effectively with customers, and if necessary, go to the manufacturer for two days to gain vertical trust and promote stable shipments.

Yes, if you have something to say in advance, you have nothing to care about, people, just a group of animals, how can this relationship get better? That's slowly.

Therefore, the sales business must be to achieve direct communication with the manufacturer's customers, and at any time the company's production information, railway transportation plan arrangement, car sequencing, etc. through various channels to achieve direct docking with the manufacturer, and to achieve information sharing with the manufacturer.

Then you say that we have done all the work, and the customer is waiting for the receipt, will the customer be unwilling to do this kind of thing?

What's more, now it's WeChat and fax, what's inconvenient.

Of course, the opportunity must be right, and there is nothing to harass others.

It is necessary to use the monthly work of submitting the railway transportation plan and the adjustment of the road contract, and talk about things by doing things.

There are also requirements for the number of times, which should be controlled, at least communicate directly with the manufacturer two or three times, and if it is really not possible, go in person. But don't be too frequent and make people hate you.

In addition, the problems and opinions existing in the coal transportation business are effectively collected and summarized, and some misunderstandings are eliminated in a timely manner.

In fact, after so many years, Zhang Xiaobei still doesn't know, people buy your things, one is the right price, and the other is happy, no matter how good your things are, I'm not happy, I won't buy them, what can you do?

Isn't it the same thing to sell coal and clothes?

The third thing is to carry out in-depth market research on downstream enterprises, old guys, we can't just look at our own downstream, we also have to pay attention to the downstream of customers.

Look at how much fertilizer is, what changes have been made in the country's electricity consumption, whether billets make money or not, and whether the cost of non-ferrous metals is high?

If you don't give him the customer's account to understand, how can we calculate our own account?

In addition, with the technology research and development of the fertilizer and chemical industry, the customer's demand for coal varieties and types has changed significantly.

It is necessary to communicate through various information channels to understand the customer's development strategy, the demand for coal types and varieties, and discuss the use change and price trend of anthracite with the customer.

Fifth, we should improve the service throughout the process and gain the trust of customers with really good service.

Although our customer service work is already very good, it is a matter of image to think further, further refine and further standardize, and make customers feel comfortable.

The first thing is to effectively and orderly submit railway plans, provide business services at the source, maintain the basic order of railway sales and operation, and make customer reporting plans more open and clear.

This can't be hidden, when is it, it must be above board.

The second thing is to take the initiative to coordinate with the railway planning department, strengthen the plan verification service, eliminate the situation of large uncertainties in the plan, so that Jinsheng Group's initiative in the plan supervision service gradually increases, and the variety matching, the proportion of the end of the block, and the efficiency of customer plan verification are coordinated as much as possible.

The third thing is to strengthen the coordination of Taihang Station and strengthen the plan fulfillment service.

The sales business has to implement the on-site supply with the Taihang Railway Station every day and hold a meeting with the request car.

The two sides jointly implement the source varieties of goods on the platform site, and make specific arrangements for requesting cars according to the inventory of varieties and the customer's payment in place, so that customers can understand when they can ask for cars to be loaded.

On the one hand, customers can effectively arrange payment, and on the other hand, the market is not good, but the order is not chaotic, and customers will not quarrel with us.

Fourth, to effectively improve the efficiency of operations and tap the potential of railway capacity, you have to decorate people quickly, so that people's goods arrive early and settle early.

Anyway, there is a cost to whoever puts their money there, otherwise people won't deposit it in the bank?

Therefore, it is necessary to implement 24-hour uninterrupted operation and effectively coordinate the transportation capacity operation units, and strive to meet the railway transportation requirements of "Dora Run".

That is to say, we must not only cherish the saving of tight capacity resources, but also provide customers with "good and fast" loading services.