Top Salesperson Training Practice

Author: Pan Qijun
Publisher:
Publishing Date: 2004-04-01
Features: What is a marketing talent? Without a doubt, only those who operate at a high level of humanism and humanistic spirit, take the world upon themselves, possess complete and noble character, contribute to and build up society, and stand at the height of history to oversee the big picture, driving the development of a company and even an industry, can be called marketing talent. Every marketer should understand that to achieve oneself, one must first serve others; the greater one's usefulness to society, the greater the chances of personal success. This ultimate reflection on people and society is the foundation of a marketer's success. Without profound humanistic cultivation, one can never become marketing talent, let alone a leader in the marketing field. As a marketing talent, one must draw nourishment from philosophy, humanities and social sciences, and religious arts, using philosophical reasoning and a compassionate heart to understand society, care for all beings, and thus serve society and customers. Whether at home or abroad, those who achieve success in their endeavors are invariably like this—this is the path to marketing success. Therefore, marketers should adhere to this path and consciously use their knowledge of marketing, philosophy, political science, history, aesthetics, literature, religion, and other humanities to cultivate their sentiments and forge themselves into marketing professionals. At the same time, the work of a marketing professional is not simple. In building brands and promoting corporate development, marketing elites often face immense pressure and are always prepared to face failure and take responsibility for it. Without the courage to atone for one's faults before society even at the cost of one's life, one simply does not deserve to be a marketer. This spirit of risking one's life and soul and the courage to take social responsibility are essential qualities for an outstanding marketing talent. Chinese society can no longer give any leeway to various wastrels, allowing them to rise to the surface and recklessly trample on social resources.
Author Bio: Pan Qijun, a self-made strategist and renowned marketing expert, as well as a young writer. Born into a peasant family in Kaili, Guizhou, he is known as the "Water Bird Man" because the village where he often lived is called "Duoniao." He has held positions as an editor, reporter, planning director, and corporate marketing general manager, gaining substantial MBA practical skills and being nurtured into a "versatile" talent. Currently, he serves as the General Manager of Saieruo Management Consulting Co., Ltd., Chief Consultant of Guangzhou Liangbafen Biotechnology Co., Ltd., and consultant to multiple enterprises and training institutions in the Pearl River Delta. He possesses a keen insight and judgment in the market. His clients include Sanzhu, Zuiyi Liquor, Haier, TCL Master, Kelon, Gree, Midea, Changqingshu, Kangnaixin, and over a hundred brands across 30 industries such as pharmaceuticals, beverages, appliances, accessories, food, advertising, newspapers, clothing, cosmetics, and ecological agriculture. Analysis and innovation are his key strengths. He has published over 10 books, including Public Relations Planning Practice, Terminal Promotion Practice, and co-edited Brand Planning Practice, among others. He excels in project planning, management, organizational culture building, education and training, and practical marketing, having helped multiple companies achieve sales "legends" through simple services. He has delivered over a thousand speeches and training sessions.
Table of Contents:
Preface: Everyone Is a Marketer (Alternate Preface)
Foreword: Greatness Begins with Selling Oneself
Part 1: Pursuit
Lesson 1: Choosing Marketing Will Never Be Wrong
Lesson 2: The Qualities a Marketer Should Possess
Lesson 3: Lowering One's Pride to Meet Customers
Lesson 4: Stepping Out of Self-Introduction
Lesson 5: Determined to Win
Part 2: Etiquette
Lesson 6: Service Etiquette for Salespeople
Lesson 7: Attire for Sales Representatives
Lesson 8: Appearance Etiquette for Sales Representatives
Lesson 9: Etiquette of Behavior
Lesson 10: Details in Social Etiquette
Lesson 11: Service Etiquette Techniques for Store Attendants—LBF Etiquette Lady Training
Lesson 12: Basic Norms of Etiquette Culture
Lesson 13: HRA Company Professional Etiquette Image Training—Loyalty Service and Attire
Lesson 14: The Application of Polite Language in Marketing
Lesson 15: Diplomatic Etiquette Norms
Lesson 16: International Etiquette Customs
Part 3: Methods
Lesson 17: Basic Business Knowledge and Skills
Lesson 18: Accounts Receivable Arrangements and Collection Techniques
Lesson 19: Sharpen the Knife Before Cutting the Wood
Lesson 20: Striving to Be a Successful Marketer
Part 4: Improvement
Lesson 37: Maintaining a Grateful Heart
Lesson 38: The Basic Mindset and Professional Qualities of a Marketer
Lesson 39: Scientific Methods for Successful Marketing
Part 5: Integration
Lesson 58: Retail Management and Service
Lesson 59: Understanding the Meaning of Life
Lesson 60: Making Full Use of Email
Lesson 61: Avoiding Missteps in Sales Service
Appendix
Appendix 1: Marketing Wisdom Quotes
Appendix 2: Marketing Service Documents—Contract Book Model
Main References
Postscript