Terminal Battle - Practical Skills for Retail Terminal Sales and Promotion

Author: Zhang Xiaohu
Publisher:
Publish Date: 2005-10-01
Features: A practical textbook teaching you how to retain customer footsteps at retail terminals; a military manual teaching you to engage in terminal battle against competitors; a masterpiece in training and managing sales assistants written by a frontline manager! Terminal execution lies in details. The author has described terminal sales assistants and terminal promotions so meticulously—it's truly remarkable. "Great difficulties are often achieved through small beginnings, and great undertakings are accomplished through meticulous attention to detail." Running terminals doesn't require grand strategists; what's lacking are (exquisite executioners). This book is not only worth reading by frontline marketers and salespeople but also by university students in marketing majors. – Feng Guoying, author of "Haier Terminal" and graduate supervisor of Journalism, Communication, and Advertising at Xiamen University
In the escalating battle for terminal dominance, this book is undoubtedly an excellent tool. With it, you can train your sales assistants to become terminal snipers who always win battles and overcome obstacles; with it, you can enable your salespeople to excel in the "last mile" of marketing; with it, you can find effective methods to boost single-store retail sales. – Hou Dingwen, Training Center Manager of Guangdong Kelon Electric
This is one of the best terminal sales works in the market so far. It offers profound insights into promotional, public relations, terminal management, and specific operational methods, all filled with wisdom. Whether for frontline sales staff or mid-to-high-level corporate managers, this book is highly valuable. – Sun Limin, Marketing Manager of CAV Audio
This book combines theory and practice very well. When reading marketing books, I always felt that the authors hadn't tried marketing practices themselves, but this book changed my perception. It has been very helpful for our training of sales assistants. – Yi Hui'an, Sales Manager of Samsung (China) Investment Co., Ltd.
This is a guide on how to "sell" products—it's the treasure of terminal sales and a textbook that market sales assistants and promoters must study seriously. This book embodies the author's 10 years of dedication and wisdom. Among the numerous marketing works available today, this is undoubtedly a classic that combines terminal sales theory and practice. I believe that anyone who reads this book will benefit greatly. – Yao Shun'an, Vice President of Marketing at Zhongshan Xiaobaiwang Electronics Co., Ltd.
This is a textbook teaching you how to sell products to customers; it's a military manual teaching you how to engage in terminal "base battles" against competitors; it's a work in training and managing sales assistants. The first part teaches sales assistants how to sell products with nothing but their mouths and minds; the second part teaches them how to conduct promotions, i.e., sell products with the help of terminal promotional materials; the third part covers the daily management of sales assistants and the creation of corporate product training manuals, which can be used by sales assistant supervisors. The industries this book is most suitable for are durable consumer goods, with fast-moving consumer goods as a secondary focus. Because it comes from the hands of an outstanding frontline marketing manager who started from the grassroots, it is highly practical and readable. Therefore, it can serve as a self-study textbook for sales assistants to improve their sales skills, as well as a practical textbook for sales representatives and sales managers to guide and train sales assistants.