Sales Standardization Process Training
According to "Zhongzhengtian Corporate Culture and Life Insights":
Unity of thought, same values, common business! !!
Employees have faith; factories have strength; enterprises have hope! !!
Today in Zhongzhengtian, I would like to thank everyone who appears around Zhongzhengtian. They are all my nobles!
At ZZT, employees are the number one customer! ! The supplier is the second-largest customer! ! The real customer is the third-largest customer!!
1. Collection and establishment of customer data: maintenance and follow-up of customer resources; preliminary evaluation and connection of customer drawings (if any);
Understand customer information: a. Product application field b. Product use environment c. Product function d. 2D/3D drawings Relevant technical requirements and parameters. e. Project name (new project or mass production and order quantity)
Group communication (internal/external communication group)
Internal <Business Documentary, Business Supervisor, Corresponding Engineering, Engineering Supervisor, Project Manager, Procurement, Quality Supervisor, Electroplating Supervisor, Vice President, President Luo>
External <Customer, Business Documentary, Business Supervisor, Corresponding Engineering, Engineering Supervisor, Project Manager, Quality Supervisor, Electroplating Manager, Vice President, General Manager Luo>
The two parties communicate with each other, and after evaluating the details of the project, we will provide Zhongzhengtian specifications according to customer requirements; the customer needs to confirm the content of the specifications.
Business project follow-up form for registration.
Establishment of ERP system customer data (customer name, contact number, company name, contact address, payment method, etc.)
When there is a demand for samples, ERP customer information and ERP system sample information should be established (register "Add-BOM Demand Details").
A. The customer building data of the electroplating factory starts with D and DXXXX is written according to the previous code.
B. Zhongzhengtian customer building materials start with K KKXXX and follow the previous code.
Oral quotation: Generally, the quotation before the customer has done technical docking with our engineering personnel is regarded as an oral quotation.
When receiving the customer's verbal quotation request, the business personnel should try their best to collect product information:
Such as product name/project name, size specification, the field of use, product 2D/3D drawing, test standard, estimated order quantity, whether it is a new project/mass production project (if it is a mass production project, business personnel can refer to its original price when quoting (1) If the customer provides a 2D/3D drawing of the product, the engineering department will calculate the surface area of the product, evaluate the coating and mold fixture costs based on the 2D/3D drawing, and provide it to the business personnel. In principle, after receiving the product drawings provided by the business, the engineering personnel will complete the surface area, coating, and cost provision within 4H. If the case is an urgent matter, the business and engineering personnel will coordinate the time to satisfy the customer first; (2) If the customer For products that only provide product descriptions (such as product size, coating), the business person should actively ask the customer whether they need to connect with the engineering personnel; (3) If the customer only provides product photos, the business person should take the initiative to communicate with the customer by telephone and guide the customer to provide Product size information or samples in kind.
Based on the product information and the unit price of similar products in the past (size specifications, coating, test standards, and other benchmarking conditions), the business personnel will evaluate the price to the customer by themselves, and attach screenshots of similar product graphics. As the product information and technical requirements collected in the early stage may not be comprehensive, the verbal quotation is only for the customer's reference and cannot be used as the settlement price for subsequent formal transactions with the customer.