1. State Grid: It is divided into six power grid companies: East China, North China, Central China, Southwest China, Northeast China and South China. The power grid company has also established EHV transportation company (mainly responsible for laying transmission lines in the construction of large power grids), electric power design institute, high voltage research institute (Xi 'an High Voltage Research Institute and Wuhan High Voltage Research Institute) and provincial and municipal electric power companies. The more important technical unit is Shanghai Cable Research Institute.
2. Provincial Power Company: The main contact departments are the production planning department and the power material company. Production planning department is referred to as livelihood department for short. Its main function is to make plans and publish technical schemes for the construction, transformation and maintenance of power grids, and to review the plans and technical schemes declared by local power companies. This also includes the qualification examination of power material suppliers and the appraisal of product quality and technology. The main function of electric power materials company is the purchase of electric power materials. Such as network selection, bidding activities, bidding documents and procurement plans.
3. City-level power companies: generally, there are directors, directors (personnel organization, rural power, production planning) and chief engineers (technology). There are Minsheng Branch, Material Branch, Design Institute, Power Supply Branch, Substation Branch, Rural Power Branch and Financial Settlement Center.
People's Livelihood Division: Its basic functions are the same as those of the Production Planning Division of the Provincial Bureau. The direct leader of the People's Livelihood Division is generally the chief engineer. The specific situation in each region is different, and some local people's livelihood departments and materials departments even compete for the real power of procurement.
Ministry of materials and equipment: The basic functions are the same as those of the provincial electric power material company. Generally, the initial procedures for signing contracts and collecting money are all in ministry of materials and equipment, which is also the most direct customer target of sales staff.
Design institute: responsible for publishing the design scheme and drawings in power grid construction and transformation, and the demand information of products can be learned here at the earliest.
Power supply sub-bureau: responsible for the construction, transformation and maintenance of the city's power grid. It is also one of the direct users of the product.
Substation: also known as transmission substation, it is responsible for the construction and maintenance of transmission lines and substations in the whole area. It is also one of the direct users of the product.
Rural power sub-bureau: responsible for the construction, transformation and maintenance of the entire rural power grid. It is also one of the direct users of products, but the consumption of medium and high voltage products is small, and the consumption of overhead lines and low voltage products is large.
Financial settlement center: the collection department is the department that handles the transfer procedures.
② Early contact of power system
1. network selection: the so-called "network selection" refers to the regular or irregular meetings of provincial and municipal power companies to determine the list of suppliers of power materials that can be sold in the region and the specifications and models of their products. Only the power material suppliers who enter the selection list can sell in this area. Therefore, the annual selection work is very important. Generally speaking, power companies in all provinces and cities have a selection list. The departments responsible for selection are the Ministry of Life and ministry of materials and equipment.
2. Initial visit: During the initial visit, you should visit all departments involved in product sales as much as possible. Mainly obtain the following information:
A: The composition of the director, chief engineer and personnel of various departments, as well as their names, telephone numbers (mobile phones and residential phones), home addresses, social relations, etc.
B: the relationship between the supervisor and the powerful people in the department.
C: We should make predictions and pay special attention to those who may take the stage.
D: Pay close attention to the transfer and promotion of power system personnel at any time, especially when the power system personnel go out for travel or meetings.
E: Get to know competitors through people inside the power system.
F: Cultivate the good customer relationship of 1-2 junior staff, so as to obtain information more timely and accurately.
G: Determine the object that needs deep contact, that is, the public relations object.
When visiting customers, you need great patience and certain skills. You should be good at observing words and feelings, and capture information that is helpful to you in small details. More importantly, be diligent in visiting customers, and opportunities always arise in constant contact.
It will be helpful to prepare some small gifts when you visit. Pay attention to the environment and articles in the customer's office to avoid unnecessary trouble.
5. Extensive contact with power system employees, including departments that have no direct contact with business; Own competitors; Sales staff of power material suppliers in other industries. Expand your information sources and channels as much as possible.
(3) Further development of power system.
1. Use all available resources to approach customers.
2. At least establish a good customer relationship with a customer at the level of director or chief engineer. Top-down marketing is the best.
3. Pay attention to taking advantage of customers' business trips or meetings. Generally speaking, customers who are not in the office are relatively easy to approach.
4. Pay attention to whether the customer relationship of each department is smooth. The work here must be meticulous, and the customer object should even consider the personnel at the warehouse management level of the other party.
5, always pay attention to the dynamics of competitors, and strive to be one step ahead of your competitors in action, in order to weaken the competitiveness of your competitors.
(4), power system contract signing.
1. Before making an offer, you must communicate well and effectively with customers and inquire about the dynamics of competitors, but be careful not to disclose the real reserve price to anyone.
2. Understand the customer's previous purchase price and competitors' previous quotations. As long as the customer relationship is in place, these information can be collected. Then, according to the quotations of competitors in other regions, the price of competitors is estimated, and at the same time, the composition of competitors' sales staff and the personality of their specific pricing personnel should be considered to avoid big deviation.
3, we should pay attention to destroy the customer relationship of competitors, but we must pay attention to skills and methods, and don't try before we are sure, so as not to be counterproductive.
4. Before the quotation, communicate with the company about the specifications, models, quantities, delivery dates and required technical standards of the products supplied, so as not to be unable to supply and damage the customer relationship.
5. When signing a contract, you should pay attention to the review of the terms of the contract, understand the procedures and details of payment, and visit the departments involved in payment.
6. After signing the contract, pay a return visit and thank the customer.
⑤. Payment by power customers
1. Usually, the material department goes through the relevant formalities, and then goes to the financial settlement center to handle the bills and complete the payment. However, the process of repayment often begins under the influence of directors or other powerful figures. Therefore, good customer relations and smooth information channels are a powerful guarantee for timely payment.
2. Communicate with customers in time before payment, and determine the invoiced amount, so as to avoid that the invoiced amount is too large and the actual payment amount is small, which will bring difficulties to the company's liquidity.
3. When the customer pays back the money, there will often be a situation of "more porridge and less porridge". Smooth information can make you move faster than your opponent. A good customer relationship will make you pay more than your opponent.
4. In normal business dealings, we should pay attention to payment, including the communication and cultivation of customer relations in every link involved in the payment procedure.
5. When asking customers to pay back the money, we must pay attention to factors such as skill, environment, object, time, etc. to avoid damaging the customer relationship because of payment.
6. Payment shall be made by bank draft, and telegraphic transfer shall be avoided as far as possible. For example, when making a wire transfer, a copy of the other party's wire transfer voucher must be retrieved.
7. After the other party pays back the money, the relevant personnel should pay a return visit and express their gratitude.
⑥ Possible difficulties and countermeasures
1, know the situation, don't be confused by the superficial situation, and find out the root of the problem. You can get to know the actual situation by visiting relevant personnel in different departments many times.
2. To remedy the troubles caused by your poor work in time, in addition to increasing the number of visits and sincerely impressing customers, you can also use the interpersonal relationship within the power system to coordinate and solve them.
3. Attention should be paid to transferring contradictions in the difficulties arising from interpersonal struggles among customers, and the party with great power should never be used to suppress the party with little power. Because there is often a "one-vote veto" in power system procurement, that is, because of the resistance of one person, the whole sales work fails.
4. Pay attention to timely communication for the difficulties in internal coordination of the company. Put forward your own views and solutions.
You can use the resources of power suppliers such as companies, colleagues and customers to solve your own problems.