The job content and goal of automobile sales require the job content of automobile sales personnel.
1, responsible for vehicle sales service and in-store customer consultation service;
2. Responsible for sorting out sales materials and customer files of various models;
3. Be responsible for developing the sales market of products and achieving various sales targets;
4, responsible for mining customer demand, realize product sales;
5. Be responsible for pre-sales business follow-up and after-sales customer maintenance.
Job responsibilities of automobile sales staff
(1) After-sales service is completed by the business department.
(2) The content of after-sales service.
1. Organize customer data and establish customer files.
When a customer sends a car to the factory for maintenance or comes to the company for consultation or negotiation on automobile beauty matters, the business department shall sort out and tabulate the relevant information of the customer, establish a file and put it in the file bag within two days. Customer information includes: customer's name, address, telephone number, date of maintenance or visit, vehicle type, vehicle number, vehicle type, maintenance items, maintenance cycle, next maintenance cycle, services that customers want, and maintenance records in our company (see "Basic Information Table of Customer Files" for details).
2, according to the customer files, research customer needs.
According to the customer files, the business personnel study the customer's demand for automobile maintenance and related services, and find out the contents of the "next step" service, such as informing customers of scheduled maintenance, participating in the company's social activities, informing customers of the company's preferential activities, entering the factory on time for maintenance or free testing, and so on.
3. Contact customers by phone or letter, and provide follow-up services.
Business personnel contact by telephone so that customers can get the following services:
(1) Ask customers about their car use and their opinions on our service;
(2) Ask customers whether they have new service requirements for our company in the near future;
(3) Inform relevant automotive application knowledge and precautions;
(4) Introduce the services provided by our company to customers recently, especially the new service contents;
(5) Introduce all kinds of preferential networking activities recently arranged by our company for our customers, such as free testing week, preferential service month, new knowledge party on automobile application, etc. , indicating the content, date and address;
(6) Consulting services
Extended reading:
Summary of automobile sales. Strengthen the face of market competition.
Do not rely on price wars, differentiate user groups and implement differentiated marketing. According to the business indicators issued by the company's headquarters this year, combined with the spirit of the instructions of the general manager at the xx business meeting, the company will focus on differentiated marketing and improving the quality of marketing services throughout the year. Facing the increasingly fierce price competition in the market, we have not blindly entered the misunderstanding of "price war". "Price is a double-edged sword", moderate price promotion is helpful to sales, but unlimited price war is tantamount to suicide. What kind of strategy should be adopted in the off-season of automobile sales? We explored a set of countermeasures:
Countermeasure 1: Strengthen the target management of the sales team.
1, standardization of service process 2, tabulation of daily work 3, regular inspection work 4, subdivision of sales target 5, regular morning meeting and training 6, inclusion of service indicators in assessment;
Countermeasure 2: subdivide the market and establish a detailed market analysis of differentiated marketing. We have further subdivided the previous key markets, and formulated different sales strategies for different market segments to form differentiated marketing; According to the sales situation in xx years, the group users, government procurement market and scattered users of tank cars, chemical trucks, sprinklers and bulk cement trucks were determined. We have adopted corresponding marketing strategies for these markets. For the relevant special purpose vehicle market, we have increased investment, formed a large number of user groups, and sales companies have also taken the initiative to come to the door, communicate and feedback regularly, and closely follow the market trends. Established a good brand image in the market, and promoted the sales of our company's special purpose vehicles.
Countermeasure 3: Pay attention to information collection and make scientific prediction.
Today's market opportunities are fleeting, and cruel and fierce competition is ever-present. Scientific market forecast has become the guidance and basis for formulating phased sales targets. The off-season is coming, and every sales message is like a treasure. To some extent, demand information is synonymous with sales. Combined with this feature, we have established a system that everyone collects, communicates in time, and is responsible by special personnel. Through the data and information fed back by the sales staff at the sales morning meeting before going to work every day, make a comparative analysis report of the previous sales in the same period, determine the refinement of the next sales task and the formulation of specific sales methods, and respond immediately if necessary. At the same time, keep close communication with the production department and other relevant departments to ensure high quality, high efficiency and timely production. Increase the planning of work and avoid the blindness of work; While paying attention to the absolute quantity of sales, we strengthen our market share. We regard the market share of the company's products as the main assessment target of the sales department and successfully complete the annual sales target issued by the headquarters.
After-sales service is the window and the backing and guarantee of our vehicle sales. To this end, we put forward higher requirements for the after-sales service department, widely carry out service awareness publicity activities among all after-sales personnel, and conduct self-inspection and mutual inspection between teams and groups; Established a workshop site inspection system attended by department managers every Friday.
Second, track the opponent's dynamics and strengthen your competitive strength.
Internal management, please come in and go out. Standing still and building a car behind closed doors has long been unable to adapt to the current fierce competition in the special purpose vehicle market. Put forward brand-new plans and suggestions for the management of the branch by entrusting relevant professional companies; Use spare time to organize the comprehensive department and related business departments to study.
Third, pay attention to team building.
The company is a whole, and only by giving full play to the enthusiasm of each member can the company develop well. Since the beginning of the year, we have established and improved a series of regular meetings, such as weekly manager meeting and monthly business analysis meeting. At the regular meeting, the problems in marketing management were widely discussed, which not only unified the understanding, but also clarified the objectives. While strengthening its own management, it also made a good sales plan with the help of external professional training, which improved the cohesion and professional quality of the team. By hiring professional enterprise management talents, the team spirit of employees has been cultivated, and the service consciousness and concept of all employees have been further strengthened.
Xx is an extraordinary year. Through the joint efforts of all the staff, the company has achieved a comprehensive victory in all its work and all its business indicators have reached a record high. While rejoicing in the achievements, we are also soberly aware of many shortcomings in marketing and after-sales service, especially in the concept of innovation in market development and quality service, which still has great potential to be tapped. At the same time, we should improve our ability to respond quickly to market changes. Therefore, in the face of xx year, the company's leading group will give full play to the spirit of teamwork, and Qi Xin will work together to closely integrate brand marketing, service marketing and cultural marketing around the theme of "service management" to ensure the smooth completion of the company's work in xx year.
The work plan for automobile sales is xx years. Under the leadership of the general manager, in sales work, I insist on: focusing on maintaining the existing market, seizing opportunities, developing potential customers, paying attention to sales details, strengthening services, gradually increasing market share, and actively striving for the successful completion of sales tasks.
First, the sales target
By February 65438+3 1 day of xx, the sales department had achieved the sales task of 30 million yuan and the sales target of 50 million yuan in Jiangsu (see xx sales schedule for details); .
Second, planning.
1, drafting the annual sales master work plan at the beginning of the year;
2. Make an annual sales summary at the end of the year;
3. At the beginning of the year, the "Monthly Sales Schedule" and "Customer Visit Schedule" were made;
4. Make monthly sales statistics and monthly customer visit statistics;
Third, customer classification.
According to the annual sales volume of xx, the existing customers are divided into vip customers, first-class customers, second-class customers and other four categories, and the customers are comprehensively analyzed.
Fourth, implement various measures.
1, technical exchange:
(1) this year, the technical department will hold a technical seminar on after-sales service for vip customers;
(2) Participate in two related trade exhibitions, including a large-scale networking forum;
2. Customer return visit:
To consolidate and expand the market, we must strengthen communication with customers and coordinate the direct relationship with customers and users. Customer return visits must be carried out as scheduled according to the customer visit schedule.
3, network search:
Give full play to the advantages of the company's website and network resources, and timely grasp and analyze sales information through information retrieval.
4. After-sales coordination:
At present, our company still focuses on trade and implements the concept of "selling products is not as good as selling services". The next step is to strengthen the sense of responsibility and continue to strengthen and optimize sales services. In xx years, under the leadership of the general manager, in sales work, I insisted on: focusing on maintaining the existing market, seizing opportunities, developing potential customers, paying attention to sales details, strengthening services, gradually increasing market share, and actively striving for the successful completion of sales tasks.
In a blink of an eye, I have been in the 4S shop for half a year. In the past six months, I have changed from a car rookie who doesn't even know what at and MT are to a salesman who knows the performance of cars. Everything starts from scratch. While learning professional knowledge, open up the market. When I encounter difficulties and problems in sales and specialty, I will consult my experienced colleagues in time to find a solution. Here, thank you very much for your help! I am also very grateful to the leaders for giving me a platform to show myself. In the past six months, I not only learned the basic knowledge of cars, but also got a deeper understanding of my own brand, which made me deeply fall in love with my job and the cars I sold. In my opinion, only by loving my post can I do my job well.
In just half a year, I understand that it is not enough to rely on your own love to do car sales. We should learn how to negotiate with customers and analyze their situation. These are things that I have never experienced as a new salesman, and our old salesmen often take me as a newcomer and learn negotiation experience in the negotiation process. I am very grateful to my colleagues for this. So, up to now, I have difficult customers to talk about, and I will learn the negotiation skills of old salesmen to negotiate.
Nowadays, the competition in the xx automobile sales market is becoming increasingly fierce. All salespeople are faced with the coexistence of stability and tempering, hope and opportunity, success and failure. Therefore, a positive attitude is very important.
I should start every day from the first sight in the morning. Every morning, I will wake up from the cheerful and radical alarm, and then greet the day's work with a full of energy and happiness. If I have less experience than others, then I am more honest than others; If I don't have as many lists as others, then I am better than others. These have always been my working attitude. I believe that only in this way can we finish the work better.
Existing shortcomings:
The understanding of the market is not deep enough, the mastery of professional knowledge is not sufficient, and there is also a lack of experience in communicating with customers.
In the sales work, some people are eager to clinch a deal, which not only affects the development of their sales business, but also hits their self-confidence. I think I will abandon these bad practices in my future work, actively learn and consult the business knowledge of old salesmen and improve my sales skills as soon as possible.