2 according to the material selection; Keywords solid wood, rattan, software, glass, metal, density board,
3 according to style; Japanese, European classical, European modern, (Nordic Denmark, Norway, German modern,) Chinese,
Ming and Qing dynasties, American style.
4 according to the anchor point; Children, adults, urban white-collar functions.
5 according to the times; Classical, neoclassical, modern, fashionable, (postmodern).
6 points according to the price; High-end 10- 1 10,000 yuan/set, middle-end 50,000 yuan, low-end 1 10,000 yuan/set of the following products.
The essence of price is to promise customers that quality, function and brand service are worth the money.
Four major furniture production bases
1 Guangdong, modern furniture; Such as Shenzhen, Dongguan and Shunde, mainly produce plate, glass, metal, modern European-style and Taiwan Province-style products.
2 Northeast, solid wood furniture; Shenyang, Heilongjiang, some cities produce (Fraxinus mandshurica) solid wood furniture.
The product style and technological quality of Sichuan panel furniture are slightly worse than that of Guangdong.
In addition, European white elephant wood furniture in Beijing and European furniture in Shanghai and Wenzhou also have a certain market.
cross band
It is made of poplar and birch glued with solid wood veneer on both sides of the medium board at high temperature and high pressure.
This kind of plate has good nail holding force, tensile strength, difficult deformation and easy processing.
manchurian ash
Characteristics of materials;
1 Good flexibility, straight fiber line, strong tensile strength and water resistance.
The conductivity to thermoelectric is low, and the phenomenon of wet expansion and dry contraction is not obvious.
Wood has natural color and beautiful patterns, and is easy to be colored and painted.
4. Wood can be recycled.
Wood is easy to join and process.
Trees can be planted artificially to keep the forest growing and expanding.
Shortcomings of wood and their overcoming methods
1 is the main disadvantage of wood, which can be alleviated by artificial drying.
And overcome it.
Wood is easy to burn, moth-eaten and decayed, and can be treated as flame retardant and antiseptic.
Wood has natural defects, such as knots, wormholes, bending, etc., and the diameter of wood also affects the utilization rate of wood to a certain extent, so we can pay attention to the rational use of the intentional bonding characteristics of wood during processing.
Get over it.
Wood is an anisotropic material. Even the wood of the same tree species has different physical and mechanical properties due to different parts, which limits its processing and use. Wood-based panels do not have such defects.
Trees mature slowly, and most of the forests in China are in remote provinces and mountainous areas, which brings certain difficulties to large-scale logging and transportation.
Wood drying process
1 wet material-pallet-natural drying-(moisture content reaches 25-35%)- manual drying in kiln-(moisture content reaches 8- 12%)- storage 15 days (stress relief) refers to secondary drying resurgence-workshop production.
② air drying; natural drying
Artificial drying refers to artificially controlling the temperature and humidity of drying medium and the speed of air flow in a specific building or metal container. It mainly uses convection heat transfer of gas medium to treat wood, heat wood to absorb water, and then discharge it outdoors.
Process related knowledge
1 What is the reason for the product cracking and deformation?
Due to incomplete drying and uneven moisture content, when the surrounding temperature and humidity change, the wood expands and contracts, and it is easy to crack and deform.
Remove wrinkles'
The water content difference of each plate is controlled at
Humidity balance means that in a certain temperature and humidity environment, the surface of glulam and each splicing place contain moisture.
Generally speaking, the weather is dry.
2 wood rays; On the cross section of wood, with naked eyes or a magnifying glass, you can see lines with broken lines, and their pith is radial and shines slightly in the direction of bark. Such a line is called a wood ray.
3 specifications; Parts processed according to specifications and planed on all sides are called specification materials. Before processing, the standard moisture content of natural drying of specification materials is 25-35% before entering artificial drying.
Formaldehyde release from furniture and environmental protection standards
①E 1 grade <1.5 mg/l.
②EO level < 0.5 mg/L.
(3) formaldehyde with EO level < 0-0.3 mg/L tends to zero.
What is the relationship between paint and coating?
Paint; A primer,
Paint; (Powder coating)-(Metal coating)-(Architectural coating)-(Furniture coating) and so on. The word paint has a long history. Early refers to tung oil and lacquer. With the entry of polymer-based compounds, many new kinds of coatings have been developed. "Paint" cannot be generalized as the only name for these new products. "Organic paint" (hereinafter referred to as "paint") and "paint"
Open-hole matt paint
Painted wood products show that the gloss of wood pipe hole film is less than 50 degrees Celsius.
Classification of wood furniture paints
① Classification by paint; Physical drying and chemical drying.
It is divided into NC nitrocellulose paint and water-based paint.
Chemically, it can be divided into "PU" and "PE" polyester paint and "NV" photocurable paint.
NC paint has the advantages of convenient construction, fast drying speed, long activation period and soft luster, and is suitable for semi-closed products.
Disadvantages; High cost, poor solid content, low solvent consumption, low water resistance and heat resistance, especially poor chemical resistance.
② Waterborne paint; Advantages: moderate drying performance, long activation period and durability, belonging to green paint.
Disadvantages At present, it is difficult to form a thick paint film due to technical problems, and the hardness ratio is "PU"
Inferior paint.
"PU" paint: Advantages: excellent construction performance, high solid content, good transparency, elasticity and hardness, strong permeability, good filling, easy polishing, smooth and delicate paint film and excellent durability.
It has good physical and chemical properties, good heat resistance and low cost, and is widely used in the market at present.
Disadvantages; Paint mixing is more complicated than nitrocellulose paint and NC paint, and it should be prepared in strict accordance with a fixed proportion, and the mixed solution must be used up within a certain period of time, otherwise it will cure itself and be useless, resulting in waste.
Advantages of "PE" coating; Fast drying speed, smooth, full and hard paint film, good filling and high transparency. Generally used as a first-class primer.
Disadvantages: poor elasticity, short activation period, difficult to repair the damaged fragile paint film, and difficult to store (easily damaged equipment), which is worse than PU paint adhesion.
Advantages of "UV" coating; High solid content, good hardness and transparency. Cure with ultraviolet light for a few seconds.
Disadvantages; It's hard to do it once. The paint film is not easy to repair and has a strong smell. High toxin content.
Wood moisture content% expansion% ratio
Comparison of dried 10% wood.
The moisture content of wood is 50%, and the radial shrinkage of oak wood is 3.68%.
Chord shrinkage is 6.34%, and volume shrinkage is 10.96%.
Company laboratory
Can detect and control harmful substances, such as formaldehyde, benzene, compounds based on TDI free radicals, quality monitoring and control of furniture accessories and paints (adhesion) (yellowing resistance) (scratch resistance).
(resistance to damp heat) (resistance to low temperature), etc.
Shopping guide skills
Purchase motivation; The reason why customers buy a certain commodity is called purchasing motivation.
Point of sale; In the process of sales, the characteristics that can most influence customers to buy goods are called points.
advisory organ
It is to guide the purchasing representative to help customers sincerely, regardless of whether customers can make a certain degree of choice about commodity knowledge. The shopping guide should stand in the customer's position and give customers the most practical help and suggestions according to their needs, so that customers can buy with confidence.
Communication type
Written, oral, physical,
Factors affecting communication.
Environment-a place for communication.
Atmosphere-whether the atmosphere is conducive to communication.
Content-whether the content of the exchange is of interest to both parties.
Communication mode-different types of objects determine different communication modes.
Personal state-mental outlook, clothing, personal hygiene, cultural quality.
Elements of participation in conversation
Smile-ready to listen-tone-eye contact. Body language coordination.
How to deal with complaints and complaints caused by customer mistakes?
Compassion-respect attitude-euphemistically clarify the facts
Briefly describe the types of customers entering the store.
Wandering type: there is no clear purchase intention.
Patrol type: intentional and planned.
Common sense of marketing guide
First of all, people must understand the true meaning of 4P.
4P, Product-Production Process-Technology-Materials
5S service evaluation
5S Smile-Flexible-Simple-Fast-Serious
After fully understanding the products, the personnel should have a good working attitude and enthusiasm.
Shopping guide is the representative of an enterprise, and its words and deeds represent a corporate image. Pay attention to image and quality when communicating with customers.
Five-way principle for answering telephone calls
Time-Things-Places-People-Answers
Never answer irrelevant questions when communicating with customers. Language should be concise and to the point.
Body language:
When communicating with customers, we should observe words and feelings and analyze customers' thoughts.
Customer's heart
1 is to spend less money on genuine products.
I'm afraid you can't buy good products with money.
In this way, you can make the characteristics of your product and the benefits it brings to customers, let the advantages of the product occupy their contradictions, stimulate customers' desire to buy, let customers compare their own advantages and disadvantages, and make the advantages of the product, good quality and excellent after-sales service, and your shopping guide service attitude is the best, which is very close to success.
Selling products is also selling yourself, and customers have a high probability of accepting products you trust.
When contacting new customers in the store, ordinary shopping guides can't have the same topic with them in the shortest time.
1 Look for * * * with each other's topic as the center,
Ask tentatively and find out the main points of your conversation.
As an excellent shopping guide, you should have strong learning ability and endurance, and be humble and tireless when asking questions.
As an excellent guide, you should know how many competitors there are in your sales market.
Hands. What are the advantages and disadvantages of your opponent? Which part is a threat to your product, feedback it to your company in time so that the company can operate in the future.
After getting to know the competitors, you also have the story of customers comparing their competitors' products.
When shopping guide, you can compare your own advantages with your opponent's disadvantages. His shortcomings are obvious. Don't exaggerate the shopping guide, seek truth from facts. You shouldn't attack your opponent directly, so your customers will be disgusted and disgusted.
Everyone has vanity, as long as people with ideas should seize the interests of the brand.
In the process of shopping guide, don't argue with customers, or hurt their self-esteem, or directly deny the other party's point of view, even if the other party is wrong, slowly guide them back. What kind of product is the best?
So the thought you summoned is easy for him to enter. Let him have the illusion of other products.
Deepen his desire to buy,
Many customers may pass by your store every day, but you will receive them carefully. Even if you are tired when passing by, you will really smile and have a glass of water and say it doesn't matter. Even if they don't buy your products, they will feel your sincere service and warm language, and they will get a lot of publicity in their own life circles.
Customer's personality is different, which has a lot to do with living habits. We should master the ways of communicating with them, such as the volume and speed of speaking. For example, if a customer speaks slowly, but you speak quickly, and you haven't heard the first sentence clearly, the customer feels tired of communicating with you and can't continue.
There are also some anxious customers. That's too bad. You speak too slowly.
Communicate at the speed of customer language. Be concise, and simple customers will understand it as soon as they listen.
In the process of sales, there will be many people coming or relatives and friends. Find the right decision makers, people with decision-making power, and pay more attention to what people around you say. At this time, you are the seasoning among them. Let the whole atmosphere be harmonious, so as to sell it.
Stories in the eyes of shopping guides
Eyes can talk. When communicating with customers, your eyes are sincere, happy, sympathetic and omnipotent. Facial expression is very important, so you should practice in front of the mirror more often until you are born with it and become an instinct.
The concept of sales
The so-called sales is the process of pricing, promotion and sales plan management of goods and services through exchange to meet the goals of individuals or groups.
To be exact, sales is a human activity to meet the demand through the process of exchange. Exchange can only be realized if both parties participate and each party has certain potential goods. If exchange sales produce utility, the utility is satisfactory.
There are four effects in selling products: form effect, location effect, time effect and ownership effect.
Importance of sales management
Exchange not only brings benefits to consumers, but also increases profits for enterprises, which is also the lifeline of any enterprise. Whether the sales method applied by enterprises is appropriate or not is directly related to whether enterprises can occupy more market share or obtain more profits.
Product promotion, including advertising, promotional activities, public relations and promotion.
Market pricing and positioning
Controllable element market portfolio
Product pricing and promotion
\ \ / /
※ target market
/ / | \ \ \
Politics and law of social technology competition between resources and population
Controllable factors can be controlled by our sales staff; In order to achieve enterprise goals, sales managers must carefully choose appropriate strategies for each combination and certain market conditions. If it is not done well, no one will care about the best product.
market positioning
/ / \ \
Income by sex and age group
Uncontrollable factor
Resources, population, social and economic competition, politics and law are all beyond the control of enterprises.
These are all things that enterprise management must develop and implement according to the environment.
There are also uncontrollable factors, that is, the actions of your competitors and some variables such as inflation.
This means that the information collection and analysis system of this enterprise must provide relevant uncontrollable factors in time, so that the management of the enterprise can adjust the combination of sales plans at any time, so that the sales groups can adapt to the target market.
Functions of the sales department
Stimulate demand: it is to guide buyers.
Serve the demand: packaging, packaging is a salesman who can't talk. Good packaging can communicate the relationship between customers and enterprises, and it can also create an illusion about buying behavior. Through packaging, customers will never forget anything, which can not only expand sales, but also reduce advertising costs.
marketing management
Enterprise sales management
___________|____________
| |
Stimulate demand, service demand.
_____|______________ ______|______________
| | | | | | | | | |
Advertising | Promotion | Pricing | Warehouse Management | Order Management Delivery
| | | | |
The distribution, storage and transportation of shopping guide products are planned.
Other sales activities
1 Manage financial sales research and sales forecast.
Responsibilities of sales management department
Service demand, limit and manage commodity inventory.
Preliminary market research and combination
The local population, the living habits and cultural atmosphere of loyal ethnic groups, and the main economic sources and resources of the city all have such enterprises, such as light industry and heavy industry.
What is the average annual income, food, clothing, housing and transportation, and medium consumption level? What are the areas with more real estate? What is the average selling price of real estate? After comparison, it is evaluated by large, medium and small cities.
Urban categories and urban mainstream form your product positioning and pricing.
Make market evaluation and forecast, and position personnel.
On the road of establishing brand across industries, managers of enterprises should attach importance to the image and brand advantage of products in the eyes of customers as a key step for enterprises to win. The quality of products should not be the foundation of the brand.
If we only pay attention to brand building and ignore quality, then brand advantage is like a fortress on a sand dune.
Trademark:
A trademark marked with the R symbol is a registered trademark, and no individual or enterprise has the right to use it. Violators will be punished by law.
Shopping guide, corporate customers
The shopping guide is a diplomat of the enterprise, acting as a mediator between the enterprise and the customer, and is a bridge between the two sides. When there are contradictions or disputes between customers and enterprises, we should try our best to mediate and eliminate barriers in order to maintain good relations between the two sides.
Brand trademark patent
Brand refers to the trademark operated by an enterprise. Names, characters, signs, symbols, patterns, designs or their combinations used by enterprises to highlight the goods they manufacture, process, construct and sell to confirm the products and services of their own enterprises or business units become trademarks once they are registered according to law.
When an enterprise establishes a brand, it can establish a relationship of * * * enjoyment, * * health and * * honor with its related product suppliers.
Shopping guide skills customer classification
Guidance Note: 1993 Promulgates & gt& lt& lt Anti-unfair Competition Law >>
& lt& lt； Need to know.
Purchase motivation: conformity psychology, gregarious psychology and conformity psychology refer to popular products.
Purchase process: reveal how customers buy products, what kind of products can impress customers, induce and convince customers, understand customers' minds, introduce different customers and make customers like you.
You said you liked me when I listened, and I said you liked me when you listened.
In many clients, the child doesn't listen to him, and neither does his wife, but when he is with you, he speaks very hard because what he says is not interrupted by you. You not only listen attentively, but also express your appreciation from time to time. As a result, you have a loyal customer before the cucumber is cold.
Establish the consciousness of searching at any time
Mastering the chain principle, tapping potential new customers through old customers has developed into a geometric trend, which is very successful.
Shopping guide starts from customers' preferences, such as what they like (brand, function, appearance, material, service, price), etc. To divide potential customers into loyal customers, general customers and special customers requires clear insight.
Potential customers are divided into early buyers and late buyers. As an excellent shopping guide, we must first learn to say no to customers euphemistically and refuse unreasonable demands from customers euphemistically.
Find the right decision-maker and the right decision-maker
Is to find out who really buys your products and the decision makers. Your customer may be a family or a business. In a family or enterprise, who is the decision-maker and who has the right to make a purchase decision? The situation may be complicated. You may waste a lot of time if you are not determined to meet people. As far as the family is concerned, let's talk about the husband and wife.
You can tell from the expression and tone. If the relationship between husband and wife is mutual in decision-making, then you have to add flavor or recommend it halfway.
Customer classification
1 talkative, (extroverted)
This kind of customers love to brag, often talk about topics unrelated to sales, and turn sales promotion into chat. Salespeople of such customers should be patient and not act rashly and interrupt customers at will (especially when talking about happiness, otherwise customers will be less lucky and will be unfavorable to sales promotion. When the customer deviates from the topic, the salesperson should look for favorable opportunities and naturally turn the topic to sales promotion.
2 silent type:
This kind of customers are more introverted, less talkative and less excited. They are used to listening to other people's opinions, so they are not easy to deal with. This kind of customers are taciturn because once they speak, they pester themselves to buy products, so that the other party can't understand their real intentions. Because of their personality, they don't like to talk, and they deliberately don't let the other party say that they are watching, acting according to circumstances and being wary of strangers. I bought it inexperience, afraid of being cheated. Therefore, for customers who don't like to talk, we must aim at their hobbies and concerns, let them speak first, and ask them questions to guide him to speak, so that if he speaks happily, the greater the hope of clinching a deal.
Impulsive type:
Such customers have poor self-control, easily lose their minds under the stimulation of external factors, and often regret it afterwards. When dealing with this kind of customers, we should pay attention to prevent customers from being emotional when answering questions, and let the shopping guide buy rationally, otherwise the order needs to be changed when the customers are calm, causing unnecessary trouble.
Robust type:
Such customers have strong self-control, calm and rigorous, independent thinking, and are not easily disturbed by external factors. When buying goods, they pay attention to the actual utility of the goods, listen carefully and analyze every word of the shopping guide. When they are not clear, he will ask in time and will not rashly decide to buy. For this kind of customers, pay more attention to the authenticity of what you say. Make full use of the evidence and don't gild the lily.
Resentment:
This kind of customers are extremely dissatisfied with the shopping guide because they have been cheated by the shopping guide or have some deviations after sale. Shopping guides should have a good attitude and enthusiasm towards such customers, and don't complain or even attack them maliciously. Don't answer blows with blows. Only by finding out the truth of customer complaints can we successfully approach customers to promote products.
Friendly type:
This kind of customers are very friendly and kind to the shopping guide, so be careful not to get carried away because of their enthusiasm and friendliness, thus ignoring the etiquette of sales promotion, and don't be confused by the enthusiasm of customers, thinking that customers who are interested in goods will definitely buy at once, instead of urging customers to make a purchase decision, which will often lead to missed opportunities and waste of time.
Question type:
Most suspicious customers are such people. They are always skeptical of the words of the shopping guide. Or with a grain of salt, afraid of being cheated. In order to gain the trust of this kind of customers, the shopping guide must produce convincing evidence, such as firm technical data from expert authorities, quality inspection certificates, quality product certificates, etc. , or face-to-face demonstration to dispel customers' doubts.
Smoothing type:
This kind of customers are old hands in shopping malls, sleek, sophisticated and resourceful. In the negotiation, they often use some skills to lure the shopping guide into their own set, and then bargain hard or get unusually favorable purchase conditions. In the face of such customers, we should be careful and play dumb, so as to find out the truth of each other and then win by surprise.
Try to be brave:
This kind of passerby has three characteristics.
It is difficult for me to listen to other people's suggestions and discouragements.
Second, I like to argue with others and impose my will on others.
Third, talk about yourself and brag about everything. They often think salesmen can't be trusted. Or they think there is something wrong with the products they sell. Therefore, salespeople should pay attention to their emotions when communicating with such customers. If there are differences in the discussion, they should not impose an argument. They should guide passers-by to your direction by rhetorical questions or indirect persuasion. At the same time, we should produce objective factual evidence to convince them. If some problems are irrelevant, you can give appropriate appreciation or affirmation to your customers' views to satisfy your competitiveness.
Picky:
Some customers are often choosy when buying things, not to say that there are any problems, but even if a good product is selected by them, there will be many problems. For example, some poor quality shopping guides often get impatient and quarrel with them. When selling this kind of customers, the shopping guide should take pains to explain their problems and doubts, emphasizing that the advantages of the products far outweigh the disadvantages. Defects are hidden, making customers feel that there is no better and more suitable product to meet their needs than you.
Conceited type:
This customer's attitude towards people is extremely arrogant. Especially people who are not as good as themselves are ignored, so it is not easy to get close to the shopping guide. They can't be condescending, but should be supercilious. In the shopping guide, they can give appropriate praise and flattery to gain a good impression and make the shopping guide go smoothly.
Tragic:
This kind of customers often compete with the shopping guide for petty profits and always want to take advantage. When shopping with such customers, they should not be too generous. , emphasizing the high quality of products. The so-called value for money, at the same time, points out that the income brought by the product far exceeds his input in the product, avoids entanglement in the transaction, and can also give a little extra income in the transaction stage to satisfy the psychology of coveting small profits.
Hesitant type:
This kind of customers are indecisive when buying products, and it is difficult to repeatedly choose the function, price, style and color of the products. Their appearance shows a strong desire to buy, but their hearts are hesitant and hesitant. For such customers, the shopping guide should show firm confidence and give customers a strong attraction. Secondly, we should lay a solid foundation of facts, and demonstrate products to encourage customers to operate themselves and enhance their confidence in buying. Finally, let customers make reasonable judgments, let customers understand that their judgments are correct, and get rid of hesitation.
Decisive:
This kind of customers are generally cheerful and generous, strong-willed and independent, and will not drag their feet at all, insisting on what their confidants have determined. However, sometimes people are impatient and reckless. When communicating with this kind of customers, we should briefly introduce the products, highlight the key points, and remember long speeches to avoid customers' resentment. It is also emphasized that friendship with customers is more important than sales promotion, so the effect is better.
Psychological characteristics and classification of customers' purchase
① Consumers with consumption stereotype psychology refer to people whose past life traditions, cultural accomplishments and consumption habits have formed a relatively stable consumption orientation.
For example, some people only drink tea and don't drink any other fruit juice, drinks and coffee. And only drink oolong tea when drinking tea, and oolong tea only drinks products from Anxi, Fujian. Obviously, this person has a strong consumption mentality when drinking tea. If the enterprise can find ways to make some consumers form a consumption pattern of their own products, then the enterprise will succeed.
Reputation type:
The consumption patterns of these customers are caused by some well-known brands. This kind of customers only believe in famous brands and think that the products of famous brands are all good, so they advocate the A brand products of A factory and believe in the products of B factory. In addition, they especially trust stores or shopping guides that seem to have to go to every time they buy products.
I can't. People with this consumption pattern have relatively stable consumption psychology, so it is very difficult to shake this buying pattern with a new product, even if it is not worse than famous brands in all aspects.