白酒业务销售话术.ppt.convertor（白酒业务销售话术. ppt.convertor）

白酒业务销售话术PPTCONVERTOR（白酒业务销售话术PPTCONVERTOR）STANDARDBUSINESSSALESSPEECHTRAININGSTANDARDSELLINGSPEECHCATEGORY1COMPANYINTRODUCTIONTHESECONDCATEGORYPRODUCTDESCRIPTIONTHETHIRDCATEGORYTHEPERSUASIONOFREFUSALFOURTHCATEGORYPRICEFIFTHCATEGORYCOLLECTIONSIXTHCATEGORYCUSTOMERCOMPLAINTSSEVENTHCATEGORYCOMPANYPOLICYALLTHEQUESTIONSTWOEXAMPLESOFSTANDARDSELLINGWORDSCATEGORY1COMPANYINTRODUCTION“HOWBIGISYOURCOMPANY“WHATKINDOFPRODUCTSDOYOUHAVE“QTHECOMPANYISSHIJIAZHUANGSLARGESTLIQUORCARRIER,AWIDERANGEOFPRODUCTS,ISDIVIDEDINTOSIXMAJORSERIESHENGSHUILAOBAIGANWINESERIESYONGFENGBEIJINGERGUOTOUSERIESCHESSWORLDSERIESOLDNORTHEASTSERIESDAOGUANGSERIESAWOULDYOUPLEASEBRIEFMEONYOURCOMPANY“QTHECOMPANYISSHIJIAZHUANGSLARGESTLIQUORBRANDOPERATORSINTHESAMEINDUSTRY,NOTONLYTHELARGESTSCALE,THEINTERESTRATEISALSOTHEFIRSTAWOULDYOUPLEASEGIVEUSSOMEINFORMATIONABOUTTHEOPERATIONOFYOURCOMPANYINSHIJIAZHUANG“QTHECOMPANYISHENGSHUILAOBAIGANWINEBELONGSTOTHEHEBEILOCALBRAND,THECOMPANYINSHIJIAZHUANGHAS10YEARSOFHISTORYTHECOMPANYINTHEFIVESERIESOFPRODUCTSINSHIJIAZHUANGMAINLYENGAGEDINTHEMOSTCHARACTERISTIC1YEARSOFHENGSHUILAOBAIGANWINESERIES2YONGFENGBEIJINGERGUOTOUSERIES3CHESSWORLDSERIES4OLDNORTHEASTSERIES5LIGHTSERIESASARESULTOFGOODREPUTATION,ANDAFTERCOOPERATIONWITHCUSTOMERSWILLBECOMEAFIXEDCUSTOMERSOTHEBRANDOPERATIONWITHOURCOMPANYISNOTVERYHARDA“SAIDTHEERGUOTOUCATALOGUEISAUTHENTICBEIJINGPRODUCTION,ERGUOTOUNAMEISWHATMEANING,HOWCOME“QEACHAPOTOFWINE,THEWINEBEGANTOFLOWOUTCALLED“POTHEAD“,THECONCENTRATIONOFTHISWINEISRELATIVELYHIGH,CANREACHABOVE75DEGREES,THENTHECONCENTRATIONDECREASESCONTINUOUSLYANDTHENCANDRINKWINE,ONLY10DEGREES,CALLED“WINEISASUB“THERAWMATERIALSCANBEFERMENTEDLIQUOROFFIVETOSIXTIMESANDONTHEPOTINADDITIONTORAWMATERIALS,THEREAREWHEAT,SORGHUM,CORNANDSOON,ASWELLASAUXILIARYMATERIALS,SUCHASCORNSTALKS,CORNKERNELS,WHEATBRANANDRICEBRAN,ANDSOONACCORDINGTOACERTAINPROPORTIONAFTERPULVERIZATIONWATER,STEAMED,ADDYEAST,STIRINTOTHEPITFERMENTATION,GENERALLY5DAYS,THISISTHEFIRSTWINECELLAR,PANADRINK,PUTINTHESTEAMERMATERIALREMOVEDAFTERTHEMATERIALCOOLING,WINNOWING,LOOSEOPEN,THENADDASMALLAMOUNTOFNEWMATERIALANDYEAST,STIRRINGAFTERREENTRYCELLARFERMENTS,THISCOMPLETESASHIFTWORKTOTAKELIQUORFOR5DAYS,FORTHESECOND,THENSTARTEDTOFLOWOUTOFTHEWINEISTHEREAL“ERGUOTOU“ASTHENAMESUGGESTS,“ERGUOTOU“ISTHERAWMATERIALAFTERTHESECONDFIRINGOFTHE“FIRSTPOTOFWINE,THISWINEISTHEMOSTPURE,NOSMELL,ALTHOUGHTHEHIGHCONCENTRATIONISNOTSTRONG,REALLYMELLOWMIANXIANGIFYOUONLYTAKE60DEGREESOFWINE,ANDPUTITONTHEUNDERGROUNDSEALINGSTATUS,AFTERLONGTIMEAGING,THATWINEISBETTERTODRINK,ISTHEFAMOUS“WINECELLAR“ASECONDCLASSPRODUCTDESCRIPTION“HOWABOUTYOURVINTAGEWINE“QPRETTYGOOD。A“YOURCOMPANYHENGSHUILAOBAIGANVINTAGEISPUREGRAINBREWEDQISA“YOURCOMPANYSERGUOTOUOPERATIONWILLNOTBETOOMUCHTROUBLE“QCANT。BECAUSEWEARENAKEDPRICEOPERATION,THEREWILLBENOREBATESANDOTHERPROBLEMS,VERYSIMPLEA“WHEREDOYOUSELLYOURVINTAGEWINEINSHIJIAZHUANG“Q“XGAOCHENG,PINGSHAN,LINGSHOUANDSOON“SELLBESTTHEREARESEVERALCOUNTIESDOWELL,BUTIAMNOTRESPONSIBLEFOR,NOTMUCHUNDERSTANDINGATHIRDREFUSALTOPERSUADE“THECHESSGAMEINYOURCOMPANYISTOOOBSCUREIMAFRAIDTHEMARKETISNOTGOOD“QIUNDERSTANDYOURPOINTOFVIEWWEHAVEALOTOFCUSTOMERSWHOHAVETHISVIEWBEFOREASTHECOMPANYSCHESSBUSINESSINTHEWORLD,THEPRICEISRELATIVELYCHEAP,BUTALSONAKEDPRICEOPERATION,YOURPROFITISVERYIMPRESSIVEYOUSTILLHAVELOTSOFOPPORTUNITIESTODOTOWNMARKETORGROUPBUYINGWHATSMORE,THISPRODUCTISOUREXCLUSIVEREGIONALDISTRIBUTION,ANDYOURINTERESTSWILLBEGUARANTEEDAWEHAVENTSOLDHIGHPRICEDLIQUOR,ANDMAYNOTSELLWELL“SAID1USINGTHE“EXAMPLEEXAMPLEOFAMARKETSELL“ACLIENTTHERECENTDISTRIBUTIONOFOURHIGHPRICEDLIQUORPRODUCTS,ABOXOFTHEPURCHASEPRICEHOWMANYYUAN,HESOLDMANYYUAN,HOWMUCHISTHETOTALAMOUNT,ATOTALOFHOWMUCHMONEY,THEPROFITISVERYHIGH2,THESTANDARDOFLIVINGHASBEENRAISEDANDCONSUMERSWANTTOBUYHIGHENDPRODUCTS3,NOWRICHPEOPLEDONOTWANTTOBUYLOWGRADEGOODSA4,LIQUORISTHEFACADEOFTHEGUESTS,WITH“CONSPICUOUS“CONSUMERPSYCHOLOGY,SOMANYCONSUMERSAREMOREWILLINGTOBUYHIGHPRICEDLIQUORPRODUCTSIN5THECOMPANYOF“RETAIL“ISWELLCONTROLLED,NODISTRIBUTIONTOTOOMANYRETAILOUTLETS,SPECIALLYSELECTEDTOMEETYOU6HIGHPRICEDLIQUORHASLITTLEFLAW,THECUSTOMERHADTHEFIRSTTIMEPERHAPSFEELINGALITTLEEXPENSIVE,BUTAFTERDRINKING,WILLHAVEANIMPRESSIONOFAPRODUCT,ITCANCERTAINLYDRINKLIVE7,ACCORDINGTOMYEXPERIENCEINTHEINDUSTRYLOWPRICEDLIQUORMAYBEUNSALABLE,HIGHPRICEDLIQUORDOWELL,STILLSELLALOT“IVEALREADYSOLDSEVERALBRANDSATTHEMOMENT“SAIDTHECOMPANYSNEWOLDNORTHEASTNEWPRODUCTS,UNLIKEOTHERBRANDSOFTRADITIONALOPERATIONSBRANDDESIGNISTHEMOSTBEAUTIFULOFALLBRANDSATPRESENTTHESAMPLECANBEPUTONTHEMARKETTOATTRACTCONSUMERS,ANDITWILLBRINGYOUALOTOFPROFITSJUSTLIKEAREGIONALTOBACCOSHOPINMYAREA,YOUSHOULDKNOWTHATTHEYARECOOPERATINGWITHUSTHESALESINTHEOLDNORTHEASTAREVERYGOOD,ANDTHEYARESATISFIEDWITHBOTHQUALITYANDPROFITIMLOOKINGFORSPACEPLACESTOPUTSAMPLESOFTHEOLDNORTHEASTA“CONSUMERSCANBUYSMALLBOARDCITY,NAMEDELEGANTPURPLEPLUGPEARLIDONTHAVETOBOTHER,TOSELLYOURCOMPANYSVINTAGEISNOTAWELLKNOWNBRANDITISESPECIALLYHARDTOSELL“SAIDTHEINDUSTRYHASMORETHAN1WELLKNOWNBRANDSHAVETHEPHENOMENONOFPRICECOLLAPSE,LEADINGTOCONFUSIONINTHEMARKET,TOBACCOSHOPSPROFITISLOW,EVENIFYOUSELLTOCONSUMERSTOPARITY,ORWORRYABOUTANYOTHEREXPENSIVE,ALWAYSONTENTERHOOKS,CONSUMERSARECONSIDERED“BLACK“,WILLNOLONGERPATRONIZEA2,THECOMPANYSPRODUCTMARKETSTABILITY,PRICESARENOTCHAOTIC,TOENSUREYOURPROFITS3OFCONSUMERSFORSMALL,ELEGANT,PEARLCITYARELACKOFKNOWLEDGEPURPLEPLUG,FAKE,SOACCEPTYOURRECOMMENDATION,ASLONGASYOUSAYTHEYEARGOODWINE,CONSUMERSWILLBUYVINTAGE“IHAVETWOOFTHEHENGSHUILAOBAIGAN“SAIDSUGGESTYOUONMORETHANAFEW,CONVENIENTFORCONSUMERSTOCHOOSEBECAUSETHESAYINGGOES,“GOOD,NOTAFRAIDOFMAKINGMONEY,AFRAIDOFINCOMPLETEGOODS,“THETOTALLESS,CONSUMERSCOMETOSEEYOUDONOTHAVE,MAYTURNAROUNDWILLGOELSEWHERETOBUY,THENYOUARENOTLOSTAGREATDEALAFOURTHCATEGORYPRICE“ISTHEPROFITOFSELLINGYOURPRODUCTSGOOD“QYEARWINE,SIXYEARS,TENYEARS,APROFITOFMORETHAN100YUANDOYOULIKEERGUOTOUSTARORSELLNIULANSHANJUSTAFEWYUANAPROFITSOTHEREISTOOLITTLEPROFITFORSELLINGFAMOUSBRANDSTHESALEOFTHECOMPANYSYONGFENGBRANDERGUOTOUONECANHAVE10TO20YUANOFPROFITSA“YOURCOMPANYSERGUOTOUGIFTPRICEISTOOHIGH,WILLNOTSELL“QYONGFENGBRANDERGUOTOUGIFTISTHEGENERALPRICEONLY,CANSHOWTHEGIVERSGENEROUSANDTRENDYSOMANYSHOPSSELLYONGFENGERGUOTOUGIFTCARDS,THEEFFECTISVERYGOODA“YOURCOMPANYSYONGFENGBRANDERGUOTOUTHANOTHERBRANDSTOOMUCH,MYPROFITISTOOSMALL“SAID1OFCONSUMERSERGUOTOUPRODUCTKNOWLEDGEISINSUFFICIENT,THUSWILLACCEPTYOURRECOMMENDATION,ASLONGASYOUSAYYONGFENGBRAND,CONSUMERSWILLACCEPT2YONGFENGBRANDISFROMBEIJINGOLDSTATEOWNEDENTERPRISES,THENATIONALCRACKDOWNFUYOUTOSUPPORTKEYENTERPRISESIN3THECOMPANYWITHTHEHIGHESTPRICEOFRAWMATERIALS,ATONOFEXPENSIVETHANOTHERBRANDSOFHUNDREDSOFDOLLARS,THECOSTISCERTAINLYBETTERTHANPUREWINE,WINERYPRODUCTIONSMALLLOCALBRANDNAMEPRODUCTSHIGHAH,BUTTHEPROFITISNOTLOWA4,THECOMPANYNEVERRELAXQUALITYSUPERVISION,INSISTONUSINGHIGHQUALITYPRODUCTSTOWINRECOGNITIONOFTHEVASTNUMBEROFCONSUMERSINTHEMARKET5THERETAILPRICEOFALCOHOLANDTOBACCOSHOPSINTHISAREAIS,SOYOUMUSTSELLYUAN,SOYOUMUSTSELLYUAN,YOUDONTHAVETOCUTTHEPRICE,THENYOUHAVETHERIGHTPROFIT“YOURCOMPANYSBRANDOFYONGFENGERGUOTOUVIAL100LISTOOEXPENSIVESAID1,YONGFENG100LINSIDETHEMATERIALFILLEDWITH“BETTER“MATERIAL,BECAUSETHEMATERIALMOREEXPENSIVE,COMPLEXPRODUCTIONPROCESS,INCREASEDCOSTS,SOTHEPRICEMUSTBESLIGHTLYHIGHERAFIFTHCATEGORIESCOLLECTION“THEBUSINESSISDIFFICULTANDTHEFUNDSARETIGHTWAITUNTILNEXTMONTH“Q1,THELOANCONFISCATEDBACK,THECOMPANYWILLBUCKLEMYWAGES2,THECOMPANYWILLPROVIDEBETTERSERVICEFORTHEPUNCTUALPAYMENTSHOPPRIORITYDELIVERY,MOREPROMOTIONALGOODSANDSOON3,THECOMPANYHASNOWSTRICTLYIMPLEMENTED“THEFORMERACCOUNTISNOTCLEAR,NOLONGERSHIPPED“POLICYSO,PLEASEBESURETOPAYONTIME,INORDERTOAVOIDTHECOMPANYSELLINGPRODUCTSINYOURSTOREISOUTOFSTOCK,ANDMAKEYOURSTOREANDWEBOTHSUFFERLOSSESA“ALLTHEMONEYFORTHESETTLEMENTHASBEENUSEDUP“SAIDYOURSHOPEVERYDAYTODOBUSINESS,IHAVECOMEEVERYDAYTOCOLLECTAPAYMENTA“YOUCAMEUNFORTUNATELY,BUTTHEOTHERONEJUSTGOTTHEONLYCASHLEFTBYANOTHERSUPPLIER“SAIDFROMNOWON,ILLSPENDYOURBIGGESTMONTHLYPUBLICSPENDINGEVERYMONTH“,YOUCANCOLLECTTHEMONEYFORSECONDDAYSAFTERTHECUSTOMERHASPAIDTHEMONEYA“CHESSWORLD,YOUSELLTOOTHERSTORES,INTHEENDISHOWMUCHMONEY“WHYDIDIASKFOR10,ANDTHECONSUMERTURNEDAWAY“SAID1THEPRICEIGIVETOOTHERSTORESISTHESAMEASYOURS2,NOWCONSUMERSHAVE“GOODSTHANTHREE,DONOTSUFFER“CONCEPT,HEISINANOTHERHOUSEALCOHOLSHOPASKEDTHEPRICEBEFOREYOUCOMEHEREWITHYOURPRICE3,THEBOSS,PLEASEWHENYOUCOMETOTHECONSUMER,DONOTIMMEDIATELYQUOTE,FIRSTUNDERSTANDITSGENERALSITUATIONANDTHENQUOTEASIXTHTYPESCUSTOMERCOMPLAINTS“YOURDELIVERYISTOOSLOW“SAIDTHETRAFFICHEREISTOOHEAVYANDITWILLTAKEALOTOFTIMEINADDITION,PLEASEDOYOURBESTTOORDERINADVANCE,DONOTWAITUNTILONLYALITTLEOROUTOFSTOCKBEFOREORDERINGA“YOURCOMPANYDELIVERSGOODSTOOSLOWLY“SAIDBASICALLY,ORDERTOTHESTORE1DAYSLATERPLEASEKEEPYOURSAFESTOCKANDRESERVETHEGOODSFOR2DAYSWHENORDERINGA“YOURCOMPANYSVINTAGEISALWAYSEMPTYOREMPTY“SAID1,THEDROPCOVERISTHECAUSEOFTHECOLLISIONINTRANSIT,2EMPTYBOTTLESCAUSEDISASSEMBLYOFBOTTLESANDWINESPILLINGDURINGHANDLING,PUTITINTHEWAREHOUSEFORAWHILEANDTHENGETRIDOFIT3,INCASEOFTHISSITUATION,DONOTWORRY,ANDKEEPTHEBROKENBOTTLESPACKAGEWELL,THECOMPANYCANBERESPONSIBLEFORYOURCHANGEASLONGASTHEBOTTLELIDISNOTUNSCREWEDA“YONGFENGCARDISNOTERGUOTOUTHREEAGIFTWHYDONTIHAVETHISPOLICYSAIDTHISPRODUCTOURCOMPANYISNAKEDPRICEINVESTMENT,YOUSAIDTHATPOLICYIS,BUTITISOURGUIDINGPOLICY,GIFTSAREDEALERSOUTOFTHEIROWNAHTHEDEALERSINVESTMENTPOLICYISTHESAMEASEVENTHCATEGORIESCORPORATEPOLICYWOULDYOUPLEASEEXPLAINTHEPROMISEOFAFTERSALESERVICEINYOURCOMPANY“SAIDTHECOMPANYORPRODUCTCAUSESPOORSALES,GUARANTEERETURNSANDREPLACEMENTA“WHATKINDOFCOORDINATIONCANYOURCOMPANYPROVIDEUS“Q1SPECIALVEHICLESDISTRIBUTION2COMPLIMENTARYCOLORPRODUCTBROCHURESANDPOP3BUSINESSANDPROMOTIONPERSONNELA“WHYHAVENTYOUGOTANYGIFTSFOR15YEARSAND20YEARSINYOURCOMPANY“Q1,PEOPLEWHOCONSUMETHISPRODUCTARERICHPEOPLETHEYDONTPAYTOOMUCHATTENTIONTOTHEPRIZES,BUTPAYATTENTIONTOTHEQUALITYOFTHEPRODUCTS2PRIZECARDSANDGIFTSAREPUTINOURCOMPANY,THESETWOPRODUCTSARESEALEDPACKAGING,OPENTHERELEASEWILLAFFECTPRODUCTSALESATHREE,COMBINEDSALESMANSHIPFIRSTFINDOUTWHATOURCOMPANYSPRODUCTSAREUNIQUE,ANDWHATOTHERCOMPANIESDONTHAVETHENSTUDYTHEBENEFITSOFBITPERFORMANCETOCUSTOMERSCUSTOMERSBUYTHINGSFORTHESAKEOFPROFIT,SOTHEYMUSTCHANGETHEPRODUCTCHARACTERISTICSINTOBENEFITSTHISWILLMOVETHECUSTOMERSHEARTANDMAKETHECUSTOMERTAKEACTIONTYPESOFBENEFITSECONOMY,CONVENIENCE,SECURITY,BEAUTY,PROFIT,ACHIEVEMENTEXPLANATIONTHEDISTRIBUTIONOFVINTAGE,ISYOUREYESTHENEXTFEWYEARSISTHEDEVELOPMENTTRENDINTHEVINTAGESAIDTOPGRADEVINTAGEWINEWEWOULDALSOLIKETHE20YEARISAFOUNDEROFTHEHENGSHUILAOBAIGANPRODUCTSCASEATHECOMPANYSLIQUORPRODUCTSALLINREGULARMANUFACTURERSCHANNELSPURCHASE,ABSOLUTELYNOFAKESCASETWOFOUR,/SURGERYEXPLANATIONSOMETHINGWASADDED,SOITWASEXPENSIVEALITTLECHEAPER,BUTITCOSTSALOTPAYALITTLEMORE,BUTYOULLRECYCLEALOT,THELATTERISSEVERALTIMESASMUCHASTHEFORMERITSSEVERALYUAN,BUTITSONLYAFRACTIONOFTHEPRICEPERUNITTHECOMPANYSVINTAGETHANANYOTHERBRANDWITH“THREEREWARDS“,VERYATTRACTIVE,SOTHEPRICEISMOREEXPENSIVECASEASIXYEARSANDTENYEARS,THEBASEOFTHEPRODUCTHASBEENDESIGNEDASHTRAY,AFTERCONSUMPTIONCANBEFREEOFCHARGE,THESETHINGSAREMONEYTOSPEND,SOTHEPRICEISNOTTHESAMECASETWOCUSTOMERSSUSPECTEDOFAWARDINGMORETROUBLE,OFTENTHEPRODUCTOPERATIONRULESCHANGE,MINUSTHEINTERMEDIATESERVICELINKHISCUSTOMERSERVICEISSIMPLE,PERFORMANCEOFTHEPRODUCTINTHEMARKETISNOTVERYGOODCANLEADTOSERIOUSCOMPANYINVESTEDRESOURCESCOMPLETELYFORNAUGHTCASEAALTHOUGHOTHERSMALLMANUFACTURERSERGUOTOUTHANTHECOMPANYALITTLECHEAPER,BUTTHEPACKAGING,PRODUCTIONPROCESS,QUALITYASTHECOMPANYSYONGFENGERGUOTOU,SALESWILLBEAFFECTED,YOURSTOREPROFITSWILLBEREDUCEDCASETWOMARKETSALESOFCOUNTERFEITLAOBAIGANISINDEEDVERYCHEAP,BUTTHEMATERIALOFINFERIORQUALITY,ANDWINEISNOTFULLISNOTUNIFORM,DRINKSOONHEADACHE,DAMAGETOTHEBODYALTHOUGHTHEINFERIORLIQUORDRINKCHEAP,BUTABADBODYTHELOSSOUTWEIGHSTHEGAINGUESTSCASETHREEYONGFENGBRANDERGUOTOUALTHOUGHALITTLEMOREEXPENSIVETHANOTHERBRANDS,BUTTHEQUALITYTRUSTWORTHY,PRICECANBEIMPROVED,PROFITSCANBEEVENGREATERCASEAALTHOUGHTHECOMPANYSPRODUCTSAREMOREEXPENSIVE,BUTTHEDISTRIBUTIONOFSALES,PRODUCTSTOENSUREQUALITY,ESTABLISHAGOODREPUTATION,ANDWILLGIVEYOUMOREBUSINESSOPPORTUNITIESCASETWOONTHESURFACE,INTHEELEGANTVINTAGETHANYOURPOINT,BUTCAREFULLY,BECAUSETHEWINEPROMOTIONGREATLY,ISTHERESULTOFTHECALCULATIONOFEACHBLOCKISMORETHAN10CHEAPERTHANELEGANT,BUTITCANBESOLDFORAHIGHPRICETHANELEGANTBUTNOTFORITSELF,ISWORTHCASEACASETHREEUSEMATERIALSCIENCEEACHPIECEOFUNITPRICEPROMOTIONPOLICYAVERAGEPRICERESULTVINTAGEONEHUNDREDANDTHIRTYEIGHT53/14/BOTTLECOSTEFFECTIVEELEGANTANDQUIET120YUAN30/15YUAN/BOTTLENOTCOSTEFFECTIVEFIVE,ABCDSALESMANSHIPEXPLAINAAUTHORITYAUTHORITYBBETTERISEXCELLENTCCONVENIENCECONVENIENTDDIFFERENCENOVELABCDSALESMANSHIPUSEDTODEMONSTRATEDEMOTOCUSTOMERSALIANCHENGISTHELARGESTLIQUORBRANDOPERATORINSHIJIAZHUANGITHASAHISTORYOFMORETHAN10YEARSAWIDERANGEOFPRODUCTS,HASSUCCESSFULLYSHIPPEDBLACKLAND,DAOGUANGTWENTYFIVEANDOTHERBRANDSCASEATHECOMPANYS“RETAILBUSINESSCOMBINATION“COMMERCIALTRANSPORTMODELHASBEENWIDELYIMPLEMENTEDINTHEINDUSTRYTHECOMPANYSELECTEDREGIONALSTRONGPARTNER,THEMANAGEMENTOFTHECOMMONWEALTHPROJECTHASBEENRECOGNIZEDBYTHEBROADMASSESOFTHEINDUSTRYCASETWOABVINTAGE20YEARSISTHEORIGINATOROFTHEPRODUCTOFHENGSHUILAOBAIGANWINERY,EACHBOTTLETHROUGHTHESTRICTTESTPROCESS,UNLIKETHETRADITIONALSMALLWORKSHOPSHAVEADISADVANTAGEOFQUALITYCASEABTHECOMPANYS“CHESSWORLD“PRODUCTSWITHTHEGEOGRAPHICALADVANTAGESOFTHENORTHEASTFOODPRODUCINGAREASOFGOODQUALITY,INTHENORTHEASTPARTOFTHEMARKETSHAREOFMORETHAN50,ANDUSERSCONTINUETOINCREASECASETWOCYONGFENGERGUOTOUBRANDISTHEBIGGESTADVANTAGEOFNAKEDPRICEOPERATIONITSVERYCONVENIENTTOYOUCASEALIANCHENGCOMPANYSPOLICYISHOMEDELIVERYCONSTANTLYADDNEWITEMSANDNEWPRODUCTS,TOGIVECUSTOMERSLONGTERMPROFITSPACEANDOPPORTUNITIESCASETWODOURLIANCHENGCOMPANYHASBEENINTRODUCINGNEWPRODUCTS,NEWOPERATINGMETHODSANDIDEASTOATTRACTMORECUSTOMERSTOBUYITCASEAOURLIANCHENGCOMPANYHASBEENINNOVATINGTOMEETTHENEEDSOFTHEMARKET,THEDEVELOPMENTOFDIVERSIFIEDNEWPRODUCTS,SUCHASWINE,VINTAGEPAPERBACKOLDNORTHEASTANDBEIJINGERGUOTOU,INORDERTOINCREASETHEPROFITSOFDEALERSCASETWOFIVEEXAMPLESOFSALESMANSHIPEXPLAINEXAMPLESOFSALESMANSHIPARESALESMANSHIPCITETHECUSTOMERCUSTOMERWHOHASBOUGHTTHECUSTOMERASEVIDENCETOMAKETHENEWCUSTOMERNEWCUSTOMERCONFIDENTANDFOLLOWTHEPURCHASETRANSACTIONFIVEEXAMPLESOFSALESMANSHIPUSEDEVELOPNEWCUSTOMERSANDPROMOTENEWCUSTOMERSSAVETHENEWPRODUCTFROMGOINGPUBLICNEWPRODUCTLISTINGEARLYMAINTENANCEPRICEPRODUCTQUALITYPROBLEMS,ANDTHENIMPROVETHEDELIVERYSAVEABADCUSTOMERFROMABUSINESSDEVELOPNEWCUSTOMERSANDPROMOTENEWCUSTOMERSTOTOBACCOSHOPNEWCUSTOMERSSAID“YOUSHOULDKNOWTHATTHECIGARETTEANDLIQUORVENDORXXXXX,HASBEENWITHTHECOMPANY,TRADINGMORETHANAYEAR,AREVERYSATISFIEDWITHTHEQUALITYOFOURPRODUCTSANDTHEDISTRIBUTIONOFPROFITS,YOUCANASKTHEBOSSOFXXXX,TOBACCOSHOPSCASEADEVELOPNEWCUSTOMERSANDPROMOTENEWCUSTOMERSBRINGNEWUSERSWHOHAVENOTYETBEENCOMPLETEDTOVISITTHEOLDCUSTOMERSCASETWOPHOTOGRAPHEDBYTHECOMPANYSPRODUCTSCOUNTERSTOREPHOTOS,FINISHINGTHEBOOK,TOSELLTONEWCUSTOMERSYES,THESECUSTOMERSARESELLINGOURPRODUCTSPLEASEHAVEALOOKATTHEMCASETHREEDEVELOPNEWCUSTOMERSANDPROMOTENEWCUSTOMERSTHESALESMANWILLNEGOTIATEWITHTHEGRANDSPECIALCOMPANYTOMAKEASPECIALPRODUCTIONTHECLERKUSESTHE“EXAMPLESELL“TOTHESTOREMANAGERSAID“OURSLEEPINGBAGSINOCTOBERLASTYEARTOSHOPINTOAHYPERMARKET,THEMARKETISVERYGOOD,MRCHENTOLDMETHATHEWASGLADHEHADTOINTRODUCETHISSUPPLYISNOTSATURATED,COMPETITIONISNOTFIERCE,THEMARKETISGREATPRODUCTSYOUMAYASKHIMABOUTIT“CASEFOURSAVETHENEWPRODUCTFROMGOINGPUBLICTHELISTINGOFNEWPRODUCTSISDIFFICULT,THECLERKMUSTTELLALESSPURCHASESHOP“THEREGIONHASSEVERALSTORESLISTNAMEPURCHASE,AREVERYSATISFIEDWITHTHEQUALITYANDPROFITS,YOUCANASKTHEMTOCASESFIVEEXAMPLESOFSALESMANSHIPUSEDEVELOPNEWCUSTOMERSANDPROMOTENEWCUSTOMERSSAVETHENEWPRODUCTFROMGOINGPUBLICNEWPRODUCTLISTINGEARLYMAINTENANCEPRICEPRODUCTQUALITYPROBLEMS,ANDTHENIMPROVETHEDELIVERYSAVEABADCUSTOMERFROMABUSINESSNEWPRODUCTLISTINGEARLYMAINTENANCEPRICEINTHEEARLYDAYSOFTHENEWPRODUCT,THESALESMANMUSTSAYTOEVERYCUSTOMER,“THERETAILPRICEOFEVERYSTOREINMYAREAIS10,SOYOUCANSAFELYFOLLOWTHISPRICE“CASESPRODUCTQUALITYPROBLEMS,ANDTHENIMPROVETHEDELIVERYEACHSALESMANMUSTTELLEVERYCUSTOMERINTHEAREA“ATPRESENT,SEVERALSTORESHAVEBEENREPURCHASED,ANDTHEYARESATISFIEDWITHBOTHQUALITYANDPROFITYOUCANASKTHEMABOUTIT“CASESSAVEABADCUSTOMERFROMABUSINESSTOABADSHOP“ASTOREINMYAREASELLSITSPRODUCTSITSAVERYGOODBUSINESS“YOUMAYDOASYOUPLEASECASESSIX,COPEWITHCUSTOMEROPPOSITIONSENTENCEPATTERNEXPLAINFELLOPINIONFELTTHATSWHATIUSEDTOTHINKFOUNDFINAL