If you are a real marketing person from EMKT.com.cn, recognizing that concession is a bad marketing, you are already thinking about: What is a better marketing status? Learning how to never give in is just a general marketing state, starting from the logic of marketing robbers, the better marketing status is that the scholars encounter soldiers - reason can not tell! The robbers simply wouldn’t listen to the talents of the scholars, and the scholars themselves knew that they couldn’t tell. So everyone does not have to worry about the so-called reason, clear and cool to do business, because the truth is simply unclear, the process is always "public and public, the woman said that the woman is reasonable", the result must be "clear officials and difficult housework thing".
It is a pity that those sales-oriented companies always want to make the truth clear and always want to take people. They are even as serious as the debates. They always feel that their own reason is still unclear. But this is doing business, not a debate, the result can only be, won the debate and lost the business!
The logic of sales always wants to be a ritual, but the logic of marketing emphasizes the ritual of the first sergeant; the seller always wants to establish authority by reasoning first, and it is really impossible to tear the face and hit it. Different marketers, marketers always set up the authority first, and then build their feelings through reasoning!
The current channel management, the price of a string of goods should be one of the more headaches. From the way your business manages the price of the goods, you can judge whether you are selling or marketing. The price of a string of goods can be roughly divided into three types:
The former species is called the natural type: it focuses on the goods rather than the malicious price. If a certain product is violently operated and wants to form a partial monopoly, the neighboring areas will naturally be driven by the interests and the goods will flow in. Sales-oriented enterprises deal with such problems, always go to the side of the goods to deal with, and then to appease the side of the string, to maintain their authority. Marketing-oriented enterprises, dealing with such a problem is: each hit 30 boards, the string of goods should be hit, the string should be more.
The second is called the serious type: it is both heavy and heavy. I have done a good job in my own area, but I always deliberately want to go elsewhere to make trouble. Anyway, other people’s sites can eat more than one bite. Sales-oriented companies deal with such problems, because the contract is preceded by the words, not the punishment is imposed according to the contract, or the two parties are brought together, so that one party wants to apologize and reach an understanding. Marketing-oriented enterprises, this time must jump up, don't say, call the string of all the goods come back to buy high prices, and then go to find the goods, the cost you all out.
The third type is called the vindictive type: it is not in the same category but in the price of malicious bidding. The opposite person sells well. I just don't look good. I put a small amount of the same thing at home. The price is low. Everyone says, "You see how much he is black and earned you a lot of money!" Others want to buy He added: "This thing is very bad. I don't want to give it to me. I will introduce you to it!" Sales-oriented enterprises are basically helpless in dealing with such problems. Marketing-oriented enterprises must deal with such problems and must take it back. If you don't give me, you will pick you up with more profitable varieties. If you are not convinced, just fight with me.
These are just rough surface phenomena, but they are enough to show the logical difference between sales and marketing; sellers are always nervous about the price of the goods; but the marketers are always tough on the price of the goods; the seller always speaks first. Reasons - say good, do it again, marketers always act first - after they finish it; sellers are nervous because they can travel all over the world, but they often hit the wall; sellers are tough because they have confidence in their layout. Even if the other party thinks it is reasonable, it is already difficult.
Indeed, I know what you want to say, the marketer is very gentlemanly, just like a robber. But do you think that Zhang Ruimin’s refrigerator is called a gentleman’s style? Adding fresh blood has caused many people to scream "escape from Huawei"; the big layoffs have made many people feel that "Lenovo is not home"; internal management is still the case, not to mention the market you are facing. This is not a banquet, it is marketing, abandoning the so-called gentleman style.
If you really want to achieve a leap from sales to marketing, please remember: this is not a debate or a banquet. This is marketing; both the rationale and the gentleman's demeanor must be abandoned; but it is difficult, just as everyone wants to enter Heaven, but no one wants to die.
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