[China Glass Network] Wang Binggang graduated from a well-known university and studied marketing. He came to Shenzhen to develop with excellent performance and rich social practice experience. When I first came to Shenzhen, I interviewed two companies. The interview process Felt good, but they were not hired at the end. Last month, Wang Bing received an interview notice from a well-known company. He carefully prepared to go to the interview. The personnel manager was very easy to pass. Because the company is large, the personnel manager must pass In charge of the company's sales vice president interview.
From the tone of the personnel manager, Wang Bing feels that he is highly likely to be admitted. The interview of the vice president may also be just a walk through the game. Next, the vice president interviewed Wang Bing and felt very relaxed. "Wang Bing felt that the work was stable, but the next day Wang Bing received a call from the company's personnel manager: "Because you are a graduate Health, not suitable for our job requirements, I am sorry..." This makes Wang Bing a fog.
He found the teacher who worked in Shenzhen for the first year to come out for tea. When talking about the interview experience, the teacher and sister sighed and said to him: "The recent graduates are just an excuse. You can't see them on your resume? When you are notified, you will be told that the problem is not here. You may have encountered the unspoken rules of our line!" "Unspoken rules?" Wang Bing's face is doubtful. The sister said: "You Wang Bing is one meter seventy-five, talking about generous, standard Mandarin, very magnetic bass. It is reasonable to apply for sales positions, but what? å“Ž..." On the advice of the sister, Wang Bing went to the hospital the next day to repair his two "big rabbit teeth". Soon, Wang Bing applied for a regional manager of a company.
There are hidden rules in the entertainment circle, medical equipment, the pharmaceutical industry has hidden rules, doctor-patient relationship and hidden rules... There are also various hidden rules in the workplace. Because of the special nature of their work, salesmen communicate with and communicate with others. Therefore, they encounter more unspoken rules in the workplace than in general. The unspoken rules that salespeople encounter in the workplace are generally:
1. Sales experience is preferred
What is sales experience preferred? When you see a requirement for sales experience in a company recruitment, you should never think that this is a high standard for the company. The requirement to have sales experience means that you must be able to carry out work when you are on the job. The company cannot provide pre-job training. You must be able to be alone when you are on the job.
2, customer resources are preferred
There are two aspects to the subtext that are included in the customer resource:
a. I have sales experience in this industry. I have developed a group of agents (customers) or have held key positions in the original company. There are a group of well-connected and stable customers. If you have these conditions, you can basically sign an employment contract with the company.
b. It is not enough to have customer resources. What enterprises want is results and benefits. In the next work, you should be able to dig the corners of the old club and turn the customers of the old club into the customers of the current home – this is what the company really wants.
3, good image quality
This is actually to ask the candidate's woman to be embarrassed, the man to be handsome, the sun, at least to make people look disgusted. Some people will say that this is because the company has nothing to do with appearance, human ability and appearance. But for some companies, because the salesperson is engaged in a job of communicating with people and negotiating more, the salesperson goes out to represent the image of a company. Some enterprises (generally large or small companies often It’s no surprise that there are special requirements for the salesperson’s image.
4. Unspoken rules regarding travel expenses:
Xiao Liu is a salesman of G Company. There are 12 salesmen in G market outside the company. Usually 12 people are like brothers, whether they are working or living, they are very happy.
Later, Xiao Liu found that the brothers were not willing to be with themselves on business. He has been confused about what is the reason. Until then, the marketing director praised Xiao Liu in public at the meeting. During that time, the company's performance was not satisfactory. The company reduced various expenses. The marketing director said that Xiao Liu's travel expenses are lower than the whole company. At that time, the standard of G company's travel expenses for salesmen was 150 yuan/day for real sales. Everyone else’s reimbursement on each business trip is neatly 150 yuan a day, no more and no less. Xiao Liu’s reimbursement list is 120, 100, 138, 80... So Xiao Liu smashed out, and the “residual value†of travel expenses is his own income in the eyes of the salesman. And these marketing directors as bosses are well aware!
5. Leadership words and deeds:
Shortly after Xiaojiang entered Company B, the marketing director arranged for two regional managers to take Xiaojiang for a while at different times. During the period, the marketing director personally went to the market and had a period of contact with Xiaojiang. Xiao Jiang feels that doing business is really good, and the brothers have nothing to do with each other. It’s not like a job in other jobs. Xiao Jiang was disappointed when he was able to return to the company for a business trip. He found that the "real" colleagues and leaders in the ordinary work were very "false" at the meeting. The words of the words, the slogans and the things that the market director made were very fake, and the brothers were the leaders in the audience. Of course, Xiao Jiang, who just took part in the work, did not notice that the meeting was attended by the boss and other department managers.
6, other aspects of the hidden rules:
Conventional conventions, such as the subordinates of the leapfrog report, will not be tolerated; leave, vacation must be based on the premise of not affecting the work task; a department manager's ability is not acceptable, no one is dissatisfied with him because he is the boss's nephew; Financial supervisors generally can't offend, they are usually the family of the boss or shareholder...
How do salespeople face the hidden rules in the workplace?
1. Fully understand yourself, know your own strengths, and improve your core competitiveness:
Those enterprises that over-emphasize that salespersons must have work experience and customer resources are generally second- and third-stream brands in the industry. For those who require marketing, the image should be “temperamental†or be an international top 500 enterprise. Less than 500 companies. The average company still pays more attention to the inherent qualities of the salesperson. As a salesperson, you should have a clear understanding of this type of unspoken rules. As long as your body has no obvious defects, you must have confidence in yourself. In fact, there is a phenomenon in the sales force team - the really outstanding salesperson looks like "Zeng Zhiwei", "Zheng Shishi" and so on, and Liu Dehua and Jin Chengwu are few. As a salesperson, we must constantly improve the overall quality of the individual. Considering the salary provided by the company, we should pay more attention to whether the company can provide on-the-job training, pay attention to the newer marketing theory, and apply the theory to the actual work. Make your core competitiveness constantly improve.
2. Don't trust the company's rules and regulations too much; keep a normal heart:
The system and rules and regulations of a company are often “expressive rulesâ€, which regulates the work requirements, norms and processes of employees. The activities on the surface of the enterprise are the embodiment of “expressive rulesâ€, but sometimes the decisive role in certain things is not the company’s rules and regulations, but “hidden rulesâ€, such as personnel promotion.
For some "inequality" caused by unspoken rules in the enterprise, such as the boss, the relatives of the leader have the opportunity to travel with a salary, it is easier to get personnel promotion. The salesperson should treat it with a normal attitude. Don't regard the unspoken rules as a political struggle in the workplace. Don't make too many comments or even personal attacks within the company.
3, in the face of the hidden rules of the workplace, not too sophisticated, can not be too stupid:
A person knows too much about the hidden rules within the company, and uses it in improper relationships in his work. He will be considered too sophisticated by the people around him; if he knows nothing about the unspoken rules, he will always follow his own "rules". , then it will be considered too "stupid". On the New Year's Day of G Company, a group of people from Hong Kong and Macao were organized. The boss announced this good news at the meeting. It is recommended that all the three employees who have outstanding work and great contributions be invited to participate. The marketing manager opened a meeting on the same day to organize the employees of the department. The manager gave a list of three people, including a clerk in the department. Xiao Z, who just entered the company, immediately raised his hand and expressed his opposition. He said his reasons: “The clerk often has a bad attitude when communicating with customers. I can’t see where she works well. It should be replaced by another regional manager S. She." His words finished, the manager's face immediately became very embarrassing, and later colleagues told him that the clerk is the boss's nephew.
A salesperson, when developing the market and developing agents, will make a more basic investigation and evaluation of the potential customers' strength, industry influence, and interpersonal relationship network; if even the organization structure and interpersonal relationship of their own company content are "investigated" "I don't know, it's a bit not "qualified."
4. Adhere to basic professional ethics and adhere to correct values:
Whether a salesperson's career can be perfect is related to his true ability and personal professional ethics. Things like digging old club corners can reflect the professional ethics of a salesperson. A salesperson with many years of sales experience will accumulate some customer resources more or less. It is for the future work to concentrate on accumulating these resources. Personal career development brings help. Therefore, it is normal to take away some of the customer resources after the job hopping. However, if facing the new owner is a blind, over-emphasis on the sales staff to bring customer resources, then should make a rational assessment of the company and then decide whether to enter the company? Companies that over-emphasize customer resources brought by competitive, peer-to-peer salespeople generally do not have their own long-term strategic planning and focus on immediate interests. It is possible that you will face the experience of rabbit dead dogs after you bring in customer resources. . After the customer is brought over, the company's market operation is extremely irregular, and the customer is bitter.
The value of the salesperson is often more practical than that of others. However, if one wants to develop his own "brand" in the long-term development of his career path, he should first establish a correct outlook on life and values. : As mentioned above, the G company's travel expenses were dismissed by two salesmen after the company's expenditure pressure was high. The reason is that they "falsely reported expenses" in the middle of business trips. Although most of my colleagues are the same, they only have to admit that they are unlucky, like the hidden rules of travel expenses. Although the marketing director and even the boss are well aware, they usually default to this situation, but they will never verbally. Commitment is reasonable. So when the company is in poor operation, some people will be unlucky. It is quite easy for company finance to find evidence in this regard. Xiao Liu, who has always been "honest", is late to enter the company than others and is assigned to the branch as a deputy manager one year later.
As a member of the workplace, salespersons face various hidden rules of the workplace. It should be understood that the objective existence of unspoken rules is unavoidable. The existence of unspoken rules is very different from the culture, system, and manager of a company. For example, the emphasis on employee cooperation and tolerance and the encouragement of individual ability to play and compete with each other in the two cultural backgrounds are very different. Salesmen should face the unspoken rules of the workplace with a normal attitude, do their own work, improve their ability and workplace competitiveness.
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