video:WeiQing:Terminal sales sunflower treasure dian? ?? ?

　　

开场： opening:

　　营销咨询顾问  魏庆：“日经一事必长一智”,每个人都应该比昨天更聪明，意思就是做销售既要低头拉车，还要抬头看路，同样做销售，为什么这个人过几年成长很快，那个人过几年成长很慢，差别在哪？他做了一年可能有三年的经验，他做了十年可能只有一年的经验，这个人白天做事，晚上在思考，这个人白天做事晚上打牌，“日经一事必长一智”善于总结的人才能快速成功，每个人都应该比昨天更聪明，好谢谢。

Marketing consultant  WeiQing:"The nikkei will gain in your wit",Everyone should be more clever than yesterday,It is not only to do sales head buggy,And looking up at the road,To do the same for sales,Why did the person grow quickly in a few years,The man in a few years to grow slowly,Difference is?He made a year may have three years of experience,He made ten years may only have one year experience,The work during the day,Night thinking,The man do during the day evening playing CARDS,"The nikkei will gain in your wit"Be good at summing up man can rapid success,Everyone should be more clever than yesterday,Ok. Thanks.

　　主持：热烈掌声欢迎魏庆老师。

Presided over:Warmly welcome WeiQing teacher.

　　营销咨询顾问  魏庆：感谢各位，今天很惭愧只有一个多小时的时间，昨天在网上知道还有从南京、石家庄专门赶过来的朋友，非常感谢，在短短一个多小时、两个小时的时间里面，我跟大家介绍一个题目，一个是这本新书的内容，一个是跟这个新书配套的一门课程的内容。书的内容叫《终端销售葵花宝典》，这个课程的名字叫“终端销售团队管理核心工具”，时间很短直接进入正题。

Marketing consultant  WeiQing:Thank you for your,Today very ashamed only more than one hour,Yesterday in online know how from nanjing/Shijiazhuang special drive to friends,Thank you very much,In a short span of more than an hour/Two hours of time inside,I to introduce a topic,One is the content of the new book,One is with this new book matching a course content.The contents of the book that[Terminal sales sunflower treasure dian],This course name"Terminal sales team management core tools",A very short time to get down to business directly.

　　首先跟大家解释一下这个终端销售团队管理核心工具这门课它的来由和它的基本思想，让大家对这门课有一个轮廓上整体的把握。这个话从我以前打工的生涯说起，终端销售团队管理核心工具这里指的是最最最最最最基层的消费品行业跑小超市、跑小餐饮，跑小零售件的这群最基层的销售农民工，这群团队他们的职场悲观，他们的生涯，他们怎么管理、他们怎么拜访主要是这个内容。同样这门课也是围绕这个话题展开。

First of all with everyone to explain the terminal sales team management core tools this course its cause and its basic ideas,Let everybody to this class have a profile on overall grasp.The words from my work before about career,Terminal sales team management core tools here refers to the most the most the most grass-roots consumer goods industry run small supermarket/Run small catering,Run a small retail pieces of the group of the most basic sales migrant workers,This group of team their workplace pessimistic,Their career,How do they manage/How do they visit is mainly the contents.Also this course is also open about the topic.

　　

　　

【一 [a】职业生涯：“十几年奋斗造就成功” ]career:"More than ten years struggle makes success"

　　我觉得我在营销行业我的职业生涯是幸运的，因为我大学毕业之后在一些自己不是很喜欢的国营单位待过、工程企业待过，后来很快就进入了康师傅，为什么我幸运呢？我感受了康师傅的第一轮通路精耕，中国的快销行业的人都知道康师傅的通路精耕，我感受了康师傅第一波通路精耕，康师傅第一波通路精耕跟国际私营公司合作通路咨询案的时候，我在康师傅做企划，那个时候我是小弟，负责给人家打字、给人家牵马坠蹬 、订机票、打下手，在康师傅做了几年的时间，虽然在康师傅职位不是很高，但是我觉得有一点很幸福，通路精耕从开始启动到第一次失败、到第二次重新启动中间所有的过程、所有的人脉、资料全部要过我的手，在康师傅几年学到很多东西，我出来的时候很自豪，我想康师傅通路精耕的所有文案、所有报表、所有教材我是最全的，后来又进了可乐。进了可口可乐之后，刚开始年少无知，刚开始进可口可乐，觉得可口可乐这帮人特别没文化，非常看不起可乐的人，为什么？美式管理和台式管理最大的区别是什么？台湾人特别喜欢填报表，你们在台湾企业干过的都知道，台企、日企特别喜欢填报表，在康师傅一个小小的营业所做经理，一个月月会的时候用四十几页ppt，我们每个月在康师傅熬两个通宵是肯定的，开会前一个、开会后一个通宵，两通宵是肯定的。

I think I'm in the marketing industry my career is lucky,Because I graduated from university in some he is not like the state-owned unit for/Engineering enterprise for,Soon into the kang teacher,Why am I lucky?I feel the kang teacher the first round of the path fine tillage,China's fast pin industry people know kang teacher access fine tillage,I feel the kang teacher the first wave path fine tillage,Kang teacher the first wave path fine tillage with international private companies access consulting case when,I am in kang teacher do planning,That time I was the younger brother,Responsible for the somebody else typing/Give people lead a horse fall tic /Book ticket/Act as assistant,In the kang teacher made a few years time,Although the kang teacher position is not very high,But I think it is very happy,Path from start to pure tillage first failure/The second time to restart the middle all the process/All of the contacts/Material all over my hand,In a few years kang teacher learn a lot,I came out very proud,I want to kang teacher path fine heavy all copy/All statements/All materials I am full,And then into the coke.After into the Coca-Cola,Just began to young and ignorant,Just start into Coca-Cola,Think Coca-Cola the gang special have no culture,Very look down on coke people,why?American management and desktop management the biggest difference is that???????Taiwanese like fill statements,You're in Taiwan enterprise do all know,Taiwan enterprises/Japanese enterprise especially like fill statements,Kang teacher in a small place of business to do the manager,A month will use their page PPT,We each month in kang teacher have two all night is certain,Before the meeting a/After the meeting all night,Two all night is certain.

　　在康师傅经历过那么多ppt的折磨、那么多报表的折磨，一进入可乐幸福来的太突然，可乐不填表，可乐一个区域经理一个月交不了几张表，刚开始我在可乐，觉得可乐这么没文化，看他们这些经理填的表简直不堪入目，太没文化了。我就拿着康师傅的报表给我们经理献宝，“经理你看，这是我们康师傅的报表，我们这个报表多科学。”我们经理看完之后“让我填这玩意我就辞职。”我就发现原来美式企业不填表也能卖货，我在可乐打工觉得跟康师傅最大的区别就是可口可乐的经理属于那种干到区域经理，大区经理职位了，他下市场看终端不顺眼，让业务员拿梯子过来，把梯子拿过来自己爬上去、自己挂条幅，跟业务员说“看见没有，应该这么挂”，他们是简单看似粗暴，实际上非常有效，他们是直奔目标、没有玩弄的做法，而康师傅比较理性，凡事都要求database、数据基础的支撑、背景策略等等，他们比较多的数据分析，没有用意比较康师傅和可乐谁对或者谁不对？我只告诉你，我经历过康师傅、可乐的经营，我发现他们的管理风格完全不一样。但是我也很幸运，我在可乐又赶上了一件事，你们快销行业的人都知道可口可乐的101系统，101项目启动的时候我也在里面做一个主要的参与者，还是试点办事处，我在可乐做了几年。

In the kang teacher through so many PPT torture/So many reports of torture,A into coke happiness so suddenly,Coke don't fill out a form,Coke a regional manager for a month pay not a few tables,At first I in coke,Think coke so have no culture,Look at these manager to fill in the table can not fit to be seen,So have no culture the.I took kang teacher reports to our manager present a treasure,"The manager you see,This is our kang teacher reports,Our report more scientific."Our manager after finish"Let me fill in this thing I'll quit."I found that American enterprise do not fill out a form can also sell goods,I work in the coke think with kang teacher is the biggest difference Coca-Cola manager belong to the dry to regional manager,Regional manager position,He see terminal market faults are thick where love is thin,Let the salesman take over a ladder,To take over his climb up the ladder/He hung banners,With the salesman said"seen,Should so hang",They are simple looks rough,In fact is very effective,They are straight forward to the target/Don't play with practice,And kang teacher is rational,All things are requirements database/Data base of support/Background strategy and so on,They more data analysis,No intention is kang teacher and coke who is right or who was in the wrong?I just tell you,I have seen kang teacher/Coke business,I found their management style is completely different.But I am also very lucky,I am in coke and catch a thing,You fast pin industry know that Coca-Cola's 101 system,101 start-up of time I also in doing a major participants,Or pilot office,I did a few years in coke.

　　离开康师傅、离开可乐，出门的时候觉得自己很高兴、很牛，因为台湾的我会了，美式的我会了，通路精耕的能力我有、101系统的文案我也有，既做过企划又做过实操，天下还有谁比我更懂终端零售拜访管理，还有谁觉得自己什么都懂，然后我到了一家民营企业，民营企业很早以前九几年的时候，薪水相对比较高已经十几万了，到民营企业那个时候刚出外资企业初出牛犊不怕虎的劲头，心里想要把这个民营企业从地方品牌做成全国品牌，把可乐、康师傅必生所学全部在这而用上，我想在座各位都是内行，你们都知道，想把外企的东西全部在民营企业用上，好不好用？对了不好用，结果到民营企业给我折腾的，头半年每天干15、16个小时，每天从早上8点干到半夜2点，反正每天都累的口吐莲花，我这人特别累的时候，脾不是很好，中医讲我的脾性不太好，特别累的时候容易吐。有一次跟我们领导讲话，领导是秃头，领导坐着，我跟领导述职讲着讲着一恶心，“哗”给领导整了一身，全公司震惊了，“魏庆，你怎么能干这活？”在民营企业非常累非常累、但是前6个月销量几乎没有上升，甚至还有所下滑，在民营企业经历了非常艰苦的，刚开始自己怀疑“魏庆到底会不会做销售？在外资学的东西能不能用？”在民营企业又折腾了两年多时间，当上了总监，后来学会了以大乱求大治，原来外资企业的东西在民营企业不是不能做，是要变通的做，后来离开了民营企业。

Leave kang teacher/From coke,When you feel very happy/Very cow,Because of the Taiwan I,The American idea of the I,Channel fine tillage ability I have/The 101 system copy I have,Not only do planning and doing real operation,The world who know more than I visit terminal retail management,Who think you know everything,Then I went to a private enterprise,Private enterprises in JiuJi long ago,Salary is relatively high has the several hundred thousand,The private enterprise that time out at the beginning of the foreign capital enterprise the calves are not afraid of tigers the strength,The heart want to put the private enterprise from the local brand to make the national brand,The coke/Kang teacher will have learned to use in all this while,I think everybody here is sharp,You all know,Want to put the things in all foreign private enterprise use,Not to use?The bad to use,The results to the private enterprise to give me the flounder,First half dry and every day/16 hours,From eight a.m. every day do till midnight 2 point,Anyway, everyday tired vomit a lotus,I this person special tired,Spleen is not very good,The doctor of traditional Chinese medicine with my temperament is not so good,Especially when tired to vomit.Once the speech of the leader with us,Leadership is bald,Leadership sitting,I spoke with leadership reporting on activities about a sick,"wow"For the leadership of the whole,The whole company shocked,"WeiQing,How do you do this job?"In the private enterprise is very tired very tired/But the first six months of almost no rise,Even the downturn,In the private enterprise through a very hard,Had just started his doubts"WeiQing sales or not?In the foreign capital to learn things can use?"In the private enterprise and about more than two years,When the director,Later learned to ask great order and chaos,The foreign capital enterprise original things in private enterprise is not can't do,Alternative is to do,He left the private enterprise.

　　机缘巧合我上台当了老师、又做了咨询，我还真感谢，我做咨询很好的，刚进了咨询行业第一单就接了河北华龙集团，那么大一个企业，整个河北华龙集团的各个办事处的成立，包括办事处内务的布置、包括样板市场的建立、管理手册、培训手册、标准手册、薪资考核体系，整个这套东西我要出，不但我要出而且我还得去给他们亲自执行样板市场和样板城市。刚到华荣的时候我也是雄心勃勃，我想台式的我也会了，美式的我也会了，讲理的我也打了、不讲理的我也打了，民营企业我也干了，还有什么搞不定的？到华龙一看又不行，为什么？

Chance coincidence the stage when the teacher/Made consulting,I really thank,I do consulting very good,Just into the consulting industry first order is received hebei hualong group,Such a big enterprise,The hebei hualong group all the establishment of the office,Including the arrangement of the housekeeping office/Including the establishment of the model market/Management manual/Training manual/Standard manual/Salary evaluation system,The whole the things I want out,Not only I want out and I have to give them personally implementation model market and model city.Just arrived when I HuaRong is ambitious,I think table of I also will be,American I also will be,Reasonable I played/Brutal I played,The private enterprise I did,What make uncertain?To hualong a look and no,why?

　　终端销售体系里面在康师傅、可乐，它们在一个城市能有很多经销商，一个城市有很多经销商的时候，一个经销商只需配送一小片，所以按照康师傅和可乐的体系拿定单、交商、送货很顺畅。华龙当时一个城市只有一个经销商，整个济南市就一个经销商，好家伙按一个单配送商的体系之下，我们上一个队伍去帮他们做终端销售，我们拿来定单，我们拿一个定单这哥们一个礼拜送不完。然后在华龙又在反思说“这怎么在单经销商体系之下，怎么样去实现终端销售、厂家跟经销商的配合？”在华龙又折腾了几年，后来很多案例，又给江苏一家企业做同样的事情，做到全国的终端销售管理体系，又用不上了，江苏这家企业的老板心特别急，民营企业我估计这哥们差钱，我这儿帮他做终端销售，我进门第一天开始，他就跟在屁股后面问“量呢？量呢？这量咋还没起来？”你们在座的人不是快销的人听不懂，快销的人明白吧？做终端的哪有可能今个做，明个起量的？怎么也得三个月以后，但是我后来又反思，人家是老板，人家请我来给人家打家具，人家说家具腿上要刻个花，你不能说不行，我不给你刻。这时候要想要适应客户的需求，我在那边又得琢磨，怎么改变我原有固定教条的终端拜访管理模式，让我的终端拜访模式走一步起一步量，走一步起一步量，让老板看到希望，否则你这儿还没出成绩呢？他那儿已经没耐心了，你跟老虎比谁饿的快你输定了。

Terminal sales system in the kang teacher/coke,They are in a city can have a lot of dealers,A city has a lot of dealers,A dealer just a small piece of distribution,So according to kang teacher and coke system take orders/Into business/Delivery is very smooth.Hualong was a city only a distributor,The jinan is a distributor,Good guy in a single distribution business under the system,We a team to help them do terminal sales,We took the order,We get an order this elder brothers don't finish to a week.Then in hualong and reflection said"How is it in a single distributor under system,How to realize terminal sales/Manufacturers and distributors to cooperate?"In hualong and toss about a few years,Then a lot of cases,And to give jiangsu a enterprise to do the same thing,Do the terminal sales management system,And not on the,Jiangsu this enterprise boss heart especially urgent,The private enterprise I estimate this elder brothers sent money,I am here to help him with terminal sales,I came into birth day,He was just behind in the bottom asked"Quantity??Quantity??This quantity zha haven't up?"You all are not fast pin them don't understand,Fast pin people understand it?Do the terminal which may do this,Ming a amount of?How also get after three months,But I later reflection,The somebody else is the boss,People ask me to give somebody else dozen furniture,The somebody else say furniture legs to carve one flower,You can't say no,I don't give you carved.At this time to want to adapt to the needs of customers,I have to ponder over there,How to change my original fixed dogmatic terminal visit management mode,Let my terminal visit mode step up step quantity,Step up step quantity,Let a boss see hope,Or you here? Not out results?There have been impatient,You and the tiger who is hungry fast you are a loser.

　　在这个企业折腾完之后我出来我想，这下该会了吧，起量的、不起量的、填表的不填表的、美式的、台式的、民营企业、外资的我都练过了，还有单经销商、多经销商我都练过了，还有什么摆不平的？我又接了山东一家企业，那家企业接的时间很长，接了那家企业之后，就出现了这个企业在某些区域的平台比较弱势，我按照康师傅、可乐的做法，康师傅、可乐一个业务员一天跑30个店，因为它的品牌力支撑一天可以拿回来20个定单，这个企业在弱势的区域，它的业务员一天跑30个店，可能只有一个店要货有没有可能？业务员一天跑30个店，有29个店都说“滚、不要”，业务员一天跑30个店，只有一个店要货，29个店拒绝他的时候，这个业务员跑3天会崩溃的。业务员信心好的时候，不是因为他干活累不愿意干了，而是我今天一天跑30个店都要货越干越有劲，而跑30个店只有一个店要货，业务员慢慢会崩溃的。所以刚开始在那家企业做的时候又碰到很多问题，最后我又在琢磨在弱势品牌影响力之下，怎么样改变我的终端拜访机智和终端管理系统，在弱势品牌之下一样可以管理好业务队伍，让他们在终端可以拿到订单，可以养的活这个队伍，可以盘活这个市场等等等等就不在说了。各位，一上来我先跟你们讲讲我做中小终端销售团队管理这个项目从打工到上讲台、做咨询十几年，打工的十几年加起来这些年我的经历，不是跟大家吹牛，因为我跟各位只是两小时上课的缘分，我又不给你们做咨询项目吹不着，四大皆空做下来不分你我，两头之路听完课各奔东西我跟你们吹不着。

In this enterprise flounder after I came out I want to,This should now,The amount of/Not amount of/Fill out a form of the form/American/desk-top/Private enterprises/The foreign capital I practice after,There are single distributor/Many dealers I practice after,What handle?And I received an enterprise in shandong province,The enterprise take a long time,After the enterprise after,I just have this enterprise in some area of the platform is weak,I according to kang teacher/Coke practice,Kang teacher/Coke a salesman one day run 30 shop,Because of its brand support a day to bring back twenty order,The enterprise in disadvantaged areas,It's a day run 30 shop,Perhaps only a shop to have the goods may be?The salesman one day run 30 shop,29 a store said"roll/Don't",The salesman one day run 30 shop,There is only one store to cargo,29 shop refused to him,The salesman run 3 days will collapse.A good faith,Not because he work tired don't want to do,But today I one day run 30 shop to the dry goods and more brilliant,And run 30 store only a shop to cargo,The salesman will slowly collapse.So just started in the enterprise do when he met a lot of problems,Finally I was wondering in the weak brand under the influence,How to change my terminal visit wit and terminal management system,In the weak under brand can manage business team,Let them in the terminal can get the order,Can raise work the team,Can activate the market and so on and so on is not said.you,Come up to me to tell you I do small and medium-sized terminal sales team management from this project to work on the platform/Do consulting more than ten years,To work more than ten years up over the years, I've experience,Not with you brag,Because I tell you just two hours of class fate,And I will not give you do not blow consulting projects,All is vanity do down regardless of you and me,Two head road finish listen to lesson are each to rush the thing with you I can blow.