【八】工具三：重点环节有标准：拜访八步骤的真相 [eight]Tool three:Part of the standard:Visit eight steps of the truth

　　而在这本《终端销售葵花宝典》的第一章、第二章、第三章花了16万字，将近20万字的篇幅，描写终端拜访八步骤，针对人群就是快销行业最基层、最苦的终端业务员，快销行业最苦的岗位就是终端业务员，他们要每天出去拜访35家到50家店，在每个店里面进门前整服装、看客户卡，进门之后打招呼，如果有投诉还要被老板骂，然后拿抹布擦货架、整货架、倒库存、日期早的放前面、日期晚的放后面，查库存注资、要抄报表，给老板介绍促销政策又拿订单、处理客诉，再填报表，道歉出门一天这个动作重复50遍，非常非常累，非常非常辛苦，而且工资大概二三千，虽然有工资，但是喝两瓶水买一包烟月月破产，简单重复劳动，永远在做，而且月月破产这是最苦；最最苦的就是卖饮料、啤酒的业务员，因为他们夏天最忙，总天冷好说多穿，夏天42度高温干一圈，真的是我刚说的四肢无力、五体投地，六神无主、七窍生烟，真的想骂，业务员心里难受，都是员为什么跟公务员差距那么大呢？为什么人家就红红翠翠融融恰恰，我们就得雨雨风风、年年暮暮朝朝，点怎么那么背呢？我们在街上碰货路边过来个奔驰、法拉力，心里难受啊？要是这样干20年还买不起汽车轮子，然后这么折腾几年就心如枯井，形同朽木了，他们最最苦的是看不到希望。你们都知道快销行业最终端的业务员他们很多叫“地招业务员”，当地招聘，他没有升值机会可能回总部开会的机会都没有，回总部开会都是区域经理、区域主管来开会，有的人可能在这个公司里面干了一年时间没回过一次总部，到一次总部战战兢兢、自惭如同到了卖家，他们永远在江湖之远眺望庙台之高，他们工作最辛苦拿钱最少、效益好的时候奖金都是主管经理、大区经理拿，效益大的时候裁员，第一个裁终端业务代表，所以这些人基本上有点像避孕套生产线上的工人，苦了自己爽了别人。

In this[Terminal sales sunflower treasure dian]First chapter of the/The second chapter/The third chapter spent 160000 words,Nearly 200000 word length,Description terminal visit eight steps,According to the crowd is fast pin industry's most basic/The most bitter terminal sales,Fast pin industry's most bitter post is terminal sales,They want to go out every day, visit and home to fifty stores,In every store inside the door into the clothing/See the customer card,After greeting the door,If there have been complaints will be the boss scolded,Then take the dishcloth shelves/Whole shelves/Pour stock/Date earlier put front/Date night put behind,Check inventory capital injection/To copy the report,To introduce the promotion policy and take orders/Processing customer complaint,Please fill out statements,Apologize to go out one day repeat this action fifty times,Very, very tired,Very, very hard,And pay 23000 probably,Although there are wages,But drink two bottles of water to buy a pack of cigarettes month in and month out of bankruptcy,Simple repetition labor,Always doing,And month in and month out of bankruptcy is the most bitter;The most bitter is selling drinks/Beer salesman,Because they are most busy summer,The total days cold wear more to say,42 degrees in summer high temperature dry a circle,Really I just said limbs weakness/orz,went/Foam with rage,Really want to scold,The salesman a heart in afflictive,Why are member with civil servants gap so big?Why the somebody else is red red cui cui happies and harmonious on the,We'll have to rain rain wind wind/From year to year ChaoChao sunset sunset,Point how so back?We meet on the street the goods over a Benz/ferrari,A heart in afflictive!?If so do twenty years still can't afford a car wheels,And so do STH over and over again years heart such as dry well,Was the deadwood,They most bitter is no hope.You all know fast pin industry is the end point of the salesman many call"To recruit the salesman",The local recruitment,He has no chance to rise back to headquarters have no chance to the meeting,Back to the meetings are held at our head office is the regional manager/Regional director come to the meeting,Some people may be in the company in dry year time no return a headquarters,To a headquarters trembled with fear/Since the shame as to the seller,They always look in the rivers and lakes far temple station high,They work hard at least the most money/Benefit good bonus is competent manager/Regional manager take,The big benefit when layoffs,The first cut terminal sales representative,So these people basically a bit like condom production line workers,Bitter cool others.

　　快速消费营销行业，入门门槛非常低，但凡入门门槛低的竞争必然非常残酷。消费品的营销员基本上生活能自理、大专文凭就能来，但是这种低门槛的营销团队组建决定了这群人竞争非常非常残酷、激烈，市场总比营销变化快，行业游戏规则在改变，前些年我们管经销商，后来要管终端，后来要管渠道，后来出现网商、电商，当游戏规则改变的时候有一群人淘汰了，现在招聘业务员要求年龄越来越轻，要求学历越来越高，有一批人又淘汰了，有些行业整个行业又垮塌不行了，又淘汰一批人，有些企业曾经很兴盛又不行了又淘汰一批人在这种宽荧幕、大制作的背景之下，个体命运如同冷饮，营销行业多少意气风发，满腔狗血理想冲进去，几年之后白发委顿、脂肪肝、胃溃疡、结肠炎的老男人滚出来，多少人只差一步到罗马，如今流落在民间，一项工程漫古枯，很少有人为荒野里的枯骨伏侍，营销界有那么多书、那么多教材，有那么多课程，全部在针对主管、区域经理、大区经理，但是终端业务代表这个层面的人少有人关注，而我这本《终端销售葵花宝殿》，一提炼整个快销行业国际企业的核心管理工具拿出来给大家做参考，第二个我就是想为这群人立撰，让大家知道这个广大的人群，包括消费品的终端业务代表，包括经销商的业务代表，他们的工作并不是那么简单。

Fast consumer marketing industry,Introduction to a very low threshold,In every case entry threshold low competition will very cruel.Consumer goods sale member basically the life can provide for oneself/College diploma can come,But the low threshold of the marketing team to set up the group competition is very cruel/fierce,Market than marketing change quickly,Industry in the change rules of the game,Before some year we pipe distributor,Then to pipe terminal,Then to tube channel,Later appeared to give/Electric business,When the game rule changes of the time have a group of people out,Now more and more light for the salesman for age,Requirement degree is more and more high,A group of people and eliminated,Some industry the industry and not collapse,And out of a group of people,Some companies have flourished and not and out a batch of people in this wide screen/Big production context,Individual destiny as cold drinks,How many daring marketing industry,So the dog blood ideal rushed in,A few years later hair tiredness/Fatty liver/Gastric ulcer/Colitis old man come out,How many people one step to Rome,Now the people to survive,A project diffuse ancient dead,Few people in the wilderness to wait upon all dead men,The marketing industry has so many books/So many teaching materials,There are so many courses,All in for competent/Area manager/Regional manager,But the terminal business on behalf of the level of people less attention,And I the[Terminal sales sunflower to ask for help],A refining the fast pin industry international enterprise's core management tool out to everyone for your reference,The second I just want to stand by this group of people,Let everybody know the vast crowd,Including the terminal consumer goods sales representative,Including the dealer sales representative,Their work is not so simple.

　　昨天我还在微博上发了一个，底层兴企业未必兴，底层亡、企业一定亡，过之将亡必有妖念，终端业带都很忠诚，工资拿的也还可以，干活干的很高兴这个企业不一定做的好，但是我警告你：你们公司如果终端基层业带的离职率非常高，你的企业一定出问题。如果最底层的离职率突然变高，说明你的几率机智出了问题，说明你的产品终端动销出了问题，所以底层草根才是主流这些人才决定这个企业的真实命运。

Yesterday I also in micro bo made a,The bottom and enterprise may not and,Bottom dead/Enterprise must be dead,The dead will read the demon,Terminal industry zone are very loyal,Salary and also can also,Work dry was pleased with the different enterprise made good,But I warn you:Your company if terminal base industry zone of the turnover rate is very high,Your enterprise must have a problem.If the bottom separation rate suddenly become tall,Explain you chance to wit out of the question,Explain your product terminal pin out of the question,So the bottom is the mainstream of the grassroots people decide the enterprise real fate.