我讲这一大堆前言是什么意思？我是告诉大家，我经历过台式、美式、民营企业、经销商强的、经销商弱的、品牌强的、品牌弱的，我电脑里面应该说资料很全，可乐的、康师傅的、百事的、青岛啤酒的、加多宝的各个企业的，因为我们做这一行的喜欢收集资料，各个企业的资料我这儿都有，包括以前做老总的时候有点像土匪，招个员工“哪的？”“以前在青岛啤酒的。”“上班”，上班第一天电脑拿过来换资料。所以我告诉你们，你们都会经历这个阶段，做销售有上进心的人，刚开始收集天下武功，这家有个报表“拿来我看看”，这家有个教材“拿来我看看”，特别喜欢收集，尤其是名门正派的武功，可乐的报表、康师傅的报表，特别高兴，恨不得请人吃饭、给人家钱、收集别人家的资料。但是看多之后就看烦了，我把终端销售团队管理这个项目做了这么多年之后慢慢的我现在不愿意再看这些东西了，因为看多之后就看烦了。什么叫看烦了呢？你突然会发现没有意义了，看多了体现多了就能把书读薄，你会透过各种报表流程执行细节的差异，发现各大门派的销售团体，团队管理招数、招数不同、教法不同，但内功心法彼此暗河如出一辙，所以天下武功本是同宗，这也是我写这本《终端销售葵花宝典》的初衷。

I speak a lot of preface: what do you mean?I'm tell you,I have seen bench/American/Private enterprises/Dealers strong/Dealers weak/Brand strong/Brand weak,My computer inside should say material is very full,Of coke/Kang teacher of/PepsiCo/Qingdao beer/Add much of each enterprise,Because we do this line of likes to collect data,Each enterprise's material I have here,Including total do before a little bit like a bandit,Recruit a staff"Which of the?""Before the Qingdao beer.""work",First day computer take over in material.Therefore I tell you,You will go through this stage,Sales people have the desire to do better,Just started to collect the world powers,This is a statement"Took me see",This has a teaching material"Took me see",Especially likes to collect,Especially the noble decent fighting skill,Coke statements/Kang teacher reports,Particularly happy,Can't wait to please people eat/Give somebody else's money/Collect people's material.But after more than see see vexed,I put the terminal sales team to manage the project to do so after many years slowly now I don't want to see these things,Because after more than see see vexed.What is see vexed?Suddenly you will find no sense,See more reflect much can put the book read thin,You will through all kinds of report process implementation details of the difference,Find the affiliation sales group,Team management way/Way different/Teaching different,But use the same internal strength each other underground river,So the world powers are cousins-german,This is also I write this[Terminal sales sunflower treasure dian]Original intention.

【2 [2】《终端销售葵花宝典》的“炼成” ][Terminal sales sunflower treasure dian]of"Refined into"

　　当我看了那么多外资企业、内资企业的管理报表，看了那么多外资企业、内资企业的管理体系，又亲手操作这个项目操作了那么多次之后，我突然发现其实可乐、康师傅、统一、保洁、联合利华、青岛啤酒、加多宝这些大企业，你别看它们报表千奇百怪，你有你的表，我有我的表，你真把它们看懂了你发现，所有报表之后隐藏着同样的管理思想，那么经营智慧无非“取势、明道、优术”六个字，站在区域经理层面上，根本没资格取势，你们主要就“明道”和“优术”，那么“取势”无从谈起，施展尽在“明道”“优术”之间，“优术”和“明道”何为销售管理的“道”？这就是这门课的题目——《销售团队管理的核心工具》。

When I saw so many foreign capital enterprise/Domestic enterprises management reports,To see so many of the foreign capital enterprise/Domestic enterprise management system,And by his hand operating the project operation after the so many times,I suddenly find that in fact coke/Kang teacher/unified/cleaning/unilever/Qingdao beer/Add much these big enterprise,You don't see them report all sorts of strange things,You have your list,I have my watch,Do you really see them understand you find,All statements hidden after the same management thoughts,So only management wisdom"Take potential/md/Optimal operation"Six words,Standing in the regional managers face,No qualification take potential,You the"md"and"Optimal operation",so"Take potential"mentioned,Cast all in"md""Optimal operation"between,"Optimal operation"and"md"What is the sales management"way"?This is the course title --[The core of the sales team management tool].

　　换句话说，所有企业的管理报表可以忽略它，那些都是表象、障眼法，这些管理报表背后隐藏的几个核心思想，这就是几个核心工具，掌握这几个核心工具，开枝散叶出来就是各个企业的细节流程报表都是障眼法而已。哪几个核心工具：

In other words,All enterprise management report can ignore it,Those are representation/cloaking,The management report behind several core ideas,This is a few core tools,Just master these few core tools,Spawning out each enterprise is the details of the flow statements are cloaking just.Which a few core tools:

工具一：结构决定功能，拜访率； Tool a:Structure decision function,Visit rate;

　　终端销售这个字，在中国喊了这么多年，但是现在全中国我们不说拜访质量，能够对终端餐饮、中国的零售店、中小超，进行一周一次周期性拜访的没有几家，屈指可数，可乐、康师傅、保洁这样的企业不用说了，这些外资企业之外加多宝算一个，蒙牛、伊利也做的还行，青岛啤酒也还行，除了这几家之外还有谁在全国范围内对终端进行周期性拜访，你想做好终端销售，提高供货率总得有人去，所以怎么样去组建一个队伍做终端拜访率，当然这个队伍不能完全是厂家掏钱，这是很亏的，怎样组建一个队伍去实现终端拜访率，有人拜访才有终端表现，有终端表现才会有销量，所以真么实现拜访率这是第一个核心工具。

Terminal sales this word,Shout in China for so many years,But now the whole of China we say visit quality,Able to terminal catering/China's retail/Small and medium-sized super,Once a week for periodic visit of have no several,Can be counted on one's fingers,coke/Kang teacher/Cleaning such enterprise needless to say,The foreign capital enterprise adding much calculate a,Hoodwinks the cow/Erie also do ok,Qingdao beer is also ok,In addition to this a few there are who is in the range of terminal for periodic visit,Do you want to do terminal sales,Someone has to improve the supply rate,So how to form a team do terminal visit rate,Of course, this team is not completely manufacturers pay,This is a very,How to set up a team to achieve terminal visit rate,Someone visit have terminal performance,A terminal performance will have sales,So is it realize visit rate this is the first core tools.

工具二：员工工作要固定； Tool two:Employees work to fixed;

　　听说过可口可乐的线路手册，康师傅的线路手册什么一图两表，那么对终端业在快销行业已经流传20年，经久不衰的工具就是用线路手册把业务员每天的工作固定下来，然后对于主管级的人用工作日报把每天的工作固定下来，对经理级的人不但有工作日报，还有周行计划，总之等等那么多报表最后就是一个管理思想，每一个员工的行踪必须透明化，每一个员工每天干了什么，必须用线路手册或者各种报表固定下来，固定下来有什么好处？第二天你的老板可以检查，所以各种报表隐藏的第二个管理思想是员工的工作要固定，行踪要透明。

Heard of Coca-Cola line manual,Kang teacher line manual what a chart two watch,Then the terminal industry in fast pin industry has spread twenty years,Enduring tool is for the line manual the salesman daily work fixed down,And then to the level of people with work daily to work each day fixed down,To manager level people not only have work daily,There are plans to go,In a word, etc. So many statements finally is a management thoughts,Every employee must be transparent whereabouts,Every staff do every day,Must use line manual or various reports fixed down,Fixed off to have what good?The second day your boss can check,So all kinds of statements hidden the second management thought is the staff's work to be fixed,Whereabouts to transparent.

工具三：重点环节有标准； Tool three:Part of the standard;

　　做快销的人一定听说过零售店拜访八步骤，这是一个很普及的，在快销行业人尽皆知的一个武功，对业务员拜访终端的时候建立拜访标准，但是我告诉大家这门武功我给它平反，这门武功长期以来在快销行业被别人误解，误解为什么？这是小学生学的，这是入门功夫这简单，包括可乐、康师傅他们也在学零售店拜访八步骤，但他们的教材相当的简单，进门前打招呼、整理服装、仪容，进门之后贴海报跟老板点库存，都在学很干很干的条条。其实各位零售店拜访八步骤武功没那么简单，我的这本《终端销售葵花宝典》的第一、二、三章，花了将近20万字的篇幅写零售店拜访八步骤，一个零售店拜访八步骤我写了将近20万字，你们放心自己去看绝对没有一句费话。零售店拜访八步骤实际上这门武功每一部里面都有动作、直奔销量，只不过在代代相传之中，大家把这些武功真正背后的细节都忘掉了，只记住了一些干条。江湖上这个武功只剩一脉，希望在这本书里面得以呈现。重点环节有标准，零售店拜访八步骤还真别小看，金庸的武打小说里面少林寺的方丈对阵三大恶人打的什么？打的是罗汉伏虎拳，乔峰当年在聚贤庄拳打天下英雄用的什么？太祖长拳，“太祖长拳”“罗汉伏虎拳”都是少林武功和乔峰武功里面最入门的功夫，但是最入门的基本功高手把它看通透了，打出来也是时刻惊天。 重点环节有标准，外资企业跟内资企业相比在标准化管理上他们非常重视，所以这是所有外资企业和国际企业管理员工的第三个核心工具又给员工建立标准。

Do fast pin people must have heard of retail store visit eight steps,This is a very popular,In the fast pin industry everyone knows a fighting skill,A visit to the terminal time to build the visit standard,But I tell you this door fighting skill I give it to right a wrong,This door fighting skill for a long time in the fast pin industry being misunderstood,Misunderstanding why?This is the primary school students to learn,This is the simple introduction to kung fu,Including coke/Kang teacher they also in retail shop visit eight steps,But their teaching material is quite simple,Greeting in the/Sorting clothing/appearance,After the door stick posters with the boss point inventory,Are learning very dry very dry discipline.Actually, every retail store visit eight steps fighting skill is not so simple,My this[Terminal sales sunflower treasure dian]first/two/Chapter three,Spent nearly 200000 words to write summary of retail visit eight steps,A retail store visit eight steps I wrote nearly 200000 words,You trust yourself to see absolutely nothing do a lot of talking.Retail store visit eight steps in fact this door every a martial there are action/Straight to sales,Just in from generation to generation in,We take these powers behind the real details are forgotten,Just remember some article dry.River lake top the fighting skill only a pulse,Hope that in this book are shown.Part of the standard,Retail store visit eight steps really don't look down upon,Jin yong's martial arts novels in the shaolin temple abbot against three playing the wicked???????Playing is arhat boxing internationally,QiaoFeng during juxian chong boxing hero with fish?TaiZu ChangQuan,"TaiZu ChangQuan""Lohan alter boxing"Are shaolin gest and QiaoFeng fighting skill inside the most entry-level kung fu,But the introduction of the basic skills master put it to see the fully,Play it is moment blockbuster. Part of the standard,The foreign capital enterprise compared with domestic enterprises on standardized management attaches great importance to them,So it is all foreign enterprise and the international enterprise management staff of the third core tools and to give the staff to establish standard.

工具四：领导天天做检核； Tool four:Leadership do check every day;

　　我2003年的时候就讲过这句话，“千万不要相信员工的自觉性（董存瑞说的）”，自己去问为什么董存瑞说的，千万不要相信员工的自觉性，管理的一个基本伦常就是每一级员工的工作第二天由他的主管复查，这个不存在不信任的问题这是管理的基本伦常，每一级员工的工作第二天一定由领导去复查，但这件事我提出来也希望在座的各位，和将来你们在电视上和屏幕上看到的各位企业家你们去自醒，我看到很多企业，出大价钱请咨询公司规划五年战略，请培训公司做人格培训，做巅峰销售心理培训，配置搞的很高，整个公司在谈战略，文化搞的也很好但是去一了解，公司里面逐级检和最基本最基本的环节都没有建立，我觉得一家公司没有逐级检和逐级督办这个机制，去谈战略就像光屁股扎纽带，自己丢人自己不知道。检核以后容易走进误区什么意思？有的企业听完我的课就疯了，检核，检核要配奖罚，有的人检核就变态了，什么意思？他今天去检核员工的时候，检核完一圈他抓住几个员工办错事，能罚员工他特别高兴，今天有成就高潮；如果检核完员工之后，没抓住什么事，他垂头丧气今天检核不成功，对这种人来说检核已经走歪了，检核只是他的前戏，处罚才是高潮。有的人都没有前戏直接进入高潮了。

I 2003 when once speak this sentence,"Don't believe that the staff's consciousness(Area said)",To ask why area,Don't believe that the staff's consciousness,Management is a basic working every level of the staff's working the next day by his supervisor to review,This does not exist the problem of trust management of the basic it is working,Each level of the staff's working on the second day must be the leadership to review,But the thing I ask also hope that all of you,And in the future you on TV screen and see you entrepreneurs you to wake up from,I see a lot of enterprise,The big price please consulting company five years planning strategy,Please training company do personality training,Do the top sales psychological training,Configuration make of high,The whole company talking about strategy,Culture make is also very good but one know,The company step by step in inspection and the most fundamental and most basic links are not established,I think a company step by step without inspection and supervision mechanism of the step by step,To talk about strategy as naked tie ties,You don't know yourself either.Check later easily into the erroneous zone what do you mean?Some enterprise after listening to my lesson is crazy,check,Check to match award and penalty,Some people check is sick,What do you mean?Today he to check employee,Check out a circle he caught a few employees to do wrong,Employees can punish him very glad,Today we have high achievement;If you check out after employees,Didn't catch what's the matter,He is down in the dumps today check is not successful,To this kind of person check has walked slanting,Check just his foreplay,Punishment is high.Some people are not foreplay directly into the water.

　　其实各位当我们做主管去检核市场的时候，一定要记住检核市场是推动销量，所以检核有整个一套东西，包括在办公室里面怎么去设计你的检核目标，检核哪些店、哪些人？碰到什么问题怎么样去处罚别人，怎么样去建立制度、建立专案去推动一件事的前进，检核最终的目标是提高销量，所以你看外资外资企业特别强调跟县拜访，逐级检核；这是所有外资企业那么多报表细节背后隐藏的思想，领导天天做检核。

In fact you when we do the competent to check the market,Must remember to check the market is to promote sales,So check the a set of things,Included in the office inside how to design your check goals,Check which shop/who?Had any problem how to punishment others,How to establish system/Establish project to push things forward,Check the final goal is to improve sales,So you see foreign wholly foreign-owned enterprise with special emphasis on the county visit,Step check;This is all foreign enterprise so many report details behind thoughts,Leadership do check every day.

工具五：业绩天天做排名； Tool five:Performance in every day;

　　在座的各位你们是好人还是坏人？你们说自己是好人，我问一句话，上学的时候寒假作业什么时候写的？开学前最后一天夜里，你们回头想一下，老师当年为了让我们不要寒假前最后一天写作业，老师是不会让你30天全在家里待着的，寒假中间会有一次返校，返校什么意思？15号、18号把所有人叫回来，当时小学老师返校的意思第一看你们是否健在？怕大家出事；第二打扫卫生；第三检查作业。如果作业写了就没事了，没事就打一顿。各位想，如果老师够狠一个寒假让你返30次校，你的作业会不会写不完？那就没放假了，只有两种结果：第一作业写完了，第二一棒打死了。

All of you present you are good or bad?You said he is a good man,I asked a word,Time to go to school winter vacation work when writing?Before the start of last night,You return to think of it,The teacher to let us not the last day before the winter vacation homework,The teacher won't let you 30 TianQuan stay in home's,Among the winter there will be a back to school,Back what do you mean?15/And all the people, call back,When elementary school teacher back mean first to see whether you alive?Afraid you have an accident;The second cleaning;The third inspection work.If the homework to do not have a thing,It was a meal.You want to,If the teacher enough malicious a winter vacation let you return the thirty times,Your assignments will be given out can't write not over?That didn't have a holiday,There are only two results:The first homework finished,Charting bar killed.

　　所以各位这告诉我们一个基本的道理，我们考察别人的时候，结算周期是长好还是短好？对了肯定是短了好，有人说适中也很好，结算周期应该是短了好。销售行业骂业务员一句话，月初像公子、月底像孙子，销售行业的人员大部分背的是月任务量，所以月初的时候玩呗，让历史告诉未来，咱们今天晚上打牌这是月初的状态；到了月底抓了客户，“进货啊，赶紧进货，我任务量完成了”，月初像公子、月底像孙子，为什么？你是按月考核他吗？我一个月考核一次，月头、月尾紧张一回捣一回鬼压一回货，那半个月考核一次，半个月压一次货，一周考核一次，一周压一次货，一天考核三次，自己去死吧。所以结算周期要缩短的意思也是很多外资企业他的薪资考核体系里面，一定隐藏这个思想，不是到月底结算帐，有旬考核，有半月工资模拟、有每日奖罚等等，外资企业在这块有很多很多方法，他体系这个结算周期要缩短。

So all this tells us a basic truth,We look at other people's time,Settlement cycle is long or short is good?Right must be short good,Some say moderate is also very good,Settlement period should be short good.Sales industry scold a salesman,Like childe early/Like son at the end of,Sales industry personnel most is back on task quantity,So the start of the month to play bai,Let history tells the future,Let's play CARDS tonight is this month's state;By the end of the month to catch the customer,"Purchase!,Hurriedly purchase,I finished the task quantity",Like childe early/Like son at the end of,why?You get a monthly evaluation he?I a month a assessment,latest/End of month nervous once once ghost beaten once goods,The assessment of a half a month,Half a month press a shoddy goods,Once a week assessment,A week pressure a shoddy goods,One day three times in the assessment,To die.So settlement cycle to shorten mean is also a lot of foreign capital enterprise his salary in assessment system,Must hide this thought,Not until the end of the "reckoning,A ten-day assessment,A half month wages simulation/A daily to punish, etc,The foreign capital enterprise in this there are many many ways,He system the settlement cycle to shorten.

　　刚才这边有个朋友说的很对，要适中没错，这得看公司团队管理的基础。我有一次在湖南的一家执行企业讲结算周期要缩短，讲了怎么做考核、半月考核、日考核、怎么做检核、怎么做奖罚，讲的时候底下都咂嘴，下了课这班员工就说“完了，老板请了个这货给咱讲课，老板完了得照这方法整咱了，咱想吃点啥吃点啥吧”，员工就这样抱怨，老板挺幽默也很实在，我讲完课之后老板上台说“兄弟们，同志们，魏老师讲的很实用，讲的也很好，但是我已经看到了，大家好像眼中都透出了恐惧，你们放心，我不会那么傻，照魏老师的方法一次把你们整死的，我会慢慢来”，底下更炸锅了，“不如一回整死呢”。结算周期要缩短业绩天天做排名这个方法，请你参考你公司现有的管理文化，以前就比较紧，现在可以再紧一点，以前很松，现在就略微紧一点。

Just here have a friend said is very right,To moderate right,It depends on the basic management of the company team.I have a time in hunan a executive enterprise speak settlement cycle to shorten,About how to do evaluation/Half assessment/Day assessment/How do check/How to do to punish,Talks are under make clicks,After class the class staff said"finished,When your boss is a this cargo to the za lecture,The boss have finished according to this method the whole za,I like to eat what eat a point what it",Employees complained that,The boss's humor is really,I finished class after the boss said on the stage"brothers,comrades,Wei teacher speak very practical,Speak is also very good,But I have seen,Everyone like eyes give a fear,You rest assured,I won't be so silly,According to the method of miss wei once your whole dead,I'll take your time",Under the more deep fryer,"As the time you die".Settlement cycle to shorten performance every day in this method,Please consult your company existing management culture,Before it is tight,Now can be a little tight,Used to be very loose,Now a little tight.

　　还记得张瑞敏当年上台的第一道政令是什么？不准在车间随地大小便，他经常在业界有口皆碑的是“日清、日结、日高”，但他当年第一道政令如果赶上日清、日结、日高的话，我估计群众都把他镇压了，他当年动不动就在车间里整一堆，所以他第一道政令是不准在车间随地大小便，最后慢慢慢慢上螺丝，最后达到了“日清、日结、日高”，成为中国管理界的一个典范，所以业绩天天做排名这样的方法要适中，你们下去别听完课疯了回去抓了挨个放血，我轻轻的来正如我轻轻的走，挥挥笔手不留下一个活口。

Remember that the first stage ZhangRuiMin command is what?Not in the workshop defecate indiscriminately,He often win universal praise in the industry is"nissin/Day"/Day high",But when the first decrees if catch up with the day/Day"/High words,,I estimate that the people he suppressed,He that is easily in the workshop and the whole a heap,So he is not the first command in the workshop defecate indiscriminately,Finally the screw slowly slowly,Finally reached the"nissin/Day"/Day high",Become China's management of a model,So every day performance in this way should be moderate,You go down don't finish listen to lesson crazy back caught round bloodletting,Silently I came just as I walk gently,Wave pen doesn't leave a shifting.

工具六：业务早会很重要； Tool six:Business early will be very important;

　　各位听我说，在座的各位有很多做销售的人，其实销售管理难度非常大，销售管理难度远远大于财务经理管财务，或者生产经理管生产，车间主任管工人，因为财务经理、生产经理他都是现场管理，经理往办公室的最后一排一座，一抬头一看这个人在吃东西，这个人在打游戏，这个人在玩，这个人在发呆一抬头能看见，销售经理管销售难啊？因为销售经理一抬头，身边没有人，你身边没有人，人呢？人去哪了？上市场了不在身边，上市场干啥了？鬼知道，销售管理难就难在遥控，而遥控往往会失控，要想遥控不失控，必把遥控变现控，怎么把遥控变现控，我问你：业务员一天什么时候在你身边？就早上、晚上两头嘛，在你的身边要抓不住，不在你身边抓啥啊，在你身边的时候必须抓住，所以早会很重要，一说早会有人说了“我们公司也开”，是，很多公司都开早会，但是你的早会对业绩有没有推动、对管理有没有推动？去看很多公司开早会，领导讲话用四个字两个词概括“性感、叫床”，领导一讲话就是“重要性、必要性、紧迫性、责任感、长期性、艰巨性、使命感、荣誉感”性感，领导再一讲话就是“要怎么样、不要怎么样、还要怎么样”这不是“叫床”吗？你的早会开完跟你的检核一样，要思考的是你的会议今天开完对销量有没有推动，做终端是以销量为导向的，从拜访率到固定员工行踪，到建立拜访标准，到领导检核到业绩排名到业务早会，全部都是以销量为导向在主轴管理的六个核心工具的，所以早会这块又是一个模块。

You listen to me,All of you have a lot of sales person,In fact sales management difficulty is very big,Sales management difficulty than financial manager tube financial,Or production manager pipe production,Workshop director pipe workers,Because financial manager/Production manager he is site management,The manager went to the office of the last row a,Looked up at the man in the eating,The people are playing the game,The man in the play,The man in a trance looked up to see,The sales manager to pipe sales difficult ah?Because the sales manager looked up,Side no one,No one around you,People??People go to which?On the market not at nearby,On the market do?Ghost know,Sales management difficult difficult in the remote control,And remote control often out of control,If you want to remote control not out of control,The remote control will be realized,How to put the remote control realizable control,I ask you:The salesman one day when by your side?The morning will/In the evening, two head,On your side to hold,Not with you grasp what ah,In your side must seize,So early will be very important,Someone might say early said"Our company also open",is,Many companies will open early,But you will have to promote early performance/To promote the management have?To see a lot of companies will open early,The speech of the leader with four word two word"sexy/Call bed",Leadership is a speech"importance/necessity/urgency/responsibility/long-term/difficulty/mission/Sense of honor"sexy,Leadership is a speech again"How to/Don't how/And how"This is not"Call bed"??You will be out of his early with your check the same,To think is your conference after the meeting today to promote the sales of any,Do terminal based on sales oriented,From visiting rate to fixed staff whereabouts,To establish visit standard,To leading check to performance ranking to business would have,All sales are oriented in the spindle management six core tools,So early will this is a module.

工具七：过程考核和巡检系统； Tool seven:Process evaluation and inspection system;

　　这个一言难尽，再次点到为止，大家都知道，结果考核和过程考核中间，过程考核相比结果考核有优势但是操作难度更大，这个话题太大在这就不说了。

This it is a long story,Point again,Everyone knows that,Results evaluation and assessment process middle,Compared the process assessment results assessment have an advantage but operation more difficult,This topic is too big in this won't say it.