subject: Tanaka Road Sales devil's recipe for success in the letter - Ricoh copiers - office supplies industry [print this page] Tanaka Road Sales devil's recipe for success in the letter - Ricoh copiers - office supplies industry
Market failure for many reasons, including poor marketing is an important factor. The level of marketing ability of the enterprise often depends on the strength of sales staff. A successful sales staff must have a strong entrepreneurial spirit, manifested in action, is willing to move head and Tuiqin.
"Sales devil's" story
1958, the Ricoh Duplicator First to market, the chance encounter of the Civil Code of Japan introduced the amendment, the amendment provides that all residence registration have to be to couple as a unit, which means that all municipal departments to rewrite the household registration card. In the past such File All by hand, works quite voluminous, Ricoh salesman Tanaka Drive letter and found the opportunity to use the Ricoh to launch a revolutionary "for document movement."
To the government to sell, however, requires prior demonstration presentation. Tanaka Road the night before the letter again, and again in the presentations such as gift bottle No. Tizhe Da officials visited one by one, "Tomorrow, we arranged Mongolian your presentation, I came to thank for." Attitude is sincere and cordial. So demo day, there are components of these supporters. After the presentation, regardless of whether the decision to purchase the other party, Tanaka Road, seeking their first letter is always left to try the machine. Machine operation and manual labor compared to the simple and efficient is obvious, so many departments decided to try to try to buy the. Tanaka Road
letter that dry mouth marketing alone is not enough to explain, want to convince customers, but also a variety of actual sales data and information, we must fully understand the customer. Tanaka Road, often to the letter of sales, profits, inventory information on the number of machine sets to take home analysis. "Rely on silver tongue, a salesman, got home slept great feel, is not large sterile", it is through unremitting efforts, the letter repeatedly to promote the success Tanaka Road and got a "Mr. Ricoh machine," the nickname .
1963 1 month, the company sent a letter to Tanaka Road to Korea after the Korean Ricoh Proxy Shops also sell a two year copier. Tanaka Drive letter arrived in Japan, the Republic of Korea with Qi Yu, general manager of Ricoh said to him: "Different times, the Ricoh does not sell here." Tanaka Road
letter do not agree, he believes that only sincere market niche, and he spent some time visiting the Government Administration Committee and Cheil Industries Inc., Korea and other large enterprises of a bank. Wherever I Tanaka are separated from lectures, invited to listen to customers. So one day, South Korea, "Asian Times" published an article in "Japan Office automation And South Korea's status quo "for the title of a series of articles, pointing out that office automation, how backward Korea. Article was published two consecutive weeks, causing South Korea are concerned about.
A series of lectures promotion letter to Tanaka Road, successfully sold the 50 copiers. At that time, Ricoh copiers, 500 monthly, monthly sales of all branches up to about 20 units. In contrast, sales fell a letter Tanaka Road 50 became a great success.
Marketing needs of enterprise and Tuiqin Why Tanaka Road
letter to South Korea, where sales do not increase before then? Is because with Qi Yu fundamental attitude is negative. Tanaka Road letter that if the negative attitude of the beginning, then the best-selling product will become unmarketable, in your work on a discouraged, we should first confirm whether the positive attitude of their own.
Indeed, if the salesman to sell once, it can be "bought" the answer, also do not need to sell the profession. Tanaka Road letter that the sale would not exercise his legs do not work. With a customer, people run three times, you have to run five times, rather Baipao non-transport, is so that we can not run sales. Eat a few times, closed her door on the frustrated is not desirable, if you have time admitted by the dejected, it is better to spend our brains at this time.
Marketing, certainly not pushing products to sell something so simple, successful sales is the crystallization of the wisdom and hard work.
