Chip sales require a complex process and a long time. In addition to service awareness and customer development ability, sales personnel must master product knowledge, cooperate with business and technical support to gain customer trust.
The sales of chip products have gone from good to bad, from finding customers to waiting for other suppliers to exit in order to achieve business. Small customers, finding connections and offering a low price can achieve business; Key customers need to go through client research and development, supply chain management, procurement, and even the unanimous agreement of the quality department before they can have the opportunity to import. The entire process requires time and endurance, constantly adapting to the customer.
The main responsibility of chip sales is to identify opportunities and needs from customers and the market, plan and define products based on one’s own capabilities and resources, and consider the competitive environment. Communicate fully with chip technical support engineers to understand and support this product demand, listen to their ideas and opinions, identify and solve problems, and make appropriate adjustments and corrections to meet customer needs, Create value and improve satisfaction for customers.
Chip sales are the main channel for companies to obtain customer information. Most domestic chip design companies develop low repetition products, and customers have concerns and concerns about new products, especially when the price difference is not significant. They are not willing to make replacements. But to sell chips, it is necessary to face customers, adopt and continuously provide feedback, and optimize according to their requirements and needs. Only in this way can we do a good job in our products and expand our business. Therefore, for distributors, agents, manufacturers, and component stores, the biggest asset is human resources!
Every company hopes to have top-notch sales, and good sales are one of the important factors determining corporate performance.
To become a top salesperson, it is not an easy task. Han Junlong, CEO of Dashengtang Electronics Co., Ltd., believes that to cultivate a top salesperson, the first step is to establish an elite sales team that understands products and applications, and establish a regular training system for newcomers and teams; The company should establish a comprehensive training system, provide professional technical training, management skills training, and team building training for employees, and improve their overall quality.
Duan Sutong, Sales Support and Customer Service Manager of Meilong Electronics, stated that a good salesperson needs to cultivate excellent service awareness. Excellent service does not mean doing something 10 times better than others, but rather increasing the customer’s expectations slightly; However, the expectations of customers are always slightly higher and higher, so pursuing excellent service is a continuous process of exceeding customer expectations.
An employee has a sense of service, which means that he/she can estimate the majority of customer needs and provide corresponding services. For parts higher than basic services, he/she can proactively find ways to help customers meet their needs.
