What is the general process of China Merchants Association?

First, establish a dealer (agent) database;

1, looking for dealers;

Look for dealers from various channels such as internet, newspapers and friends' introduction, communicate with them, build feelings and lay a good foundation for the company's investment promotion.

2. Establish a dealer database;

Companies should fully understand dealers, so as to master the most important dealers, such as the name, contact number, address, strength, business content (agency products), reputation and so on.

3. Determine the number of contestants;

Before the investment promotion meeting is held, all the distributors of the company should be informed to give them time to prepare, and the company can also know how many distributors will attend the meeting, so that the company can do a good job in logistics. For example, in March this year, the company held an investment promotion meeting, and the team members informed the dealers that our company would hold an investment promotion meeting around mid-March this year. Do you have time to attend? So as to determine the number of participants.

Second, determine the time and place;

1, according to the above statistics, determine how big the hotel (hotel) to use and the specific time.

For example: Time: March × Day —× Day Location: ××× Hotel Theme:

2. Notify the dealer again (our company has determined the time and place).

Third, the organization of investment groups;

1, personnel demand and number of investment promotion team

2. The unified image of the company's investors

3, investment group training (key)

Merchants should understand the company's development history and future strategy, corporate philosophy and culture, product functions and prices and other related knowledge, communication and negotiation skills, investment instructions, interpretation of agreements and contracts, matters needing attention and so on. It is conducive to the investment promotion team not making any mistakes in the negotiations.

Fourth, design the investment manual (key)

The purpose of the investment promotion manual is to attract dealers and let them voluntarily join the shopping plaza after reading it. This is the focus of attracting investment. It mainly includes the following contents: enterprise and project introduction, market business opportunities (key points), investment requirements, policy support, etc.

Five, choose the media release (key)

Select the target media to advertise. For example: newspapers, television, radio and other related media. Mainly for dealers, the purpose is to attract dealers to participate and let them know the strength of our company. Note: Specific time, content, frequency, etc.

Meeting invitation of intransitive verbs

Inform the dealers of the specific time and place of the meeting again the day before the investment promotion meeting, and reconfirm the number of dealers attending and the arrival time of the dealers, so that the investment promotion personnel can prepare for the meeting and arrange the conference room, catering, accommodation and other related contents.

The materials include: one copy for each person of the investment promotion manual and conference flow chart, and 30 copies for urgent use.

Two contracts and 60 urgent needs.

If you want to eat, you need to prepare meal coupons. Buffet meal coupons are stamped with the company seal or the signature of the person in charge of the company to prevent confusion.

Seven, held a meeting of investment promotion.

1. Venue layout: backboard, podium board, POP, news reported by the media, tea, etc.

2. Receiving the dealer: Give the business card of the person in charge of the company to the dealer, leave the business card of the dealer and wear the badge.

3. Information distribution: hand over relevant information such as investment promotion manual and conference flow chart to the dealer.

4. Arrange the meeting: the negotiators of the investment promotion group should sit with the dealers to facilitate communication and strengthen their feelings. Basically, one merchant is responsible for 8- 10 dealers.

5. Moderator: Introduce the guests, thank the dealers for coming, and the background and intention of the meeting.

6. Main speakers of the meeting: company leaders, guests and others. The key point is that the boss and chairman of the company introduce the company background, development strategy and products; The general manager introduced the company's products and investment policies.

7. Dealer's problem: communicate with each other and strengthen feelings.

8. Company staff should prepare cameras, etc.

9.* * * Dinner (singers and art groups can be invited to perform some programs, and it is best to combine the programs with the company's projects to increase the atmosphere).

Eight. negotiate

1, meeting etiquette

When business negotiators meet for the first time, it is necessary to introduce, shake hands and exchange business cards.

(1) Introduction

In business negotiation, introduction is the basic way to get to know each other. Through introduction, we can shorten the distance between us, so as to have a better conversation, exchange and in-depth understanding. The purpose of introduction is mainly to establish some kind of trade relationship. In introduction, it is usually commensurate with the position.

(2) shake hands

During the negotiation, the two sides introduced each other and shook hands to express their willingness to communicate in a friendly way, so as to talk better and get to know each other better. The basic rule of handshake is: the host and the guest (banker) shake hands with each other, and the host must reach out first, and the guest (banker) can only reach out and hold it after the host reaches out. The time to shake hands is about three or five seconds, five or six seconds. When shaking hands, the body should not be too close, but it should not be too far away. A firm handshake means that the handshake is full of enthusiasm, sincerity, trust or gratitude. Do not shake hands too hard or too hard.

(3) Business cards

Business cards are divided into ordinary social business cards and business and professional business cards. You should submit and greet business cards with both hands, not with one hand (impolite). When you receive a business card, you should look at it, remember the name and position of the other party, and then put it in the card holder. Don't throw it around.

2. Conversation etiquette

Conversation is the core activity of negotiation. In a successful conversation, observing conversation etiquette plays a very important role.

(1) Respect and understand each other.

In conversation activities, only by respecting each other and understanding each other can we win each other's emotional closeness and gain their respect and trust. Therefore, before talking, negotiators should investigate the psychological state of the other party, consider and choose the methods and attitudes that the other party can easily accept; Understand the influence of the other party's speaking habits, education level, life experience and other factors on the negotiation, prepare more and be targeted. When you speak, you should realize that speaking and listening are equal to each other. When you speak, both sides should master their own time, and one side cannot be dominant.

(2) Affirm each other in time

In the process of negotiation, when the two sides have similar or basically identical views, negotiators should quickly seize the opportunity to affirm these similarities with flattery. When one side of the conversation confirms the other side's point of view in time and to the point, the whole conversation atmosphere will become active and harmonious, and the strange two sides will start to have a sense of agreement from many differences, and then narrow their psychological distance very subtly. When the other party agrees or affirms our views and opinions, we should communicate with each other by actions and words. This two-way communication facilitates the negotiators of both sides to get along well, thus laying a good foundation for reaching an agreement.

(3) Good attitude and appropriate language.

Speak naturally and confidently. Attitude should be amiable, and language expression should be appropriate. Don't use too many gestures, speak at a proper distance, and generally don't involve unpleasant things.

(4) Pay attention to speech speed, intonation and volume.

During the conversation, you should state your point of view as smoothly and at a moderate speed as possible. In some cases, we can attract the attention of the other party by changing the speed of speech and strengthen the effect of expression. General questions should be explained in a normal tone, with a moderate volume, which can make the other party hear clearly and will not cause disgust.

3. Sign the agreement (key)

This agreement is made in duplicate, one for each party. Party A-dealer (mutual respect) Party B-Jingdezhen Kaimenzi Property Management Co., Ltd. The handwriting of the members of the investment team must be neat (pen or black ballpoint pen). When the banker has a question, the investment team members must answer politely. If they can't answer, don't just say "I don't know" or "I don't know".

Nine, after-sales service (key)

1, equal treatment

No matter whether the dealers sign the agreement or not, they should be treated equally. Maybe the dealers who didn't sign the agreement will be willing to cooperate in a few days, or the dealers who signed the agreement will terminate the agreement because of the poor service of the company, treat them equally, make friends and get rich together. The dealers staying in the hotel and the company's investment team should visit gradually.

Step 2 communicate the next day

The next day, when the dealer comes back, the merchants should communicate with the dealer and say something of thanks.

Step 3 communicate frequently

The dealers who sign the agreement should strengthen the communication times to promote the development of the company's projects; Dealers who have not signed an agreement should also strengthen contact, send blessings on holidays, strengthen feelings and lay the foundation for future sales channels.