Summary of Key Points in Machinery Sales Management

In the field of Machinery Sales, effective management is crucial for achieving sales targets and enhancing corporate competitiveness. The following elaborates on the key management considerations in machinery sales from multiple critical aspects.

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First and foremost is the formation and management of the sales team. Based on the company's sales business development plan, a reasonable sales team structure should be formulated, with clear definitions of job responsibilities and personnel requirements for each position. When recruiting, priority should be given to selecting sales personnel with experience in the heavy machinery sales industry, solid professional knowledge, excellent communication skills, and a good sense of teamwork.

Customer development and maintenance are also extremely important links.There are various ways to develop customers: participating in various heavy machinery industry exhibitions, seminars, technical exchange meetings, etc., to display the company's product image and expand customer resources; using network platforms, social media and other channels for product promotion and customer development, releasing product information and industry trends to attract the attention of potential customers; obtaining customer leads through industry associations, chambers of commerce, partners and other channels, conducting customer visits and development; and carrying out telemarketing, email marketing and other initiatives to contact potential customers. For customer maintenance, a customer relationship management (CRM) system should be established to comprehensively and accurately record and manage customer information, including basic information, purchase records, communication records, service records, etc. Sales personnel should conduct regular return visits to customers to understand product usage, satisfaction, and other needs, and solve customer problems in a timely manner.

The frequency of return visits depends on the importance of the customer and the volume of business, generally not less than a certain number of times per month. During important festivals, customer birthdays and other special periods, send blessing messages or greeting cards to express care, regularly provide customers with industry-related technical materials, market dynamics and other information to enhance customer trust and reliance on the company, and organize customers to visit the company's production base, product display center, etc., to allow customers to gain an in-depth understanding of the company's strength and product advantages. In addition, a sound customer complaint handling mechanism should be established to handle customer complaints effectively and promptly. When receiving a complaint, sales personnel should immediately record the content and feedback it to relevant departments for handling within a specified time. The handling result should be replied to the customer within a certain number of working days to ensure customer satisfaction.

Sales process control is also not to be ignored. The first step is to obtain sales leads. After sales personnel obtain sales leads through various channels, they should promptly enter them into the CRM system. Sales managers regularly sort out and analyze the leads, evaluate their quality and potential value, and assign valuable leads to sales personnel for follow-up. IAt the same time, credit evaluation of customers should be conducted, and a credit evaluation team including personnel from sales, finance and legal departments should be formed to evaluate customers in terms of operating conditions, financial strength, credit records, industry reputation, etc. Based on the evaluation results, credit ratings are divided, and corresponding sales strategies and contract terms are formulated for customers of different levels. If delivery may be affected due to special reasons, the sales department is promptly informed to communicate with customers. The after-sales service department provides services in accordance with the contract, establishes customer after-sales service files, and conducts regular return visits.

At the same time, it is necessary to follow up on customer obligations. The financial department pays attention to the customer's payment situation and sends payment reminders in advance. The sales department communicates with customers who have overdue payments to understand the reasons and take measures. When customers inspect products, the sales department actively assists, carefully records and feeds back objections to inspection. If customers refuse or delay inspection without justifiable reasons, the company's rights and interests are safeguarded in accordance with the contract. In case of contract modification, the proposing party submits a written application, detailing the reasons, contents and impacts. The sales department organizes relevant departments to evaluate, and major changes in rights and interests need to be approved by the company's senior management. After both parties reach an agreement, a written modification agreement is signed. Contract assignment is generally not allowed. If it is really necessary due to business needs, it must meet the conditions such as not harming the rights and interests of the company and customers, the transferee having the ability to perform, and obtaining the written consent of the other party to the contract. The transferor submits an application, which is reviewed by the legal department and approved by the company's leadership before going through the transfer procedures and signing a tripartite transfer agreement. The transferor hands over materials and assists in communication.

In conclusion, machinery sales management covers multiple key aspects such as sales teams, customers, sales processes, and contracts, with each link closely connected and interacting with each other. Only by strictly following management considerations in each link and effectively doing a good job in various management tasks can the smooth development of machinery sales business be ensured, the company's sales targets be achieved, a position be occupied in the highly competitive machinery market, and the sustainable and stable development of the company be promoted.