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Recently, the author learned from the mid-year operating report of Dongfeng Motor Co., Ltd. Construction Truck Engineering Department that in the first half of the year, the engineering vehicle division completed sales of 10,101 vehicles, an increase of 4% year-on-year. The achievement was due to the improvement of after-sales service capabilities and marketing capabilities of overseas staff.
In terms of after-sales service capacity development, the Business Unit implemented the “Engineered Vehicle After-sales Network Service Promotion Plan†and completed 18 blank outlets. In 2013, the distribution network for distributors in the dealer network deployment plan has achieved service function coverage. There are 44 new quick repair points, and the total number of fast repair points is 535. A number of newly established primary appraisers, service station owners, and maintenance technicians were trained to further improve after-sales service capabilities.
In the management of overseas personnel, the division implements a cross policy (scale, regulations, products, channels, sales) and a “five-step work method†(market scale table, power segment comparison table, competition master sales model table, master sales The model comparison table and the development of countermeasures have promoted the improvement of market analysis capabilities of overseas personnel. The company has carried out embossed training for sales personnel stationed abroad and upgraded the overall quality of sales personnel stationed abroad. Established a "bit letter" to regulate the daily behavior of sales staff. The implementation of the end of the sales force elimination system, giving sales staff some pressure and stimulate their enthusiasm. Foreign personnel are recruited openly and compete for posts so that capable people can fulfill the sales line. Adjust the assessment standards for the remuneration of foreign personnel, and the monthly targets are all counted and achieved, and the progress of repayments can be controlled steadily. Ask the agents to discuss and diagnose the problems in the market. Many forms and measures have promoted the promotion of marketing capabilities of overseas personnel and provided guarantees for sales.