(2) Every contact with the new customer in the future must be filled in the Contact Record.
(3) After signing the contract, the copy must be incorporated into the "customer file".
(4) After the new customer signs the contract, the salesman must fill in the details of each transaction in the Contact Record, without omission.
(5) After each contact with an old customer, the salesman must fill in the contact details in the Contact Record, and shall not miss them.
(6) The details of every transaction of old customers must also be filled in the Contact Record in detail, and no omission is allowed.
(7) The head office will randomly check the "customer file" and "contact record" of each customer.
Collection management system
Mainland Taiwanese businessmen should pay attention to the following four points in regard to "collection" (called "collection" in Taiwan Province):
(1) Customers who come to your door by themselves must make cash transactions.
(2) Customers who take cash transactions shall not pay or pledge a batch of goods several days after shipment.
(3) To change the current trading mode, it must be approved by the general manager.
(4) Every day before going out, the salesman receives the "bill of payment" from the cashier, and must hand over the recovered payment (cash or bills) to the cashier before leaving work that afternoon. If the customer needs to apply for payment, he should obtain the customer's receipt form and hand it over to the cashier before leaving work that afternoon. If the salesman is delayed to return to the company after work due to work needs, it should be handed over to the supervisor and then handed over to the cashier by the supervisor after going to work the next day.
Set aside "bad debt reserve"
In order to alert salesmen and reduce the incidence of bad debts. Also, in order to conform to the principle of fairness, the salesman who has bad debts should bear the loss of bad debts. Based on the above reasons, Taiwanese businessmen in mainland China should establish a provision system for bad debts, with the following key points:
When the salesman returns the money, he will pay half of the bonus he deserves first, and the other half will be used as bad debt reserve. Year-end settlement:
(1) Bad debts incurred during this period are deducted from the bad debt reserve.
(2) If the amount of bad debts is greater than the bad debt reserve, the bad debt reserve will be deducted to the limit.
(3) If there is a surplus after deduction, send the surplus to the salesman.
(4) If there is no bad debt during this period, all the bad debt reserves will be issued to the salesman.
"receiving goods" system
For industries with "shelf life" such as beverages and foods, we should attach importance to the concept of "receiving goods" to reduce losses. The key points are as follows:
(1) Check the sales of retail stores one month after the goods are distributed, and immediately receive the goods for the retail stores with poor sales, so as not to pass the shelf life.
(2) When a new product is launched on the market, and it is found that the goods are unsalable in an all-round way after distribution, the goods must be received as soon as possible. Then the recovered goods can be disposed of at a higher price or under more favorable conditions, so as to avoid the end of "cutting goods".
(3) the salesman should pay close attention to the inventory situation of the wholesaler, for the "immobile" unsalable.
Keywords: management case
Inventory, try to help wholesalers digest, if it is still not easy to sell, you should receive the goods as soon as possible.
(4) The business supervisor should give priority to dispatching trucks to handle receiving goods.
(5) Goods returned to the company after receiving goods shall be sorted out for other customers.
"planning a visit" system
In order to make the salesman arrange to visit customers in a planned way, and avoid omitting not visiting a few customers or visiting important big customers for too long; It is also convenient for business executives to check the whereabouts of salesmen, so that salesmen can't be lazy. Taiwanese businessmen in mainland China must establish a planning visit system. The key points are as follows:
(1) The salesman is required to hand in the visit schedule for next week before leaving work every Friday.
(2) The supervisor should teach the salesman the skills of planning the visit itinerary. For example, if buses and subways are used as means of transportation, the visiting customers can be arranged in a line, and the last customer is located at the bus stop sign for going home, or at the starting and ending stations of multiple buses (for example, Xujiahui in Shanghai), or at the transit station of the subway (for example, People's Square in Shanghai).
(3) Try to run to the neighboring area the next day, and don't run to the extreme opposite area. If a customer has not finished processing today, go to the nearest place to finish processing tomorrow.
(4) belonging to beverages
, food, daily necessities and other industries, each salesman should regularly discharge 5 visits 1 at ordinary times, then all customers will visit once in a week. When the goods are distributed, the goods are received, and the overdue accounts receivable are collected, the visit itinerary will be discharged separately.
(5) Mainland salesmen often suffer from this problem, and the supervisor must correct it: develop more customers in areas close to the company or the salesman's home, and often visit old customers. On the contrary, in areas far away from the city center (for example, Dongxihu District in Wuhan), we will develop fewer customers and are too lazy to visit old customers. In the long run, our performance will inevitably be bad.
(6) To combine the "customer classification" method, important customers should increase the frequency of visits. For example, in the case of supermarket chains, stores with "piles" can be listed as important customers to increase the frequency of visits.
(7) The salesman should plan the visit itinerary according to the "convenient" and "inconvenient" visit times of customers. For example, Shanghai Agriculture, Industry and Commerce Supermarket takes stock on the 25th of every month, and does not purchase goods on that day and the first two days, so salesmen should avoid visiting the Agriculture, Industry and Commerce Supermarket on the 23rd, 24th and 25th of every month.
(8) The supervisor must accompany the salesman to visit all customers once a month.
(9) Flexible use of the technique of "dropping in".
For example, industrial products should mainly visit important big customers and visit other small and medium-sized customers by the way.
(10) The supervisor can check the whereabouts of the problematic salesman according to his scheduled visit schedule.
(1 1) If there is something temporary that needs to change the visit itinerary, the salesman should modify the visit itinerary before leaving the company that morning and report it to the supervisor.
Measures for the handover of resigned business personnel
The turnover of mainland salesmen is one of the main causes of overdue accounts receivable. Therefore, Taiwanese businessmen in mainland China must clearly stipulate the handover method for resigned business personnel, and they must complete the handover procedures according to this regulation before they can be paid the last salary.
The Handover Measures for Resigned Business Personnel are as follows:
After the business personnel submit their resignation, the business supervisor will visit all customers one by one to check the accounts receivable in cooperation with the departing salesman and the succeeding salesman. After verification, the handover procedure can only be completed after the resignation salesman and the succession salesman sign the handover form, and the customer signs or signs it, and finally the business supervisor signs it for confirmation.
Branch management system
One of the characteristics of the mainland market is the endless stream of fraud incidents in branches. Several well-known mainland local enterprises have closed down due to the major deficiencies in the management system of their branches. The branch management system can be divided into two aspects: the management system of the head office to the branch and the internal management system of the branch. Examples are as follows:
Keywords: management case
(1) Company's management system for branches:
(The human resources department of the head office will sponsor the recruitment of employees in the branch.
(The head office will handle the pre-service and on-the-job training of the division members.
(r) The Human Resources Department of the head office randomly checks the attendance status of employees in the branch.
(The head office regularly and irregularly sends personnel to check the inventory of the branch.
(The heads of all departments of the head office regularly inspect the counterpart departments of the branch to understand the working conditions, do a good job of supervision and counseling, and help solve their problems.
The general manager regularly goes to the branch to publicize the business philosophy and announce the company's new policies, so as to unite the centripetal force.
(The finance department of the head office should check with the branch once a month.
(The head office requires the branches to pay all kinds of statements, and all branches must pay them on time.
The head office holds a "continental business meeting" every two months, which is presided over by the general manager and attended by the top executives of all branches.
(Each branch must collect customers' feedback on our products and present a report at the "Continental School Conference".
(1 1) Each branch company shall collect the information of customers and manufacturers in the same trade, and submit a report at the "Continental Business Conference".
(12) Each branch company shall submit the sales forecast for the next two months to the head office at the end of February, April, June, August, 10 and 1 2.
(2) Internal management system of the branch company
(1) Employee profile:
(a) When reporting for duty, employees of the branch company shall fill in the "Employee Personal Data Registration Form", and fill in the current home address, contact information and other relevant information in detail. From the top supervisor of the branch to the head office.
(b) In case of any change in the above contents, the employee shall fill in the "Change Form of Employee Personal Data Record" within one week, and submit it to the top supervisor of the branch company together with a copy of the proof document for transmission to the head office.
(2) The business personnel of the branch company shall visit customers regularly according to the regulations of the business director of the head office.
(3) The business personnel of the branch company shall go to the customer's office for account reconciliation and settlement on time as stipulated in the contract, and remit them back to the head office as stipulated by the financial department of the head office.
(4) When the customer informs that there is a problem with "quality", the top supervisor and relevant personnel of the branch must immediately rush to the scene to solve it properly.
(5) The branch shall take stock of the inventory every month 1 day, and fax the inventory form to the head office after the inventory.
Finance department.
(6) Each branch shall hold a "branch business meeting" immediately after going to work every day, which shall be presided over by the top supervisor of the branch. Minutes of the meeting shall be kept on file and faxed to the business department of the head office daily.
(7) The branch shall arrange employees to clean the office space by turns.
Cooperate with matters stipulated by the Inland Revenue Department.
The relevant matters stipulated by the tax bureau must strictly require the salesman to fully cooperate so as not to be punished by the tax bureau. And cause tax officials to have prejudice against the company.
(Example 1) Both parties shall affix the contract seal or official seal to any contract involving promotion expenses.
(Example 2) All items of promotional expenses not listed in the "Master Contract" must be accompanied by a contract signed by both parties, and both parties shall affix the contract seal or official seal.
Keywords: management case
And prepare legal documents.
(Example 3) When the customer returns the goods, he should go to the tax bureau to issue a return certificate, and we will issue a red-ink invoice to the customer.
Workaround: (1) You don't need to issue a return certificate if you exchange goods. (2) If the customer promises to return the goods, it can be deducted at the next invoicing, so there is no need to issue a return certificate.
Special reward and punishment system for business departments
In order to effectively manage business departments and prevent salesmen from cheating, a special reward and punishment system for business departments should be formulated. The most important of these are the following two points:
(1) The clause of "only capital crime" (i.e. expulsion) is clearly stated:
* Those who embezzle public funds. * Private business people. * Changing the current trading system during the period of returning from Taiwan. * Married Taiwanese have an abnormal relationship with female employees of the Company.
(2) specify the terms of "bonus deduction" (mainland employees are most afraid of being deducted):
* overdue accounts are deducted from the bonus.
* 30 yuan will be deducted every time the report is not handed in; 15 yuan will be deducted each time if the content is untrue or perfunctory.
1. Tax control screen (also known as "tax control server") is a special tax control equipment developed according to State Taxation Admini