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The first stage: "last night, the west wind withered, the number of tall buildings alone, looking to the end of the road."

This is a phrase in the Song Dynasty poet banquet "butterfly love flower", which is used to describe the confusion and helplessness of the newly recruits in the workplace.

很多剛畢業(yè)的學(xué)生，或轉(zhuǎn)行剛進(jìn)入營銷行業(yè)的“新新人類”，在剛剛從事營銷工作時，往往不知道該從哪里入手，加上缺少相關(guān)培訓(xùn)或一些上級沒有“傳幫帶”意識，便造成了這些營銷新手“獨上高樓，望盡天涯路”而迷迷茫茫、孤苦無助的心境，甚至產(chǎn)生“昨夜西風(fēng)凋碧數(shù)”的迷失、悲涼、蒼涼的感慨，于是，一些營銷人在沒有相關(guān)指導(dǎo)和幫助的情況下，或打退堂鼓中途轉(zhuǎn)行，或淪落為“裝卸工”或“鋪貨員”，他們在經(jīng)歷了很長的一段時間后，有的順利進(jìn)入了營銷人的第二階段，而有的還在原有崗位上“原地打轉(zhuǎn)”，這時候他們會發(fā)出“裝卸工”或“鋪貨員”這面“紅旗”還要“打”多久的疑問。

Novices at this stage usually go through 2 to 3 years or even longer, because marketing involves a wide range. As an excellent marketer, he should not only be familiar with the marketing theory in this field, grasp the development trend of marketing, but also study related economics, sociology, philosophy, law, psychology, management and so on, not only to know astronomy, but also to know geography. Only in this way can people become more comprehensive and high-quality and well received by customers.

In order to get rid of the confused state as soon as possible, a new marketing person should do the following work at this stage:

1, learn more.

Higher education in China is much more like exam oriented education. Even if it is "marketing talent" born in the marketing class, its marketing knowledge at university is generally difficult to pform into real productive force in a relatively short time. Therefore, it is necessary for the novice marketing newcomer to discard the unrealistic idea of "high standards and low expectations" and "high aim" when entering the market.

So, how to learn and learn from others? First, learn from your boss.

Bosses can only be your superiors, so they must have their own advantages. Therefore, they must learn more from their superiors, learn more about how to lead the team to fight hard battles, fight bitter battles and win wars, and learn from leaders. They will also give a good impression to leaders, and personal growth will also increase correspondingly, because leaders like people who are modest and studious.

Second, learn from colleagues.

"Three people walk, there must be my teacher". Learning from colleagues around you will not only bring you good popularity, give people a good impression of easy-going and easy communication, but also be easy to get help from others, and soon become one with the team.

Third, learn from enterprises.

Learn the culture and management system of enterprises, learn the history of enterprise development, strengthen the history, learn relevant product knowledge, production knowledge, and learn good strategies and methods for competing enterprises.

Fourth, learn from customers, especially to distributors.

Do not always think that dealers do not even graduate from high school or even junior high school. They are rude and disinclined to learn.

In fact, many dealers have their unique ideas and advantages, and the key for us to learn is whether we can find them.

For example, dealers do the courage and courage of the market, dealers good interpersonal relations, namely the establishment of skills and so on.

2, look at it.

Many marketing novice, when they start their first business trip or negotiate with their customers for the first time, always feel that they lack confidence or lack of motivation, can not find the key points to negotiate with their customers, and are easily persuaded by customers. In fact, this is in many ways because of the lack of discovery by the novice of marketing.

Therefore, when we operate the market, we must carry forward the good habit of seeing more.

To see more, we should not only be able to act in an opportune way, help our customers to do something, but also win the welcome and praise of customers, and we need to see more skills such as negotiation between superiors and customers, the "doorway" of dealing with the two batches of merchants, the way to work together in the market, see more about the clients' life skills and their habits and hobbies, and so on. By looking at them more often, we can take fewer detours and do things in a targeted way, so that we can gain more opportunities to control the market.

3, read more.

Faced with numerous marketing works and theoretical books, we sometimes do not know what to read.

The author suggests that reading should also be based on its own stage, not at the level of our business representatives. We should read the business strategy, leadership, situational management and so on.

For example, books such as Philip Kotler's integrated marketing theory can be selected. Such works should not be too much, too much, easy to disturb, and more and more blurred.

A good book is enough.

You can also choose another magazine, for example, "sales and marketing", which has five versions, which can be read from one of them. If it is published, it is suitable for front-line or marketing newcomers to read.

4, practice more.

Learning more, reading more, and watching more are actually for training and learning.

How to practice, imitate and copy first.

For example, when you see a colleague doing a very good sales promotion plan in the A market, you can change it and combine it with your responsibility, such as the actual situation of the B market, and turn it into something of its own, but you must not copy it.

At the same time, combined with the actual operation of the scheme, the necessary adjustments and revisions should be made at the right time, eventually forming its own operation experience and sentiment, and groping out a suitable mode of operation market for ourselves.

In fact, success is very simple, that is, simplifying complex things, doing simple things right and doing the right things repeatedly.

Whether the marketing novice starts or not depends on the level of his comprehension. It depends on whether he can learn more, read more, read more and practice more. Only when he completes the above points, can the confused situation be improved so as to better enter the second stage of its development.

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The second stage: "the clothes are widened, and they do not regret.

Liu Yong in the Northern Song Dynasty used the above words to describe the "Crazy" in love between men and women in the butterfly flower.

The idea is that it is worthwhile to lose weight for missing her. Though the clothes are large, they never regret it.

After all, the marketer, after walking out of the confused "swamp" and deciding the ultimate goal of being happy with marketing, should throw all his eggs in one basket and go all out to realize the pformation from a novice marketing novice to a competent and mature marketing master from "pupa" to "Butterfly", and this is a hard journey that requires effort and sweat.

This stage is different according to the growth time of different marketers. The short period is 3 to 5 years, but the length is longer.

At this stage, marketers should do the following "practice", one is psychological experience, the two is skills upgrading, and the three is to form their own marketing mode.

心理的歷練，主要是指作為優(yōu)秀的營銷人應(yīng)該具備的一些心態(tài)，比如;自信的心態(tài)、積極的心態(tài)、敬業(yè)的心態(tài)、吃苦耐勞的心態(tài)，吃虧的心態(tài)等等;技能的提升，則是指快速成長自己而需要具備和強化的一些能力，比如，管理經(jīng)銷商的能力、操作市場的能力、團隊管理能力、培訓(xùn)的能力、執(zhí)行力、領(lǐng)導(dǎo)力的提升等;而形成自己的營銷模式，即是要能夠獨立而開創(chuàng)性的工作，因為營銷人要想比同行、同事優(yōu)秀，要想早出人頭地，就必須能夠有自己的“思想”，能夠變通而開創(chuàng)性的展開工作，比如，差異化策略的實踐，終端客戶的招商等等，其實，這也是營銷人提高自己的領(lǐng)導(dǎo)與操作水平，樹立自己的權(quán)威與領(lǐng)導(dǎo)地位的一個過程，在這個過程中，營銷人還需要努力實現(xiàn)四勤：

1, legs.

It's hard to imagine that a marketer who has "five grains and no limbs" can win the praise and trust of the leaders. Therefore, if marketers want to grow faster than others, they must be diligent in their legs and learn to use their legs to "measure" the market. If you can finish the market with your feet, I think the new customers will definitely find it. The new relationship with the two batch of retailers will be well established, and the key is whether you can do it.

Can someone else's feet be in the open while your feet are still flying in the market and on the way forward?

2, hand in hand.

God gives us both feet to let us use to walk, and to give our hands is to do things for ourselves and for others. When we do our work, we can reach adults and achieve unexpected results.

The salesperson of a company in which I work is not eager to sell products and negotiate policies while developing a new customer. Instead, he is busy trying to load and unload goods for his busy prospective customers, and is very busy. As a result, this customer, who is considered difficult by other manufacturers, has become the general agent of the company and has become the "iron pole" customer of the salesman.

In the operation of the market or the creation of personal brand, quick hands and quick moves sometimes win the game, and often receive the effect of "no intention of inserting willows and willows".

3, speaking hard.

Speaking hard is a basic skill that a marketer must possess. But in his daily sales management, I find that some marketers do great things, but they are not good at expressing them, especially those who are not good at expressing them to strangers. This is a big taboo for marketers to grow up.

Therefore, as an excellent and experienced salesperson, he should be a person with strong language skills. He knows what songs to sing and knows what to say. For example, if you see superiors, you should call out your surnames and positions, even your own iron buddies. When you see old people, you should call them "Auntie" or "Uncle". When you see your older brother, they know that they are called "big brother" and "big sister", so as to add a lubricant to their business development and interpersonal communication.

Marketers can only enjoy their customers' efforts and be loved by customers, so that they can be satisfied with the business so as to get a better and larger development space and platform.

4, brain Qin.

In order to better guide the work in the future, make mistakes not to repeat the offense, let the experience develop, so that we can become a thinking marketing intelligence person. For example, when we are away from business, when we return to the guesthouse, can we lie on the bed and have our own work done in the past "the movie". Can we write a good and effective experience on this book and write down the lessons of failure as a model for us to draw lessons from. Brain diligence, as a marketing person must be good at summing up.

Being able to speak, write and do well is the magic weapon for a salesman to succeed.

In this process, as a salesperson, he should learn to be in love with marketing. He should be good at "marketing life and marketing life", so that he can constantly train himself in his work, constantly improve himself or sublimate himself, and constantly increase chips for his success.

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The third stage: "the masses find him thousand degrees, suddenly look back, but the man is in the dim lights."

This is the classic phrase in Xin Qiji's "green jade case".

As a marketing person, if we can reach the realm of "searching for thousands of people in the public" and "that person is in the shadow of the lights," basically, the career has been "pure fire" and has been completed.

At this stage, some marketers "ten years of grinding a sword" have become the executives of the enterprise, while some marketers have created their own entities and become the owners of the enterprises. After they reach the top of Pyramid successfully or become the helmsman of their own enterprises, they often get flowers, applause, money and reputation, but after marketing people reach this stage, they still need to strengthen themselves in the following aspects:

1, continue to learn.

Now is an age of increasing competition, and the ecological competition rule of "natural selection and survival of the fittest" motivates us to "live and learn". Therefore, as a marketing person, no matter how successful you are, you must have a sense of crisis, knowing that the "elimination period" or "bankruptcy period" is close at hand. Marketers must learn continuously before they can be eliminated by society and enterprises, so that they can remain sober minded in the "dim lights" and make themselves invincible at any time.

2, keep innovating.

Innovation is the foundation of establishing a career.

"Running water is not rotten, but the door is not worm eaten". Marketing is the most important thing to avoid being complacent with the present situation. It is the most afraid of being small and easy to get along. As a marketing person, if his thinking is stagnant, then the golden period of his career will be over, and he will surely die.

Only by keeping up with the sense of innovation, innovating constantly and innovating mode, can marketers carry out their marketing work forever before they can go to another success after a success.

3, the courage to challenge themselves.

A man's greatest enemy is not himself, but himself. Therefore, a successful marketing man must always be brave enough to challenge himself, challenge the past and be brave enough to say goodbye to "old me" in order to keep pace with the times and not be eliminated by the industry.

Today, after the waves of the Yangtze River push ahead, the new generation will replace the old people, no matter who under any condition, marketers have no reason to be arrogant, there is no reason to be arrogant, there is no reason to be conceited, there is no reason to be self conceited, and marketers have to be brave enough to challenge themselves, so that they can constantly create new world, new stage and new brilliance.

"The road is long, and I will go up and down." I hope that all the friends in the marketing circles at different stages will be able to succeed and be able to create their brilliant life.