Reminding: Ji'nan
in recent years, the market for health products has been disordered. Many elderly people have bought a huge amount of health care products without knowing or being flickered, so the rate of complaint is high. In January 11, 2011, reporters entered Ji'nan "Hongqi Kang" health care products sales company, "undercover" time span of nearly a month. During this period, I attended two sales meetings and a business training meeting, and I made friends with a number of salesmen and contacted several representative elderly people. In the background of the frequent disorder of health products marketing and the frequent exposure of the salesman's conscience, the reporter's undercover experience can be more intuitively exposed to the disorder of health products.
all this, the reporter displayed the original ecology in the form of diary.
2012 January 11th
Application
very smooth
this day, I collected hundreds of "Ji'nan health care products Recruitment" related information, the recruitment of health care products companies in Shenzhen, Shanghai, Beijing, Jiangxi and other Ji'nan branch, most of the work experience more than one year or even 10 years The salary ranges from 3000 yuan to 4000 yuan, even higher than 10000 yuan.
I called the recruitment call of Beijing Yun Da Biotechnology Co., Ltd., and the health care product they sell is "Hong Qizhi Kang". A woman surnamed you said that the company is selling through the way of meeting marketing. The salesman's work is very simple. It only needs to do a good job of customer maintenance. The sales of the product are mainly by the experts and the salesman. In
interview, Ms. Guan first asked me where I saw the recruitment information, and I answered it truthfully. "What have I done before?" Miss Guan interrupted me. She said that the company is now recruiting talents. If you do well in two months, you can raise the leader or the supervisor. "A base salary of 1100 yuan, after the official staff every half a year plus 50 yuan wage, the sale of 7000 yuan under the sales of 3%, more than 7000 yuan by 4%, the higher the higher sales."
Ms. Guan showed me the product of Hongqi Kang through the glass of the closet. She did not give me a detailed description of the product, and even opened the closet without looking at it. "2480 yuan a piece, half a year, 4 bottles."
"can you go to work right now? We have a sales meeting tomorrow. You can go and have a look." Just as I was wondering how to get into the second interview, Ms. Guan spoke first. "That is to say, I can go to work tomorrow?" I was dubious. "Well, yes, officially." Ms. Guan replied with great pleasure that she did not give a definite answer to my training request, only that the training was very simple and completed in two or three days.
2012 January 12th
Photo absolutely prohibit
I have been going directly to work without training. Nothing can understand what I can do? January 12th sales will be held on the 8 floor of a hotel through the first hotel. What will happen at the meeting at 8:00?
[entry]
reach the meeting with a few eyes of
I arrived early at 7:23. When I reached the hotel downstairs, the sky was just bright, and there were not many people and cars on the road. With me, there were 3 elderly looking more than 70 years old who entered the hotel with me.
to the entrance to the meeting, two young girls who were entering the entrance saw me coming with 3 old people, looking at me with vigilant eyes several times, and waiting for the elderly to register, and I hurried to explain that I was a new salesman.
[first task]
keep them from the old people, don't let them go to
in the meeting, a man in a black suit recites the presiding. I volunteered to introduce myself to the man. He told me to arrange the old people to enter, and to do a good form of registration, "keep them, do not let him." They're gone.
I glanced at it briefly. More than two staff members were doing the same work as me. A staff member is operating a computer and a testing equipment at the southeast corner of the venue. The elderly who fill out the form are called in the order to receive quantum inspection. I looked at it carefully. The instrument was called a "quantum magnetic field resonance analyzer". The old man only had to hold a metal handle attached to the "analyzer" to measure blood viscosity, blood lipid, and blood vessel elasticity. The operation of the staff is also very simple, just click through the computer to start testing, print reports and so on a few links.
[accept "technique"]
say so, more than the normal
7:46, the old man is already in place. I was arranged to chat with the old man, "I don't know what to talk about?" "you will tell him the test report." "I don't understand. I didn't say it." "You can do it, and the index is not normal."
I turned around and tried to learn from other staff who were chatting with the elderly. "This test is not accurate, not the same as the hospital test?" one elderly person questioned, a female worker said a term "blood vessel wall fragile" and other terms, "there is any question to be asked to ask the expert."
[create atmosphere]
active echo table, take the lead to applaud
8:00, and start the activity, I was arranged to take care of the meeting and create the atmosphere, such as trying to prevent the elderly from leaving during the meeting, and actively echoing the platform, the collar and so on. Du Bing, director of the red health Ji'nan Work Department of the China Association for elderly health care, and 3 "red health chief health education experts" chair was seated at the table. Du Bing and expert Ma Yanbing introduced the "red health line" campaign and highlighted the introduction of Hongqi Zhikang Capsule. The whole "meridian health preserving large-scale health education campaign" has not done any research on meridian contents except for the opening of a meridian health preservation exercise warm field. During the period, I took a lot of photos with the interview equipment. When I took pictures with my cell phone, Ms. Guan stopped me. She said that activities were forbidden to take photos.
[expert consultation]
"money or life? How much money do you have?"
the last expert consultation time, Ma Yanbing and other 3 experts were very direct and straightforward. "How much money do you have? The heart is bad, can you kill your life, do you know? Give you a cycle."
an expert named Fu Hong even shouted to the old man many times, "do you want money or life? How much money do you have?"
when I was secretly videotaping 3 experts, the man in a suit before asked me to keep an old man named Tian Shaonan, and he was anxious to go home. Tian Shaonan, the old man, told me that he was 73 years old and had a healthy body. He had only a little bronchiectasis, and he came to the meeting mainly to "give the Ming Dynasty version of the classics and collaterals."
[start selling]
20 yuan payment for the old man, and the experts say "you're really stingy"
11:43, and finally it's Tian Shaonan, I finished the task that I didn't let him leave. I borrowed Tian Shaonan's opportunity to go to the expert desk and witnessed the diagnosis of Tian Shaonan by Fu Hong. "Do you know," said Fu red, looking at Tian's "membership analysis form" and asked, "well?" Tian Shaonan was asked, "I said, you come to a health lecture, your old partner support it? Do she not object to buying health care products?" "Your heart is beating a little fast!" Fu Hong's voice was loud, and he shouted at Tian Shaonan. Tian Shaonan promised, but he was more concerned about his bronchiectasis and tried to ask Fu Hong many times. But pay red has been concerned about him, repeatedly stressed that "your heart rate is too fast, heart is not good, what happens when the heart is dangerous", "do not be afraid to spend money, can buy life", and immediately for Tian Shaonan a cycle of a total of 2480 yuan "Hong Qi Kang" capsule. "The deposit, how much money do you have?", after Tian Shaonan said that the economic turnover is not open, pay red experts to reduce the "dose" half, "1240 yuan, OK? 3 months after the guarantee that you are back to normal." Paying the red voice more and more, she saw Tian Sha Nan indifferent, began to show my eyes to persuade Tian Shaonan, I fell into a contradiction, I do not know what to say.
Fu Hong looked at me and asked me, "who brought this?" Tian Shaonan said, "a little step, a surname." Fu Hong immediately asked me to call the surname staff. "The small step" arrived, with Tian Shaonan "exchange" with pay red together, Tian Shaonan unscrewed, only in "Hong Qi Kang application form" signed the word, and prepaid 20 yuan deposit, "100 yuan, that pocket is not 100 yuan?" Tian Shaonan said, that 100 yuan is charge of the charge, pay red even name "You are really stingy."
[shipment]
no lot of goods, the expert apologized to "minister"
I took Tian Shaonan old man to leave the expert area, a staff member called "minister Lin" was responsible for filling out the return list for the elderly. Tian Shaonan was hesitating to hear the "return of the money" in the afternoon. "And quickly changed his mind. Minister Lin looked at Tian Shaonan for two or three seconds. He took 20 yuan from his pocket and threw it in Tian Shaonan's hand. He turned his head and picked up the material. He did not look up at Tian Shaonan again.
after the meeting, clearing up the venue, Fu Hong shouted, "I didn't see many good people in the stands at the meeting," and I apologized to Du Bing for not offering much today. Ma Yanbing also enthusiastically asked me, "how much did you get out today, young man?" I said I was new, and Ma Yanbing comforted me for a while.
2012 February 4th
exercise
simulation of
the first day of the Spring Festival after the Spring Festival, I first arrived in "Hong Qi Kang" in the 14 building office in the grand Times Square. Here, the sales training of the health care products sales company will be formally accepted.
[early planning] Ji'nan sales target 5 million yuan
2 4, the 13th day of the first month of the Chinese lunar calendar.
in the office of "Hong Qi kahkam", there is a red red Health Convention on commitment and integrity of the red Health Association of China, with the signature of the red health organizing committee. On the other side of the wall hung the banner of "excellent provincial office" issued by the red health row organizing committee in May 19, 2011. At 8:30, Du Bing, director of the "Shandong Office of red health", and 6 employees, including me, summed up the plan for the future. The important issue is how to make the "red health Shandong office" more like a regular unit, so that the work will be easier to carry out.
Du Bing said that the Ji'nan Ministry of work set a target of 5 million yuan in sales in 2012. "To complete this task, it is necessary to ensure the number of participants in the sales conference and to achieve a sales volume of 1 million from May to September."
after the meeting, Du Fu talked to employees most about how to extend the gift, because it is the most effective way to ensure the number of participants, he said, most of the health products companies all over the country are now using gifts to attract customers, with taste, soy sauce, vinegar, and fans, he can accept the gift. The price of the product should be controlled around 1.5 yuan each.
[attaching to "bait"] a "ancient map" brought 2 million
staff Xiao Tian's sales experience, and she was even nervous in the face of a colleague under the platform. "We must talk about the interests and bring the old people over." "Hongqi kaikung" sales fair is a "large health education activity of meridian and collaterals", which is completely free from the actual content. It is "benefit points" such as "giving 28 yuan Propolis Soap", "giving the Ming Dynasty version of the meridian map", "studying the meridian health and chronic diseases on the spot" and so on, attracting the elderly to the elderly. The sales meeting is on the scene.
Du ice is very important for the exclusive competitive advantage of "ancient map". In 2011, this ancient map attracted a large number of elderly people and brought them 2 million yuan in sales.
training, Xiaoda and salesperson Xiao Zhou, Xiao Li and I were divided into two groups, respectively, to simulate and practice all kinds of temptation techniques for elderly ginseng. Xiao Li was very restrained. He said he would not do the sales of health products if he had not worked hard. Mr. step said that the health care industry did not have much to do with the educational background. His former health care product manager was only a primary school culture, but "it is a piece of mouth and good for the elderly."
"analyzer" "analyzer" detection of no
meeting gap, Mr. step revealed to me a lot of inside, he said the "quantum magnetic field resonance analyzer" detection is inaccurate, it is just a pass, using the detected symptoms to frighten the elderly, let them buy products. In addition, the so-called "health education experts" at the sales conference are retired medical workers, who share the common interests of the health products companies and share the products after selling the products. "Red health Ji'nan Department" and Beijing Yun Da Biotechnology Co., Ltd. is a team of two departments.
is this activity really the host of the Chinese elderly association? After the meeting, I contacted with the sponsor China geriatric health association. According to the staff, the red health project ended in 2009, and the later activities were the manufacturers' own behavior, and they had no relationship with them.
chat, when I ask about the salary of Xiao Tian, she pause, she droop down the corner of the eye, "three thousand or four thousand bar", through the floor glass window, she will look far away, "earn more than eight thousand, ten thousand". Xiaotian said her family wanted her to work in an enterprise, and she hadn't thought about it. I haven't seen the true colors of "Hong Qizhi Kang" for nearly a month after
undercover. At the training meeting, the product was just swept away. It is so mysterious that the old salesman said it was just a product that needed to be sold, and the function and quality were not worth mentioning. Statistics show that the "Hong Qizhi Kang" approval number is "national food health word G20040523", the product category is "regulate blood glucose, blood lipids, cardiovascular and cerebrovascular".