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The route that what kind of takes elects what kind of horse
From;  Author:Stand originally

I hear the tall canal of a lot of transnational corporation to complain the salesperson that says China is not quite active, cannot complete formulary sale. Look in them, chinese salesperson pays attention to a relation too, cannot persuade consumer to buy sheet thereby. However at the same time, I also had seen the salesperson of a lot of China, they from the pocket that is aimed at me at the beginning, try to persuade me to draw out money to buy sheet. Compare with former photograph, they are really active much. The tall canal that I believe to great majority is in area of transnational corporation China to divide a work is dissatisfactory to the expression of these salespersons. Worse is, very much tall canal is not known how to allocate, arrangement works, perhaps cannot offer proper guidance to gain the success on the job in order to help its for the salesperson. Actually, a findings report that publishs by HRChally shows: 1. In unsuccessful case, the capability that the salesperson of nearly 65% depends on him can obtain a success originally. 2. To the farmer, developing long-term client is they get the ability with indispensable success, and to the hunter, only 19% accomplish this effectively. 3. And consider from the angle of successful hunter, dialing new telephone is their specialty, but can not accomplish this to the farmer of 15% . 4. Anyhow, the sells failure account of 50% is the error that goes up as a result of working allocation, let a hunter do the work of the farmer namely, or it is the job that let a farmer become a hunter. In short, "Take what kind of route, elect what kind of horse " , this is crucial to your sale bottom line.
Hunter Vs. Farmer
Normally, the salesperson that develops new business is called " hunter " , and development old client concerns so that the salesperson is called " farmer " . Working motive force of the hunter depends on self-respect, achievement feeling, still have money of course. Some hunters are pressing still seek opportunity rising job, want to hold the position of administrative layer position. The hunter likes a challenge, regard the result as successful only standard. The farmer likes stable working environment, can use up everything hard to maintain the relation with the client is reached between existing colleague. The farmer always hopes to satisfy the client's requirement, when having, this are inspected by controller is too " weak " . When having, certain client can use a farmer such working manner incites them to work for oneself, from get have to arrive very gift, easily perhaps over there them more favourable buy the price. In view of the farmer characteristic of this one disposition, manpower resource director (especially those value employee to be spent amenably, the manager of Chinese power natural resources that him hope has easily administrative to its) like to recruit a farmer no wonder also.
Who do you need, who can you answer
If you want to enlarge sale, perhaps want to increase market share, so very apparent you need a hunter. And the problem depends on be in major China and Asian company, especially in the joint ventures of state-owned company or country, foreign enterprise, as a result of culture reason, be in morbid state to the hunter's education and development. Had mentioned in front, the hunter can break a few convention or regulation to come to an agreement. In the meantime, they also are fed up with paperwork, do not like to be manacled to be inside the office all the day. They hope oneself pay can get seasonable get one's own back with contribution. On staff meeting, they like to offer their view, what affect a company with this is decision-making make, make its undertake according to its apiration. They are met very offer oneself opposite opinion to managing a layer forthrightly, never consider the face that reachs administrative layer. Worse is, think when them a certain manager finishs own job without ability when, they can show disparaging attitude to its. Develop a space to give a hunter to offer, you must maintain with them on one hand communicate, understand the view that listens to them, but the company policy that cannot compromise to those on the other hand and interest, determined not OK release what is held, shake. In other words, if you hope to be in short-term enlarge sale, the hunter is your appropriate person selected. However, you need to own outstanding administrator and rigid guidance system is to come to those who cooperate pair of hunters to recruit reach development.
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