Pioneer story | SUNLONG salesperson who went against the trend

       ——Li Rong, General Manager of Shanghai SUNLONG Sales Company, and his team's work record

According to the data of the Ministry of Industry and Information Technology, from January to October 2022, the production and sales of commercial vehicles were 2.691 million and 2.757 million, down 31.7% and 32.8% year on year. The global commercial vehicle market has gradually changed from "incremental competition" to internal circulation "stock competition". In the face of unprecedented challenges, Li Rong, the general manager of Shanghai SUNLONG Sales Company, led his sales team to refuse to lie flat, go deep into users, and carry out a high-intensity "mobile warfare" interview mode. An exciting "mission must be reached, every order must be contested" marketing competition opened.

Go deep into the market and let the people who hear the gunfire command the battle

This is a pioneer team that can fight well. In the commercial vehicle market that is full of trials, it is more and more brave, and runs in the front line of marketing with a firm pace and strong heart. In many cases, their three meals a day are solved in the car; Take time to rest when visiting customers; This mode of "food and shelter integrated mobile combat" has been carried out for more than a month.

"Sales is the leader of a unit and the front-line combat department. We must go deep into the front-line market. During the epidemic, if we do not visit, our competitors will visit for us. Many orders, if we do not maintain a high density of customer docking, are likely to fall short. Front-line combat departments, do not allow this kind of thing to happen." When talking about the original intention of such a long time of sleeping in the open, retrograde march, Li Rong, general manager of Shanghai SUNLONG Sales Company, said that the first step is to understand the terminal situation and listen to the voice of users; The second is to stimulate the team's fighting passion under the above rate.

Especially since the epidemic, Shanghai SUNLONG has paid more attention to the market. All sales managers of Shanghai SUNLONG have their own "districts", and they must visit the front line in person. In Shanghai, SUNLONG has an unwritten rule. When a leader, he must be ahead. Not only should we have heard of "gunfire", but also we should fight in the "front line". The characteristic of the commercial vehicle sector is to contact customers and market with high frequency. This core requirement is Li Rong's management cognition formed in his many years of career.

Build a "mobile" communication bridge in difficult times

Sales is the bridge between customers and the company. On the one hand, it represents the company to promote products to the market; On the other hand, it also represents customers and inputs market demand to the company to promote the company's continuous upgrading of products, quality, cost and other factors. Therefore, whether the sales system is healthy or not will directly affect the company's market performance.

Li Rong said frankly that the epidemic not only affected the travel of the sales team, but also seriously affected the market. The customer's car purchase plan was delayed in a large range. Faced with the overall decline of the industry, Shanghai SUNLONG, on the one hand, did a good job in advance and signed a cooperation framework with customers to maintain orders; On the other hand, actively seek new resources and orders to make up for the shortage of current orders. After unremitting perseverance and efforts, Shanghai SUNLONG has bucked the trend this year and achieved remarkable market development results. Competitors and customers feel that SUNLONG BUS is back!

Diligence makes up for weakness. Attitude is more important than ability

"High-intensity visits are a normal work of sales, and we will arrange the work schedule according to the progress of market orders." Li Rong said that the current state of "mobile warfare" has lasted for about a month. A lot of impressive things happened, among which the most impressive thing was the coordinated cost reduction of public transport to Luzhou.

"After winning the bid of Luzhou Bus, we have been unable to schedule production due to the high cost, and are faced with breach of contract. On the day when the epidemic situation in Luzhou was unsealed, we rushed to Luzhou Bus to coordinate the cost reduction of materials. With regard to our current difficulties, we put the facts and feelings with the customer, and the customer felt the persistence and credit of SUNLONG people from our attitude, and took one day to cooperate with us to complete the cost reduction of all materials, and will also pay The payment method is adjusted from installment to full payment. " Li Rong concluded with emotion, "From a small matter, we can see that there are always opportunities in the market. Diligence can make up for weakness. Sometimes attitude is more important than ability."

Li Rong, who has many years of sales experience, leads the team to move in the opposite direction, of course, not rashly. He has his "big plan": "This visit is mainly a market survey conducted in coordination with the company's 2023 budget indicators, what model to do next year, how much to do, how much money is needed, and so on, which needs sales input first."

Before the visit, Li Rong and his team made an appointment with the customers to be visited on the one hand, and on the other hand, they carried out a safety inspection on the vehicles, equipped with bedding and "marching food and grass", and formulated a thorough plan for the current situation of epidemic control in the northern region. Due to professional reasons, Li Rong has a more positive and optimistic attitude than ordinary people. "After the epidemic began in 2019, sales will often face these problems. For us, these difficulties will not overwhelm us." He smiled with confidence.

As a marketing team, they have not made great achievements. They are firm in their goals and down-to-earth, which is their original ideal; They also have no heroic words, perform their duties conscientiously and stick to their posts, making them achieve breakthroughs in one task after another; They fight for their responsibilities, fight for their goals, and are full of enthusiasm and sweat in the fierce commercial vehicle market. They are heroes in ordinary positions!