Lubricant Company Holds a Sales Management Experience Exchange Meeting in Yinchuan

On March 25, PetroChina Lubricant Company's sales management experience exchange meeting was grandly held in Yinchuan, Ningxia. More than 80 representatives from lubricant sales branches across the country gathered together to jointly explore and exchange management experience in areas such as sales representative process management, sales channel management, and market building and maintenance. The company's leadership attached great importance to the meeting, and General Manager Liao Guoqin and Vice General Manager Luo Guiru attended the meeting throughout.
Sales management experience exchange meeting
Centering on the theme "Firm up confidence, consolidate the foundation and strengthen the base, optimise and improve, and achieve the sustained, stable and coordinated development of the lubricant business," this meeting held discussions on lubricant sales branches' sales representative process management, sales channel management, market building and maintenance, sales representative team building, development of large OEM customers and cost and expense control. The purpose was to strengthen the sales force, achieve the sharing of sales management experience and reinforce sales process management, so that the concepts of "if the process is good, the result is naturally good" and "consolidate the foundation and strengthen the base, optimise and improve" are carried through into actual sales work.
Sales skills competition
The choice of Yinchuan for this meeting was based mainly on three considerations: first, the prototype of a premium market for the Northwest Branch of Lubricant Company has basically taken shape, with each product line developing in a balanced way, good channel management, good brand maintenance and a high market share; second, the Northwest Branch has clear goals at all levels, smooth internal communication and an overall positive, upward outlook, having already formed a relatively good working atmosphere and a sound corporate culture within the branch; and third, it has an excellent team of dealers who identify with the Kunlun lubricant philosophy, are willing to do business in Kunlun lubricants and cherish this market opportunity.
Display boards
During the three-day meeting, sales managers from various regions earnestly listened to the experience exchange materials and carefully looked through the various basic ledgers displayed on site by the Northwest Branch of Lubricant Company, while personnel from the various branches also talked enthusiastically and learned from one another. During the on-site visits, everyone went into lubricant retail outlets in Yinchuan and stood beside the machinery and equipment using Kunlun lubricants, watching, asking questions and learning. Through experience exchange and on-site observation, everyone truly experienced how the Northwest Branch's sales representative process management is applied in the market and felt they had benefited greatly.
Basic management ledgers of the Northwest Branch
During the meeting, the sales branches also carried out a practical-scenario marketing case competition. The six sales branches prepared actively for the marketing cases, pooled their ideas, drew on experience from their respective market practices, set out the market situations that might arise, proposed targeted measures and formulated marketing plans. In the competition process there were both questions from opponents and comments from the judges; those speaking were meticulous and those listening were all attention, and the atmosphere in the hall was lively. In the end, the Northeast Branch won first prize with excellent results.
As the competition was about to end, several representatives taking part used the breaks in the meeting to rehearse a short performance, distilling and elevating the joys and hardships of developing customers into a situational sketch that artistically re-created scenes from the daily work of sales representatives, fully displaying the outstanding professional qualities of PetroChina employees in advancing with the times and facing difficulties head-on, their tacit teamwork and their selfless dedication to their posts. At the end of the meeting, Lubricant Company General Manager Liao Guoqin delivered a speech, fully affirming the Northwest Branch's high market share and its sales representatives' process management work. She gave a comprehensive summary of four aspects — why this meeting was held, why it was held in the Northwest, what the Northwest's practices teach everyone, and how to implement the meeting's outcomes — and pointed out the work needed to "consolidate the foundation and strengthen the base" in sales. She stressed that each branch must have four spirits: first, diligence and meticulousness; second, tenacity and patience; third, the courage to take responsibility; and fourth, a readiness to learn and never be complacent.