1SALESOnboarding拜访八步骤2为什么要规范拜访步骤?Whydoyouthinkastandardcallprocessisgood?--Pre-Call服务--Service陈述/销售–Presenting/Selling访后--Post-Call4为什么拜访前的准备很重要?Whydoyouthinkpreparationisimportant?5每月准备monthlypreparation每月与主管讨论销售目标setobjectivewithsupervisor销量目标reviewvolumetarget绩效目标(成功率/订单SKU等)reviewproductivitytarget销售发展目标reviewsalesdevelopmentobjective(SDO)工作重点prioritizewhatneedstobedoneforthemonth每日准备DailyPreparation回顾业绩板,回顾销量目标、绩效目标、销售发展目标和工作重点reviewscoreboard,pareactualstatusagainsttarget确定当日线路的工作重点identifytheoutletswillbefocusingon备齐工作工具(路线本,订货单,发票,合同,POP等)getsellingaids(POP)-callplanning在进入店铺前回顾目标Reviewobjectivebeforeenteringoutlet回顾路线本,明确周平均订货量和上周订单量reviewroutebook,customercardforweeklyvolume&lastorder回顾店主姓名或称呼,选择恰当的语气,口吻identifybossname回顾拜访目的,以及上次拜访的承诺reviewcallfocusandpromisesmadelasttime带上POP等工具getsellingaids(POP,solutionsheets,etc)--,为什么打招呼很重要?Whydoyouthinkwewanttogreetthecustomer?7确认出决策者identifydecisionmaker作自我介绍introduceyourself与店内非决策者保持友好关系keepgoodrelationshipwithnon-decisionmaker避免使用易引起反面回答的招呼方式avoidusinganygreetingstylewhichmaycausenegativeresponses观察店主的情绪,选择恰当的话题examineboss’?看些什么?Whyisitimportanttocheckthestore?Checkwhat?9查看店铺,寻找机会walktheoutlettolookforopportunities检查SKUcheckSKUopportunities点库存(以产品生动化后为准)recordinventoryaftermerchandising寻找陈列机会陈列架,冰柜Rack&Cooler货架和产品堆头Shelf&?Whatdoyouthinkwemeanbymerchandiseourproducts?
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