文档介绍：CATERPLAN产品知识应用培训
典型Caterplan拜访的现状 Current situation in typical Caterplan call
拜访阶段 Stage of call
具体行动 Action
计划 & 准备
Planning & Preparation
详细查看上次拜访的卡片记录，
准备样品，Checks record card for details of
last call, prepares samples, prop sheets etc
进入拜访阶段
Entering call
直接去会面地点，集中精力面谈
Goes direct to meeting place focused on interview
开始拜访
Opening call
用4 x 6模式询问探索性问题
Uses 4 x 6 asks some probing questions
结束
Close
用50%的时间拿到产品定单
Asks for and 50% of the time gets the
order for that product
说服
Presentation
样品可使谈话有针对性
Samples product gives some brand talk
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Caterplan拜访的理想状态 Desired situation in a Caterplan call
拜访阶段 Stage of call 具体行动 Action
计划 & 准备Planning & Preparation 象每一天一样做充分的计划和准备, 并查看提前拿到的菜单和设备清单看看是否有使用Caterplan产品的机会
Plans and prepares as per Perfect day plus checks through a previously acquired menu and equipment list to check for opportunities for Caterplan products.
进入拜访 Entering Call 通过餐厅时查看专用板报，菜单是否变动。环顾厨房寻找方便调料用品并查看一下储藏室Via dinning room to check specials board,menu changes. Looks around kitchen for convenience product and tries to look in store
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Caterplan拜访的理想状态 Desired situation in a Caterplan call
拜访阶段 Stage of call 具体行动 Action
开始拜访 使用4x6 模式针对菜单和产品使用提出探索性问题
Opening Call Uses 4 x 6 with lots of probing questions about menu and product usage
演示 应用4x6 模式进行样品展示，结合产品特征利益陈述，产品
应用涉及现用菜单和计划菜单。
Presentation Samples product using 4 x 6 plus F&B’s, Usp’s and product
applications related to the outlets menu and future menu plan.
结束 为客户提供解决问题的方法或利用产品知识和应用为未来
计划做准备。专业方法使创意更能被客户接受。
Close Gives the outlet a solution to a problem or sews seeds for future
plans using product knowledge and application. Professional
approach enables ideas to become more acceptable to the outlet.
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厨房安全 Kitchen Safety
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厨房安全 KITCHEN SAFETY
保证