文档介绍:《VOLVO汽车销售代表培训手册》81页
SALESPERSON A 销售顾问A SALESPERSON B 销售顾问B
________________ VISITS 5:1
2 units 1 unit
++ --
40 2
MOTIVATION TO WORK
工作的动机
SALESPERSON A 销售顾问A SALESPERSON B 销售顾问B
________________ VISITS ______________
潜在客户
_____________ CONVERSION ________________
成交率
_____________ AVOS ________________
台
______________ MOTIVATION ________________
积极性
Date
11
. FACTORS INFLUENCING RESULTS
影响结果的相关因素
The Salesperson’s Criteria for Success
销售人员的成功标准
QUANTITATIVE ACTIVITIES
工作的量
QUALITATIVE ACTIVITIES
工作的质
DIRECTION OF ACTIVITY
活动的方向
$
Number of spins(解说的次数)
Number of appointments(约见的次数)
Number of 6pt demos(6方位演示的次数)
Number of test-drives(试驾的次数)
Number of proposals(提出成交的次数)
(HOW HARD WE WORK!!)
(我们工作多努力!!)
Conversion ratios(成交率)
Order size(订单大小)
Product knowledge(产品知识)
Competitor knowledge(对竞争对手的了解)
(HOW WELL WE WORK!!)
(我们做得多好!!)
Choosing the right customer(选择合适的客户)
Offering the right product(提供合适的产品)
(HOW SMART WE WORK!!)
(我们工作得恰到好处!!)
Date
12
BACKWARDS PLANNING
反推计划
Monthly Ind. Target 每月目标 5
Proposals : Orders建议:订单 3 : 1
Number of Proposals 建议的数量 15
Test- Drives : Proposals 试驾:建议 3 : 1
Number of Test – Drives试驾次数 45
Demos : Test – Drives演示:试驾 2 : 1
Number of Demos演示试驾的次数 90
Prospects : Demos目标:演示/试驾 4 : 1
Number of Prospects建议书数目 360
Date
13
BACKWARDS PLANNING
反推计划
Monthly Ind. Target 每月目标 5
Proposals : Orders建议:订单 2 : 1