文档介绍：8 Steps of the call
拜访八步骤
1
为什么要规范拜访步骤?
Why do you think a standard call process is good?
2
一家消费品公司的拜访八步骤 8 Steps of the call
1. 准备 preparation
2. 打招呼 Greet the Customer
3. 店情察看Store Check
4. 产品生动化Merchandise
5. 拟订单 Determine the order
6. PEPSI 销售陈述 Presentation
7. 回顾与总结 Curbside debrief
8. 行政工作 Administration
访前--Pre-Call
服务-- Service
陈述-- Presenting
访后--Post-Call
3
为什么拜访前的准备很重要?
Why do you think preparation is important?
4
每月准备 monthly preparation
每月与主管讨论销售目标 set objective with supervisor
销量指标 review volume target
销售发展目标 review sales development objective
工作重点 prioritize what needs to be done for the month
每日准备 Daily Preparation
回顾业绩板, 回顾月指标,销售发展目标和工作重点
review scoreboard, check progress against monthly objectives
pare actual status against target
确定当日线路的工作重点 identify the outlets will be focusing on
备齐工作工具(路线本,客户卡, 发票, 合同, POP等)
get selling aids (POP)anized for the day.
访前准备 Pre-call planning
就在进入店铺前回顾目标Review objective before entering outlet
回顾路线本, 客户卡,明确周平均订货量和上周单量
review route book, customer card for weekly volume & last order
回顾店主姓名或称呼, 选择恰当的语气, 口吻 identify boss name
回顾拜访目的, 以及上次拜访的承诺 review call focus and
promises made last time
带上POP等工具get selling aids( POP, solution sheets, etc )
--
Preparation
5
在你看来,为什么打招呼很重要?
Why do you think we want to greet the customer?
6
确认出决策者 identify decision maker
作自我介绍 introduce yourself
与店内非决策者保持友好关系
keep good relationship with non-decision maker
避免使用易引起反面回答的招呼方式
avoid using any greeting style which may cause
negative responses
观察店主的情绪, 选择恰当的话题
examine boss?mood and select proper topic
主动处理紧急问题
preempt urgent issues
Greet the customer
7
为什么要察看店铺?看些什么?
Why is it important to check the store?
Check what?
8
查看店铺, 寻找机会
walk the outlet to look for opportunities
检查SKU check SKU opportunities
寻找陈列机会
陈列架, 冰柜 Rack & Cooler
货架和产品堆头 Shelf & Display
售点广告 POP
产品轮换 Rotation
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