拜访门店八步骤.ppt

单元 3: 8 Steps of the call 拜访八步骤;为什么要规范拜访步骤？ Why do you think a standard call process is good?;拜访八步骤 8 Steps of the call;为什么拜访前的准备很重要？ Why do you think preparation is important?;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 对照实际业绩与目标 compare 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)and organized 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 );在你看来，为什么打招呼很重要？ Why do you think we want to greet the customer?;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;为什么要察看店铺？看些什么? Why is it important to check the store? Check what?;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 寻找竞争对手陈列及活动 competitor activity 检查价格pricing issue;作产品生动化的步骤是什么? What do you think we mean by merchandise our products?;确保所有产品都以正确 的方式执行生动化: ensure all products are properly merchandised 确保所有库存产品的轮转 ensure all stock is rotated 清除超期产品 remove out of code product 根据现有标准使产品生动化 Merchandise all displays according to current standards 补充冰柜货架和陈列架 Replenish coolers, racks and