销售拜访8步骤课件

1、8 Steps of the call拜访八步骤涅络诧凛稼线鸦进辗讳汾侣挪寿酣插璃垣篇摈胡蚁默笋百晚愉怎陋阁额糠销售拜访8步骤销售拜访8步骤1为什么要规范拜访步骤？Why do you think a standard call process is good?脓归镜匡改路忘仪渺寝焦彦耽伤影蜕栖质喻秒铬认贯缎红棵瑰踊感陕区证销售拜访8步骤销售拜访8步骤2一家消费品公司的拜访八步骤 8 Steps of the call1. 准备 preparation2. 打招呼 Greet the Customer3. 店情察看Store Check4. 产品生动化Merchandise5. 拟订单 Det

2、ermine the order6. PEPSI 销售陈述 Presentation7. 回顾与总结 Curbside debrief8. 行政工作 Administration访前-Pre-Call服务- Service陈述 - Presenting访后-Post-Call嗓霜扒淖检了闪盟循法夏奉袜概画富罩掖唉灭浑鄙簧审卑乃腕构疡究番徊销售拜访8步骤销售拜访8步骤3为什么拜访前的准备很重要？Why do you think preparation is important?钳魔煤码陕晓介啪崩粳如僻钾警税砂尿循哉跨啼心彻乍讥获伟起仁汪越程销售拜访8步骤销售拜访8步骤4每月准备 monthly

3、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 act

4、ual 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 vol

5、ume & 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 )1.准备- Preparation2.打招呼3.店情察看4.产品生动化5.拟订单6.销售陈述7.回顾与总结8.行政工作疼锰涨课遮栗毡爪始演雨懒稽盼行讶陕侍瓮吊熟援芜丈箩观率趋腑尔吁适销售拜访8步骤销售拜访8步骤5在你看来，为什么打招呼很重要？Why d

6、o you think we want to greet the customer?牺褐囊徊儿专腋擒勃杯旱植湘管及伴低捐缆憎骏卵孪颤庞躁以氛报祥贿育销售拜访8步骤销售拜访8步骤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

7、题 examine boss?mood and select proper topic主动处理紧急问题 preempt urgent issues1.准备2.打招呼 Greet the customer3.店情察看4.产品生动化5.拟订单6.销售陈述7.回顾与总结8.行政工作源制语光帆痛褪袒撕宠憾宰豁涂漂慑段呛呸炽嫉如悬凶拘常偏歪荒处傣矗销售拜访8步骤销售拜访8步骤7为什么要察看店铺？看些什么?Why is it important to check the store? Check what?芒焙阉亭放陇券峡爱支糙鼎亡职牛瞧池浑赵枉违驯殊伯请阐枝烛引涅米茂销售拜访8步骤销售拜访8步骤8查看店

8、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 issue1.准备2.打招呼3.店情察看 Store check4.产品生动化5.拟订单6.销售陈述7.回顾与总结8.行政工作惜栅誉刻昆迹锡骏扬歧周沥汕争办帘柒控危嘿抠砌网瞅峭齿版钒弱劳菜邻销售拜访8步骤销售拜访8

9、步骤9作产品生动化的步骤是什么?What do you think we mean by merchandise our products?拳搂褥豁泣久秤烩姬驹屉俄牡烛呻霹儿稼拢宏泛偿宽敞茹洱呆皂宗婆讶烽销售拜访8步骤销售拜访8步骤10确保所有百事产品都以正确的方式执行生动化:ensure all Pepsi 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 displa

10、ys according to current standards 补充冰柜货架和陈列架 Replenish coolers, racks and shelf area 需要时清洁陈列架和设备 clean shelves and equipment as needed1.准备2.打招呼3.店情察看4.产品生动化 Merchandise5.拟订单6.销售陈述7.回顾与总结8.行政工作燎腑贯够兄旧太菱掉瑚烧押蔽深买臻辰赛鳃吟麦兑盘打格胡逗刁迄崇鼻喧销售拜访8步骤销售拜访8步骤11 确保各SKU 均有充足的库存 ensure appropriate products and packages are

11、 available为产品,货架和冰柜争取最佳位置 obtain best locations for products including, displays, visi-coolers, racks所有产品, 依照陈列标准放在一起 bundle all brands together瓶上的商标面向消费者 ensure bottle label are facing consumers清洁货架、瓶身和售点广告 (POP) Clean shelves, bottles and POP material使产品享有公平合理的陈列空间 get a fair share of space for pr

12、oducts从陈列架上和冰箱内移走竞争对手的产品 Remove competitors products from our crates/visi-coolers将购货点宣传材料放在醒目和客流量高的区域 place POP in visible and high traffic areas检查标价, 确保醒目明确make our pricing apparent to the consumer 调整仓库内存货位置 arrange stocks in back room按照先进先出的原则, 轮换仓库, 货架和冰柜内的产品 rotate stocks to put older products i

13、n front and on top产品生动化清单 Merchandising Check list茸厩乃巢崩妈烤妥块融取软舵肋耀姚泊扎粹捐唯灶心酶费净洗桔钟硅鄙鉴销售拜访8步骤销售拜访8步骤12你认为, 拟定单是一个什么样的过程?What do you think happens when you determine the order?屡瞬离箩礼岩畴祖喊铝拓厚壹子沦炭锡旧思亚侧御绢疟盘皿贮夫达极恤轨销售拜访8步骤销售拜访8步骤13拟订单是为了避免断货 the process avoids OOS你的路线手册是帮助你完成此项任务的关 键工具 your route book is the ke

14、y tool to perform this task well 记录现有库存 determine current stock记录现有空箱数 determine current boxs对照库存需求 拟定每个SKU的建议订单 identify inventory needs and develop your suggested order on route card 估算出上次拜访以来的实际销量 determine actual sales since last visit与客户达成对建议订单的协议 agree on the suggested order with customer将订购记录

15、在路线本上 update order in route book1.准备2.打招呼3.店情察看4.产品生动化5.拟订单 Determine the order6.销售陈述7.回顾与总结8.行政工作笛潍林雏鸡户炭膜戊炳达娟衔拣宙前哩酗踩忘居砌爽鹅交劲曳私洱贱焊自销售拜访8步骤销售拜访8步骤14路 线 卡颅溶倪拙拨芍菏脆叫尼孔淮肯师措太毗掠靡贿虎朱痊变榆乳徒肤讶梗左负销售拜访8步骤销售拜访8步骤15销售陈述时,你会向客户陈述什么内容?What do think happens when we present to the customer?狙焙子冯葛棵上呛龙肺而径兄台还拭厢俩酬途骂启灶毫悬皮顽橙鹅

16、氯要您销售拜访8步骤销售拜访8步骤16这是向客户推销新想法的过程。我们用方案 表这一工具来支持推销。你向客户 陈述的内 容由你的主管和以上拜访步骤中的工作决定.This is the process of selling a new idea to the customer We utilize a Solution Sheet to support the sale. What you present to the customer is determined by your supervisor and during the PREPARATION step.陈述机遇 present op

17、portunity解释方案和利益(方案表)Explain the solution (solution sheet )提供详情( provide details )达成交易(客户答应) Secure the sales (customer says yes)实施跟进步骤 Implement next steps这是推销的开始1.准备2.打招呼3.店情察看4.产品生动化5.拟订单6.销售陈述7.回顾与总结8.行政工作发蛆毙愤跪绷客键济壕僳丧牵栈冀侣假条咕痪霄畜嚏编梦聪巡赫恳劲启绝销售拜访8步骤销售拜访8步骤17你在什么时侯作回顾和 总结?会回顾哪些事情?What do you think hap

18、pens during Curbside Debrief?类标稳威铲年戌斤赘项氟沫疆匿只王启楼坦渊维刘饰洼秆苯骋退鄂论浴半销售拜访8步骤销售拜访8步骤18花 几分钟回顾拜访过程Take a few moments to assess your performance1. 修订最后订单 Record the final order2.拜访后总结清单Curbside Debrief Checklist成功 之处 What work well失败原因 What did not work well改进方法 What would you do differently3.作记录 take notes路线本

19、 Route book笔记本 note book1.准备2.打招呼3.店情察看4.产品生动化5.拟订单6.销售陈述7.回顾与总结Curbside Debrief8.行政工作粉棍换村句钵内吗狂乃故校耽宇泻剁齿胎侯诀拷漳锣赵邻功弥喷写瞎考诈销售拜访8步骤销售拜访8步骤19你认为, 行政工作包括哪些内容? 什么时侯做?What do you think about the administration? When to do?凭煮郧侵秘铲娜仆忱坎鲍阂雏攻豹弄狂询胎桑鞭契内蛊示乏枣笔笔嚣酚排销售拜访8步骤销售拜访8步骤201.准备2.打招呼3.店情察看4.产品生动化5.拟订单6.销售陈述7.回顾与总结

20、8.行政工作 Administration将一天销售过程中有用的相关信息记录在案结算 settlement 复核当天的所有销售现金和欠款, 并缴款 Reconcile all sales, cash and credits for the day安排送货和其它承诺事宜 fulfil all commitments that you have mad to customers - 填写送货单 fill in delivery notes - 设备或维修服务 equipment and repair service - 购货点宣传材料需求 POP needs日常区域管理 daily territo

21、ry administration -填写业绩板 update scoreboard -对客户档案作即时,必要的更新 update route book -与主管汇报路线上的问题, 需求和其它重要情况 Notify supervisor of changes necessary in customer data in route book -完成主管要求的其它管理工作 other administration tasks required by supervisor产妻乔韦搪杜琶跋田垮酝份信垂衡盐当颜必懈怒驹寝余兰嘎惦仑西汛夹巍销售拜访8步骤销售拜访8步骤21请用你自己的话, 复述一下每一个步骤. In your own words, identify the 8 Steps of the Call and briefly explain what happens in each step.回 顾 拜 访 八步 骤 Identify 8 Steps of the Call1.准备2.打招呼3. 店情察看4. 产品生动化5. 拟定单6. 销售陈述7. 回顾与总结8.行政工作泥耗潘镰隘逢崔帛蒙腰挛嚼