PG分销商二级分销商甄选说服性销售.pptVIP

Strictly Confidential for PG Use Only Strictly Confidential for PG Use Only PSF 说服性销售模式:How to Convince a Candidate to Be Sub-D 如何说服其成为二级分销商? BUSINESS ENVIRONMENT 生意环境 Very competitive marketplace, it is very difficult to survive 竞争激烈的市场环境, 生存变得困难 Future is not clear 前景不明 Losing the opportunity when trade is changing (more and more supermarkets) 正在失去商机, 而渠道正在发生变化, 如越来越多的超市正在涌现 How can you grow volume and make money? 每个人都在思考如何做才能增长销量, 获得利润? YOUR BUSINESS SITUATION 你的生意形势 Your city profile (city level, population, towns, store universe, volume potential, etc. Please use the Expansion Master Plan data) 你所在城市的情况 (城市类别, 人口, 所管辖镇的情况, 商店, 销量潜力等. 请使用 Expansion Master Plan上的数据) Volume potential in your city. If you achieve 1msu/month, your profit will be __ 你所在城市的宝洁生意潜力为人民币___元/月 (根据商店数和每店估计销量来推算). 如果你能实现1msu/月的目标, 你的利润将可能达到人民币___元/月(参照二级分销商利润模式来分析). OUR IDEA – BE A SUB-D OF PG RD我们的建议 – 成为____宝洁区域性分销商的二级分销商 Idea – become a part of the PG network to grow your volume (specified), increase your profit (specified) and satisfy your customer. 建议 - 成为_____宝洁分销商的二级分销商, 加入宝洁分销网络, 从而增长你的销量 (具体说明), 提高利润 (具体说明)和更好的服务你的客户. EXPLAIN HOW IT WORKS解释主意如何运作 Sub-D Profit Model 二级分销商的盈利模式 What We Offer 区域性分销商提供什么 What We Want 区域性分销商想得到什么 Sub-d operation 二级分销商的生意运作 Sales/DSR/Coverage 销售/销售代表/覆盖 Back Office System 后勤支持系统 EXPLAIN HOW IT WORKS 解释主意如何运作Sub-D Profit Model 二级分销商盈利模式 Please refer to the chapter 2 请参见 第二章 EXPLAIN HOW IT WORKS 解释主意如何运作What we offer 区域性分销商提供什么 Smart and preferable pricing on overall PG portfolio __ 宝洁产品总体上的价格为____ DSR support (calculate DSR number based on McSales Model) 提供销售代表支持 (根据 McSales模式来计算所需的人数) Fair share of QPP support (link with volume coverage) 根据销量和覆盖来按比例提供季度促销支持 Training (DSR and Back Office) 对销售代表和后勤的相应培训 Inventory protection (by regional distributor) 分销商提供的库存保护 POSM support (助销工具支持) Part of PG distribution network 成为宝洁分销网络的一部分 CBDF (100% passed through distributor) 生意发展基金 Continuous supply (no OOS, both n