[销售员的职责和如何增加销售达成指标.pptVIP

Clipper销售员的职责 一个成功的、优秀的销售员 一个成功、优秀的销售员 销售的三个重要因素THREE IMPROTANT FACTORS 销售的重要性IMPORTANCE OF SALES 像卡车的发动机，拉动车厢前进LIKE A LORRY PRIME MOVER PULLING A CONTAINER 如果没有销售，Clipper就不会前进NOTHING HAPPENS IF THERE ARE NO SALES 销售是一门专业SELLING IS A PROFESSION 旧方法OLD APPROACH 依靠商誉Relies on goodwill 只卖给几个“好客户”High volume from a few ‘pengyou ‘e.g. SCW 注重销售额，而不是分销Focus on TURNOVER , not DISTRIBUTION 销售是一门专业SELLING IS A PROFESSION 旧方法OLD APPROACH 认为广告是浪费钱Considers advertising a waste of money 只有销售报价是有效的Only Trade Offers are effective 陈列助销是浪费时间Merchandising wastes time 销售是一门专业SELLING IS A PROFESSION 新方法 - 专业销售NEW APPROACH - PROFESSIONAL SELLING 计划零售拜访Plans his calls 了解客户的需要Identifies customers’ needs 重视销进，同时也重视销出Concerned about selling in as well as selling out. 销售是一门专业SELLING IS A PROFESSION 新方法 - 专业销售NEW APPROACH - PROFESSIONAL SELLING 注重促销“拉和推”的作用Gives balanced attention to the ‘pull as well as push’ of sales promotion 重视货架陈列 - 陈列面大小、货量是否充足Concentrates on stock width depth 了解“陈列助销” Understands ‘merchandising’ 一个好的Clipper销售员A GOOD CLIPPER SALES PERSON 知识与技巧 Knowledge Skills 态度 - 自我、产品、公司、顾客Attitude - Self, Product, Company Customer 品性 - 热情、主动、坚持不懈、诚实、适应能力、练达、真诚等Attributes - Enthusiasm, Initiative, Perseverance, Honesty, Adaptability, Tact, Sincerity Clipper销售员的职责ROLE OF THE GILLETTE SALES PERSON 集体讨论1GROUP WORK 1 Clipper销售员的重要职责是什么？What is the Role of the Clipper Sales Person ? Clipper销售员的职责ROLE OF THE GILLETTE SALES PERSON 销售和分销SALES DISTRIBUTION “分销” - 把某种产品或产品系列销售到尽可能多的有潜力的零售店“Distribution”- selling a particular size, line or variant to as many potential outlets as possible Clipper 销售员的职责ROLE OF THE CLIPPER SALES PERSON 销售和分销SALES DISTRIBUTION “产品” - 把所有可能卖出的产品系列或产品规格销售到一个零售店里，而不是只销售好卖的产品。 “Range”- Selling all possible lines, sizes variants, not just fast moving ones or brand leaders to a particular outlet . Clipper 销售员