销售员的职责及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;销售技巧 Selling Skills;销售的重要性IMPORTANCE OF SALES;销售是一门专业SELLING IS A PROFESSION;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. ;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;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 ; 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 .;陈列助销MERCHANDISING 使消费者在零售店里通过看到我们的产品而产生购买我们产品的愿望。“Making the consumer aware that the product is available in that store BY BEING SEEN” ;保持产品可销售性STOCK/MARKET HYGIENE 包括：保持货架上和库房里产品的可销售 性Encompasses: Hygiene of Product Hygiene of Point of Sale ;保持产品可销售性STOCK/MARKET HYGIENE 产品本身Physical 表面干净 ( 没有灰尘、污渍等) Not soiled ( dust, dirt etc.) 画面完好，没有褪色Labels not torn or faded 产品没有损坏Not damaged 包装完好无损Not crushed;保持产品可销售性STOCK/MARKET HYGIENE 使用情况Usage Condition 性能完好 (如：可以点火) Performs as expected 能引起消费者的兴趣Appealing condition;收款Collection 保持健康的财务水平，尽可能增加销售，减少公司和分销商的财务风险。 Ensure a healthy accounts level balancing the need to optimize sales and minimize Co./Distributor’s financial exposure ;销售拓展TRADE DEVELOPMENT 开发新客户； Establish/open up a new outlet 维持和发展分销渠道；Maintain, nurture and develop 增加陈列面，保持充足的货量； Increase range stock depth 改善商品陈列。Improve merchandising;市场信息MARKET INTELLIGENCE 市场不是垄断的； Not a monopolistic market 竞争对手在分销、销售和陈列等方面的竞争； Competitors compete for distr