Sales staff know the terminal two errors.docVIP

 PAGE \* MERGEFORMAT 6 Sales staff know the terminal two errors Speaking of a terminal, provided that there was liquor sales experience, people can be ‘abundant experience’ in his right, on the concept of terminal operations and methods is very familiar. However, the most recent and many manufacturers contact with the process, on the small end, and we are still there is lack of understanding, thus to bring the work of the blind be unavoidable. KA is not a commercial ultra - Nowadays sales staff KA means that as long as a commercial super retail system, which almost became a fashionable term. Little did they realize, KA is not a simple business system, called ultra-retail, KA is the Key Account of the acronym, meaning is the key customers or key customers. Daily sales, we tend to put some chain of hypermarkets called KA, such as Metro, Carrefour, Wal-Mart ... ... the reason why these systems are key customers - but not only these systems - there are many standards. Assess the importance of customer specific standards - operating indicators 1. Form of management Store Format Hypermarkets / Member - Storage system for store / supermarket chain, etc. 2. The weighted area of operations Weighted Business Area Shops overall business area of more than 50,000 square meters; Formula = [x average, each store a few stores operating area]. 3. Product Supply Management Logistics - Product Supply 4. Information Technology Information Technology 5. Sales Volume Contribution Contribution 6. Terms of trade, Trade Terms Assess the importance of customer specific criteria - market indicators 1. Market share (Value Share) = the proportion of urban families, the number of possession (Penetration) X The overall level of consumer spending in the shops (Spending Index) X Customer loyalty (Loyalty) 2. Market share (Value Share) = the number of people to buy? (Penetration) X What is the level of consumption of people to buy? (Spending Index) X They spent how much money