区域经理如何进行高效终端拜访（国外英文资料）.doc

区域经理如何进行高效终端拜访（国外英文资料） How can regional managers make efficient terminal visits? Coke, Pepsi, procter gamble, unilever, Colgate... These giants of the international FMCG industry, almost every consumer goods companies can not ask the salesman shall be carried out in accordance with the standard terminal visit, however, the situation is, we see most salesman terminal visit are go through the motions, and end the boss to make a go ha ha. Once saw a cold beverage salesman, only ask the boss to want to order, the boss answer not need, the salesman twist head to walk. There is no need to talk about the importance of terminal visits to maintain customer sentiment, increase sales, and understand the market. Lets take a look at the system requirements of companies such as Coca-Cola, procter gamble, unilever and jj. The end call of a multinational company First, the Coca-Cola company visits eight steps: Prepare work, check outdoor advertisement, say hello to the customer, make the sales point vivid, check the sale order stock, suggest the order to confirm the order to confirm the goods to the customer. The eight steps, Coca-Cola has for years been constantly repeated, training for the business representative, also make it a sign hung in every office. Two, pg company terminal visits the standard of operation. Basic steps for customer visits: 1. Planning: ─ ─ conclude to access the target; The observation of the customers business premises; - use observational techniques for customer penetration -check the display, distribution, help and quantity of our products. - the situation of the competitor The sales demonstration, the purpose of our visit; Collect money; Help pin: post advertising; Train customers knowledge of product; Record and report: record the results and opportunities of each visit; Fill in the daily report; Analyze and review the visit process, summarize and lose. The pg business represents a daily working procedure: Return to the office on time; Prepare all s