终端拜访8步骤——传统渠道.pptVIP

* Step 8 – Follow-Up After each call day, you need to follow: The changes in customer status For example, if there are big changes in customer order pattern or volume, you need to suggest supervisor/manager to make adjustment on the calling frequency New customers If you find new customers, you need to fill the new customer registration form and submit to supervisor/manager for approval Customer complaints If you can not handle the customer complaints, you need to report supervisormanager. * Calling Steps Plan the call Greet the customer Check all advertising material Product merchandising Account development Order-taking Thanking the customer Follow up * 本页时间： 5分钟（235－240） 布置学员课堂表单填写，发放回执训练表单，讲清如何填写，何时 交？交给谁？ * Merchandising – Cooler The equipment is used to provide consumers with the drinks at their best temperature Usually placed in front of the traditional grocery, entrance, cashier and soft drink section in the supermarket and hyper market. Focus of the merchandising is Exclusivity Power on Stock rotation * Merchandising –Posters Posters are the main media for the communication with consumers Usually located beside the door, or on the wall inside the outlet Focus of merchandising: make sure the consumer can see it good location? clean and complete? make sure the information are correct promotion price consumer activity new product * Order Taking – Checking Inventory Purpose is to provide reference for order-taking through checking the inventory level You must write it down for this and next order-taking Should always pay attention to those small or new SKUs * Order-Taking – Ordering Apply 1.5-times principle to recommend the volume of order Agree with customer on the volume Write down the order * Order-taking – 1.5-times principle (inventory of last call) – (inventory of this call) = customer sell-out (Customer sell-out) X 1.5 = Stock needed for 150% supply (Stock needed for 150% supply) - (inventory of this call) = Order for this call * 1.5-ti