销售培训课程-1-1 客户渗透.pptVIP

* Note: Account抯 policy and the reason behind them-the policy means the regulation which the account will obey in their routine operation.These will be the guidelines ,which were summurized from the rich working experience, will help them to do the thing right.For example,many stores have the regulation for merchandisers抯 management,shelving and inventary. Account抯 揕ikes?and 揇islikes?Every people will has his/her personal attitude to every thing basing on the different values point.As a sales person,we should understand this kinds of information. Account抯 approach to advertise and merchandise-Each account has its own methods to do advertise and merchandise,for example,the small store will use the display tools and POP from supplier to do the merchandising,and the top store will preper the light box and not the POP in the counter space. Business relationship the account want to maintain with supplier-It is not every customer want to build a close relationship with supplier.Meanwhile,it is not every customer the supplier want to keep a close relationship.The relationship between customer and supplier will exert the impact to the cooperation,for example,whether or not have open communication,sharing business information,and willing to cooperate. As a sales people,understanding the point of view of customer will help him to anticipate customer抯 objections and better tarlor his presentation * Note: Our customers do their business by selling virious products ,which include ours and competitor抯.They will evaluate the performance of these product in terms of selling,profit and the contribution to the total business.And these data will be the base for they allocating their limited resourses,for example,cash, warehouse,shelving,etc.Meanwhile,different suppliers will use different terms to attract account to put more efforts for their products.As a sales people,if we know these datas,we could really understand how our product and competitor抯 product perform in the account