重点零售客户管理基础培训.docxVIP

Page 1 Page1 Consulting Information Technology Co., Ltd 重点零售客户管理系列培训 Page 3 Page3 Consulting Information Technology Co., Ltd Page 4 Page4 Consulting Information Technology Co., Ltd KA KA (1) (2) (3) (4) (1) (2) (3) (4) Page 5 Page5 Consulting Information Technology Co., Ltd 物流 + 资金流 + 信息流 供应商 生产商 分销机构 零售商 消费者 Page 6 Page6 Consulting Information Technology Co., Ltd (Professional) (Proactive) 对待自己的工作尽职尽责 工作有计划性 用客户的语言与客户交流 从不忽视细节 熟悉零售商内部系统及流程 主动帮助客户承担一部分 谈吐及着装非常得体 工作, 加快销售过程 (Positive) (Passion) 着眼于机会而非限制 对待客户热情, 友好 良好的精神状态 耐心倾听客户意见 总显得精力充沛 个人魅力 Page 7 Page7 Consulting Information Technology Co., Ltd Manager Coach Trainer Page 8 Page8 Consulting Information Technology Co., Ltd SALES“” Page 9 Page9 Consulting Information Technology Co., Ltd Page 1 Page1 Consulting Information Technology Co., Ltd SKU Page 2 Page2 Consulting Information Technology Co., Ltd Department Store Supermarket Hypermarket Cash Carry Convenient Store Specialty Store Shopping Center/Mall Page 3 Page3 Consulting Information Technology Co., Ltd Department Store 20 30,000 5,000 (1) ; (2) 1000 (3) 12 30 (4) Page 4 Page4 Consulting Information Technology Co., Ltd DepartmentStore 1999— 2000 1999 2000 000 000 (%) 52 1.20% 90 2.00% 75% 35 0.90% 26 0.60% -24% 4,077 97.90% 4,456 97.40% 9% 4,163 100.00 4,572 100.00 10% % % Page 5 Page5 Consulting Information Technology Co., Ltd Supermarket 顾客 10-15 产品 10 5,000 面积 100 - 2,500 特点 (1) ; (2) Page 6 Page6 Consulting Information Technology Co., Ltd Supermarket 1994 70% ; 25% 25% 20% 15% 10% 7% 4.80% 5% 3.40% 1.20% 1.50% 0.70% 0% 1996 1997 1998 1999 2000 2005E 1995 Page 7 Page7 Consulting Information Technology Co., Ltd 22 62 15 1 13 64 21 2 16 62 20 3 28 62 9 1 15 60 22 2 24 66 8 34 56 10 21 54 19 7 RMB 25 RMB 26-100 RMB 101-200 RMB 200 + Page 8 Page8 Consulting Information Technology Co., Ltd Hypermarket 顾客 25 产品 20 20,000 面积 2,500 特点 Page 9 Page9 Consulting Information Technology Co., Ltd Hypermarket 大型综合超市将成为大中型城市的主流零售业态 FMCG FMC