超市大客户部拜访准备课件.pptVIP

Copyright ? 2003 Metro Cash Carry International GmbH;Aims 目标;Customer focus;Process Overview 主要步骤;On 10th – 15th of each month: analysis of the monthly report of the past month 每月10～15日: 分析上月的月报表 The customer trend is worked out by comparing the accumulated and the monthly report 比较累计报表、当月报表，分析客户发展趋势 The customer trend is compard with the strategy of the company 将客户发展趋势与公司战略相比较 Based on the results of the analysis a proposal for the following month‘s visit plan is set up specifying the customer target groups and the districts 在分析结果的基础上，制定下一个月拜访计划，指定目标顾客群及目标区域;Between 15th and 20th of each month SGM and FM hold a meeting to discuss the FM CC’s proposal 每月15～20日商场经理及楼经开会讨论决定客开楼经提出的建议。 Approval of next month’s visit plan 认可下一个月的拜访计划 The list of the districts defined in the monthly visit plan is passed on to EDP department 将每月拜访计划中设定的区域清单交给EDP部门 Print out of whole Customer list for the selected districts 打印所选择区域的所有客户清单;Monthly Visit Plan (sample format) 每月拜访计划（格式举例）;The whole Customer List is printed monthly for the selected districts. 根据指定区域每月打印出所有客户清单 List includes the following information on all Customers including blocked Customers.含锁禁客户在内的所有客户清单包括以下信息 Company name 公司名称 Address 地址 Building number 办公楼编号 Block code 封锁代码 Customer status 客户状况 By 25th of each month the list is handed over to CE staff 每月25日前将该清单交给客户接待员 The list is separated per SE / KAE and the parts are handed over to the respective SE / KAE 将清单划分后分别给每位销售专员/客户专员 SE and KAE take the list with them on every tour 销售专员/客户专员拜访客户时必须带上此清单;The visit plan fo the following week is defined by Friday afternoon with the following details:每周五下午制定下周拜访计划，内容如下 Plan made up per separate week day 每一个工作日的计划 Definition of Customers and route 确定拜访的顾客及路线 Including some spare Customers in the case another Customer can not be reached 包括额外客户（万一没有拜访到原定客户可做候补用） Approval of each SE’s / KAE‘s working plan 批准每个销售专员/客户专员的工作计划 The order and time of visits must be adapted to the customers working habit