直营卖场行销与管理-利德基.pptVIP

我们赖以为生的地方? 卖场 量贩店,超市 9項拜訪步驟 總結 業務代表每日例行作業 1.出發前之準備 2.銷售拜訪 3.結束今日之工作 好處:提供你一個有組織有效率的每日例行作業程序 總結 總結 9 項 拜 訪步 驟 1.查閱計劃 2.開始拜訪 3.店頭檢查 4.收 款 5.銷售簡報 6.結束銷售 7.資料存查 8.陳列商品 9.結束和評估 利益:提供一個高度有效率的客戶拜訪程序 适当上架品项-评估后 合理单品排面-依市占 增加促销陈列 抢占暂存陈列 承租专属端架-依产值 增加架上货量 適時之促銷安排 多點之產品陳列 優勢之貨架空間 優秀之導購訓練 增加库存回转率 生動化 多樣化 豐富化 量化 優質化 增加卖场卖相 良好之賣場關係 掌握賣場作業流程 合理之庫存 即時之配送支援 降低补货人力，次数与时间 適當之拜訪頻率-客戶分級 合理之貨架空間-依市佔 有效之建議定單-統倉客戶 優質之理貨人員-好的訓練 良好之賣場客情-勤於拜訪 不缺货 DM促銷價 店內促銷價 正常零售價 明確且清晰之標示 “對”的價格 你要做哪一種人? 取決於你自己 ! 累得半死,也沒人感謝 表現專業,大家都稱讚 * WINNING IN STORE 赢在门店 2 0 10 * 最后，祝大家10年勇创佳绩！ / 页眉 * 页眉 * 页眉 * 页眉 * 页眉 * 页眉 * 页眉 * 页眉 * 页眉 * 页眉 * I should follow the 3-step Daily Sales Routine, which outlines key activities for the day, and what tasks need to be accomplished at each activity---from start of the day to end of the day to ensure objectives are met, and nothing is forgotten during the day I should use the 6 sales tools, which are tools that, when complete, allows the salesman to sell more, and answer questions of customer that save time, while helping salesman achieve his objectives I should use the 9-step basic call procedure, which organizes the call so that back-tracking is avoided, and all objectives are taken into consideration increases probability of being able to sell well 3 Key activities… Start of the Day----done at home or distributors’ office, where preparation and last minute check is done Trade Coverage--when actual calls and visits of stores are made Closing for the day--done at distributor’s office or home, when activities are evaluated, orders processed, cash remitted, etc., and preparations for the next day are done. The 6 sales tools are... The 9-step BCP clearly defines specific tasks that are supposed to be done in the call. It also takes into consideration a Pre-call review and a Post-call ana