策略性销售技巧串串烧.ppt

* Note: Trainer can ask the above questions one by one and then show up the answer. Note: Trainer can ask the question: Who can tell me what are the important account information? Trainer can list down the answer and then categorize them into the above five types information * Notes: Trainer please give the example for each item.You can use bellow example as refference. Objective: Sales-Increase total retail selling 20% versus this quarter in next one. Profit-To be the top one counter in the department store which achieve 100,000 RMB every month. Plans Strategies Brand Category-Introduce good selling world class brand and category Term with supplier-Ask for lower price and more promotion Shelving/Display-Relocate the shelving space basing on the movement Pricing-Use everyday low price to attract consumers Merchandising-Standardize the merchandising style to build up抯 the image of store Organization Effectiveness-Simplify the organization structure Process and system improvemet-Apply computer system to manage the selling and inventary * Note: Trainer can provide an example of the selling experience for the first time, maybe you spend much time to sell the Tide to the people in the store ,but you can抰 sell in because that people is a counter lady and not the KDM. * Note: The customer will do the business understand an environment,their business will be influenced by their own capacity,competition and the operation environment. All of these element will impact their objectives and strategies.With the change of these factors,it will create the challege and opportunity to the account.These are the roots for the account changing its objectives and strategies.If we can understand them clearly,we can really help the account diagnose their operation condition and set the right objectives and strategies.This will help us put ourselves in the shoes of the customers and talk with customer in a customer抯 language. * Note: Account抯 policy and the reason behind them-the p