销售拜访8步骤.pptx

8 Steps of the call拜访八步骤为什么要规范拜访步骤？Why do you think a standard call process is good?一家消费品公司的拜访八步骤 8 Steps of the call1. 准备 preparation2. 打招呼 Greet the Customer3. 店情察看Store Check4. 产品生动化Merchandise5. 拟订单 Determine the order6. PEPSI 销售陈述 Presentation7. 回顾与总结 Curbside debrief8. 行政工作 Administration访前--Pre-Call服务-- Service陈述 -- Presenting访后--Post-Call为什么拜访前的准备很重要？Why do you think preparation is important?每月准备monthly preparation 每月与主管讨论销售目标 set objective with supervisor销量指标 review volume target销售发展目标 review sales development objective工作重点 prioritize what needs to be done for the month每日准备 Daily Preparation 回顾业绩板, 回顾月指标,销售发展目标和工作重点 review scoreboard, check progress against monthly objectives 对照实际业绩与目标 compare actual status against target确定当日线路的工作重点 identify the outlets will be focusing on 备齐工作工具(路线本,客户卡, 发票, 合同, POP等) get selling aids (POP)and organized for the day.访前准备 Pre-call planning就在进入店铺前回顾目标Review objective before entering outlet回顾路线本, 客户卡,明确周平均订货量和上周单量 review route book, customer card for weekly volume last order 回顾店主姓名或称呼, 选择恰当的语气, 口吻 identify boss name回顾拜访目的, 以及上次拜访的承诺 review call focus and promises made last time带上POP等工具get selling aids( POP, solution sheets, etc )1.准备-- Preparation2.打招呼3.店情察看4.产品生动化5.拟订单6.销售陈述7.回顾与总结8.行政工作在你看来，为什么打招呼很重要？Why do you think we want to greet the customer?1.准备2.打招呼 Greet the customer3.店情察看4.产品生动化5.拟订单6.销售陈述7.回顾与总结8.行政工作确认出决策者 identify decision maker作自我介绍 introduce yourself与店内非决策者保持友好关系 keep good relationship with non-decision maker避免使用易引起反面回答的招呼方式 avoid using any greeting style which may cause negative responses观察店主的情绪, 选择恰当的话题 examine boss?mood and select proper topic主动处理紧急问题 preempt urgent issues为什么要察看店铺？看些什么?Why is it important to check the store? Check what?1.准备2.打招呼3.店情察看 Store check4.产品生动化5.拟订单6.销售陈述7.回顾与总结8.行政工作查看店铺, 寻找机会 walk the outlet to look for opportunities检查SKU check SKU opportunities寻找陈列机会陈列架, 冰柜 Rack Cooler货架和产品堆头 Shelf Display售点广告 POP产品轮换 Rotation寻找竞争对手陈列及活动 competitor activity 检查价格pricing issue作产品生动