销售拜访八步骤培训解析.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?;;为什么拜访前的准备很重要？ Why do you think preparation is important?;;在你看来，为什么打招呼很重要？ Why do you think we want to greet the customer?;;为什么要察看店铺？看些什么? Why is it important to check the store? Check what?;;作产品生动化的步骤是什么? What do you think we mean by merchandise our products?;; 确保各SKU 均有充足的库存 ensure appropriate products and packages are available 为产品,货架和冰柜争取最佳位置 obtain best locations for products including, displays, visi-coolers, racks 所有产品, 依照陈列标准放在一起 bundle all brands together 瓶上的商标面向消费者 ensure bottle label are facing consumers 清洁货架、瓶身和售点广告 (POP) Clean shelves, bottles and POP material 使产品享有公平合理的陈列空间 get a fair share of space for products 从陈列架上和冰箱内移走竞争对手的产品 Remove competitors products from our crates/visi-coolers 将购货点宣传材料放在醒目和客流量高的区域 place POP in visible and high traffic areas 检查标价, 确保醒目明确make our pricing apparent to the consumer 调整仓库内存货位置 arrange stocks in back room 按照先进先出的原则, 轮换仓库, 货架和冰柜内的产品 rotate stocks to put older products in front and on top;你认为, 拟定单是一个什么样的过程? What do you think happens when you determine the order?;;路 线 卡;销售陈述时,你会向客户陈述什么内容? What do think happens when we present to the customer?;;你在什么时侯作回顾和 总结?会回顾哪些事情? What do you think happens during Curbside Debrief?;;你认为, 行政工作包括哪些内容? 什么时侯做? What do you think about the administration? When to do?;;请用你自己的话, 复述一下每一个步骤. In your own words, identify the 8 Steps of the Call and briefly explain what happens in each step.;;谢 谢