拜访步骤.ppt

销售拜访八步骤销售拜访八步骤2016-11-162为什么要规范拜访步骤?为什么要规范拜访步骤?Why do you think a standard call process is good?Why do you think a standard call process is good?2016-11-163安旗的拜访八步骤8 Steps of the call安旗的拜访八步骤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. 销售陈述Presentation7. 回顾与总结Curbside debrief8. 行政工作Administration访前服务陈述访后ServicePre-CallPresenting/SellingPost-Call2016-11-164为什么拜访前的准备很重要?Why do you think preparation is important?2016-11-165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 volumn target?销售发展目标review sales develpment 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?pare 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,客户卡, 合同, POP等) get selling aids (POP)anized for the -call planning?就在进入店铺前回顾目标Review objectiv 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 forweeklyvolumn& 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 callfocus and promises made last time?带上POP等工具get selling aids( POP, solution sheets, etc )-- -11-166在你看来,为什么打招呼很重要?Why do you think we want to greet the customer?2016-11-167?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-dicision 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 the -11-168为什么要察看店铺?看些什么?Why is it important to check the store? Check what?2016-11-169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Rack & Cooler?货架和产品堆头Shelf & Display?售点广告POP?产品轮换Rotation