百事可樂(lè)拜訪8步驟專(zhuān)題培訓(xùn)課件

百事可樂(lè)拜訪8步驟百事可樂(lè)拜訪8步驟1為什么要規(guī)范拜訪步驟？Whydoyouthinkastandardcallprocessisgood?2為什么要規(guī)范拜訪步驟？2百事的拜訪八步驟8Stepsofthecall1.準(zhǔn)備preparation2.打招呼GreettheCustomer3.店情察看StoreCheck4.產(chǎn)品生動(dòng)化Merchandise5.擬訂單Determinetheorder6.PEPSI銷(xiāo)售陳述Presentation7.回顧與總結(jié)Curbsidedebrief8.行政工作Administration訪前--Pre-Call服務(wù)--Service陳述--Presenting訪后--Post-Call3百事的拜訪八步驟8Stepsofthecal為什么拜訪前的準(zhǔn)備很重要？Whydoyouthinkpreparationisimportant?4為什么拜訪前的準(zhǔn)備很重要？4每月準(zhǔn)備

monthlypreparation每月與主管討論銷(xiāo)售目標(biāo)setobjectivewithsupervisor銷(xiāo)量指標(biāo)reviewvolumntarget銷(xiāo)售發(fā)展目標(biāo)reviewsalesdevelpmentobjective工作重點(diǎn)prioritizewhatneedstobedoneforthemonth每日準(zhǔn)備

DailyPreparation回顧業(yè)績(jī)板,回顧月指標(biāo),銷(xiāo)售發(fā)展目標(biāo)和工作重點(diǎn)reviewscoreboard,checkprogressagainstmonthlyobjectives對(duì)照實(shí)際業(yè)績(jī)與目標(biāo)compareactualstatusagainsttarget確定當(dāng)日線路的工作重點(diǎn)identifytheoutletswillbefocusingon備齊工作工具(路線本,客戶卡,發(fā)票,合同,POP等)getsellingaids(POP)andorganizedfortheday.訪前準(zhǔn)備

Pre-callplanning就在進(jìn)入店鋪前回顧目標(biāo)Reviewobjectivbeforeenteringoutlet回顧路線本,客戶卡,明確周平均訂貨量和上周單量reviewroutebook,customercardforweeklyvolumn&lastorder回顧店主姓名或稱呼,選擇恰當(dāng)?shù)恼Z(yǔ)氣,口吻identifybossname回顧拜訪目的,以及上次拜訪的承諾reviewcallfocusandpromisesmadelasttime帶上POP等工具getsellingaids(POP,solutionsheets,etc)1.準(zhǔn)備--preparation2.打招呼3.店情察看4.產(chǎn)品生動(dòng)化5.擬訂單6.PEPSI7.回顧與總結(jié)8.行政工作5每月準(zhǔn)備monthlypreparation1.準(zhǔn)備在你看來(lái)，為什么打招呼很重要？Whydoyouthinkwewanttogreetthecustomer?6在你看來(lái)，為什么打招呼很重要？6確認(rèn)出決策者identifydecisionmaker作自我介紹introduceyourself與店內(nèi)非決策者保持友好關(guān)系keepgoodrelationshipwithnon-dicisionmaker避免使用易引起反面回答的招呼方式

avoidusinganygreetingstylewhichmaycausenegativeresponses觀察店主的情緒,選擇恰當(dāng)?shù)脑掝}examineboss?moodandselectpropertopic主動(dòng)處理緊急問(wèn)題

preempturgentissues1.準(zhǔn)備2.打招呼Greetthecustomer3.店情察看4.產(chǎn)品生動(dòng)化5.擬訂單6.PEPSI7.回顧與總結(jié)8.行政工作7確認(rèn)出決策者identifydecisionmaker為什么要察看店鋪？看些什么?Whyisitimportanttocheckthestore?Checkwhat?8為什么要察看店鋪？看些什么?8查看店鋪,尋找機(jī)會(huì)

walktheoutlettolookforopportunities檢查SKUcheckSKUopportunities尋找陳列機(jī)會(huì)陳列架,冰柜Rack&Cooler貨架和產(chǎn)品堆頭Shelf&Display售點(diǎn)廣告POP產(chǎn)品輪換Rotation尋找競(jìng)爭(zhēng)對(duì)手陳列及活動(dòng)competitoractivity檢查價(jià)格pricingissue1.準(zhǔn)備2.打招呼3.店情察看Storecheck4.產(chǎn)品生動(dòng)化5.擬訂單6.PEPSI7.回顧與總結(jié)8.行政工作9查看店鋪,尋找機(jī)會(huì)1.準(zhǔn)備9作產(chǎn)品生動(dòng)化的步驟是什么?Whatdoyouthinkwemeanbymerchandiseourproducts?10作產(chǎn)品生動(dòng)化的步驟是什么?10確保所有百事產(chǎn)品都以正確的方式執(zhí)行生動(dòng)化:ensureallPepsiproductsareproperlymerchandised確保所有庫(kù)存產(chǎn)品的輪轉(zhuǎn)ensureallstockisrotated清除超期產(chǎn)品removeoutofcodeproduct根據(jù)現(xiàn)有標(biāo)準(zhǔn)使產(chǎn)品生動(dòng)化

Merchandisealldisplaysaccordingtocurrentstandards補(bǔ)充冰柜貨架和陳列架Replenishcoolers,racksandshelfarea需要時(shí)清潔陳列架和設(shè)備cleanshelvesandequipmentasneeded1.準(zhǔn)備2.打招呼3.店情察看4.產(chǎn)品生動(dòng)化

Merchandise5.擬訂單6.PEPSI7.回顧與總結(jié)8.行政工作11確保所有百事產(chǎn)品都以正確的方式執(zhí)行生動(dòng)化:1.準(zhǔn)備11確保各SKU均有充足的庫(kù)存ensureappropriateproductsandpackagesareavailable為百事產(chǎn)品,貨架和冰柜爭(zhēng)取最佳位置

obtainbestlocationsforPepsiproductsincluding,displays,visi-coolers,racks所有百事產(chǎn)品,依照陳列標(biāo)準(zhǔn)放在一起bundleallPepsibrandstogether瓶上的百事商標(biāo)面向消費(fèi)者ensurebottlelablesarefacingconsumers清潔貨架、瓶身和售點(diǎn)廣告(POP)Cleanshelves,bottlesandPOPmaterial使百事產(chǎn)品享有公平合理的陳列空間getafairshareofspaceforPepsiproducts從百事陳列架上和冰箱內(nèi)移走競(jìng)爭(zhēng)對(duì)手的產(chǎn)品Removecompetitorsproductsfromourcrates/visi-coolers將購(gòu)貨點(diǎn)宣傳材料放在醒目和客流量高的區(qū)域placePOPinvisibleandhightrafficareas檢查標(biāo)價(jià),確保醒目明確makeourpricingapparenttotheconsumer調(diào)整倉(cāng)庫(kù)內(nèi)存貨位置arrangestocksinbackroom按照先進(jìn)先出的原則,輪換倉(cāng)庫(kù),貨架和冰柜內(nèi)的產(chǎn)品rotatestockstoputolderproductsinfrontandontop產(chǎn)品生動(dòng)化清單MerchandisingChecklist12確保各SKU均有充足的庫(kù)存ensureappropr你認(rèn)為,擬定單是一個(gè)什么樣的過(guò)程?Whatdoyouthinkhappenswhenyoudeterminetheorder?13你認(rèn)為,擬定單是一個(gè)什么樣的過(guò)程?13擬訂單是為了避免斷貨theprocessavoidsOOS你的路線手冊(cè)是幫助你完成此項(xiàng)任務(wù)的關(guān)鍵工具yourroutebookisthekeytooltoperformthistaskwell記錄現(xiàn)有庫(kù)存determinecurrentstock對(duì)照庫(kù)存需求擬定每個(gè)SKU的建議訂單identifyinventoryneedsanddevelopyoursuggestedorderonroutecard估算出上次拜訪以來(lái)的實(shí)際銷(xiāo)量determineactualsalessincelastvisit與客戶達(dá)成對(duì)建議訂單的協(xié)議agreeonthesuggestedorderwithcustomer將訂購(gòu)記錄在路線本上updateorderinroutebook1.準(zhǔn)備2.打招呼3.店情察看4.產(chǎn)品生動(dòng)化5.擬訂單determindtheorder6.PEPSI7.回顧與總結(jié)8.行政工作14擬訂單是為了避免斷貨theprocessavoids路線卡15路線卡15銷(xiāo)售陳述時(shí),你會(huì)向客戶陳述什么內(nèi)容?Whatdothinkhappenswhenwepresenttothecusotmer?16銷(xiāo)售陳述時(shí),你會(huì)向客戶陳述什么內(nèi)容?16這是向客戶推銷(xiāo)新想法的過(guò)程。我們用方案表這一工具來(lái)支持推銷(xiāo)。你向客戶陳述的內(nèi)容由你的主管和斪急笖步驟中的工作決定.ThisistheprocessofsellinganewideatothecustomerWeutilizeaSolutionSheettosupportthesale.WhatyoupresenttothecustoemrisdeterminedbyyoursuppervisorandduringthePREPARATIONstep.P 陳述機(jī)遇presentopportunityE 解釋方案和利益(方案表) Explainthesolution(solutionsheet)P 提供詳情(providedetails)S 達(dá)成交易(客戶答應(yīng))I Securethesales(customersaysyes)

實(shí)施跟進(jìn)步驟Implementnextsteps這是推銷(xiāo)的開(kāi)始1.準(zhǔn)備2.打招呼3.店情察看4.產(chǎn)品生動(dòng)化5.擬訂單6.PEPSI7.回顧與總結(jié)8.行政工作17這是向客戶推銷(xiāo)新想法的過(guò)程。我們用方案表這一工具來(lái)支持客戶為什么不購(gòu)買(mǎi)？Whydo

customersresist

buying?客戶為什么18客戶為什么不購(gòu)買(mǎi)

WhyCustomersResistBuying認(rèn)為沒(méi)必要NoPerceivedneed(他們不認(rèn)為有盈利機(jī)會(huì))(theydon抰perceive/believeintheopportunityforgain)認(rèn)為沒(méi)好的方案NoPerceivedsolution(他們不相信你的方案表)(theydon抰believeinyoursolution)不信任Distrust(若干理由-有些可能與你有關(guān)，也有些可能與你無(wú)關(guān))(anynumberofreasons-somemayberelatedtoyou,somemaynot)不著急Nourgency(客戶要推遲作出決定)(customerwantstoputoffthedecision)客戶為什么不購(gòu)買(mǎi)

WhyCustomersResist19共同的銷(xiāo)售過(guò)程

CommonSellingProcess我們通過(guò)共同的銷(xiāo)售過(guò)程來(lái)解決客戶不購(gòu)買(mǎi)的問(wèn)題。Weutilizeacommonsellingprocesstohelpovercomecustomerobjections.

我們稱之為PEPSI銷(xiāo)售過(guò)程。WecallitthePEPSISalesProcess.

這是一套直觀輔助方案，協(xié)助你銷(xiāo)售我們的產(chǎn)品、提供我們的服務(wù)。Itisavisualaidthathelpsyousellourproductsandservices.你的工作是讓客戶明白銷(xiāo)售百事產(chǎn)品對(duì)他的業(yè)務(wù)有何幫助。Yourjobistohelpthecustomerunderstand

howsellingPepsiproductsisgoodforhisbusiness.共同的銷(xiāo)售過(guò)程

CommonSellingProces20每個(gè)字母代表不同的步驟

EachLetterStandsforaDifferentStepPEPSI陳述機(jī)遇

Presenttheopportunity說(shuō)明方案與益處

Explainthesolutionandbenefits提供細(xì)節(jié)Providethedetails取得銷(xiāo)售Securethesale實(shí)施下一步Implementnextsteps每個(gè)字母代表不同的步驟

EachLetterSta21機(jī)遇與辦法

OpportunitiesandSolutions機(jī)遇

說(shuō)明了盈利的潛力AnOPPORTUNITYdescribesthepotentialforgain始終致力于與客戶就重大的機(jī)會(huì)達(dá)成共識(shí)。Alwaysgainthecustomersagreementthatthereisacompellingopportunity

:機(jī)遇OPPORTUNITIES讓更多的顧客進(jìn)入商店。Getmorecustomerstocomeintothestore讓每位顧客購(gòu)買(mǎi)更多的東西。Geteachcustomerstopurchasemoreitems讓顧客在你的店而非競(jìng)爭(zhēng)對(duì)手那里購(gòu)買(mǎi)商品。Getcustomerstopurchaseinyourstoreversusyourcompetitors

方案說(shuō)明了可以實(shí)現(xiàn)盈利的銷(xiāo)售行為ASOLUTIONdescribesthesalesactionrequiredtorealizethegain剛開(kāi)始銷(xiāo)售拜訪時(shí)不要討論方案Neverbeginasalescallbydiscussingsolutions

方案：SOLUTIONS:在櫥窗中展示銷(xiāo)售宣傳材料DisplayPOPinthewindow

讓更多的顧客進(jìn)入商店togetmoreconsumerstocomeintothestore在收銀臺(tái)附近放置冷凍產(chǎn)品Putcoldproductnearthecashregister讓顧客購(gòu)買(mǎi)更多東西卼ogeteachcustomertopurchasemoreitems放置一個(gè)2升百事的陳列品Putupadisplayof2literPepsi 讓顧客在你的店而非競(jìng)爭(zhēng)對(duì)手那里購(gòu)買(mǎi)商品..togetcustomerstobuyinyourstore versuscompetitors機(jī)遇與辦法

OpportunitiesandSolut22方案表使你的銷(xiāo)售更直觀SolutionSheetsarevisualaidstohelpyousell提供機(jī)遇的說(shuō)明Providesadescriptionoftheopportunity說(shuō)明方案，強(qiáng)調(diào)對(duì)客戶的好處Explainsthesolutionandemphasizesthebenefitstothecustomer提供客戶感興趣的重要細(xì)節(jié)Providesimportantdetailsthatthecustomermaybeinterestedin回顧成功的定義ReviewwhatSuccessis實(shí)施以下步驟Implementnextsteps方案表使你的銷(xiāo)售更直觀SolutionSheetsare23你認(rèn)為客戶對(duì)PEPSI方案表的辦法會(huì)有何異議？WhatobjectionsdoyouthinkthecustomermighthavewiththesolutionidentifiedonthePEPSISolutionSheet?

你認(rèn)為客戶對(duì)PEPSI方案表的辦法會(huì)有何異議？24評(píng)論“討論出的解決辦法”

ReviewchooledSolutions”確定如何使用方案表解決異議Identifyhowthesolutionsheetcanbeutilizedtoovercomeobjections.你認(rèn)為客戶對(duì)PEPSI方案表的辦法會(huì)有何異議？Whatobjectionsdoyouthinkthe

customermighthavewiththesolution

identifiedonthePEPSISolutionSheet?

評(píng)論“討論出的解決辦法”

ReviewchooledSo25PEPSI陳述過(guò)程 內(nèi)部流程 解決方案單P 介紹機(jī)會(huì) 機(jī)會(huì)/情況E 解釋解決方案 解決方案/它如何發(fā)揮作益/好處P 提供細(xì)節(jié)內(nèi)容細(xì)節(jié)內(nèi)容S 保證銷(xiāo)售成功 成功標(biāo)準(zhǔn)/期望I 實(shí)施下面的步驟 我們將做什么/他們會(huì)做什么

銷(xiāo)售人員做的 客戶所看到的WhatSalesPeopleDoWhattheCustomerSeesPEPSI陳述過(guò)程 內(nèi)部流程 解決方案單銷(xiāo)售人員做26你在什么時(shí)侯作回顧和總結(jié)?會(huì)回顧哪些事情?WhatdoyouthinkhappensduringCurbsideDebrief?27你在什么時(shí)侯作回顧和總結(jié)?會(huì)回顧哪些事情?27花幾分鐘回顧拜訪過(guò)程Takeafewmomentstoassessyourperformance1.修訂最后訂單Recordthefinalorder2.拜訪后總結(jié)清單CurbsideDebriefChecklist成功之處Whatworkwell失敗原因Whatdidnotworkwell改進(jìn)方法Whatwouldyoudodifferently3.作記錄

takenotes路線本Routebook筆記本notebook1.準(zhǔn)備2.打招呼3.店情察看4.產(chǎn)品生動(dòng)化5.擬訂單6.PEPSI7.回顧與總結(jié)CurbsideDebrief8.行政工作28花幾分鐘回顧拜訪過(guò)程1.準(zhǔn)備28你認(rèn)為,行政工作包括哪些內(nèi)容?什么時(shí)侯做?Whatdoyouthinkabouttheadministration?Whentodo?29你認(rèn)為,行政工作包括哪些內(nèi)容?什么時(shí)侯做?291.準(zhǔn)備2.打招呼3.店情察看4.產(chǎn)品生動(dòng)化5.擬訂單6.PEPSI7.回顧與總結(jié)8.行政工作

Administration將一天銷(xiāo)售過(guò)程中有用的相關(guān)信息記錄在案結(jié)算settlement復(fù)核當(dāng)天的所有銷(xiāo)售現(xiàn)金和欠款,并繳款Reconcileallsales,cashandcreditsfortheday安排送貨和其它承諾事宜

fulfilallcommitmentsthatyouhavemadtocustomers-填寫(xiě)送貨單fillindeliverynotes-設(shè)備或維修服務(wù)equipmentandrepairservice-購(gòu)貨點(diǎn)宣傳材料需求POPneeds日常區(qū)域管理

dailyterritoryadministration-填寫(xiě)業(yè)績(jī)板updatescoreboard-對(duì)客戶檔案作即時(shí),必要的更新updateroutebook-與主管匯報(bào)路線上的問(wèn)題,需求和其它重要情況 Notifysupervisorofchangesnecessaryin customerdatainroutebook-完成主管要求的其它管理工作otheradministrationtasksrequiredbysupervisor301.準(zhǔn)備將一天銷(xiāo)售過(guò)程中有用的相關(guān)信息記錄在案30請(qǐng)用你自己的話,復(fù)述一下每一個(gè)步驟.

Inyourownwords,identifythe8StepsoftheCallandbrieflyexplainwhathappensineachstep.回顧拜訪八步驟

Identify8StepsoftheCall1.準(zhǔn)備2.打招呼3.店情察看4.產(chǎn)品生動(dòng)化5.擬定單6.銷(xiāo)售陳述7.回顧與總結(jié)8.行政工作31請(qǐng)用你自己的話,復(fù)述一下每一個(gè)步驟.Inyourow持續(xù)的成長(zhǎng)與發(fā)展持續(xù)的成長(zhǎng)與發(fā)展32A的成功率B的平均訂貨量做C的

RJ祝各位都能擁有：CRA的成功率B的平均訂貨量做C的RJ祝各位都能擁有：CR33百事可樂(lè)拜訪8步驟百事可樂(lè)拜訪8步驟34為什么要規(guī)范拜訪步驟？Whydoyouthinkastandardcallprocessisgood?35為什么要規(guī)范拜訪步驟？2百事的拜訪八步驟8Stepsofthecall1.準(zhǔn)備preparation2.打招呼GreettheCustomer3.店情察看StoreCheck4.產(chǎn)品生動(dòng)化Merchandise5.擬訂單Determinetheorder6.PEPSI銷(xiāo)售陳述Presentation7.回顧與總結(jié)Curbsidedebrief8.行政工作Administration訪前--Pre-Call服務(wù)--Service陳述--Presenting訪后--Post-Call36百事的拜訪八步驟8Stepsofthecal為什么拜訪前的準(zhǔn)備很重要？Whydoyouthinkpreparationisimportant?37為什么拜訪前的準(zhǔn)備很重要？4每月準(zhǔn)備

monthlypreparation每月與主管討論銷(xiāo)售目標(biāo)setobjectivewithsupervisor銷(xiāo)量指標(biāo)reviewvolumntarget銷(xiāo)售發(fā)展目標(biāo)reviewsalesdevelpmentobjective工作重點(diǎn)prioritizewhatneedstobedoneforthemonth每日準(zhǔn)備

DailyPreparation回顧業(yè)績(jī)板,回顧月指標(biāo),銷(xiāo)售發(fā)展目標(biāo)和工作重點(diǎn)reviewscoreboard,checkprogressagainstmonthlyobjectives對(duì)照實(shí)際業(yè)績(jī)與目標(biāo)compareactualstatusagainsttarget確定當(dāng)日線路的工作重點(diǎn)identifytheoutletswillbefocusingon備齊工作工具(路線本,客戶卡,發(fā)票,合同,POP等)getsellingaids(POP)andorganizedfortheday.訪前準(zhǔn)備

Pre-callplanning就在進(jìn)入店鋪前回顧目標(biāo)Reviewobjectivbeforeenteringoutlet回顧路線本,客戶卡,明確周平均訂貨量和上周單量reviewroutebook,customercardforweeklyvolumn&lastorder回顧店主姓名或稱呼,選擇恰當(dāng)?shù)恼Z(yǔ)氣,口吻identifybossname回顧拜訪目的,以及上次拜訪的承諾reviewcallfocusandpromisesmadelasttime帶上POP等工具getsellingaids(POP,solutionsheets,etc)1.準(zhǔn)備--preparation2.打招呼3.店情察看4.產(chǎn)品生動(dòng)化5.擬訂單6.PEPSI7.回顧與總結(jié)8.行政工作38每月準(zhǔn)備monthlypreparation1.準(zhǔn)備在你看來(lái)，為什么打招呼很重要？Whydoyouthinkwewanttogreetthecustomer?39在你看來(lái)，為什么打招呼很重要？6確認(rèn)出決策者identifydecisionmaker作自我介紹introduceyourself與店內(nèi)非決策者保持友好關(guān)系keepgoodrelationshipwithnon-dicisionmaker避免使用易引起反面回答的招呼方式

avoidusinganygreetingstylewhichmaycausenegativeresponses觀察店主的情緒,選擇恰當(dāng)?shù)脑掝}examineboss?moodandselectpropertopic主動(dòng)處理緊急問(wèn)題

preempturgentissues1.準(zhǔn)備2.打招呼Greetthecustomer3.店情察看4.產(chǎn)品生動(dòng)化5.擬訂單6.PEPSI7.回顧與總結(jié)8.行政工作40確認(rèn)出決策者identifydecisionmaker為什么要察看店鋪？看些什么?Whyisitimportanttocheckthestore?Checkwhat?41為什么要察看店鋪？看些什么?8查看店鋪,尋找機(jī)會(huì)

walktheoutlettolookforopportunities檢查SKUcheckSKUopportunities尋找陳列機(jī)會(huì)陳列架,冰柜Rack&Cooler貨架和產(chǎn)品堆頭Shelf&Display售點(diǎn)廣告POP產(chǎn)品輪換Rotation尋找競(jìng)爭(zhēng)對(duì)手陳列及活動(dòng)competitoractivity檢查價(jià)格pricingissue1.準(zhǔn)備2.打招呼3.店情察看Storecheck4.產(chǎn)品生動(dòng)化5.擬訂單6.PEPSI7.回顧與總結(jié)8.行政工作42查看店鋪,尋找機(jī)會(huì)1.準(zhǔn)備9作產(chǎn)品生動(dòng)化的步驟是什么?Whatdoyouthinkwemeanbymerchandiseourproducts?43作產(chǎn)品生動(dòng)化的步驟是什么?10確保所有百事產(chǎn)品都以正確的方式執(zhí)行生動(dòng)化:ensureallPepsiproductsareproperlymerchandised確保所有庫(kù)存產(chǎn)品的輪轉(zhuǎn)ensureallstockisrotated清除超期產(chǎn)品removeoutofcodeproduct根據(jù)現(xiàn)有標(biāo)準(zhǔn)使產(chǎn)品生動(dòng)化

Merchandisealldisplaysaccordingtocurrentstandards補(bǔ)充冰柜貨架和陳列架Replenishcoolers,racksandshelfarea需要時(shí)清潔陳列架和設(shè)備cleanshelvesandequipmentasneeded1.準(zhǔn)備2.打招呼3.店情察看4.產(chǎn)品生動(dòng)化

Merchandise5.擬訂單6.PEPSI7.回顧與總結(jié)8.行政工作44確保所有百事產(chǎn)品都以正確的方式執(zhí)行生動(dòng)化:1.準(zhǔn)備11確保各SKU均有充足的庫(kù)存ensureappropriateproductsandpackagesareavailable為百事產(chǎn)品,貨架和冰柜爭(zhēng)取最佳位置

obtainbestlocationsforPepsiproductsincluding,displays,visi-coolers,racks所有百事產(chǎn)品,依照陳列標(biāo)準(zhǔn)放在一起bundleallPepsibrandstogether瓶上的百事商標(biāo)面向消費(fèi)者ensurebottlelablesarefacingconsumers清潔貨架、瓶身和售點(diǎn)廣告(POP)Cleanshelves,bottlesandPOPmaterial使百事產(chǎn)品享有公平合理的陳列空間getafairshareofspaceforPepsiproducts從百事陳列架上和冰箱內(nèi)移走競(jìng)爭(zhēng)對(duì)手的產(chǎn)品Removecompetitorsproductsfromourcrates/visi-coolers將購(gòu)貨點(diǎn)宣傳材料放在醒目和客流量高的區(qū)域placePOPinvisibleandhightrafficareas檢查標(biāo)價(jià),確保醒目明確makeourpricingapparenttotheconsumer調(diào)整倉(cāng)庫(kù)內(nèi)存貨位置arrangestocksinbackroom按照先進(jìn)先出的原則,輪換倉(cāng)庫(kù),貨架和冰柜內(nèi)的產(chǎn)品rotatestockstoputolderproductsinfrontandontop產(chǎn)品生動(dòng)化清單MerchandisingChecklist45確保各SKU均有充足的庫(kù)存ensureappropr你認(rèn)為,擬定單是一個(gè)什么樣的過(guò)程?Whatdoyouthinkhappenswhenyoudeterminetheorder?46你認(rèn)為,擬定單是一個(gè)什么樣的過(guò)程?13擬訂單是為了避免斷貨theprocessavoidsOOS你的路線手冊(cè)是幫助你完成此項(xiàng)任務(wù)的關(guān)鍵工具yourroutebookisthekeytooltoperformthistaskwell記錄現(xiàn)有庫(kù)存determinecurrentstock對(duì)照庫(kù)存需求擬定每個(gè)SKU的建議訂單identifyinventoryneedsanddevelopyoursuggestedorderonroutecard估算出上次拜訪以來(lái)的實(shí)際銷(xiāo)量determineactualsalessincelastvisit與客戶達(dá)成對(duì)建議訂單的協(xié)議agreeonthesuggestedorderwithcustomer將訂購(gòu)記錄在路線本上updateorderinroutebook1.準(zhǔn)備2.打招呼3.店情察看4.產(chǎn)品生動(dòng)化5.擬訂單determindtheorder6.PEPSI7.回顧與總結(jié)8.行政工作47擬訂單是為了避免斷貨theprocessavoids路線卡48路線卡15銷(xiāo)售陳述時(shí),你會(huì)向客戶陳述什么內(nèi)容?Whatdothinkhappenswhenwepresenttothecusotmer?49銷(xiāo)售陳述時(shí),你會(huì)向客戶陳述什么內(nèi)容?16這是向客戶推銷(xiāo)新想法的過(guò)程。我們用方案表這一工具來(lái)支持推銷(xiāo)。你向客戶陳述的內(nèi)容由你的主管和斪急笖步驟中的工作決定.ThisistheprocessofsellinganewideatothecustomerWeutilizeaSolutionSheettosupportthesale.WhatyoupresenttothecustoemrisdeterminedbyyoursuppervisorandduringthePREPARATIONstep.P 陳述機(jī)遇presentopportunityE 解釋方案和利益(方案表) Explainthesolution(solutionsheet)P 提供詳情(providedetails)S 達(dá)成交易(客戶答應(yīng))I Securethesales(customersaysyes)

實(shí)施跟進(jìn)步驟Implementnextsteps這是推銷(xiāo)的開(kāi)始1.準(zhǔn)備2.打招呼3.店情察看4.產(chǎn)品生動(dòng)化5.擬訂單6.PEPSI7.回顧與總結(jié)8.行政工作50這是向客戶推銷(xiāo)新想法的過(guò)程。我們用方案表這一工具來(lái)支持客戶為什么不購(gòu)買(mǎi)？Whydo

customersresist

buying?客戶為什么51客戶為什么不購(gòu)買(mǎi)

WhyCustomersResistBuying認(rèn)為沒(méi)必要NoPerceivedneed(他們不認(rèn)為有盈利機(jī)會(huì))(theydon抰perceive/believeintheopportunityforgain)認(rèn)為沒(méi)好的方案NoPerceivedsolution(他們不相信你的方案表)(theydon抰believeinyoursolution)不信任Distrust(若干理由-有些可能與你有關(guān)，也有些可能與你無(wú)關(guān))(anynumberofreasons-somemayberelatedtoyou,somemaynot)不著急Nourgency(客戶要推遲作出決定)(customerwantstoputoffthedecision)客戶為什么不購(gòu)買(mǎi)

WhyCustomersResist52共同的銷(xiāo)售過(guò)程

CommonSellingProcess我們通過(guò)共同的銷(xiāo)售過(guò)程來(lái)解決客戶不購(gòu)買(mǎi)的問(wèn)題。Weutilizeacommonsellingprocesstohelpovercomecustomerobjections.

我們稱之為PEPSI銷(xiāo)售過(guò)程。WecallitthePEPSISalesProcess.

這是一套直觀輔助方案，協(xié)助你銷(xiāo)售我們的產(chǎn)品、提供我們的服務(wù)。Itisavisualaidthathelpsyousellourproductsandservices.你的工作是讓客戶明白銷(xiāo)售百事產(chǎn)品對(duì)他的業(yè)務(wù)有何幫助。Yourjobistohelpthecustomerunderstand

howsellingPepsiproductsisgoodforhisbusiness.共同的銷(xiāo)售過(guò)程

CommonSellingProces53每個(gè)字母代表不同的步驟

EachLetterStandsforaDifferentStepPEPSI陳述機(jī)遇

Presenttheopportunity說(shuō)明方案與益處

Explainthesolutionandbenefits提供細(xì)節(jié)Providethedetails取得銷(xiāo)售Securethesale實(shí)施下一步Implementnextsteps每個(gè)字母代表不同的步驟

EachLetterSta54機(jī)遇與辦法

OpportunitiesandSolutions機(jī)遇

說(shuō)明了盈利的潛力AnOPPORTUNITYdescribesthepotentialforgain始終致力于與客戶就重大的機(jī)會(huì)達(dá)成共識(shí)。Alwaysgainthecustomersagreementthatthereisacompellingopportunity

:機(jī)遇OPPORTUNITIES讓更多的顧客進(jìn)入商店。Getmorecustomerstocomeintothestore讓每位顧客購(gòu)買(mǎi)更多的東西。Geteachcustomerstopurchasemoreitems讓顧客在你的店而非競(jìng)爭(zhēng)對(duì)手那里購(gòu)買(mǎi)商品。Getcustomerstopurchaseinyourstoreversusyourcompetitors

方案說(shuō)明了可以實(shí)現(xiàn)盈利的銷(xiāo)售行為ASOLUTIONdescribesthesalesactionrequiredtorealizethegain剛開(kāi)始銷(xiāo)售拜訪時(shí)不要討論方案Neverbeginasalescallbydiscussingsolutions

方案：SOLUTIONS:在櫥窗中展示銷(xiāo)售宣傳材料DisplayPOPinthewindow

讓更多的顧客進(jìn)入商店togetmoreconsumerstocomeintothestore在收銀臺(tái)附近放置冷凍產(chǎn)品Putcoldproductnearthecashregister讓顧客購(gòu)買(mǎi)更多東西卼ogeteachcustomertopurchasemoreitems放置一個(gè)2升百事的陳列品Putupadisplayof2literPepsi 讓顧客在你的店而非競(jìng)爭(zhēng)對(duì)手那里購(gòu)買(mǎi)商品..togetcustomerstobuyinyourstore versuscompetitors機(jī)遇與辦法

OpportunitiesandSolut55方案表使你的銷(xiāo)售更直觀SolutionSheetsarevisualaidstohelpyousell提供機(jī)遇的說(shuō)明Providesadescriptionoftheopportunity說(shuō)明方案，強(qiáng)調(diào)對(duì)客戶的好處Explainsthesolutionandemphasizesthebenefitstothecustomer提供客戶感興趣的重要細(xì)節(jié)Providesimportantdetailsthatthecustomermaybeinterestedin回顧成功的定義ReviewwhatSuccessis實(shí)施以下步驟Implementnextsteps方案表使你的銷(xiāo)售更直觀SolutionSheetsare56你認(rèn)為客戶對(duì)PEPSI方案表的辦法會(huì)有何異議？WhatobjectionsdoyouthinkthecustomermighthavewiththesolutionidentifiedonthePEPSISolutionSheet?

你認(rèn)為客戶對(duì)PEPSI方案表的辦法會(huì)有何異議？57評(píng)論“討論出的解決辦法”

ReviewchooledSolutions”確定如何使用方案表解決異議Identifyhowthesolutionsheetcanbeutilizedtoovercomeobjections.你認(rèn)為客戶對(duì)PEPSI方案表的辦法會(huì)有何異議？Whatobjectionsdoyouthinkthe

customermighthavewiththesolution

identifiedonthePEPSISolutionSheet?