14、销售业务内部作业指导手册流程图(英语版)
销售sop工作流程范本
销售sop工作流程范本English Answer：Sales SOP Workflow Template.Step 1: Prospecting.Identify and qualify potential customers.Conduct market research and analysis.Generate leads through various channels (e.g., cold calling, email marketing, social media)。
Step 2: Lead Generation.Capture leads from online forms, phone calls, or other sources.Qualify leads based on specific criteria (e.g.,industry, job title, company size)。
Nurture leads through email campaigns, content marketing, or other engagement methods.Step 3: Discovery Call.Schedule a call with qualified leads.Understand their pain points, challenges, and goals.Establish rapport and build trust.Step 4: Proposal Development.Create a customized proposal that addresses the customer's needs.Outline the solution, pricing, and terms of service.Highlight the value and benefits of the product or service.Step 5: Negotiation.Discuss the proposal with the customer and negotiate terms.Handle objections and address concerns.Reach an agreement on the final contract.Step 6: Order Processing.Process customer orders accurately and efficiently.Confirm order details, payment information, and delivery schedule.Provide order updates to customers.Step 7: Customer Implementation.Assist customers with onboarding and implementation ofthe product or service.Provide training, support, and documentation.Ensure customer satisfaction.Step 8: Relationship Management.Maintain ongoing communication with customers.Identify opportunities for up-selling or cross-selling.Collect feedback and address any concerns or issues.Step 9: Performance Evaluation.Track sales performance metrics (e.g., revenue, number of calls, conversion rate)。
药品销售业务工作流程英语
药品销售业务工作流程英语Pharmaceutical Sales Business Process.Introduction.The pharmaceutical industry plays a vital role in healthcare, providing medications and treatments that improve the lives of patients. Pharmaceutical sales representatives (PSRs) are responsible for promoting and selling these products to healthcare providers, including physicians, pharmacists, and hospitals. The sales process in the pharmaceutical industry involves several key steps, from market research to order fulfillment.Market Research and Target Identification.The first step in the pharmaceutical sales process is market research. PSRs must thoroughly understand the market they are targeting, including the demographics, disease prevalence, and competitive landscape. This informationhelps them identify potential customers and develop effective sales strategies.Product Knowledge and Training.PSRs must have a deep understanding of the products they are selling, including their indications, contraindications, dosage, and side effects. They receive comprehensive training from pharmaceutical companies on product knowledge and sales techniques.Customer Relationship Management (CRM)。
电话销售岗位标准工作流程英语
电话销售岗位标准工作流程英语Telephone Sales Standard Operating Procedure.Objective:To provide a comprehensive set of guidelines for telephone sales representatives to ensure consistency, efficiency, and effectiveness in the sales process.Scope:This procedure applies to all telephone sales representatives responsible for generating leads, qualifying prospects, and closing sales over the phone.Responsibilities:Telephone sales representatives are responsible for:Executing all aspects of the sales process viatelephone.Maintaining accurate and timely records.Adhering to company policies and procedures.Meeting or exceeding sales targets.Procedure:1. Pre-Call Preparation:Gather and review customer information, including industry, company size, and previous interactions.Research products or services relevant to the customer's needs.Prepare a call script or outline to guide the conversation.2. Call Initiation:Greet the customer professionally and introduce yourself.State the purpose of the call clearly and concisely.Qualify the prospect to determine their needs and interests.3. Needs Assessment:Ask open-ended questions to identify customer pain points and desired outcomes.Actively listen to the customer's responses and demonstrate empathy.Summarize the customer's needs to ensure understanding.4. Solution Presentation:Present the product or service as a solution to thecustomer's needs.Highlight key benefits and features that align with the customer's goals.Use persuasive language and provide supporting evidence.5. Objection Handling:Anticipate potential objections and prepare responses in advance.Listen attentively to the customer's objections and address them respectfully.Use data, testimonials, or case studies to overcome objections.6. Call to Action:Offer a clear and compelling call to action, such asscheduling a meeting or placing an order.If the customer is not ready to buy, schedule afollow-up call or provide additional information.Summarize key points and request a decision or next step.7. Post-Call Follow-up:Document all call details in the CRM system, including customer information, notes, and next steps.Send a follow-up email to recap the conversation and reiterate the call to action.Track customer progress and schedule follow-up calls as needed.8. Performance Monitoring:Supervisors will regularly monitor salesrepresentatives' performance based on:Sales targets met.Customer satisfaction.Compliance with company policies and procedures.Feedback and coaching will be provided to improve performance and drive continuous improvement.Additional Guidelines:Maintain a professional and positive demeanor throughout the call.Speak clearly and confidently, using active listening skills.Be respectful of the customer's time and avoid being overly aggressive.Follow all company policies regarding data protection and privacy.Seek guidance from a supervisor when handling complex or challenging situations.Continuous Improvement:This procedure will be reviewed and updated regularly to ensure alignment with best practices and company objectives. Input from sales representatives and supervisors will be taken into consideration during the review process.。
销售部门的职位和工作流程介绍用英语
销售部门的职位和工作流程介绍用英语Sales Department Position and Workflow IntroductionSales department plays a crucial role in any organization as it is responsible for generating revenue by selling products or services to customers. In this article, we will discuss the different positions within a sales department and the typical workflow involved.1. Sales Positions:1.1. Sales Representative:Sales representatives are responsible for identifying potential customers, making cold calls, and setting up meetings to pitch products or services. They also follow up with leads, negotiate deals, and close sales. Sales representatives need to have excellent communication skills, be persuasive, and have a good understanding of the products or services they are selling.1.2. Sales Manager:Sales managers are responsible for leading and managing the sales team. They set sales targets, develop sales strategies, and monitor the performance of sales representatives. Sales managers need to have strong leadership skills, be able tomotivate and coach team members, and have a good understanding of sales processes and techniques.1.3. Sales Director:Sales directors are responsible for overseeing the sales department, setting overall sales goals, and developing sales strategies to achieve those goals. They also work closely with other departments, such as marketing and product development, to ensure alignment and collaboration. Sales directors need to have strong strategic planning skills, be able to analyze sales data, and have excellent decision-making abilities.2. Sales Workflow:2.1. Prospecting:The sales process starts with prospecting, where sales representatives identify potential customers through market research, cold calling, or networking. They need to qualify leads by assessing their needs, interests, and budget before moving on to the next stage.2.2. Lead Generation:Once qualified leads are identified, sales representatives need to generate interest by presenting product demos, sending proposals, or offering promotions. They need to follow updiligently to nurture leads and build relationships with customers.2.3. Closing:The closing stage involves negotiating deals, overcoming objections, and finalizing contracts. Sales representatives need to be skilled in objection handling, negotiation techniques, and closing strategies to successfully convert leads into customers.2.4. After-Sales Service:After a sale is closed, sales representatives need to provide excellent after-sales service by following up with customers, resolving any issues or complaints, and ensuring customer satisfaction. This helps in building long-term relationships and generating repeat business.In conclusion, the sales department plays a vital role in driving revenue for an organization. By having the right positions in place, such as sales representatives, sales managers, and sales directors, and following a structured workflow that includes prospecting, lead generation, closing, and after-sales service, a sales department can effectively drive sales and contribute to the overall success of the organization.。
4、销售报价标准作业程序流程图(英语版)
Vice GM
Market Dept
Finance Dept
GM
Headquarters
Approve the application Y Analyze the market
Procedure
1
Activity
Sales Region analyzes the market, check the price and quote the price
Operator
Operator of Sales Region
Runtime
1 working day The same working day
2
Approve Quotation Sheet
Vice GM
3A 3B 4 5
(YES) Operator of Sales Region quotes to distributor. Apply for second quotation of the major products. Analyze the market Approve the second quotation application. Verify the second quotation
Operator of Sales Region Operator of Sales Region Market dept Vice GM
The same working day The same working day 3 working days 1 working day The same working day The same working day The same working day
[英语学习]流程图flowchart
![[英语学习]流程图flowchart](https://img.taocdn.com/s3/m/bb3445f1ad51f01dc281f17e.png)
流程图(flowchart)又名：过程流程图(process flowchart)，服务流程图(process flow diagram)方法演变：概略流程图，自上而下流程图，细节流程图，流程展开图，多层次流程图概述流程图是按顺序分别描述过程的各个阶段的图表。
它可以按顺序展示操作，进入或流出系统的材料或服务，需要作的决定以及所涉及的人，每步所需的时间，以及过程措施。
描述的过程可以是任何事情：管理或服务过程、制造过程、质量改进计划过程。
该工具作为七种质量控制工具中的一种，有广泛的用途。
适用场合·对已完成的过程形成更好的理解；·研究改进过程时；·和别人交流过程实施时；·与同一个项目的相关人员进行更好的交流；·对过程进行记录时；·计划项目时。
实施步骤所需材料：卡片或商务贴、一大张挂纸或新闻用纸、记号笔。
1确定要画的过程。
将它写在一张大卡片或商务贴上，并放在顶部。
讨论决定过程涉及的范围：过程从哪里或何时开始？在哪里或何时结束？讨论决定图中包含的细节程度。
2用头脑风暴法找出过程中发生的所有步骤。
在每张卡片上写下一个。
虽然按顺序能够帮助我们想起所有的步骤，但此时顺序并不重要。
3按合理的顺序排列步骤。
4当图中包含了所有的步骤并且所有人都对此流程图达成一致意见时，在各个步骤间用箭头表示过程的流向。
与过程中涉及的其他人一起检查流程图（包括工人、主管、供应商、顾客），以确保无误。
下面是几种流程图的演变。
由于仍有一些其他种类流程图可以用于不同的情况，所有它们被单独列出。
参阅“箭头图”、“流程展开图”、“自上而下流程图”以及“工作流程图”。
注意事项·不要担心画流程图的方法不对。
正确的方法就是能帮助组员了解过程的方法。
·在流程图主要包括参与过程的所有关键人物。
这包括那些在过程中起到作用的人：供应商、顾客和主管。
可以通过事前采访他们，和／或在间歇时给他们看正在绘制中的流程图，并获得反馈信息。
销售部业务流程图
销售部业务流程图
下面是一个典型的销售部业务流程图：
1. 客户询价：客户联系销售部门，并向销售人员提出产品或服务的价格和详细信息的询问。
2. 报价：销售人员根据客户的需求和要求，提供相应的报价和产品或服务的详细说明。
3. 协商与谈判：销售人员与客户进行反复协商和谈判，以达成双方满意的交易条件和价格。
4. 签订合同：一旦双方达成一致，销售人员会准备和签订正式的销售合同，并向客户提供副本。
5. 订单处理：销售人员将客户的订单转交给内部的订单处理团队，他们负责处理和跟踪订单的流程，包括库存检查、货物配送等。
6. 发货和物流：内部的物流团队根据订单的要求，将产品装载并安排发货，确保按时送达客户。
7. 收款和结算：销售部门会负责与客户进行结算和收款的工作，包括发票的开具、款项的追踪和核对等。
8. 售后服务：一旦交付完成，销售人员继续与客户保持联系，提供售后服务和支持，解答客户的问题和处理任何投诉或纠纷。
这只是一个基本的销售部业务流程图，实际的流程可能因组织和行业的不同而有所变化。
国外销售工作流程图
8《顾客来电、来函、来访记录》 《销售服务情况汇总表》
与客户沟通，让客户知晓，确保客户 对我公司的信任度及评价 8.2、对客户提出的订单、合同的更 改内容及时通知到部长处评审，确定。 保持与客户的沟通
《客户日常工作建议、抱怨、投诉记录表》 《合同更改补充通知单》
9.1、销售员根据合同条款要求，在准 备发货的前期核对相关款额及合同中 的其它相关事宜 9.2、按照合同中的相关规定，与客户 沟通相关合同事宜，一一落实完毕
12.1、按照SD-S-LC-005/A国外销售 发货后期工作流程，一一落实完毕发 货后的所有工作 12.2、销售员根据销售合同中的回款 条款及《销售管理规定》中第六项的 合同货款回笼责任规定，与客户落实 回款事宜，确保货款按时回笼
13.1、销售员根据《客户每月资金回 笼情况汇总表》要求对分管的客户的 回款准确汇总 13.2、每月最后一日报经营部部长审 阅，并报总经理审阅
SD-S-P-001 顾客要求的确定、评价、
沟通程序
《销售管理规定》 国外销售员岗位职责
《销售管理规定》
SD-S-P-002
售
后服务和顾客满意度实施
程序
SD-S-P-001 顾客要求的确定、评价、
沟通程序 《销售管理规定》
国外销售员岗位职责 国外销售员岗位职责
国外销售员岗位职责
国外销售员岗位职责 《销售管理规定》
4《口头或电话订货记录》
按照SD-S-LC-001/A销售合同评审流程
《顾客要求的评审表》
《
执行
报价单》
5.1、销售员按照《销售管理规定》中 第六项的要求与客户商定合同条款 5.2、销售员与客户签订销售合同
销售员将评审资料、销售合同、技术 资料及相关销售合同附件完整的移交 至销售助理处，有效安排销售助理下 达销售订单。
外贸业务员的工作流程英语
外贸业务员的工作流程英语Workflow of a Foreign Trade Salesperson.The role of a foreign trade salesperson, often referred to as an export sales representative or international business developer, is crucial in driving the growth of a company's international business. They are responsible for identifying, developing, and maintaining relationships with foreign customers, negotiating contracts, and ensuring smooth order fulfillment. Here's a detailed workflow of a foreign trade salesperson:1. Market Research and Analysis.The first step for any foreign trade salesperson is to conduct thorough market research. This involves analyzing trends, identifying potential markets, studying competition, and understanding the target audience's preferences. Market research helps the salesperson gain insights into the demand for their products or services in foreign marketsand identify any potential barriers to entry.2. Product Knowledge and Competitiveness Analysis.Having a deep understanding of the company's productsor services is crucial. The salesperson must be able to articulate the features, benefits, and unique sellingpoints of their offerings. Additionally, they must analyze how their products compare to those of competitors in the target market, identifying areas where their offerings have a competitive edge.3. Customer Identification and Prospecting.Identifying potential customers and prospects is a key task for foreign trade salespeople. They use various methods such as attending trade shows, using leadgeneration tools, and networking with industryprofessionals to identify potential buyers. Once identified, they create a prospect list and prioritize based on factors like market potential, customer size, and fit with the company's strategy.4. Contact Establishment and Lead Nurturing.The next step is to establish contact with the identified prospects. This involves initiating communication through emails, phone calls, or social media platforms. The salesperson then begins the lead nurturing process, building relationships by providing valuable information, answering queries, and addressing concerns. They strive to establish trust and demonstrate their expertise, positioning themselves as a reliable partner.5. Negotiation and Contract Formation.Once a prospect shows interest in the company's offerings, the salesperson moves on to negotiate terms and conditions. This involves discussing price, payment terms, delivery schedules, warranties, and other contractual details. The salesperson must be adept at negotiation, able to strike a balance between meeting the customer's needs and protecting the company's interests. Once an agreement is reached, they finalize the contract and ensure allparties sign it.6. Order Management and Fulfillment.After the contract is signed, the salesperson transitions to order management. They work closely with internal teams to ensure orders are processed and fulfilled according to the agreed terms. This involves coordinating with production, quality control, shipping, and other departments to ensure timely delivery of products or services. The salesperson also stays in close communication with the customer, keeping them updated on the order status and addressing any concerns or issues that arise.7. Post-Sales Support and Customer Retention.Excellent post-sales support is crucial in maintaining customer relationships and fostering loyalty. The salesperson is responsible for providing ongoing support, addressing any product or service issues, and ensuring customer satisfaction. They also work on retention strategies, such as providing value-added services,offering discounts or incentives, and staying in touch with regular updates and news.8. Performance Monitoring and Improvement.Lastly, foreign trade salespeople continuously monitor their performance, looking for areas of improvement. They analyze sales data, identify trends, and assess the effectiveness of their strategies. Based on these insights, they make adjustments to their approach, such as targeting different markets, optimizing pricing strategies, or improving product knowledge.In conclusion, the workflow of a foreign trade salesperson is diverse and challenging, requiring a blend of market intelligence, negotiation skills, andrelationship building. They must be able to navigate the complexities of international business, adapt to changing market conditions, and consistently deliver results that drive the company's growth.。
外贸业务员工作流程英文版
外贸业务员工作流程英文版As an international trade salesperson, my work process mainly includes the following steps:Firstly, I need to conduct market research to understand the demand, competition, and potential opportunities in the target market. This involves analyzing the current market situation, identifying potential customers, and understanding their needs and preferences.Next, I will reach out to potential clients throughvarious channels such as emails, phone calls, or social media.I will introduce our products or services, discuss their needs, and provide relevant information or solutions to meet their requirements.After identifying potential clients, I will negotiatewith them on price, delivery terms, payment methods, andother relevant terms. It is crucial to build a goodrelationship with clients during this stage and to ensurethat both parties are satisfied with the terms of the deal.Once an agreement is reached, I will prepare and send quotations, contracts, and other necessary documents to the clients. I will also coordinate with the relevant departments within our company to ensure that the products or servicescan be delivered as agreed.Throughout the entire process, I will keep in close communication with the clients to provide them with updateson their orders, address any concerns or issues they may have, and to maintain a good relationship for future business opportunities.In conclusion, the work process of an international trade salesperson involves market research, client outreach, negotiation, contract preparation, and ongoing client communication. It is a multi-step process that requireseffective communication, negotiation skills, and the ability to build and maintain relationships with clients.。
14、销售业务内部作业指导手册流程图(英语版)
6
Operator of Sales Region
1 working day
Confirmation of Sales Order (Review Sheet for L/C)
Logistics Dept.
7
Logistics Dept.
The same working day
Confirmation of Sales Order (Review Sheet for L/C)
1 working day Some working days 1 working day Some working days
Sales Contract, P/I
Distributor
3
Logistics Dept.
4
Logistics Dept.
Distributor
5
Distributor
Operator of Sales Region
A
Check the nfirmation of sales order
N Y
Review the Application for Delivery
Prepare Confirmation of sales order（and Reviews Sheet for L/C）
1 working day
Executants
Finance Dept.
Runtime
The same working day
Outputs/Tools
Confirmation of Sales Order Sales Dept.
Recipient
9
Sales Dept.
The same working day The same working day The same working day The same working day
标准作业流程(服务)---开店内部资料
Standard Operating Procedure page 1 Store：所有店舖Job Category：所有員工Task：外場工作程序標準Prepared：店長Standard：營業前準備工作1.早班值班幹部打開門2.開燈3.打開冷氣機4.服務人員整理賣場環境（包含地面、桌面、鏡面、洗手間的清潔）5.進貨物料的歸位6.服務人員擺設桌面（包含醬油、茶包）7.收銀人員整理櫃檯及領取底錢8.店長或組長檢查準備情況9.集合簡報10.播放音樂11.準備迎接客人Standard Operating Procedure page 1 Store：所有店舖Job Category：所有員工Task：外場工作程序標準Prepared：店長Standard：閉店準備工作1.服務人員整理賣場環境2.收銀人員整理櫃檯及結帳3.補充所有備餐台內之物料4.清掃廁所5.將所有垃圾桶清空並清洗垃圾桶6.值班幹部檢查環境是否整理乾淨7.將冷氣關閉8.關閉所有電燈9.將電箱內非冰箱之總電源切掉10.鎖門11.啟動保全Standard Operating Procedure page 1 Store：所有店舖Job Category：所有員工Task：服務工作程序標準Prepared：店長Standard：帶位介紹1. 客人進門時需喊日文歡迎光臨2. 指引方向入座，需幫客人拉椅子3. 拿出菜單，並將菜單打開話術：先生（小姐），您好，這是我們的菜單，裡面有消費方式的介紹，如有任何需要請招呼我們，祝您用餐愉快4. 若無菜單可提供時，可以水龍頭貼紙上之內容做輔助介紹話術：先生（小姐），您好，本店均一價30元，不收服務費，如有任何需要請招呼我們，祝您用餐愉快【注意重點】1.帶位時需配合帶位員之安排，並幫客人拉出椅子2.做帶位介紹時，語氣不可太急，以免客人聽不清楚，反而造成反效果。
Standard Operating Procedure page 1 Store：所有店舖Job Category：所有員工Task：服務工作程序標準Prepared：店長Standard：桌邊服務1.客人要求單點時，服務人員立刻走向前詢問話術：先生（小姐），請問您需要什麼？2.接受單點完畢後，覆頌一次話術：先生（小姐）您點的是＊＊＊，請問還需要什麼？我們馬上幫您送到3.餐點送到話術：對不起，先生（小姐），您的＊＊＊，謝謝請慢用4.隨時走動、清潔客人桌面（如濕紙巾、果凍杯等），保持桌面清潔話術：對不起，先生（小姐）我幫您整理一下桌面【注意重點】1.隨時保持警覺，注意客人的需求，看到客人東張西望或舉手時，立刻上前詢問有何需要2.服務人員禁止聚在一起聊天、嬉笑打罵Standard Operating Procedure page 1 Store：所有店舖Job Category：所有員工Task：服務工作程序標準Prepared：店長Standard：味噌湯的服務1.取出湯杯2.將味噌湯攪勻（避免沉澱）3.將湯杯裝至八分滿，魚肉、豆腐取適量4.裝杯後附上一個盤子立刻送至客人桌上，避免冷掉5.送湯時，針對單人椅顧客，請於顧客右側後方距離30cm處先告知上湯，待顧客反應側身時再上湯，針對沙發區顧客，於大桌邊先告知上湯，待顧客有回應時再上湯【注意重點】1.裝杯後，2分鐘內送至客人桌上避免冷掉2.送湯時，務必提醒客人湯來了，並將味噌湯放置離桌緣10cm以上，以避免顧客燙傷3.記得提醒客人小心燙4.大量時以托盤端送5.湯類裡面一定要有魚肉及豆腐Standard Operating Procedure page 1 Store：所有店舖Job Category：所有員工Task：服務工作程序標準Prepared：店長Standard：茶碗蒸的服務1.從最上層取出茶碗蒸（先進先出）2.將茶碗蒸上的膠膜撕掉，將多餘的水倒在抹布或集水盤內3.附上一個盤子及一支小茶匙送至客人桌上【注意重點】1.補充茶碗蒸時，應先將下層的茶碗蒸放置最上層，補充新進的貨由下層依序補上2.取用茶碗蒸時由最上層開始取用3.記得提醒客人小心燙口4.茶碗蒸當日未賣完者，嚴禁隔日販售Standard Operating Procedure page 1 Store：所有店舖Job Category：所有員工Task：服務工作程序標準Prepared：店長Standard：可樂的服務1.從冰箱最外層取出可樂（先進先出）2.附上一支吸管、一個盤子3.隨手關上冰箱【注意重點】1.補充可樂應將新進的貨放在最內層，舊的貨放在最外層，採先進先出原則2.端給客人的飲料一定要是冰的，除非客人事先有聲明不冰Standard Operating Procedure page 1 Store：所有店舖Job Category：所有員工Task：服務工作程序標準Prepared：店長Standard：柳橙汁的服務1.從冰箱最外層取出柳橙汁（先進先出）2.附上一支吸管、一個盤子3.隨手關上冰箱【注意重點】1.補充柳橙汁應將新進的貨放在最內層，舊的貨放在最外層，採先進先出原則2.端給客人的飲料一定要是冰的，除非客人事先有聲明不冰3.特別注意製造日期，避免有過期品Standard Operating Procedure page 1 Store：所有店舖Job Category：所有員工Task：服務工作程序標準Prepared：店長Standard：冰啤酒的服務1.從冰箱最外層取出啤酒（先進先出）2.附上1個盤子3.隨手關上冰箱【注意重點】1.補充啤酒時，應將新進的貨放在最內層，舊的貨放在最外層，採先進先出原則2.端給客人的啤酒一定要是冰的Standard Operating Procedure page 1 Store：所有店舖Job Category：所有員工Task：服務工作程序標準Prepared：店長Standard：餐後服務1.客人要求買單時，覆頌客人所用餐的盤數，之後將結帳單遞給客人話術：您總共消費了××個盤子，麻煩您請至櫃檯買單，謝謝光臨！2.看到客人離位買單，一位迅速將桌面收拾乾淨，另一位迅速將托盤、抹布及餐具送過去，擦完桌子後立刻將餐具擺設整齊並告知帶位人員有幾個空位【注意重點】1.抹布擦拭桌面時，不可將飯粒、殘渣掃落地面2.桌面盡量保持乾燥，不要有蝦卵粘在上面3.收拾桌面時注意不要碰撞到還在用餐的顧客Standard Operating Procedure page 1 Store：所有店舖Job Category：所有員工Task：服務工作程序標準Prepared：店長Standard：濕紙巾的擺設1.確定桌面已擦乾淨2.準備濕紙巾3.濕紙巾切齊於桌子邊緣上方【注意重點】1.印有Logo面需朝上2.濕紙巾需完整，不可有破損、髒污，如有破損、髒污需立即換掉3.濕紙巾擺放需平整，不能有縐摺Standard Operating Procedure page 1 Store：所有店舖Job Category：所有員工Task：服務工作程序標準Prepared：店長Standard：薑片的補充1.把薑片碗回收至工作台或廚房補充2.回收後的薑片碗，取下夾子3.用清水清洗夾子4.將準備好的薑片補入薑片碗內至七分滿5.將其外圍以抹布擦拭乾淨，插上夾子6.將預備用的薑片放回規定位置，收拾好所用過的用品【注意重點】1.需將薑片的水分瀝乾2.嚴禁在客席間實施補充作業3.注意薑片碗外圍與盤子上是否乾淨Standard Operating Procedure page 1 Store：所有店舖Job Category：所有員工Task：服務工作程序標準Prepared：店長Standard：醬油的補充1.將欲補充之醬油罐集中於托盤內回收至作業台或廚房補充2.打開蓋子將醬油補入醬油罐內至八分滿3.以乾淨濕抹布或紙巾擦拭罐口及罐身後，蓋子蓋回4.將預備用的醬油放回規定位置，收拾好所使用過的用品【注意重點】1.嚴禁在客席間實施補充作業2.特別注意罐身清潔，不可黏膩或髒污Standard Operating Procedure page 1 Store：所有店舖Job Category：所有員工Task：服務工作程序標準Prepared：店長Standard：茶包補充1.將所有茶包盒收回2.將所有舊茶包統一集中於特定茶包盒內3.將空茶包盒清洗乾淨4.用擦手紙將茶包盒確實擦乾5.補充新的茶包6.將茶包盒放回所定位置7.收拾整理使用過物品【注意重點】1.茶包盒內不可有茶屑2.清洗茶包盒需確實擦乾3.新舊茶包不可混合4.要確實遵守先進先出原則5.補充茶包時，“爭鮮”字樣需全部統一朝前Standard Operating Procedure page 1 Store：所有店舖Job Category：所有員工Task：服務工作程序標準Prepared：店長Standard：電話禮儀1.電話接起後話術：爭鮮XX（店名）店，很高興爲您服務2.仔細聆聽客人之需求，若需訂位或外帶，依照各項流程進行。
英文版作业指导书(1)
WI-0210-001Report Name: Receiver and distributor working instruction to Main warehouseEffective Date: 2000.2.1 Code No: WI-0210-001 Approve by:1.P urpose: Guarantee the data accurate about the whole course that fabric in-out warehouse2.S cope: All fabrics, which enter into warehouse.3.C oncept: Receiver and distribute is the whole course that counts out the fabric and arranges till to fabric distribution.4.S pecific process4.1Flow diagramFabric entranceCount and accept, arrangingFabric receipt informationFabric swatch making and distributionInput the receipt dataCreate the computer barReceive the manufacture indicationMaking the fabric and material swatchDistribute the fabric cutting roomSubcontract produceSettle accounts Return of goodsInput the receipt sheetStock managingMake an inventory4.2Procedure.4.2.1Goods receipt dataIncluding Key invoice, invoice and packing list. When the Key invoice reach, the concerned clerk will know the actual arrival time of fabric and prepare for it.4.2.2The fabric delivery. check and receipt4.2.2.1While the fabric delivery into warehouse, should put the packing mark face tooutside.4.2.2.2According to the packing list, check each roll in each container. If find anydifference with the packing breakdown, must mark it down carefully.4.2.2.3Fabric arrangement and stock4.2.3.1Know well about all the fabric in warehouse; put the un-inspect fabric into theto-inspect area, and put the inspected fabric into the regulative area strictly. Thepile height should be within the limitation, No higher than 1.7m for silk fabric andman-make fabric, and no higher than 1.5m for wool.4.2.3.2Keep the fabric stock in dry, clean and net environment and stock should be keptwith the indoor temperature. To silk fabric, should be covered up to keep thesunlight out.4.2.4Input and distribute the report form, create the computer bar.4.2.4.1Make sure the amount is correctly and this group fabric will be use in which style.If find any difference , should mark down on the sheet.4.2.4.2Distribute the sheet , which be confirmed by in-charge and PPIC/F, to account,scheduler, PPIC/F, and ask for receipt signure.4.2.5Making the fabric swatch, confirming and distributing4.2.5.1Fill the fabric swatch (including supplier, fabric No., fabric width, construction,custom, style, arrival date.)4.2.5.2To elastic and inclined fabric, should make a decision by PPIC/F, whether makethe red fabric sample and remark the specialty.4.2.5.3Making fabric swatch, the fabric should be face up according to the custominstruction and fabric factory remark. If unclear, should ask for confirm by PPIC/F.4.2.5.4To the paint, plaid, check fabric, should pay attention to whether has the recyclespecialty. To the warp fabric, should point out the fabric way.4.2.5.5Pass the fabric swatch to confirm by the in-charge of receiver and distributor team,PPIC and PPIC/F. The PPIC should remark the important point, just like whetherneed to cross cut, nap-up cut, and the requirement to match check or plaid.4.2.5.6Distribute the confirmed fabric swatch to PPIC/F,PPIC, cutting room, samplemaking group, scheduler, accessory warehouse4.2.6Fabric distribution4.2.6.1Making the fabric and accessory swatch: While receive the manufactureindication, at first , should record the receive date, then decide how many swatchshould be make according to the order amount:7 copies for less than 1000pcs9 copies for more than 1000pcs12 copies for more than 4000pcsThe receiver and distributor make the fabric swatch, should pay attention to thecorrect fabric way, flower way and vertical and horizontal, Meanwhile, attach theconcerned the lining and interlining. If find any problem at the instruction ofmanufacture indication, should inform PPIC/F and PPIC, till to be clarify byconfirm; then pass to be confirmed by the in-charge of receiver and distributorteam. Following, make the “accessory receipt seal”to the first sample swatch,mark down the distribute date, pass to accessory warehouse, ask for receipt bysign.4.2.6.2 Distribute the PP sample fabric Before send out the fabric, must checkwhich roll fabric’s shrinkage is serious.。
销售业务标准流程课件(PPT 83张)
三.收集顾客信息
三:探查 澄清法：当信息不清楚或模糊时 展开法：当谈话中没有包含足够的信 息或部分信息没有被理解时 重复法：在谈话者回避话题或没有回 答先前的问题／鼓励谈话者进一步深 入话题
三.收集顾客信息
复述法:把顾客说的话再说一遍 记录法:拿笔记录顾客的需求 总结法：回顾顾客谈话内容并取得顾
------销售SSP
SSP-销售流程
C S
集客活动
SSP销售流程之(一)
一.集客活动
1.计划和目标的制定 2.集客活动的实施 3.集客活动的检查 4.A-C卡的管理
一.集客活动
1.计划和目标的制定
销售部长 销售小组 销售顾问 设定年.季.月 设定季.月.周 设定月.周.日.
八.客户类型分析
七.客户类型分析
主导型--小结 避其锋芒 引狼入室 暴其弱点 经礼服人 一举歼灭
七.客户类型分析
二．分析型
性格 内向好进，倔强，有主见，低调，沉稳，
自信而冷静，说话严谨，喜欢独立思考与 分析，注重细节，处事以事实为依据，慢 调思理，不轻易发表意见，理性 穿着 不崇拜名牌，适合自己的，瑞庄整洁，保 守而不夸张，不代表不讲究，饰物较少， 较斯文，不喜欢标新立异
七.客户类型分析
三种客户类型总结
１．主导型：不够细节
预告设定的专业术语，真诚的告诉顾客将
要发生的事
２．分析型：不够热情
顾客脱轨时，引导顾客回到轨道上 ３．社交型：不够重视 破冰，调节气氛
商品说明
销售流程之(四)
四.商品说明
一,商品说明的准备 二,顾客需要商品说明 三,遇有疑难问题时 四,商品说明结束时 五,评价竞争对手
销售业务流程图 (3)
销售业务流程图引言销售业务流程图是用于描述一个企业或组织中的销售流程和相关步骤的图形表示。
通过这个流程图，可以清晰地展示销售团队如何开展业务，并且可以帮助各个部门协调合作，提高销售效率和业绩。
本文将介绍销售业务流程图的基本结构和常用符号，以及一些常见的销售流程图示例。
销售业务流程图的基本结构销售业务流程图通常包含以下几个基本组件：1.开始/结束节点：用于表示销售流程的起始和结束点。
开始节点通常使用一个圆圈表示，结束节点通常使用一个双圆圈表示。
2.决策节点：用于表示流程中需要做出决策的地方。
决策节点通常使用一个菱形表示。
3.过程节点：用于表示流程中的具体操作步骤。
过程节点通常使用一个矩形表示。
4.连接线：用于连接不同节点之间的关系。
连接线通常使用箭头表示，并通过箭头的方向来表示流程的顺序。
5.数据存储节点：用于表示流程中的数据存储点。
数据存储节点通常使用一个平行四边形表示。
6.注释：用于解释流程图中的各个节点或连接线的作用。
注释通常使用文本框表示，并放置在相应的节点或连接线旁边。
下面是一个基本的销售业务流程图的示意图：+-------+| 开始 |+-------+|V+------------+| 决策节点 |+------------+|+------------+| 过程节点 |+------------+|V+------------+| 过程节点 |+------------+|V+------------+| 结束节点 |+------------+销售业务流程图的符号和示例符号在销售业务流程图中，常用的符号有：•=> : 表示箭头，用于连接不同节点和表示流程的顺序。
•● : 表示开始节点，代表流程的开始。
•○ : 表示结束节点，代表流程的结束。
•▲ : 表示决策节点，代表流程中的决策分支。
•⬛ : 表示过程节点，代表流程中的具体操作步骤。
•⧠ : 表示数据存储节点，代表流程中的数据存储点。
LLeutus销售十步曲
• ★下胸围：托高乳房用软皮尺水平测量胸底部 （乳房根部）一周，即为下胸围尺寸。
• ★腰围：身体直立，两臂自然下垂，避免收腹， 呼吸保持平稳，皮尺水平放在髋骨上、肋骨下 最窄的部位（腰最细的部位）绕行一周的尺寸。
• ★臀围：两腿并拢直立，两臂自然下垂，皮尺 水平放在前面的耻骨联合和背后臀大肌最凸处。
• ★让顾客认可到问题的存在：
•
如：“现在您将手臂放下来放松，您看看，1/2 处在这里，
您的胸线在这里……”
•练习：2人一组上台演练此技巧！
PPT文档演模板
LLeutus销售十步曲
• 销售十步曲——测
•试穿环节
• ★解决自己开始指出的顾客的不足之处
• ★教顾客自己试穿
• ★形成对比：唤醒顾客之前的不足之处，与现在对比
LLeutus销售十步曲
•说一说
• 销售十步曲——引 •如何引导顾客进试衣间？
PPT文档演模板
LLeutus销售十步曲
• 销售十步曲——引
PPT文档演模板
LLeutus销售十步曲
• 销售十步曲——引
•语言+形体的配合
• 语言： • ★我是受过专业培训的。 • ★耽误您2-3分钟，感受下我们的服务有何与众不同？ • ★今天你买不买都没关系的，起码你可以知道自己穿的罩杯尺
• ★胸部特别丰满整体下垂的：一定要有钢丝衬托的全罩杯文胸，给它一个向 上的支撑力把乳房完全包进去，防止脂肪流失，抬高胸线，起到固定和塑性 的作用。
PPT文档演模板
LLeutus销售十步曲
• 销售十步曲——测
• ★下胸围+罩杯尺码＝胸围尺码；
• 例：客人下围79cm，那就是80号，上胸围92cm，两数相减得13cm那就是Ｂ杯， 把二者放在一起，您应该戴的胸围为80B。
销售部门的职位和工作流程介绍用英语
销售部门的职位和工作流程介绍用英语下载温馨提示:该文档是我店铺精心编制而成，希望大家下载以后，能够帮助大家解决实际的问题。
文档下载后可定制随意修改，请根据实际需要进行相应的调整和使用，谢谢!并且，本店铺为大家提供各种各样类型的实用资料，如教育随笔、日记赏析、句子摘抄、古诗大全、经典美文、话题作文、工作总结、词语解析、文案摘录、其他资料等等，如想了解不同资料格式和写法，敬请关注!Download tips: This document is carefully compiled by theeditor.I hope that after you download them,they can help yousolve practical problems. The document can be customized andmodified after downloading,please adjust and use it according toactual needs, thank you!In addition, our shop provides you with various types ofpractical materials,such as educational essays, diaryappreciation,sentence excerpts,ancient poems,classic articles,topic composition,work summary,word parsing,copy excerpts,other materials and so on,want to know different data formats andwriting methods,please pay attention!Title: An Insight into the Sales Department and Its Operational WorkflowIn any organization, the sales department plays a pivotal role in driving revenue and fostering growth. It's the engine that converts products or services into profit by effectively engaging with customers and closing deals. This article aims to shed light on the roles within a sales department and the typical workflow that drives its operations.Sales Team StructureA well-structured sales team usually consists of several key roles:1. Sales Director/Manager: Oversees the entire sales process, sets targets, and devises strategies.2. Account Executives/Sales Representatives: Directly interact with clients, build relationships, and negotiate deals.3. Business Development Managers: Identify new market opportunities and potential clients.4. Inside Sales/Telemarketing: Conduct remote sales activities and lead generation.5. Customer Service/Support: Provide post-sale assistance and ensure customer satisfaction.Sales Process WorkflowThe sales process typically follows these stages:1. Prospecting: Identifying potential customers through market research, referrals, or lead generation tools.2. Preparation: Understanding the customer's needs, researching thepetition, and tailoring the pitch.3. Initial Contact: Making initial contact with the prospect, either via email, phone, or face-to-face meeting.4. Needs Analysis: Listening to the customer's requirements, addressing concerns, and demonstrating how the product or service can solve their problems.5. Presentation/Demonstration: Presenting the product or service, showcasing its features and benefits.6. Handling Objections: Addressing any objections or concerns raised by the prospect.7. Closing: Negotiating terms, finalizing the deal, and securing the customer'smitment.8. Follow-up/After-Sales Service: Ensuring customer satisfaction, handling any post-sale issues, and seeking referrals.Sales Support FunctionsTo support the sales team, there are often dedicated departments such as:- Marketing: Creates promotional materials, runs campaigns, and generates leads.- Operations: Ensures smooth delivery of products or services to customers.- CRM (Customer Relationship Management): Manages customer data and supports sales tracking and analysis.Key Performance Indicators (KPIs)Sales performance is measured using KPIs such as:- Revenue Generation: Total sales achieved against set targets.- Conversion Rates: Percentage of prospects converted into paying customers.- Average Deal Size: Average value of each sale.- Customer Acquisition Cost (CAC): The cost to acquire a new customer.- Customer Lifetime Value (CLV): The projected revenue a customer will generate over their lifetime.In conclusion, the sales department is a dynamic and criticalponent of any business. Its success depends on a well-coordinated workflow, effectivemunication, and a deep understanding of both the product and the customer's needs. By continuously refining their processes and adapting to market changes, sales teams can drive apany's growth and ensure long-term sustainability.。
销售业务流程图
销售业务流程图1. 引言销售业务流程图是一种用来描述销售过程的图形化工具，通过图形化的方式展示销售的各个环节和流程，帮助销售团队明确了解整个销售过程，从而提高工作效率和销售业绩。
本文将通过一份销售业务流程图来详细介绍销售过程中涉及的各个环节和流程。
2. 销售业务流程图销售业务流程图如下所示：graph LRA[商机发现] --> B[商机评估]B --> C[商机开发]C --> D[需求确认]D --> E[方案制定]E --> F[报价与谈判]F --> G[合同签署]G --> H[订单交付]H --> I[售后服务]3. 流程描述下面对销售业务流程图中各个环节和流程进行详细描述：3.1 商机发现商机发现是销售过程中的第一个环节，通过市场调研、媒体关注等途径来发现潜在的商机。
这个环节主要的目标是识别并捕捉到潜在客户的需求。
3.2 商机评估商机评估是对潜在商机进行综合评估，包括对潜在客户的市场地位、潜在业务收入、竞争优势等方面进行分析，从而判断这个商机是否值得进一步开发。
3.3 商机开发商机开发是指在商机评估合格后，与潜在客户建立联系，采集更多关于客户需求和意向的信息，通过沟通和演示等方式进一步推进商机进展。
3.4 需求确认需求确认是指通过与客户深入沟通，明确客户的具体需求和期望，包括产品功能、价格、交付时间等方面的要求，为后续方案制定做准备。
3.5 方案制定方案制定是根据客户的需求和要求，制定符合客户期望的解决方案，包括产品的配置、实施计划、项目预算等要素。
3.6 报价与谈判在方案制定完毕后，向客户提供详细的报价，并与客户进行谈判，商讨合同条款、价格优惠、交付时间等事项，以达成双方共识。
3.7 合同签署在报价与谈判环节达成一致后，双方签署正式的销售合同，确立双方的权益和责任，作为后续交付和执行的依据。
3.8 订单交付订单交付是指按照合同约定的时间和要求，将产品或服务交付给客户，完成销售过程的关键一步。
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1 working day
Review Sheet for L/C
Logistics Dept.
13
Logistics Dept.
The same working day
Review Sheet for L/C
Operator of Sales Region
Place order to plant and trace the production
N Y Receive L/C and check the related terms 20 days before delivery.
Fill in the Application for Delivery after completion of the production
Name : Explanation for Flow Chart for Internal Operation Procedure of Sales (Regular Order)
Procedure
14
Activity
Fill in the Application for Delivery after completion of the production Check the payment of balance (T/T), L/C Check the payment of balance (T/T), L/C Check the Application for Delivery Check the Application for Delivery Review the Application for Delivery Review the Application for Delivery Arrange delivery Make Final Statement for finance Dept. to balance account. Accountant makes a balance of account with sales Region monthly and check. Finance Dept. reports Operating Performance of company after Reviewed by vice GM.
posting
Make a balance of account with sales Region Monthly and check .
Name : Explanation for Flow Chart for Internal Operation Procedure of Sales (Regular Order)
Name : Flow Chart for Internal Operation Procedure of Sales (Regular Order)
Time Sales Region
Evaluate and analyze the plan for rolling order
Vice GM
Distributor
Procedure Activity
Distributor receives quotation and confirms order, and then CIC comes to evaluate and analyze the order. Both parties sign the sales contract and make PI. (general market) provides L/C application. (general market) Check L/C application and give modified advice. Pay for the order or provide L/C based on the advice of preliminary check. (Key market, Major products of standard status can move into the step directly) prepare the Confirmation of sales order and L/C (general market paying by Reviews Sheet for L/C) Check Confirmation of sales order and L/C（(general market paying by L/C) and will enter into the procedure of delivery arrangement.
Vice GM/ YES
9
Sales Dept.
Operator of Sales Region/ NO
10
Vice GM
Sales Dept./YES
10
Vice GM
Operator of Sales Region / NO
11
Place order to plant and trace the production.
Confirmation of Sales Order Confirmation of Sales Order Confirmation of Sales Order Confirmation of Sales Order Monthly Production, Stocks and Delivery Report
1 working day Some working days 1 working day Some working days
Sales Contract, P/I
Distributor
3
Logistics Dept.
4
Logistics Dept.
Distributor
5
Distributor
Operator of Sales Region
A
Check the Confirmation of sales order
N Y
Review the Application for Delivery
Prepare Confirmation of sales order（and Reviews Sheet for L/C）
1 working day
Prepare Confirmation of Sales Order （and Review Sheet for L/C ）
Pay by TT or open L/C based on the preliminary check
Check the Confirmation of sales order and L/C
Executants
Finance Dept.
Runtime
The same working day
Outputs/Tools
Confirmation of Sales Order Sales Dept.
Recipient
9
Sales Dept.
The same working day The same working day The same working day The same working day
Check the related L/C terms.
1 working day
Check the Application for Delivery N Y Y
Check the Application for Delivery
N
Check the payment of balance (T/T), L/C
Operator of Sales Region /NO
Name : Explanation for Flow Chart for Internal Operation Procedure of Sales (Regular Order)
Procedure
8
Activity
Check Confirmation of sales order and (general market) advance payment or L/C. Check the Confirmation of sales order Check the Confirmation of sales order Review the Confirmation of sales order Review the Confirmation of sales order
6
Operator of Sales Region
1 working day
Confirmation of Sales Order (Review Sheet for L/C)
Logistics Dept.
7
Logistics Dept.
The same working day
Confirmation of Sales Order (Review Sheet for L/C)
Sales Dept.
The same working day
Operator of Sales Region
12
Receive L/C 20 days before delivery and check the related terms, then present to logistics Dept. to review. Check the related terms of L/C.
Service Dept.
Logistics Dept.
Finance Dept.
1 working day
Confirm order with distributor
Major products of 1 working day standard condition in key market can enter into the step directly