店铺拜访八步骤

回顾店长/主管姓名或称呼, 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 )
根据现有标准使产品生动化
4.产品生动 化 Merchandise Merchandise all displays according to current standa
5.拟订单
补充POG货架、货架外陈列货品 Replenish coolers, racks and shelf area
6.销售陈述
1.准备 2.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
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这是向客户推销新想法的过程。我们用方案 表这一工具来支持推销。你向客户陈述的内 容由你的主管和“准备”步骤中的工作决定.
This is the process of selling a new idea to the customer We utilize a Solution Sheet to support the sale. What you present to the customer is determined by your supervisor and during the PREPARATION step.
需要时清洁陈列架和设备 clean shelves as needed
7.回顾与总结
8.行政工作
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Y&F 拜访八步骤
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Shanghai Y&F Daily Chemicals Co.,Ltd
产品生动化清单 Merchandising Check list
确保各SKU在POG货架上均有充足的库存 ensure appropriate products and packages are available 为我司的产品、货架和货架外陈列争取最佳位置
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
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每日准备 Daily Preparation
回顾月指标和工作重点
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
✓陈述机遇 present opportunity
1.准备 2.打招呼
确保所有产品都以正确 的方式执行生动化:
ensure all Pepsi products are properly merchandised
确保所有库存产品先进现出 ensure all stock is rotated
3.店情察看
清除过期/临期产品 remove out of code product
按照先进先出的原则, 轮换仓库, 货架和货架外陈列的产品
rotate stocks to put older products in front and on top
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Y&F 拜访八步骤
ห้องสมุดไป่ตู้
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Shanghai Y&F Daily Chemicals Co.,Ltd
你认为, 拟定单是一个什么样的过程?
Shanghai Y&F Daily Chemicals Co.,Ltd
Go to Basic Workshop
拜访八步骤 (8 STEPS)
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Y&F 拜访八步骤
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Shanghai Y&F Daily Chemicals Co.,Ltd
为什么要规范拜访步骤？
Why do you think a standard call process is good?
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’s mood and select proper topic
主动处理紧急问题
寻找陈列机会
• POG 陈列架 POG Rack • 货架和堆头 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
7.回顾与总结
8.行政工作
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Y&F 拜访八步骤
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Shanghai Y&F Daily Chemicals Co.,Ltd
做产品生动化的步骤是什么?
What do you think we mean by merchandise our products?
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Y&F 拜访八步骤
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Shanghai Y&F Daily Chemicals Co.,Ltd
1.准备-- preparation
2.打招呼
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
6.PEPSI 7.回顾与总结 8.行政工作
2020/3/2
拟订单是为了避免断货 the process avoids OOS
你的路线手册是帮助你完成此项任务的关 键工具
your route book is the key tool to perform this task well
记录现有库存 determine current stock 对照库存需求 拟定每个SKU的建议订单
3. 店情察看Store Check 4. 产品生动化Merchandise
Presenting/Selling
陈述 -Presenting
访后--Post-Call
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5. 拟订单 Determine the order 6. 销售陈述 Presentation 7. 回顾与总结 Curbside debrief 8. 行政工作 Administration
Y&F 拜访八步骤
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Shanghai Y&F Daily Chemicals Co.,Ltd
1.准备 2.打招呼
3.店情察 看
4.产品生动化 5.拟订单 6.销售陈述
Store check
查看店铺, 寻找机会
walk the outlet to look for opportunities
检查SKU check SKU opportunities
1.准备
2.打招呼 Greet the customer
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
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
Y&F 拜访八步骤
Pre-Call Service
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Shanghai Y&F Daily Chemicals Co.,Ltd
为 什么拜访前的准备很重要？
Why do you think preparation is important?
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Y&F 拜访八步骤
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Shanghai Y&F Daily Chemicals Co.,Ltd
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 回顾客户卡,明确周平均订货量和上周订货量
review route book, customer card for weekly volume& last order
preempt urgent issues
8.行政工作
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Y&F 拜访八步骤
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Shanghai Y&F Daily Chemicals Co.,Ltd
为什么要察看店铺？看些什么?
Why is it important to check the store? Check what?
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Y&F 拜访八步骤
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Shanghai Y&F Daily Chemicals Co.,Ltd
Y&F拜访八步骤 8 Steps of the call
访前--Pre-Call
1. 准备 preparation
2. 打招呼 Greet the Customer Post-Call
服务-- Service
What do you think happens when you determine the order?
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Y&F 拜访八步骤
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Shanghai Y&F Daily Chemicals Co.,Ltd
1.准备 2.打招呼 3.店情察看 4.产品生动化
5.拟订单 determined the order
Y&F 拜访八步骤
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Shanghai Y&F Daily Chemicals Co.,Ltd
在你看来，为什么打招呼很重要？
Why do you think we want to greet the customer?
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Y&F 拜访八步骤
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Shanghai Y&F Daily Chemicals Co.,Ltd
identify inventory needs and develop your suggested order on route card
估算出上次拜访以来的实际销量
determine actual sales since last visit
与a客gr户ee达o成n 对th建e 议su订gg单es的te协d 议order with customer 将订货记录在路线本上 update order in route book
obtain best locations for our products including, displays, racks
所有产品, 依照陈列标准进行陈列 bundle all product via standard 产品的品牌标示面向消费者 ensure bottle lables are facing consumers 清洁货架、瓶身和售点广告 (POP) Clean shelves, bottles and POP material 使我司产品享有公平合理的陈列空间 get a fair share of space for our products 从我司陈列架上和陈列工具上移走其他的产品 Remove other products from our crate 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
Y&F 拜访八步骤
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Shanghai Y&F Daily Chemicals Co.,Ltd
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?
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Y&F 拜访八步骤
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Shanghai Y&F Daily Chemicals Co.,Ltd