计划性拜访培训教材(PPT 72页).pptVIP

Account development – new product Introduce the characteristics of the new product flavor target consumer best environment for consuming Sample test Profit story Account Development – Others Competitors: price, market program, new products Customers’ comments: service, delivery, breakage Post-call Recording : write down all necessary information Packing : all merchandising tools and forms Follow-up: reporting to supervisor/manager any issues from the sales route Calling Steps Plan the call Greet the customer Check all advertising material Product merchandising Account development Order-taking Thanking the customer Follow up Step 1 – Plan The Call Check current promotion projects, use ACS report Check if there is any account receivable issue with the customers to be called Check if there is any remaining issue with the customers to be called Ensure understanding the goal of the planned call Ensure to bring all necessary materials and tools Check appearance Step 1 – Plan The Call The purpose: Helps you have information at your fingertips. Ensures that you are aware of your call objective or the opportunity to explore. Improves your professionalism and ability to add value to the customer. Improves your ability to complete the call effectively. Step 2 – Greeting The Customer Greeting the customer with a positive attitude and energy using your name and the customer’s name Greeting all employees you encounter, using their names regularly Starting from casual chat Step 2 – Greeting the Customer The purpose Create goodwill through appearance, interest, voice, enthusiasm, expression and sincerity. Show interest in the customer and their business, by asking questions of interest to them. Step 3 – Check Advertising Materials Check inside and outside the advertising materials and make sure they are complete and clean Remove expired promotional materials Put up new ones Do not forget to review external POP Step 3 – Checking Advertising Materials Purpose Swir