超市大客户部拜访准备课件.ppt
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超市大客户部拜访准备课件.ppt
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MemberofMETROGroupCopyright2003MetroCash&CarryInternationalGmbHGuidelineMetroChina麦德龙中国工作方针PreparationofCustomerVisits客户拜访准备客户拜访准备MemberofMETROGroupBackgroundTextandLinesFillcolors(Noshadows!
)SLIDECOLORSCHEMA0/36/112RAL5002Ultramarine251/204/46RAL1018Zincyellow166/171/181RAL9006AgateGrey255/165/30RAL1033DahliaYellow195/201/196RAL7035LightGrey81/153/44RAL6018Chartreuse173/180/174RAL7038MetallicSilver190/40/0RAL3001SignalRedAims目标目标NoCustomervisitswithoutpreparation拜访客户前必须做好准备拜访客户前必须做好准备Targetedandpro-activeCustomerapproach目标明确、有效的客户拜访目标明确、有效的客户拜访2MemberofMETROGroupBackgroundTextandLinesFillcolors(Noshadows!
)SLIDECOLORSCHEMA0/36/112RAL5002Ultramarine251/204/46RAL1018Zincyellow166/171/181RAL9006AgateGrey255/165/30RAL1033DahliaYellow195/201/196RAL7035LightGrey81/153/44RAL6018Chartreuse173/180/174RAL7038MetallicSilver190/40/0RAL3001SignalRedCustomerfocusInvolvedParties参加人员参加人员Overallresponsibility:
主要负责人FloorManager-Sales楼经楼经-销售销售StoreGeneralManager(SGM)商场总经理CustomerEntranceStaff(CE)顾客入口处人员(客户接待)KeyAccountExecutives(KAE)客户专员HeadsofDepartments(HD)部门主管FloorManager-Sales(FM)楼经EDPStaff电脑部人员SalesExecutives(SE)销售专员3MemberofMETROGroupBackgroundTextandLinesFillcolors(Noshadows!
)SLIDECOLORSCHEMA0/36/112RAL5002Ultramarine251/204/46RAL1018Zincyellow166/171/181RAL9006AgateGrey255/165/30RAL1033DahliaYellow195/201/196RAL7035LightGrey81/153/44RAL6018Chartreuse173/180/174RAL7038MetallicSilver190/40/0RAL3001SignalRedProcessOverview主要步骤主要步骤Step7DevelopmentofCustomerapproach客户拜访的提高与发展Step6Analysisofcustomerinformation客户信息分析Step5PrintoutofME600打印ME600Step4Setupofweeklyvisitplanandworkingtime制定每周拜访计划和工作时间安排表Step3Printoutofwholecustomerlist打印全部顾客清单Step2Setupofmonthlyvisitplan制定每月拜访计划Step1Analysisofmonthlyreport月报表分析4MemberofMETROGroupBackgroundTextandLinesFillcolors(Noshadows!
)SLIDECOLORSCHEMA0/36/112RAL5002Ultramarine251/204/46RAL1018Zincyellow166/171/181RAL9006AgateGrey255/165/30RAL1033DahliaYellow195/201/196RAL7035LightGrey81/153/44RAL6018Chartreuse173/180/174RAL7038MetallicSilver190/40/0RAL3001SignalRedOn10th15thofeachmonth:
analysisofthemonthlyreportofthepastmonth每月1015日:
分析上月的月报表Thecustomertrendisworkedoutbycomparingtheaccumulatedandthemonthlyreport比较累计报表、当月报表,分析客户发展趋势Thecustomertrendiscompardwiththestrategyofthecompany将客户发展趋势与公司战略相比较Basedontheresultsoftheanalysisaproposalforthefollowingmonthsvisitplanissetupspecifyingthecustomertargetgroupsandthedistricts在分析结果的基础上,制定下一个月拜访计划,指定目标顾客群及目标区域Step1Analysisofmonthlyreport月报表分析SGM/FM商场经理/楼经SGM/FM商场经理/楼经SGM/FM商场经理/楼经FM开楼经5MemberofMETROGroupBackgroundTextandLinesFillcolors(Noshadows!
)SLIDECOLORSCHEMA0/36/112RAL5002Ultramarine251/204/46RAL1018Zincyellow166/171/181RAL9006AgateGrey255/165/30RAL1033DahliaYellow195/201/196RAL7035LightGrey81/153/44RAL6018Chartreuse173/180/174RAL7038MetallicSilver190/40/0RAL3001SignalRedBetween15thand20thofeachmonthSGMandFMholdameetingtodiscusstheFMCCsproposal每月1520日商场经理及楼经开会讨论决定客开楼经提出的建议。
Approvalofnextmonthsvisitplan认可下一个月的拜访计划ThelistofthedistrictsdefinedinthemonthlyvisitplanispassedontoEDPdepartment将每月拜访计划中设定的区域清单交给EDP部门PrintoutofwholeCustomerlistfortheselecteddistricts打印所选择区域的所有客户清单Step2Setupmonthlyvisitplan制定月拜访计划SGM/FM商场经理/楼经SGM/FM商场经理/楼经FM楼经EDP电脑部6MemberofMETROGroupBackgroundTextandLinesFillcolors(Noshadows!
)SLIDECOLORSCHEMA0/36/112RAL5002Ultramarine251/204/46RAL1018Zincyellow166/171/181RAL9006AgateGrey255/165/30RAL1033DahliaYellow195/201/196RAL7035LightGrey81/153/44RAL6018Chartreuse173/180/174RAL7038MetallicSilver190/40/0RAL3001SignalRedMonthlyVisitPlan(sampleformat)每月拜访计划(格式举例)每月拜访计划(格式举例)7MemberofMETROGroupBackgroundTextandLinesFillcolors(Noshadows!
)SLIDECOLORSCHEMA0/36/112RAL5002Ultramarine251/204/46RAL1018Zincyellow166/171/181RAL9006AgateGrey255/165/30RAL1033DahliaYellow195/201/196RAL7035LightGrey81/153/44RAL6018Chartreuse173/180/174RAL7038MetallicSilver190/40/0RAL3001SignalRedThewholeCustomerListisprintedmonthlyfortheselecteddistricts.根据指定区域每月打印出所有客户清单ListincludesthefollowinginformationonallCustomersincludingblockedCustomers.含锁禁客户在内的所有客户清单包括以下信息Companyname公司名称Address地址Buildingnumber办公楼编号Blockcode封锁代码Customerstatus客户状况By25thofeachmonththelistishandedovertoCEstaff每月25日前将该清单交给客户接待员ThelistisseparatedperSE/KAEandthepartsarehandedovertotherespectiveSE/KAE将清单划分后分别给每位销售专员/客户专员SEandKAEtakethelistwiththemoneverytour销售专员/客户专员拜访客户时必须带上此清单Step3PrintcompleteCustomerlist打印所有客户清单EDP电脑部EDP电脑部EDP电脑部CE客户接待员SE/KAE销售专员/客户专员8MemberofMETROGroupBackgroundTextandLinesFillcolors(Noshadows!
)SLIDECOLORSCHEMA0/36/112RAL5002Ultramarine251/204/46RAL1018Zincyellow166/171/181RAL9006AgateGrey255/165/30RAL103
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- 超市 客户 拜访 准备 课件
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