SALES为什么要规范拜访步骤？Whydoyouthinkastandardcallprocessisgood?百事的拜访八步骤8Stepsofthecall为什么拜访前的准备很重要？Whydoyouthinkpreparationisimportant?每月准备monthlypreparation每月与主管讨论销售目标setobjectivewithsupervisor销量目标reviewvolumetarget绩效目标(成功率/订单SKU等)reviewproductivitytarget销售发展目标reviewsalesdevelopmentobjective（SDO）工作重点prioritizewhatneedstobedoneforthemonth在你看来，为什么打招呼很重要？Whydoyouthinkwewanttogreetthecustomer?确认出决策者identifydecisionmaker作自我介绍introduceyourself与店内非决策者保持友好关系keepgoodrelationshipwithnon-decisionmaker避免使用易引起反面回答的招呼方式avoidusinganygreetingstylewhichmaycausenegativeresponses观察店主的情绪,选择恰当的话题examineboss’smoodandselectpropertopic主动处理紧急问题preempturgentissues为什么要察看店铺？看些什么?Whyisitimportanttocheckthestore?Checkwhat?查看店铺,寻找机会walktheoutlettolookforopportunities检查SKUcheckSKUopportunities点库存(以产品生动化后为准)recordinventoryaftermerchandising寻找陈列机会陈列架,冰柜Rack&Cooler货架和产品堆头Shelf&Display售点广告POP产品轮换Rotation寻找竞争对手陈列及活动competitoractivity检查价格pricingissue作产品生动化的步骤是什么?Whatdoyouthinkwemeanbymerchandiseourproducts?确保所有百事产品都以正确的方式执行生动化:ensureallPepsiproductsareproperlymerchandised确保所有库存产品的轮转ensureallstockisrotated清除超期产品removeoutofcodeproduct根据现有标准使产品生动化Merchandisealldisplaysaccordingtocurrentstandards补充冰柜货架和陈列架Replenishcoolers,racksandshelfarea需要时清洁陈列架和设备cleanshelvesandequipmentasneeded确保各SKU均有充足的库存ensureappropriateproductsandpackagesareavailable为百事产品,货架和冰柜争取最佳位置obtainbestlocationsforPepsiproductsincluding,displays,visi-coolers,racks所有百事产品,依照陈列标准放在一起bundleallPepsibrandstogether瓶上的百事商标面向消费者ensurebottlelablesarefacingconsumers清洁货架、瓶身和售点广告(POP)Cleanshelves,bottlesandPOPmaterial使百事产品享有公平合理的陈列空间getafairshareofspaceforPepsiproducts从百事陈列架上和冰箱内移走竞争对手的产品Removecompetitorsproductsfromourcrates/visi-coolers将购货点宣传材料放在醒目和客流量高的区域placePOPinvisibleandhightrafficareas检查标价,确保醒目明确makeourpricingapparenttotheconsumer调整仓库内存货位置arrangestocksinbackroom按照先进先出的原则,轮换仓库,货架和冰柜内的产品rotatestockstoputolderproductsinfrontandontop你认为,草拟订单是一个什么样的过程?Whatdoyouthinkhappenswhenyoudeterminetheorder?草拟订单是为了