壳牌经销商销售人员日常工作.ppt

petitiveallocationsSPANCO&大客户管理流程BikeWorkshopOEM/FWSFastLubes(US)FleetsIndustrialcustomers车队电力采矿业农业金属加工业制造业超市US连所快速换油周期性固定拜访无合同,每日都需要争取市场分额/货架面积高度协销&消费者为品牌导向汽配店Manufacturing快速换油中心独立修理厂卡车换油点4S摩修店3S/4S周期性固定拜访和SPANCOPConsumer•SingletonFWS•IWS•FastFit(independent)•FastLubes(WONA)•AutomotiveRetailers•ShellRetailStations周期性固定拜访•FWS(contracted)•IWS(contracted)•FastFit•FastLubes(US)•GeneralRetailers•AutomotiveRetailers商务运输业•FWS•IWS•FastFit•FastLubes•GeneralRetailers•AutomotiveRetailers•RetailServiceStationSectors•Fleet•CRT•Agriculture•ConstructionChannels•FWS•FastLubes•GeneralRetailers•AutomotiveRetailers•RetailServiceStation工业•Mining•Power•Food•Oil&Gas•ponents•PaperandPulpSPANCOP“周期性固定拜访和SPANCO是针对不同渠道/?在多品牌渠道中提高产品的出现率满足客户协销的需求获得最好的货架空间和质量帮助客户,经销商和壳牌销售成长检查经销商销售代表的销售技能建设壳牌品牌4周期性固定拜访是针对另散客户的销售拜访过程基于大量另散的客户提高销售效率的独一无二方法就是坚定不移周而复始的执行周期性固定拜访每日销售流程就是不断重复认真地执行,:•周期性固定拜访报表t•Plan-o-gramopportunity•协销售•检查促销,协销竞争对手•达成协议&•库存检查•设定每日销售目标•SalesGeneratorTheShellDrillConductCensusSalesRouteEngineeringDailySalesActivityMonitoringDailySalesmeeting/pleteSalesVisitRepeatforallscheduledDailyFollow-up市场调查找出所有的潜在客户Example:Bogotacity“cells”数据包括:生意规模渠道种类()现有供应商&目前使用品牌TheShellDrillConductCensusSalesRouteEngineeringDailySalesActivityMonitoringDailySalesmeeting/pleteSalesVisitRepeatforallscheduledDailyFollow-up每个销售拜访都应做到核心的协销工作,-o-gramimplementation协销/店招机会促销机会在每日跟踪记录表中应将总结当天的拜访结果CustomerTrafficUltraPlusSuperSuperHighKmStandardMerchandising(Bunting)SalesPromotionPlan-o-gramimplementation7周六周五周四周三周二周一TheShellDrillConductCensusSalesRouteEngineeringDailySalesActivityMonitoringDailySalesmeeting/pleteSalesVisitRepeatforallscheduledDailyFollow-up区域销售拜访路线,“现有和潜在客户”的情况,以及销量潜力(客户分类)为保证合适的拜访频率,