超市大客户部拜访准备课件

No Customer visits without preparation
拜访客户前必须做好准备
Targeted and pro-active Customer approach
目标明确、 目标明确、有效的客户拜访
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Involved Parties 参加人员
Based on the results of the analysis a proposal for the following month‘s visit plan is set up specifying the customer target groups and the districts
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Step 4
Set up weekly visit plan including time allocation 制定每周拜访计划及工作时间安排表
The visit plan fo the following week is defined by Friday afternoon SE / KAE with the following details:每周五下午制定下周拜访计划，内容如下 销售专员/ • Plan made up per separate week day 每一个工作日的计划 客户专员 • Definition of Customers and route 确定拜访的顾客及路线 • Including some spare Customers in the case another Customer can not be reached 包括额外客户（万一没有拜访到原定客户可做 候补用） Approval of each SE’s / KAE‘s working plan FM 批准每个销售专员/客户专员的工作计划 楼经 The order and time of visits must be adapted to the customers SE / KAE working habits 拜访的顺序和时间应该符合客户的工作习惯 销售专员/客户专员 If necessary an appointment must be made before by phone. SE / KAE 如有必要，事先打电话同客户预约 销售专员/客户专员 If necessary also the working times of the SE / KAE have to be FM adapted to the Customers working habits. (ex. SE Canteen start their 楼经 tour earlier)如有必要，每个销售专员/客户专员的工作时间应该符合客 户的工作习惯（例如，食堂销售专员可以提前开始工作）
Overall responsibility:主要负责人
Floor Manager - Sales
楼经楼经 销售
Store General Manager (SGM) 商场总经理 Heads of Departments (HD) 部门主管 Floor Manager-Sales (FM) 楼经
Customer focus
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Step 5
Print out of ME600 打印ME600
ME600 must be printed out for every Customer in the weekly plan (including spare Customers) 打印每位客户的ME600必须纳入每周计划（包括额外客户） Print out is done latest one day before the visit to ensure a thorough analysis of data. 最迟不超过拜访前一天必须打印出ME600,以确保数据已得到全面分析 Responsibility for print out must be clearly defined to ensure print out is made in time 必须明确打印工作的负责人员，以保证能及时打印
Step 1 Step 2 Step 3 Step 4 Step 5 Step 6 Step 7
Analysis of monthly report 月报表分析 Set up of monthly visit plan 制定每月拜访计划 Print out of whole customer list 打印全部顾客清单 Set up of weekly visit plan and working time 制定每周拜访计划和工作时间安排表 Print out of ME600 打印 ME600 Analysis of customer information 客户信息分析 Development of Customer approach 客户拜访的提高与发展
SGM / FM 商场经理/楼经 SGM / FM 商场经理/楼经
比较累计报表、当月报表，分析客户发展趋势
The customer trend is compard with the strategy of the company
SGM / FM 商场经理/楼经 FM 开楼经
将客户发展趋势与公司战略相比较Meຫໍສະໝຸດ ber of METRO Group
Friday afternoon 周五下午
Sunday moring 周日上午
Sunday afternoon 周日下午 Monday morning 周一早上
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Possible options of responsibility and timing 可供选择的打印负责人员及打印时间
Option 2 选项2 FM hands over the complete list of Customers to be visited in the following week to CE Employee 楼经将下周需要拜访的所有客户清单交给客户接待员 CE print out all ME600 for the following day and separate them by SE / KAE 客户接待员根据清单打印第二天所有ME600后再将ME600按 每位销售专员/客户专员分开 After return of SE / KAE to the store CE hand over ME600 for next day to them 每位销售专员/客户专员回到商场后，客户接待员交给他们第 二天的ME600
Step 3
Print complete Customer list 打印所有客户清单
EDP The whole Customer List is printed monthly for the selected districts. 电脑部 根据指定区域每月打印出所有客户清单 EDP List includes the following information on all Customers including 电脑部 blocked Customers.含锁禁客户在内的所有客户清单包括以下信息 • Company name 公司名称 • Address 地址 • Building number 办公楼编号 • Block code 封锁代码 • Customer status 客户状况 EDP By 25th of each month the list is handed over to CE staff 电脑部 每月25日前将该清单交给客户接待员 CE The list is separated per SE / KAE and the parts are handed over to the 客户接待员 respective SE / KAE 将清单划分后分别给每位销售专员/客户专员 SE / KAE SE and KAE take the list with them on every tour 销售专员/ 销售专员/客户专员拜访客户时必须带上此清单 客户专员
EDP Staff 电脑部人员 Sales Executives (SE) 销售专员
Customer Entrance Staff (CE) 顾客入口处人员（客户接待）
Key Account Executives (KAE) 客户专员
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Process Overview 主要步骤
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
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Step 2
Set up monthly visit plan 制定月拜访计划
Between 15th and 20th of each month SGM and FM hold a meeting to discuss the FM CC’s proposal 每月15～20日商场经理及楼经开会讨论决定客开楼经提出的建 议。 Approval of next month’s visit plan 认可下一个月的拜访计划 The list of the districts defined in the monthly visit plan is passed on to EDP department 将每月拜访计划中设定的区域清单交给EDP部门 Print out of whole Customer list for the selected districts 打印所选择区域的所有客户清单
FM 楼经
FM 楼经
FM 楼经
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Possible options of responsibility and timing 可供选择的打印负责人员及打印时间