区域管理工具.ppt

1、百事销售岗位培训百事销售岗位培训SALESOnboarding单元四:区域管理工具SALESOnboarding单元单元 4:区域管理工具区域管理工具10/29/20221百事销售岗位培训百事销售岗位培训SALESOnboarding单元四:区域管理工具本单元的学习目标：销售人员将了解他们履行工作职责时使用的基本工具本单元的学习目标：销售人员将了解他们履行工作职责时使用的基本工具Objective of this module:Sales personnel will understand the basic tools that they utilize to perform their j

2、ob.公司的组织构成 Review Organization Structure 职位和角色 Review Roles 期望 Expectations 区域管理工具 Territory tools-路线手册 Route Books-执行计划表 Executional Planner-区域业绩板 Territory Scoreboard-指导 Coaching *“跟线指导”Work*Withs *“一对一”指导 ONEwithONEs*每周例会 Weekly Team Meeting Agenda*指导日历 Coaching Calendar10/29/20222百事销售岗位培训百事销售岗位培

3、训SALESOnboarding单元四:区域管理工具 雇员有权知道公司对他的期望 Employees have the right to know what抯 expected 明确的角色和目标是促进销售增长的基础 Clear roles and objectives are cornerstone to volume growth 明确的目标应当与简明的衡量措施相配合 Clear objectives should be complimented with simple measures 每位职员都需要他们主管的帮助 Everybody needs help from their boss百

4、事公司内的每个职位和角色都有其产生的原则基础Roles in the PEPSI Organization are Based on Principles10/29/20223百事销售岗位培训百事销售岗位培训SALESOnboarding单元四:区域管理工具区域拓展经理区域拓展经理 (TDM)TDM)会集于主要的组织单位会集于主要的组织单位-市场单位市场单位TDMs cluster into the key organizational unit-Market Unit人事部HR市场单位经理GM/MUM单位经理UM市场拓展经理MDM市场拓展代表 MDR市场设备经理MEM财务部Finance工厂

5、经理Plant Mgr.总生产成本 客户服务 产品质量 策划 资产管理财务服务信息技术 重点客户管理 key A/C management 职员选拔 staffing 业绩管理 perf.mgt 人事资源管理HR Admin.劳动关系Labor Relation 实施/支持最佳实践工具 I/S Best Practice Tools 业绩管理/经营计划 Performance mgt/business plan 增强职员的能力Builds Human Capability 发展客户和社区关系Develop Customer/Community Relations区域拓展经理TDM区域协调员TC

6、客户代表CR客户拓展代表ADR市场单位PlanningAsset StewardshipFinancial ServiceIT10/29/20224百事销售岗位培训百事销售岗位培训SALESOnboarding单元四:区域管理工具超市超市你是我们最重要的团队成员你是我们最重要的团队成员.区域队伍区域队伍you are a part of our most important team?the Territory Team区域协调员(TC)提供重要的销售业务支持，以便使区域拓展经理，客户代表和客户拓展代表能够专注 于本职工作客户代表是最接近客户的百事人员CR is the Pepsi perso

7、n closest to the assigned customer客户拓展代表(ADR)的工作 就是开发新客户ADRs job is all about Growth:new initiatives,new A/C区域拓展经理区域拓展经理/主主任任TDM/STDM/S区域协调员区域协调员TCTC客户代表客户代表CRCR客户拓展代表客户拓展代表ADRADR 区域拓展经理通过培训指导促进整个区域业务的发展 TDm grows the territorys total business by coaching便利店便利店convenience小店小店Kiosk超市超市super market餐馆餐

8、馆 restaurantTC provides critical sales support to TDM and CR,ADR can stay focused10/29/20225百事销售岗位培训百事销售岗位培训SALESOnboarding单元四:区域管理工具Objective SettingCOBO-Title:Territory Development Manager基本工作是通过有效指导区域小组成员来满足客户需求Basic job is to meet customer needs by effectively coachingterritory team members员工职责员

9、工职责-区域拓展经理区域拓展经理(TDM)TDM)COBO-Title:Territory Development Manager角色角色:通过挑选通过挑选,指导指导,培训区域队伍培训区域队伍,开拓盈利的新业务开拓盈利的新业务,壮大现有基础壮大现有基础.成为百事可乐成为百事可乐 区域内客户的代言人区域内客户的代言人.Roles:Roles:0evelop profitable new business and grow existing base by selecting,coaching,training the territory team(sell through others).Be

10、the voice of the territory customers within Pepsi-Cola.职责职责:Accountabilities:制定目标制定目标 Objective Setting为区域队伍成员制定并传达清晰的与市场单位相一致的目标 Set clear and deliver objectives that are consistent with MU goals with each member of the territory team 在周会上检查目标进展并考虑采取适当的行动 Review progress versus objectives at weekly

11、 meetings and take corrective action as appropriate 确保清晰的交流及定价和促销的一致 Ensure clear communication and adherence of pricing and promotions衡量业绩和解决问题衡量业绩和解决问题 Tracking Measures&Problem Solving 区域队伍注重业绩表的结果和发展趋势 Update the Territory Scoreboard on a weekly basis 给于前线销售队伍肯定,鼓励和反馈信息 Provide recognition and f

12、eedback to frontline 带领解决问题,完成区域计划目标 Lead problem solving指导指导 Coaching 通过跟线指导和一对一指导评估工作人员能力,向前线队伍提供反馈信息 Assess performer capability through WORK*WITH and ONE on ONE providing development feedback to frontline 在跟线指导过程中,通过自己的示范,带动理想的行为或目标技能 During WORK*WITH,model desired behavior or target skill by ma

13、king demonstration calls 保留指导日历和跟线指导的目标及进展情况 Maintain records of WORK*WITH objectives and progress 按需要进行全组培训指导 Deliver group training as required 10/29/20226百事销售岗位培训百事销售岗位培训SALESOnboarding单元四:区域管理工具COBO-Title:Customer Representative基本工作是向客户推销产品基本工作是向客户推销产品 Basic job is to sell existing customers 员工职

14、责员工职责-客户代表客户代表 COBO-Title:Customer Representative角色角色Role:对管辖区域内所有现有和潜在的客户的销量增长和服务负责 Have complete responsibility for volume development and customer service delivery for all individual accounts 职责职责:Accountabilities:销售 Selling 执行销售所有权限内的产品,包装,进行促销活动 Sell and execute all authorized products,packages

15、 and promotions 争取最佳销售位置 Obtain best selling position in the account 争取推销市场设备 Solicit/sell all marketing equipment 争取新的业务机会,在客户开发方面若遇困难,寻求客户开拓代表的支持 Solicit new opportunities and source ADR support against these产品生动化 Merchandising 管理存货水平,保证长期的供货和产品轮换 Manage stock levels to ensure continuous availabil

16、ity and regular rotation 恰当地给产品定价 Properly price product 按百事标准摆放,轮换货架,陈列和设备 Fill and rotate all shelf,displays and equipment to Pepsi-Cola Company standards 充分利用售卖点材料Utilize point of purchase material送货和服务 Delivery 按计划完成客户?莘霉的拜访Accounts serviced as scheduled 作好收款和应收帐款工作(直销)Manage daily settlement and collection of payment 坚持作好销售线路卡的登记等工作 Maintain records including route cards/book 确保车辆正常运作(直销)Ensure safe vehicle operation衡量业绩和解决问题 Tracking Measures&Problem Solving 每日准确记录并更新业绩表 Record accurate co