恒安

and share of market peration as a result of advertising 衡量指标定义 Measurement definitions 市场份额 = 恒安产品的收入占整个市场销售的百分比 发言指数 = 在相同市场中恒安的广告开支占整个行业广告开支的比率 Share of Market = percentage of HengAn product

知道客戶的新地址 Sources of Information – The Inter 信息的来源 因特网 Salesperson Page 9 INFORMATION SOURCING ON COMPETITORS 竞争对手的信息 WHO THEY ARE 他们是谁 •Which panies 哪一家公司 •Where located 公司在哪里 •What products 有什么产品

any – Any customer meeting this criteria is a Key Account“ • Criteria may be adjusted if necessary – To reflect a change in the pany’s strategy – To adjust the number of Key Accounts“ to a manageable

、传真号码 • Contact person/function 联系人 /部门 • Customers specifications 客戶 明细 • Internal specifications of your products 产品的内部明细 • Pamphlets plete and updated to hand out 用于分发的 最新 宣传小册子 • To be prepared

es Tracking Tools 销售跟踪工具 销售拜访报告 Sales Opportunity Manager 销售机遇表 Sales Tracking Page 4 Sales Visit Report 销售拜访报告 • Documents the sales visit – Completed following each personal visit or telephone

• 客户也会对您进行挑选 – 诚实地回答所有问题 … 不要夸大自己的产品或能力 Selling Cycle Page 6 Step 4: Present Your Product 展示您的产品 • Presenting your product requires preparation – Practice your presentation…be enthusiastic – Plan

up of people in forecast discussions: a team effort is required (Sales, Purchasing/Supply and Manufacturing) – Discussion: Other influences on forecast accuracy Influences of Forecast Accuracy

guidelines for giving an effective presentation… • 使用正面的词语，让听众认同您的立场，或者选择您的产品 • 如果演讲中间休息，回来后要稍作回顾 – 简短的回顾是对到目前为止所说的要点进行复述 … 能让大家迅速回到您休息前说到的地方 – 任何中断都有可能导致听众 偏離原來話題 • 在举办高效的演讲之前，需要了解一些基本的原则 ...

engAn’s products and the anization – Every Salesperson must have the attitude of a “Salesperson for HengAn” – Learn about all HengAn products so you can municate with a customer, ask informative

★ ● ● ● ● 点检作业标准 ★ ● ● ● ● 点检责任区（线路图） ★ ● ● ● ● 点检记录 ★ ● ● ● ○ 报修单 ★ ● ● ● ● 说明：★领导责任 ●主要责任 ○配合与关注 12 设备（现场）精细化管理指导书 设备精细化管理模块之二 —— 点检与运行维护 三层级点检制度职责分配 岗位职责 检查项目 管理层 专业层 作业层 主任、经理 工程师、管理员、班长 维修工 注油工