Etapes vente Flashcards

1
Q

V de Vabai

A

Vendre en volume et en distribution

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2
Q

1er A de VABAI

A

Aider le distributeur à revendre

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3
Q

B de VABAI

A

Bâtir l’image de marque P&G

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4
Q

2eme A de VABAI

A

Agir avec économie et efficacité

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5
Q

I de VABAI

A

Informer et communiquer

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6
Q

Phase 0 - Visite

A

Planification des RDV

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7
Q

Phase 1 - Visite

A

Préparer le RDV = 80% de la réussite de la vente

A qui? Quoi? Comment?

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8
Q

Phase 2 - visite

A
Vérification - Avant la vente
Environnement (zone de chalandise?)
Magasin (TG, prospectus, Allée centrale..)
Linéaire: 3P
Réserve
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9
Q

Phase 3 - Visite

A

Repriorisation

1) réajustement du plan de visite et des objs en fonction de l’état du mag
2) Vérification des supports de vente
3) Se mettre dans son RDV

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10
Q

Phase 4 - Visite

A

Entretien de vente - Conclure de façon concrète en verrouillant (Innovation, Gamme, Rayon, Promotion)

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11
Q

Phase 5 - Visite

A

Action en magasin

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12
Q

Phase 6 - Visite

A

Enregistrement et analyse

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