plano de vendas
DESCRIPTION
slides da apresentação de um plano de vendas. consultoria antenor.TRANSCRIPT
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todo brasileiro adora futebo
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90 minutos de espetáculo.
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meses de preparação.
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fora dos gramados, futebol é pura estratégia.
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vence o mais bem preparado.
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vende o mais
bem preparado.
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faturamentoindústria da alimentação (R$ Bi)
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etapa 1. planejamento de equipe de vendas1.1 objetivos - 1.2 estratégia - 1.3 estrutura
etapa 2. gerenciamento de equipe de vendas2.1 funções para gestão de vendas - 2.2 estabelecimento de quotas
etapa 3. atendimento e passos das vendas3.1 atendimento - 3.2 pré-venda - 3.3 abordagem - 3.4 sondagem
3.5 demonstração do produto - 3.6 venda adicional - 3.7 fechamento da venda
etapa 4. relacionamento com clientes4.1 conhecer o cliente - 4.2 desenvolver relacionamendo de longo prazo
4.3 recursos utilizados no processo de fidelização
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etapa 1. planejamento de equipe de vendas1.1 objetivos - 1.2 estratégia - 1.3 estrutura
etapa 2. gerenciamento de equipe de vendas2.1 funções para gestão de vendas - 2.2 estabelecimento de quotas
etapa 3. atendimento e passos das vendas3.1 atendimento - 3.2 pré-venda - 3.3 abordagem - 3.4 sondagem
3.5 demonstração do produto - 3.6 venda adicional - 3.7 fechamento da venda
etapa 4. relacionamento com clientes4.1 conhecer o cliente - 4.2 desenvolver relacionamendo de longo prazo
4.3 recursos utilizados no processo de fidelização
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etapa 1. planejamento de equipe de vendas1.1 objetivos - 1.2 estratégia - 1.3 estrutura
etapa 2. gerenciamento de equipe de vendas2.1 funções para gestão de vendas - 2.2 estabelecimento de quotas
etapa 3. atendimento e passos das vendas3.1 atendimento - 3.2 pré-venda - 3.3 abordagem - 3.4 sondagem
3.5 demonstração do produto - 3.6 venda adicional - 3.7 fechamento da venda
etapa 4. relacionamento com clientes4.1 conhecer o cliente - 4.2 desenvolver relacionamendo de longo prazo
4.3 recursos utilizados no processo de fidelização
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etapa 1. planejamento de equipe de vendas1.1 objetivos - 1.2 estratégia - 1.3 estrutura
etapa 2. gerenciamento de equipe de vendas2.1 funções para gestão de vendas - 2.2 estabelecimento de quotas
etapa 3. atendimento e passos das vendas3.1 atendimento - 3.2 pré-venda - 3.3 abordagem - 3.4 sondagem
3.5 demonstração do produto - 3.6 venda adicional - 3.7 fechamento da venda
etapa 4. relacionamento com clientes4.1 conhecer o cliente - 4.2 desenvolver relacionamendo de longo prazo
4.3 recursos utilizados no processo de fidelização
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etapa 1.planejamento daequipe de vendas
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enre empresa e clienes,
esão os vendedores.
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planejamento da
equipe de vendasetapa 1.
1.1 objetivos
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planejamento da
equipe de vendasetapa 1.
1.1 objetivos
1.2 estratégia
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planejamento da
equipe de vendasetapa 1.
1.1 objetivos
1.2 estratégia
1.3 estrutura
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defna objetvos de vendas.
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compartlhe
os objetvos.
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o s v e n d e d o r e s p r e c i s a m e s t a r c i e n t e s !
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aumento das vendas e rentabilidade+
prospecção gigantesca+
justiça e verdade+
integração e participação
+transparencia+
valores+
melhor atendimento+colaboração mútua
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resulado,
resulado e resulado
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desafo:
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DOBRAR FATURAMENTO EM 120 DIAS.
desafo:
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para tanto,vendedores serão capacitados,
reconhecidos e premiados.
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APOIO INCONDICIONAL
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palavras de ordem
ORGANIZAÇÃO
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palavras de ordem
ORGANIZAÇÃOPLANEJAMENTO
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palavras de ordem
ORGANIZAÇÃOPLANEJAMENTO
EFICIÊNCIA
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defna esraégias
de vendas.
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defna como
os objetvos serão atngidos.
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IMPORTANTE!
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IMPORTANTE!
ao definir estratégias, observe
o perfil dos vendedores.
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defna a esruura
de venda
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defna a esruura
de venda
produtosregião cliente forma mista
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defna a esruura
de venda produtos
regiãocliente forma mista
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defna a esruura
de venda produtos região
clienteforma mista
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defna a esruura
de venda produtos região cliente
forma mista
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IMPORTANTE! ao definir a estrutura de vendas,
cuidado com atritos entre vendedores.
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etapa 2.gerenciamento deequipe de vendas
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gerenciamento de
equipe de vendasetapa 2.
defna o responsável pelas vendas.
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gerenciamento de
equipe de vendasetapa 2.
2.1 funções para gestão de vendas
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gerenciamento de
equipe de vendasetapa 2.
2.1 funções para gestão de vendas
2.2 estabelecimento de quotas
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responsável
pelas vendas
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responsável
pelas vendas planejar, orientar e desenvolver atividades de apoio aos vendedores.
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GERENTE
DE VENDAS
VENDEDOR VENDEDOR
VENDEDOR VENDEDORVENDEDOR
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o responsável pelas vendas
pode esar em sua equipe.
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função do responsável pelas vendas:
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LIDERAR
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defina metas
de desempenho
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metas altas
metas baixas
pressão!
desmotivação
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metas:
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metas:
por volume de vendas
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metas:
por volume de vendas
por lucro
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metas:
por volume de vendas
por lucro
por atividades
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metas:
por volume de vendas
por lucro
por atividades
mistas
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metas devem ser:
objetivas, realistas, de fácil compreensão, flexíveis e justas
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prêmios,
prêmios e prêmios.
como incentivo,
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etapa 3.atendimentopersonalizado
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atendimento
personalizadoetapa 3.
atendimento
personalizado
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flexibilidade
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flexibilidadeé a arma do vendedor de sucesso.
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comunicar
de orma clara
e objetva é essencial.
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atenção!
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para vender como nunca,
conheça os seis passos da venda.
atenção!
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01. pré-venda estude seus produtos e clientes.
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02. abordagem ao abordar o cliente, sorria!
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03. sondagem pergunte, pergunte e pergunte.
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04.demonsração
do produo hora de mostrar valor.
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05. echameno
da venda com chave de ouro!
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não tem meta
que resista!
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etapa 4.relacionamentocom clientes
relacionamento
etapa 4
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r el ac io n am en t o
relacionamento
com clientesetapa 4.
relacionamento
etapa 4
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relacionamento
com clientesetapa 4.
é a chave para fechar uma venda.
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relacionamentossão construídos.
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passo número um:
conhecer o cliene.
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quem é o cliente?
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quem é o cliente?
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passo número dois:
desenvolver relacionameno de longo prazo
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ofereça vantagensao seu cliente.
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ofereça vantagensao seu cliente.
m u i t a s
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passo número três:
fdelização
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agora é só correr pro abraço