Copy of 3[1]. brand presenter selling skill updated
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Dokumen tersebut memberikan panduan pelatihan penjualan yang mencakup tujuan pelatihan untuk memberikan pengetahuan dasar mengenai penjualan dan komunikasi yang efektif dengan pelanggan, keterampilan penjualan yang efisien, dan delapan langkah penjualan yang efektif yaitu waktu, sapaan, perkenalan, perhatian, minat, tanggapan terhadap keberatan, penutupan penjualan, dan ucapan terima kasih.
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Copy of 3[1]. brand presenter selling skill updated
- 1. Sales Training & Development 2004
- 2. Sales Training & Development 2004 Tujuan… Memberikan kepada anda semua mengenai pengetahuan dasar mengenai Penjualan /Selling Dan juga bagaimana caranya berkomunikasi yang baik dengan konsumen agar mereka membeli produk kita.
- 3. Sales Training & Development 2004 Selling Skill
- 4. Sales Training & Development 2004 Apakah Penjualan itu ? Definisi Penjualan “ Pertukaran antara barang, service, atau ide degan uang utuk mendapatkan kepuasan bagi kedua belah pihak baik pembeli dan penjual Penjualan adalah transaksi yang memberikan nilai tambah kepada pembeli dengan memenuhi kebutuhan dan hasil /manfaat yang merupakan keuntungan bersama bagi pembeli dan penjual
- 5. Sales Training & Development 2004 Prinsip kunci sukses penjualan Availability( Distribusi ) Produk harus tersedia bagi konsumen Prinsip : Wherever and Whenever Visibility & Accessibility (Display / Merchandising) Produk harus bisa dilihat oleh konsumen ( Eye Level ) Produk harus dipajang dilokasi yang strategis ( Hand Level & Hot Spot Area’s )
- 6. Sales Training & Development 2004 Prinsip kunci sukses penjualan Kesegaran (Freshness) Produk harus dalam keadaan baik dan segar. Produk Nestle adalah produk makanan identik dengan : - Kualitas - Kepercayaan - Kesetiaan
- 7. Sales Training & Development 2004 3 Faktor Sukses Penjualan Product Kualitas produk yang tinggi Produk Nestle mutu terjamin Merek / Brand Nestle memiliki merk / Brand yang kuat & terkenal misalnya: Dancow, Nescafe, Milo, dll Manusia / SDM Brand presenter yang berkualitas
- 8. Sales Training & Development 2004 Kriteria Yang dibutuhkan seorang Brand Presenter Minimum lulusan setingkat D – 3 ( Diploma ) Tinggi Minimum 160 cm, Berat badan seimbang Umur 20 – 28 tahun Berkepribadian menarik, simpatik, sigap, percaya diri Rajin, Jujur dan dapat dipercaya Tidak Cacat tubuh Mampu bekerja dalam satu team ( Team work ) Mampu berkomunikasi secara lancar dan jelas ( Keterampilan komunikasi ) Lebih di utamakan yang sudah berpengalaman di bidang yang sama
- 9. Sales Training & Development 2004 Kwalitas Yang di butuhkan seorang Brand Presenter Jujur Rajin & Tekun Berpikir positif Antusias Memiliki hubungan yg baik Menarik Kreatif Keterampilan komunikasi Setia Disiplin Ambisi yang kuat
- 10. Sales Training & Development 2004 Mana yang lebih penting ?
- 11. Sales Training & Development 2004
- 12. Sales Training & Development 2004 PENJUALAN YANG BERHASIL 1. Planning ( Perencanaan ) 2. Preparation ( Persiapan ) 3. Teknik Presentasi Penjualan.
- 13. Sales Training & Development 2004 1. PLANNING ( PERENCANAAN ) Kuasai Product Knowledge. Benefit Feature’s Consumer Target : 1. Pelanggan Baru ( Mencoba ) 2. Pelanggan Kompetitor 3. Pelanggan Setia Pola pembelian, Trend Penjualan & Potensi Consumer - Customer
- 14. Sales Training & Development 2004 2. PREPARATION ( PERSIAPAN ) Produk yang Tersedia Stock & SKU’s Lines Merchandising PeralatanPromosi Consumer / Trade leaflet Product katalog Laporan / Data Konsumen BP Report Externa l
- 15. Sales Training & Development 2004 2. PREPARATION ( PERSIAPAN ) Seragam yang bersih dan rapi Make up yang wajar Tidak ada bau mulut Tidak ada bau tubuh Fisik & Mental Internal ( Brand Presenter )
- 16. Sales Training & Development 2004 8 langkah8 langkah PenjualanPenjualan StructureStructure Commercial SellingCommercial Selling
- 17. Sales Training & Development 2004 8 Langkah Selling :8 Langkah Selling : 1) TIMING 2) GREETING 3) INTRODUCTION 4) ATTENTION 5) INTEREST 6) HANDLING OBJECTION 7) CLOSING 8) “ Say …THANK YOU “
- 18. Sales Training & Development 2004 1. Time atau waktu Perhatikan waktu…apakah kita datang menemui konsumen pada waktu yang tepat atau tidak. Perhatikan posisi , kondisi atau keadaan si Konsumen. Catatan : Waktu tidak tepat…Promosi GAGAL !
- 19. Sales Training & Development 2004 2. Greeting / salam Memberi tanda atau signal bahwa kita ingin berbicara atau menyampaikan sesuatu. Hampiri dan tersenyum. Berikan salam kepada calon konsumen Tatapmatanya pada saat berbicara.
- 20. Sales Training & Development 2004 3. Introducing / perkenalan Perkenalkan diri anda !!! Misalnya…: Saya Inul Mulyadi dari …. ingin memperkenalkan produk Nestle Kepada Ibu / Bapak.. Tentu saja sambil senyum… Menanyakan nama si calon Konsumen “ Kalau saya boleh tahu.. Nama Ibu/Bapak siapa ? “
- 21. Sales Training & Development 2004 4. Attention / perhatian Minta Waktu : “ Boleh minta waktunya sebentar..? “ Bertanya kepada calon Konsumen Menggali informasi, apa yg dibutuhkan atau dicari calon Konsumen Sampaikan maksud anda : “ Ibu/bapak..saya ingin menawarkan sesuatu manfaat/kegunaan bagi….” Catatan : . Dengarkan dengan baik apa yang ditanyakan / dikatakan pembeli . . Banyak bertanya kepada calon pembeli yang pasif.
- 22. Sales Training & Development 2004 5. Interest / menarik minat Bangkitkan minat calon Konsumen dengan menjelaskan Mengenai Hal-hal yang dapat menarik minat belinya Misalnya dengan : Jelaskan mengenai Produk - Benefit - Feature’s Harga yang menarik Promosi yang sedang berlangsung Catatan : Usahakan didalam tahap ini calon Konsumen memegang, melihat & memperhatikan produk yg ditawarkan
- 23. Sales Training & Development 2004 6. Handling objection / keberatan Handling Objection – Mengatasi penolakan. - Bersikap tenang & mendengarkan respon calon pelanggan - Berusaha untuk bertanya Hal apa yang menjadi keberatan Lakukan pertanyaan terbuka - Hindari berdebat, jangan pernah mengatasi penolakan dengan mengatakan kata “TIDAK !”, pakai kosa kata seperti: “ Benar bu, dan/karena….” “Ya, betul….dan/karena….”
- 24. Sales Training & Development 2004 7. Closing / Penutupan penjualan Closing = Jual!! Bagian ini adalah inti penjualan yang merupakan klimaks dari seluruh tahapan yg telah dilakukan. - Pastikan bahwa calon pelanggan sudah mengerti presentasi anda
- 25. Sales Training & Development 2004 7. Closing / Penutupan penjualan - Tahan beberapa detik ( Diam ) sambil menatap si pelanggan. - Lihat Buying signal yang terjadi. - Simpulkan semua pembicaraan dengan mengatakan “Baiklah, Ibu mau ambil yang ukuran mana?, 200 atau 400 gram?” “Selamat mencoba bu!”
- 26. Sales Training & Development 2004 8. Say thank you / Terimakasih Ucapkan terimakasih Jangan lupa selalu dengan senyum ! Ingat ! Pelanggan Akan selalu Mengingat Anda
- 27. Sales Training & Development 2004 Terima Kasih !
Hinweis der Redaktion
- History Nestlé’s success is matched by a distinguished history. Nestlé is the result of the merger in 1905 of the Anglo-Swiss Condensed Milk company, founded in 1866, with the Farine Lactee Nestlé SA. The later was founded in 1867, by the man whose name we still carry. He invented a product that saved the lives of children - and still does - an infant formula for children who cannot be breast-fed. He was a German immigrant to Switzerland called Henri Nestlé. Nestlé means "little nest" in his German dialect. And not surprisingly, he chose a bird's nest as his coat of arms The nest stands for the values of care, warmth, nourishment.... which Nestlé has remained faithful to. Since then we have a history of acquisitions that have helped shape Nestlé's success »
- History Nestlé’s success is matched by a distinguished history. Nestlé is the result of the merger in 1905 of the Anglo-Swiss Condensed Milk company, founded in 1866, with the Farine Lactee Nestlé SA. The later was founded in 1867, by the man whose name we still carry. He invented a product that saved the lives of children - and still does - an infant formula for children who cannot be breast-fed. He was a German immigrant to Switzerland called Henri Nestlé. Nestlé means "little nest" in his German dialect. And not surprisingly, he chose a bird's nest as his coat of arms The nest stands for the values of care, warmth, nourishment.... which Nestlé has remained faithful to. Since then we have a history of acquisitions that have helped shape Nestlé's success »
- History Nestlé’s success is matched by a distinguished history. Nestlé is the result of the merger in 1905 of the Anglo-Swiss Condensed Milk company, founded in 1866, with the Farine Lactee Nestlé SA. The later was founded in 1867, by the man whose name we still carry. He invented a product that saved the lives of children - and still does - an infant formula for children who cannot be breast-fed. He was a German immigrant to Switzerland called Henri Nestlé. Nestlé means "little nest" in his German dialect. And not surprisingly, he chose a bird's nest as his coat of arms The nest stands for the values of care, warmth, nourishment.... which Nestlé has remained faithful to. Since then we have a history of acquisitions that have helped shape Nestlé's success »
- History Nestlé’s success is matched by a distinguished history. Nestlé is the result of the merger in 1905 of the Anglo-Swiss Condensed Milk company, founded in 1866, with the Farine Lactee Nestlé SA. The later was founded in 1867, by the man whose name we still carry. He invented a product that saved the lives of children - and still does - an infant formula for children who cannot be breast-fed. He was a German immigrant to Switzerland called Henri Nestlé. Nestlé means "little nest" in his German dialect. And not surprisingly, he chose a bird's nest as his coat of arms The nest stands for the values of care, warmth, nourishment.... which Nestlé has remained faithful to. Since then we have a history of acquisitions that have helped shape Nestlé's success »
- History Nestlé’s success is matched by a distinguished history. Nestlé is the result of the merger in 1905 of the Anglo-Swiss Condensed Milk company, founded in 1866, with the Farine Lactee Nestlé SA. The later was founded in 1867, by the man whose name we still carry. He invented a product that saved the lives of children - and still does - an infant formula for children who cannot be breast-fed. He was a German immigrant to Switzerland called Henri Nestlé. Nestlé means "little nest" in his German dialect. And not surprisingly, he chose a bird's nest as his coat of arms The nest stands for the values of care, warmth, nourishment.... which Nestlé has remained faithful to. Since then we have a history of acquisitions that have helped shape Nestlé's success »
- History Nestlé’s success is matched by a distinguished history. Nestlé is the result of the merger in 1905 of the Anglo-Swiss Condensed Milk company, founded in 1866, with the Farine Lactee Nestlé SA. The later was founded in 1867, by the man whose name we still carry. He invented a product that saved the lives of children - and still does - an infant formula for children who cannot be breast-fed. He was a German immigrant to Switzerland called Henri Nestlé. Nestlé means "little nest" in his German dialect. And not surprisingly, he chose a bird's nest as his coat of arms The nest stands for the values of care, warmth, nourishment.... which Nestlé has remained faithful to. Since then we have a history of acquisitions that have helped shape Nestlé's success »
- History Nestlé’s success is matched by a distinguished history. Nestlé is the result of the merger in 1905 of the Anglo-Swiss Condensed Milk company, founded in 1866, with the Farine Lactee Nestlé SA. The later was founded in 1867, by the man whose name we still carry. He invented a product that saved the lives of children - and still does - an infant formula for children who cannot be breast-fed. He was a German immigrant to Switzerland called Henri Nestlé. Nestlé means "little nest" in his German dialect. And not surprisingly, he chose a bird's nest as his coat of arms The nest stands for the values of care, warmth, nourishment.... which Nestlé has remained faithful to. Since then we have a history of acquisitions that have helped shape Nestlé's success »
- History Nestlé’s success is matched by a distinguished history. Nestlé is the result of the merger in 1905 of the Anglo-Swiss Condensed Milk company, founded in 1866, with the Farine Lactee Nestlé SA. The later was founded in 1867, by the man whose name we still carry. He invented a product that saved the lives of children - and still does - an infant formula for children who cannot be breast-fed. He was a German immigrant to Switzerland called Henri Nestlé. Nestlé means "little nest" in his German dialect. And not surprisingly, he chose a bird's nest as his coat of arms The nest stands for the values of care, warmth, nourishment.... which Nestlé has remained faithful to. Since then we have a history of acquisitions that have helped shape Nestlé's success »
- History Nestlé’s success is matched by a distinguished history. Nestlé is the result of the merger in 1905 of the Anglo-Swiss Condensed Milk company, founded in 1866, with the Farine Lactee Nestlé SA. The later was founded in 1867, by the man whose name we still carry. He invented a product that saved the lives of children - and still does - an infant formula for children who cannot be breast-fed. He was a German immigrant to Switzerland called Henri Nestlé. Nestlé means "little nest" in his German dialect. And not surprisingly, he chose a bird's nest as his coat of arms The nest stands for the values of care, warmth, nourishment.... which Nestlé has remained faithful to. Since then we have a history of acquisitions that have helped shape Nestlé's success »