The planned visit eight-step process is one of the basic skills that every frontline sales representative must learn, and it is also the content that every supervisor trains new sales representatives on. If you need it, you can reply "Visit Eight Steps" in the official account to get the relevant training PPT download link.

Step 1: Preparation Before visiting customers each day, sales representatives should make appropriate preparations. These mainly include:

  • Check personal appearance. Sales representatives are the company's daily "brand promotion ambassadors," representing the company's image, product image, and even brand image in the eyes of customers. Therefore, a neat and unified external appearance and a good mental state can greatly bring customers a pleasant mood. It is hard to imagine a disheveled or sloppy sales representative leaving a good impression on customers. Sales representatives should keep their appearance and clothing tidy; men should shave cleanly, not have long hair, and not wear sandals or slippers in summer; women should not wear bizarre clothing or dye their hair; fingernails should be clean and not long. At the same time, the most important thing is to maintain a good mental state when facing customers.
  • Check customer information. Sales representatives should visit customers along a fixed route every day. Therefore, before visiting customers, they should check and carry the information of the customers to be visited that day, mainly including: terminal network distribution map, daily visit route table, terminal customer profile, terminal visit daily report, customer service card, delivery order (order), etc.
  • Prepare product visibility materials. Mainly include posters, price stickers, and related brand promotion activity DMs. Sales representatives should fully and reasonably use these visibility materials at terminals to correctly convey product information to consumers, effectively stimulate consumers' purchase desire, and thus build a good brand image.
  • Prepare cleaning supplies. Bring a clean cloth to assist in cleaning products on the floor stack or shelves at the terminal.

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Step 2: Check Atmosphere Advertising

  • Replace damaged or dirty promotional materials in a timely manner. After arriving at the terminal, sales representatives should first check the promotional materials originally posted or displayed at the terminal. Poorly appearing advertising materials can damage the product and brand image. Reposting new posters, price stickers, and display boards at the terminal can better establish a good brand image in front of consumers and promote product sales.
  • Check whether advertisements are posted and placed prominently and not covered by other items. Be good at discovering favorable positions and arranging them to improve the visual impact of promotional materials.

Step 3: Greet the Customer When entering the terminal store, smile and appropriately address the owner by name or as "Manager" to show your affinity and establish a good company image. At the same time, treat other people in the store with courtesy. When chatting with the customer, do not directly talk about ordering; instead, have a friendly conversation to understand their business situation, and even help the customer with ideas on how to improve their business performance and product sales in their store. Let the customer feel that you genuinely care about them, not just visiting for business reasons. Only by doing this consistently over time can a positive interaction between the sales representative and the customer be formed, laying a solid foundation for a strong customer relationship.

Step 4: Product Visibility Display Product visibility display is one of the most effective ways to increase sales at the point of sale. Sales representatives should execute product displays based on the actual conditions of the terminal. This mainly includes: checking the facing, quantity, and position of products on the floor stack and shelves; cleaning products with older dates and more dust using the cloth carried; arranging products according to the first-in, first-out principle; and striving for the best visual position and facing.

Step 5: Check Inventory After completing the product visibility display, sales representatives should count the terminal's inventory in category order. Only in this way can no product category be missed, and only in this way can the customer's actual inventory be accurately counted. When counting terminal inventory, it mainly includes counting inventory in two locations: display inventory and warehouse inventory. Display inventory mainly refers to products not yet sold on the terminal's shelves and floor stacks, while warehouse inventory refers to goods stored in the terminal's warehouse for replenishment. The sum of the inventory at both locations is the terminal's actual total inventory.

Step 6: Make Sales Confirmation After counting the terminal's inventory, sales representatives can propose order recommendations to the customer based on the 1.5 times safety stock principle. Ordering according to the "1.5 times safety stock" can prevent the customer from experiencing stockouts or shortages under normal business conditions, avoiding business losses, and can also help the customer effectively use space and funds, preventing product accumulation and ineffective capital occupation. Finally, the "1.5 times safety stock principle" combined with scientific inventory turnover can ensure that the products the customer provides to consumers are always fresh, thereby improving the terminal image and driving sales of other products.

The calculation formula for the "1.5 times safety stock principle" is as follows: Safety stock = actual sales volume since last visit × 1.5 Suggested order quantity = safety stock - current inventory

After proposing the suggested order quantity to the customer, the customer will often raise objections. Sales representatives should be good at handling customer objections and persuading customers to accept the suggested order quantity. During sales visits, sales representatives should proactively recommend new products and strive for full-line product distribution. If the company has terminal promotion activities, sales representatives should actively introduce the activity content and provide practical operational suggestions to customers, thereby striving to become the customer's professional marketing consultant.

Step 7: Use Customer Information to Obtain Orders After the sales visit, the salesperson should confirm the customer's order quantity again and fill in the order form according to the customer's actual order quantity. The order form clearly records the customer's name, address, phone number, customer type, last purchase quantity, inventory quantity, and other items. After placing the order, the sales representative should leave a customer service card with the terminal to better handle after-sales service and replenishment.

Step 8: Thank the Customer and Inform of Next Visit Time Every terminal customer is on the sales representative's planned visit route. After the visit, the sales representative should express gratitude and clearly inform the customer of the next visit time. This can deepen the customer's memory of the sales representative visiting at a fixed time, thereby helping the terminal customer form the habit of receiving the sales representative at a fixed time, and improving terminal customer satisfaction.

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