製品引き渡しまで来ると営業もホットしますね。
以前、生産財のマーケティングでお知らせしましたが、この段階から営業主導からサービス保守部門主導へと移っていきます。
私も製品搬入時には必ず立ち会いに必ず行きましたが、顧客の壁に搬入用のクレーンがぶつかり穴をあけたときには冷や汗が出ました。勿論、弁償です。
製品搬入後、テストして検収を上げてもらうまでは、営業の責任と私は考えています。
そして、研修があがったら顧客、特に予算作りから研修までご協力いただいた特別な顧客、を交えて飲み会。
営業として一番幸せな時間です。
では、Ronさんの営業を一読ください。
STEP #10 PRODUCT DELIVERIES: 製品の引き渡し
At the product delivery, the owners' manual or user guide (operations & service schedule) and warranty should be explained. This is the case for vehicle sales or any product with a use explanation.
引き渡し時のサポートを通じて新たな信頼関係の構築
For hardware accessories, selling to a national distributor, it is very important to discuss with the customer the delivery schedule and when the customer can launch the product in his country. Through their coordination, the salesman can offer product launch support, salesman product knowledge training and other merchandising ideas. Here again, this is all trust building activities. It adds value to the relationship.
In the case of a vehicle sale, after pre-delivery inspection (PDI) is completed by the technician, the salesman should receive the vehicle from the service department. The delivery is vital for continuation of business with the customer, as it is the Meeting & Greeting stage for the Service and Parts Departments in the case of a vehicle sale. This is also true for any type of equipment, which needs periodic maintenance and service.
After receiving the vehicle from the service department, the salesman should then go through his own inspection checklist to confirm everything works correctly.
The salesman should then call the customer and invite him to come to pick up the product. A presentation of the product operations, service schedule and warranty should be made. The customer should be introduced to the Service Manager or a Service Advisor.
顧客、製品および営業を入れて写真撮影（私の場合は飲み会）
Finally, a photograph of the customer, product and salesman should be taken. Three copies should be made, one sent to the customer with a thank you note, one for the salesman's files and one for a testimonial album or customer wall.
以前、生産財のマーケティングでお知らせしましたが、この段階から営業主導からサービス保守部門主導へと移っていきます。
私も製品搬入時には必ず立ち会いに必ず行きましたが、顧客の壁に搬入用のクレーンがぶつかり穴をあけたときには冷や汗が出ました。勿論、弁償です。
製品搬入後、テストして検収を上げてもらうまでは、営業の責任と私は考えています。
そして、研修があがったら顧客、特に予算作りから研修までご協力いただいた特別な顧客、を交えて飲み会。
営業として一番幸せな時間です。
では、Ronさんの営業を一読ください。
STEP #10 PRODUCT DELIVERIES: 製品の引き渡し
At the product delivery, the owners' manual or user guide (operations & service schedule) and warranty should be explained. This is the case for vehicle sales or any product with a use explanation.
引き渡し時のサポートを通じて新たな信頼関係の構築
For hardware accessories, selling to a national distributor, it is very important to discuss with the customer the delivery schedule and when the customer can launch the product in his country. Through their coordination, the salesman can offer product launch support, salesman product knowledge training and other merchandising ideas. Here again, this is all trust building activities. It adds value to the relationship.
In the case of a vehicle sale, after pre-delivery inspection (PDI) is completed by the technician, the salesman should receive the vehicle from the service department. The delivery is vital for continuation of business with the customer, as it is the Meeting & Greeting stage for the Service and Parts Departments in the case of a vehicle sale. This is also true for any type of equipment, which needs periodic maintenance and service.
After receiving the vehicle from the service department, the salesman should then go through his own inspection checklist to confirm everything works correctly.
The salesman should then call the customer and invite him to come to pick up the product. A presentation of the product operations, service schedule and warranty should be made. The customer should be introduced to the Service Manager or a Service Advisor.
顧客、製品および営業を入れて写真撮影（私の場合は飲み会）
Finally, a photograph of the customer, product and salesman should be taken. Three copies should be made, one sent to the customer with a thank you note, one for the salesman's files and one for a testimonial album or customer wall.
