9、路跟踪”的要求执行跟线检查( 详见“线路跟踪”模块) 追踪业代在办公室,路途及售点内的每 个动作 Swire Beverages 34 直营预销员直营预销员 In OutletIn Outlet 54%54% In OfficeIn Office 20%20% On RouteOn Route 26%26% Total Working Hours 11 hours 16 minutes Commute Time = 24 minutes Calls per Day = 40 Cases per Day = 39 (每天销量每天销量) ACTIVITYTIMEDURATIONEARLIESTLA 。

10、TESTFLUCTUATION FROM HOME7:320:247:207:400:20 START WORK7:560:217:527:570:05 LEAVE FOR FIELD8:178:438:128:220:10 RETURN FROM FIELD17:001:4816:0117:181:17 END OF DAY19:1218:4519:230:38 Office End of Home Work Field Arrival Day From 7:327:568:17 17:0019:12 Start Leave for In- Office On RouteIn- Outlet 。

11、 On RouteIn- Office Activities Swire Beverages 35 直营预销员在售点直营预销员在售点 的时间的时间 50%50% 22%22% 24%24% 4%4% Account DevelopmentAccount DevelopmentMerchandisingMerchandising MiscMiscOrder GenerationOrder Generation ActivityTotal MinMin/Outlet Account Development I/Outlet - Communication (Sales)152.863.92 I/O 。

12、utlet - Promotion activity24.950.64 Subtotal177.814.56 Merchandising I/Outlet - Stocking warm32.330.83 I/Outlet - POS set-up22.550.58 I/Outlet - Stock inventory/rotation18.640.48 I/Outlet - Check outside adv.3.430.09 I/Outlet - Stocking cold2.560.07 I/Outlet - Travel with prod.0.570.01 I/Outlet - PO 。

13、S cleaning0.330.01 Subtotal80.412.06 Misc I/Outlet - Paper work32.890.84 I/Outlet - Communication (Non-Sales)23.460.60 I/Outlet - Waiting9.550.24 I/Outlet - Travelling8.810.23 I/Outlet - Telephone5.660.15 I/Outlet - Park/Move vehicle/Bike1.950.05 I/Outlet - Personal Time1.930.05 I/Outlet - Misc1.840 。

14、.05 Subtotal86.102.21 I/Outlet - Order generation15.100.39 Total In Outlet359.429.22 Activities Swire Beverages 36 直营预销员在途直营预销员在途, 在办公室的时间在办公室的时间 ActivityTotal Min In Office AM I/Off AM - Paper work/POP7.63 I/Off AM - Travelling3.53 I/Off AM - Meeting (General)6.61 I/Off AM - Misc1.53 I/Off AM - Com 。

15、munication(Non-Sales)0.81 I/Off AM - Personal time/Breakfast0.46 I/Off AM - Waiting0.38 I/Off AM - Vehicle/Bike Check0.29 I/Off AM - Telephone0.21 Subtotal21.44 In Office PM I/Off PM - Meeting (General)46.71 I/Off PM - Paper work31.39 I/Off PM - Communication(Sales)13.15 I/Off PM - Misc7.17 I/Off PM 。

16、 - Order Entry5.82 I/Off PM - Travelling5.43 I/Off PM - Communication(Non-Sales)3.27 I/Off PM - Telephone1.76 I/Off PM - Personal time/Meal1.03 I/Off PM - Waiting0.40 Subtotal116.14 Total In Office137.58 On Route Out of outlet Travel - Between Outlet95.54 Travel - From last outlet17.43 Travel - To F 。

17、irst Outlet10.52 Travel - Misc2.06 Travel - To Gas/fill0.15 Subtotal125.70 O/Outlet - Personal/Break Time50.51 Total Out of outlet176.21 Activities Swire Beverages 37 营业所主任的职责营业所主任的职责 培训培训, ,指导下属指导下属 培训和现场辅导以帮助业代改善服务质量 (参照“线路检查”模块) 今天问题,今天解决(利用在办公室时间指 导业代) 对下属员工表现进行评估 Swire Beverages 38 主任在售点的时间主任在售 。

18、点的时间 20% 68% 12% 0% Account DevelopmentMonitoringMiscOrder Generation ActivityTotal MinMin/Outlet Account Development S-I/Outlet - Communication (Sales)30.951.06 S-I/Outlet - Promotion activity0.110.00 Subtotal31.061.06 Misc S-I/Outlet - Travelling8.060.28 S-I/Outlet - Waiting4.410.15 S-I/Outlet - t 。

19、elephone2.990.10 S-I/Outlet - Communication (Non-Sales)2.390.08 S-I/Outlet - Personal Time0.650.02 S-I/Outlet - Misc0.370.01 S-I/Outlet - Paper work0.060.00 Subtotal18.920.65 Monitoring S-I/Outlet - Communication (business) 45.11 1.54 S-I/Outlet - Paper work19.790.68 S-I/Outlet - Check merchandising 。

20、14.770.50 S-I/Outlet - Merchandising10.490.36 S-I/Outlet - Check Availability6.190.21 S-I/Outlet - Coaching2.53 0.09 S-I/Outlet - handle customer complain2.190.07 S-I/Outlet - Confirm Inventory0.370.01 S-I/Outlet - Confirm delivery Note0.200.01 Subtotal101.633.47 Total In Outlet151.625.18 In field c 。

21、oaching Swire Beverages 39 营业所主任的职责营业所主任的职责 根据标准衡量根据标准衡量, ,检查评估执行工作检查评估执行工作 各线路的销售进度 按生动化标准实施 所有业代按规定服务政策拜访每家客户 送货到达市场资源的有效投放 Swire Beverages 40 营业所主任的职责营业所主任的职责 调整调整, ,改善销售的效益及线路的效率改善销售的效益及线路的效率 效率:避免浪费 拜访成功率 单点销量/一次订单量 在途时间,服务时间 拜访次序/频率 人均销量 Swire Beverages 41 In-Outlet Times Are Based On Trade Ch 。

22、annelsIn-Outlet Times Are Based On Trade Channels 营业所主任的职责营业所主任的职责 渠渠道道每每个个售售点点的的 服服务务时时间间( (分分钟钟) ) 超超市市3 30 0 小小型型超超市市1 15 5 传传统统杂杂货货店店9 9 酒酒吧吧9 9 酒酒楼楼9 9 快快餐餐1 10 0 住住宅宅1 12 2. .5 5 加加油油站站1 10 0 游游乐乐9 9 中中小小学学1 10 0 批批发发1 10 0 其其他他1 10 0 Swire Beverages 42 营业所主任的职责营业所主任的职责 调整调整,改善销售的效益及线路的效率改善销售的 。

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标题：营业所|营业所经理和主任的职责( 二 )