壳牌经销商销售人员日常工作

周期性固定拜访

不同的客户性质需要两种不同的销售管理流程日常销售顾问式销售客户一般签有合同单一品牌或definedcompetitiveallocationsSPANCO&大客户管理流程BikeWorkshopOEM/FWSFastLubes(US)FleetsIndustrialcustomers车队电力采矿业农业金属加工业制造业超市US连所快速换油周期性固定拜访无合同,每日都需要争取市场分额/货架面积高度协销&消费者为品牌导向汽配店Manufacturing快速换油中心独立修理厂卡车换油点4S摩修店3S/4S2周期性固定拜访和SPANCOPConsumer•SingletonFWS•IWS•FastFit(independent)•FastLubes(WONA)•AutomotiveRetailers•ShellRetailStations周期性固定拜访•FWS(contracted)•IWS(contracted)•FastFit•FastLubes(US)•GeneralRetailers•AutomotiveRetailers商务运输业•FWS•IWS•FastFit•FastLubes•GeneralRetailers•AutomotiveRetailers•RetailServiceStationSectors•Fleet•CRT•Agriculture•ConstructionChannels•FWS•FastLubes•GeneralRetailers•AutomotiveRetailers•RetailServiceStation工业•Mining•Power•Food•Oil&Gas•AutomotiveComponents•PaperandPulpSPANCOP“周期性固定拜访和SPANCO是针对不同渠道/行业的销售流程.3为什么要执行周期性固定拜访?在多品牌渠道中提高产品的出现率满足客户协销的需求获得最好的货架空间和质量帮助客户,经销商和壳牌销售成长检查经销商销售代表的销售技能建设壳牌品牌4周期性固定拜访是针对另散客户的销售拜访过程基于大量另散的客户提高销售效率的独一无二方法就是坚定不移周而复始的执行周期性固定拜访每日销售流程就是不断重复认真地执行,应象军事化操练一样进行.周期性固定拜访市场调查t销售路线设计每日销售活动监督检查每日销售会议/辅导拜访流程:•周期性固定拜访报表t•Plan-o-gramopportunity•协销售•检查促销,协销竞争对手•达成协议&库存管理r.所有拜访重复同样步骤拜访下个客户t•库存检查•设定每日销售目标•SalesGenerator5TheShellDrillConductCensusSalesRouteEngineeringDailySalesActivityMonitoringDailySalesmeeting/CoachingCompleteSalesVisitRepeatforallscheduledDailyFollow-up市场调查找出所有的潜在客户Example:Bogotacity“cells”数据包括:

生意规模渠道种类(i.e.IWS)

现有供应商&目前使用品牌6TheShellDrillConductCensusSalesRouteEngineeringDailySalesActivityMonitoringDailySalesmeeting/CoachingCompleteSalesVisitRepeatforallscheduledDailyFollow-up每个销售拜访都应做到核心的协销工作,以争取最大机会完成当天拜访目标.产品/价格/陈列位置/促销/品牌知名度/新产品分销Plan-o-gramimplementation协销/店招机会促销机会在每日跟踪记录表中应将总结当天的拜访结果CustomerTrafficUltraPlusSuperSuperHighKmStandardMerchandising(Bunting)SalesPromotionPlan-o-gramimplementation7周六周五周四周三周二周一TheShellDrillConductCensusSalesRouteEngineeringDailySalesActivityMonitoringDailySalesmeeting/CoachingCompleteSalesVisitRepeatforallscheduledDailyFollow-up区域销售拜访路线,应当客户的地理位置和用油潜力来制定.区域覆盖计划应反应出“现有和潜在客户”的情况,以及销量潜力(客户分类)为保证合适的拜访频率,拜访路线应根据MI系统的跟踪记录来定期重新评估线路的合理有效性.壳牌和经销商共同制定区域覆盖计划应8周期性固定拜访使用工具TheShellDrillConductCensusSalesRouteEngineeringDailySalesActivityMonitoringDailySalesmeeting/CoachingCompleteSalesVisitRepeatforallscheduledDailyFollow-upStore:1-Checkhowconsumersseeourproducts(product)YESNOTheShellLubricantsproductsarecleanTheShellLubricantsproductsdonotleakLubebay:nocontaminant(water)canenterShellLubricantsbulksShellLubricantsproductsarenotusedascontainersortrashcansShellLubricantspackaginghavenovisualproblems(labels,bottles)2-Checkifconsumerscaneasilypurchaseourproducts(position)YESNOShellLubricantsproductsareseenfromtheentranceShellLubricantsproductscanbeseenfromthecashdesk(AutomotiveRetailers)ConsumerscanaccesstheShellLubricantsproducts(GeneralRetailers)CounteremployeescaneasilyaccesstheShellLubricantsproducts(nationalretailers)ShellLubricantsproductsfitontheshelves3-CheckthatyourproductshaverelevantpricingYESNOShellLubricantsproductshaveaclearpriceShellLubricantsproductshavenopricestickeronthepecten/labelShellLubricantsproductshavecoherentpriceamongtiersandpacksShellLubricantsproductshavepricesclosetotherecommendedprice4-CheckhowPointOfPurchase(POP)elementssupportyourproductsYESNOOurPOPsaremorevisiblethancompetitors

OurPOPsareupdatedandcarrythenewpositioning

NocompetitivePOPisclosetoourproductsOurPOPsareclean5-OurproductsaredisplayedfollowingthePerformancepackagetoolYESNOConsumerscanfindourproductsquicklyOurproductsareontheshelf/donotsufferstockouts6-CounteremployeesaremyambassadorinthestoreYESNOCounterpeopleknowtheShellLubricantsbrandsandarehappytosellthemCounterpeoplecananswerconsumersquestionsonourproductsIfcounterpeoplehaveShellLubricantsclothing,thosearecleanandwellmaintained*ThestorechecklistshouldbeusedatstorelevelandfilledeachtimeasalespersonvisitsastoreSHELLDRILLSTORECHECKLIST*Date:ShellLubricantsDistributorProgramDrillStoreChecklistStore:1-Checkhowconsumersseeourproducts(product)YESNOTheShellLubricantsproductsarecleanTheShellLubricantsproductsdonotleakLubebay:nocontaminant(water)canenterShellLubricantsbulksShellLubricantsproductsarenotusedascontainersortrashcansShellLubricantspackaginghavenovisualproblems(labels,bottles)2-Checkifconsumerscaneasilypurchaseourproducts(position)YESNOShellLubricantsproductsareseenfromtheentranceShellLubricantsproductscanbeseenfromthecashdesk(AutomotiveRetailers)ConsumerscanaccesstheShellLubricantsproducts(GeneralRetailers)CounteremployeescaneasilyaccesstheShellLubricantsproducts(nationalretailers)ShellLubricantsproductsfitontheshelves3-CheckthatyourproductshaverelevantpricingYESNOShellLubricantsproductshaveaclearpriceShellLubricantsproductshavenopricestickeronthepecten/labelShellLubricantsproductshavecoherentpriceamongtiersandpacksShellLubricantsproductshavepricesclosetotherecommendedprice4-CheckhowPointOfPurchase(POP)elementssupportyourproductsYESNOOurPOPsaremorevisiblethancompetitors

OurPOPsareupdatedandcarrythenewpositioning

NocompetitivePOPisclosetoourproductsOurPOPsareclean5-OurproductsaredisplayedfollowingthePerformancepackagetoolYESNOConsumerscanfindourproductsquicklyOurproductsareontheshelf/donotsufferstockouts6-CounteremployeesaremyambassadorinthestoreYESNOCounterpeopleknowtheShellLubricantsbrandsandarehappytosellthemCounterpeoplecananswerconsumersquestionsonourproductsIfcounterpeoplehaveShellLubricantsclothing,thosearecleanandwellmaintained*ThestorechecklistshouldbeusedatstorelevelandfilledeachtimeasalespersonvisitsastoreSHELLDRILLSTORECHECKLIST*Date:ShellLubricantsDistributorProgramDrillStoreChecklistTHESHELLDRILL-SALEROUTECALLSHEETSalesman:DistributorNameRoutedateSupervisorApprovalRouteNumberSALESOBJECTIVESSALESREMITTANCERTOStocklevel(AllBrands)PotentialAvailability;1-ShellProductinthestore2-Shelfspace3-ProductMixRec'dPayment#Account#NameContactNameAddressTelephone(liters)Target(liters)Amount$CollectionsOR/PR#1ASACPARTS&ACCALLANCAPENDITJPRIZALST.2107PEOPLEPARTSSUPPLYJOJOUYJPRIZALST.3321JMBAUTOSUPPLYLOURDESBATALLAMARCOSHI-WAY437REY'SAUTOSUPPLYRICHARDBARIOSN.ROXASST.538A.M.PACLEBINT.CORP.,INCCHRISTOPHERAPACLEBBAYANBAYANANAVE642LUKBAN'SAUTOSUPPLYPAULOT.LUKBANBAYANBAYANANAVE729-ANORTHBAYAUTOSUPPLYDANNYBALITEBAYANBAYANANAVE866RBSTOREBABYLOPEZBAYANBAYANANAVE9##################CustomerActualSaleInvoicedVOLUME(LitersandDollars)DrillCallSheetTHESHELLDRILL-SALEROUTECALLSHEETSalesman:DistributorNameRoutedateSupervisorApprovalRouteNumberSALESOBJECTIVESSALESREMITTANCERTOStocklevel(AllBrands)PotentialAvailability;1-ShellProductinthestore2-Shelfspace3-ProductMixRec'dPayment#Account#NameContactNameAddressTelephone(liters)Target(liters)Amount$CollectionsOR/PR#1ASACPARTS&ACCALLANCAPENDITJPRIZALST.2107PEOPLEPARTSSUPPLYJOJOUYJPRIZALST.3321JMBAUTOSUPPLYLOURDESBATALLAMARCOSHI-WAY437REY'SAUTOSUPPLYRICHARDBARIOSN.ROXASST.538A.M.PACLEBINT.CORP.,INCCHRISTOPHERAPACLEBBAYANBAYANANAVE642LUKBAN'SAUTOSUPPLYPAULOT.LUKBANBAYANBAYANANAVE729-ANORTHBAYAUTOSUPPLYDANNYBALITEBAYANBAYANANAVE866RBSTOREBABYLOPEZBAYANBAYANANAVE9##################CustomerActualSaleInvoicedVOLUME(LitersandDollars)DrillCallSheetPositiveSellingandOverallAttitudeDidyoukickoffthemeetingwithastronggreetingtoeachsalesrepandaremindertohavefuntoday?DidyouremindeachsalesrephowgreatitistosellShelllubricants(Helix/Rimula)?Didyouremindsalesrepsthatcustomersbuymorefromsalesrepstheylikeandwholovetheirproducts?Didyoucoachthosenotshowingtherightpositiveattitude?Didyouconsolidatethedifferentadministrativeinformationfrompreviousdays?YESNOSalesRoutefromeachsalesrepKeyPerformanceIndicatorsfromeachsalesrepandoverallteamPromotionalmaterialandShellCorporateInformationDidyouinitiatethemeetingbyshowingsalesresultssofar(Individuallyandcollectively)?YESNOPenetrationCoverageVolume(TargetandActual)EffectivenessDidyouchallengeindividualsalesrouteforthedaybypickingthreeorfourcustomersandunderstandingtheirhistory?YESNOCustomerreactiontothecurrentpromotionLastsalesobjectiveinsalesrepvisitLastvolumesalescomparewithcustomerpotentialDidyouunderstandthehistoryofthethreeorfourcustomersthatyouarechallengingYESNOHowmanysalesvisit?Whatisthefrequency?HowmuchhasheboughtfromShellandwhatisthepotential?Haveyoutalkedaboutabrandpowerstoryorsalessuccessstorydailyduringtheweek?YESNOHowdidyousalemore?Howisthebrandrecognized?SALESMANAGERMEETINGCHECKLISTSDailysalesMeeting:Date:ShellLubricantsDistributorProgramDailyMeetingChecklistPositiveSellingandOverallAttitudeDidyoukickoffthemeetingwithastronggreetingtoeachsalesrepandaremindertohavefuntoday?DidyouremindeachsalesrephowgreatitistosellShelllubricants(Helix/Rimula)?Didyouremindsalesrepsthatcustomersbuymorefromsalesrepstheylikeandwholovetheirproducts?Didyoucoachthosenotshowingtherightpositiveattitude?Didyouconsolidatethedifferentadministrativeinformationfrompreviousdays?YESNOSalesRoutefromeachsalesrepKeyPerformanceIndicatorsfromeachsalesrepandoverallteamPromotionalmaterialandShellCorporateInformationDidyouinitiatethemeetingbyshowingsalesresultssofar(Individuallyandcollectively)?YESNOPenetrationCoverageVolume(TargetandActual)EffectivenessDidyouchallengeindividualsalesrouteforthedaybypickingthreeorfourcustomersandunderstandingtheirhistory?YESNOCustomerreactiontothecurrentpromotionLastsalesobjectiveinsalesrepvisitLastvolumesalescomparewithcustomerpotentialDidyouunderstandthehistoryofthethreeorfourcustomersthatyouarechallengingYESNOHowmanysalesvisit?Whatisthefrequency?HowmuchhasheboughtfromShellandwhatisthepotential?Haveyoutalkedaboutabrandpowerstoryorsalessuccessstorydailyduringtheweek?YESNOHowdidyousalemore?Howisthebrandrecognized?SALESMANAGERMEETINGCHECKLISTSDailysalesMeeting:Date:ShellLubricantsDistributorProgramDidthesalesrepinitiatesalesvisitwithapositivegreetingtocustomerstaff?YESNOMechanicsCounterstaffOwnerDidthesalesrepfollowupthestorechecklists?YESNOCheckhowconsumersseeourproducts(product)Checkifconsumerscaneasilypurchaseourproducts(position)CheckyourproductshavearelevantpricingCheckhowPointOfPurchase(POP)elementssupportyourproductsCheckcounteremployeesasourambassadorinthestore:Summarizekeyfindingaboutstorecheck,completesalescallsheetandorganizesalesspeechDidthesalesreporganizethesalesoffering?YESNOIsthecurrentsalesofferalignedwithoverallbrandposition?Isthecurrentpackageofferalignedwithoverallproductposition?Suggestrightproduct/packagesaleDidthesalesrepacknowledge/listencustomerreaction?YESNOProductOfferingValueofferingDidthesalesrepManageobjectionsappropriatelyandclosethedeal?YESNOPriceObjectionsProductObjectionsBrandObjectionsClosingprocess-askfortheorder?TakeordersDidthesalesrepmaintainapositive/enjoyableattitudethroughoutthesalescall?YESNOGoodrapport?Usinggoodrelationshiptobetterunderstandcustomerneeds?RemainprofessionalatalltimesinrepresentingShellandourbrands?RemindersforallsalescoachesYouaretheretocoachandbuildsalesclosingcapability-trytoobserveandnottalk-coachafterwardYouarenottheretocloseeachsale-thiswillunderminethesalesrep'scredibilitywithcustomerAskrepopenquestionsaftercallstogetthemtodiagnosethemselvesovertime-Howdoyouthinkthatcallwent-whatwouldyoudodifferently-dothesame-whatarethatcustomers'smainneeds?UseShellSalesCoachingCDtoimproveyourcoachingstyleSALESMANAGERCOACHINGCHECKLISTSDailysalescallDate:ShellLubricantsDistributorProgramSalesCoachingChecklistDidthesalesrepinitiatesalesvisitwithapositivegreetingtocustomerstaff?YESNOMechanicsCounterstaffOwnerDidthesalesrepfollowupthestorechecklists?YESNOCheckhowconsumersseeourproducts(product)Checkifconsumerscaneasilypurchaseourproducts(position)CheckyourproductshavearelevantpricingCheckhowPointOfPurchase(POP)elementssupportyourproductsCheckcounteremployeesasourambassadorinthestore:Summarizekeyfindingaboutstorecheck,completesalescallsheetandorganizesalesspeechDidthesalesreporganizethesalesoffering?YESNOIsthecurrentsalesofferalignedwithoverallbrandposition?Isthecurrentpackageofferalignedwithoverallproductposition?Suggestrightproduct/packagesaleDidthesalesrepacknowledge/listencustomerreaction?YESNOProductOfferingValueofferingDidthesalesrepManageobjectionsappropriatelyandclosethedeal?YESNOPriceObjectionsProductObjectionsBrandObjectionsClosingprocess-askfortheorder?TakeordersDidthesalesrepmaintainapositive/enjoyableattitudethroughoutthesalescall?YESNOGoodrapport?Usinggoodrelationshiptobetterunderstandcustomerneeds?RemainprofessionalatalltimesinrepresentingShellandourbrands?RemindersforallsalescoachesYouaretheretocoachandbuildsalesclosingcapability-trytoobserveandnottalk-coachafterwardYouarenottheretocloseeachsale-thiswillunderminethesalesrep'scredibilitywithcustomerAskrepopenquestionsaftercallstogetthemtodiagnosethemselvesovertime-Howdoyouthinkthatcallwent-whatwouldyoudodifferently-dothesame-whatarethatcustomers'smainneeds?UseShellSalesCoachingCDtoimproveyourcoachingstyleSALESMANAGERCOACHINGCHECKLISTSDailysalescallDate:ShellLubricantsDistributorProgram销售辅导检查表销售管理监督检查FillininfoinYellowCellsBlueCellsarecomputedautomatically1234567891011121314151617181920212223TotalCallsPlanned161616161616161616161616192CallsMade151613161215161614151115174SalesMade35422864171346Coverage94%100%81%100%75%94%100%100%88%94%69%94%#######################################################91%Effectiveness20%31%31%13%17%53%38%25%7%47%9%20%#######################################################26%Penetration18%PortfolioMix3.22.123.41.521.83.33.11.92.34.12.22.5CallsPlanned16161616161616161616161616208CallsMade777777777777791SalesMade354228641713248Coverage44%44%44%44%44%44%44%44%44%44%44%44%44%##################################################44%Effectiveness43%71%57%29%29%114%86%57%14%100%14%43%29%##################################################53%Penetration16%PortfolioMix2.12.12.12.12.12.12.12.12.12.12.12.12.12.1CallsPlanned5555555555555CallsMade3333333333333SalesMade3542286417143Coverage60%60%60%60%60%60%60%60%60%60%60%############################################################60%Effectiveness100%167%133%67%67%267%200%133%33%233%33%############################################################130%Penetration16%PortfolioMix3.83.83.83.83.83.83.83.83.83.83.83.8CallsPlanned161616161616161616144CallsMade151613161215161614133SalesMade35422864135Coverage94%100%81%100%75%94%100%100%88%######################################################################92%Effectiveness20%31%31%13%17%53%38%25%7%######################################################################26%Penetration8%PortfolioMix3.22.123.41.521.83.33.12.5CallsPlanned16161616161616161616161616208CallsMade15161316121516161415111514188SalesMade354228641713248Coverage94%100%81%100%75%94%100%100%88%94%69%94%88%##################################################90%Effectiveness20%31%31%13%17%53%38%25%7%47%9%20%14%##################################################26%Penetration48%PortfolioMix11111111111111.0TotalCustomersintheArea250300270450100n/an/aWorkingDayn/aNameJayStewartJamesAhmedBongMangalitName4Name5Name4Name5JayStewartMAYJamesAhmedBongMangalitn/an/aDrillKPIMonitoringMaySalesDrillResults2.52.13.82.51.00%20%40%60%80%100%120%140%JayStewartJamesAhmedBongMangalitName4Name50.00.51.01.52.02.53.03.54.0CoverageEffectivenessPenetrationPortfolioMixSalesmanandDistributorMonitoring每日例会检查表9每日例会检查表

帮助销售经理召开每日销售例会的实用工具会议目的在于关注销售人员,创造跨团队的学习和保持公司的文化如果带领多个销售团代队,销售经理应轮流参加不同团队的会议销售经理应每天和一个销售人员进行联合拜访,当天至少拜访该销售人员1/2的销售路线.

如果不能召开面对面现场会议,可选择虚拟会议的形式.DailyMeetingChecklistTheShellDrillConductCensusSalesRouteEngineeringDailySalesActivityMonitoringDailySalesmeeting/CoachingCompleteSalesVisitRepeatforallscheduledDailyFollow-up10每日例会/每周例会会议检查表

帮助销售经理召开每日销售例会的实用工具，总结昨天检查结果，强调今天KPI，鼓舞士气，整装待发。Passion+Focus

在运行初期，要求必须召开每天早会和每周例会。如果带领多个销售团代队,销售经理应轮流参加不同团队的会议销售经理应每天和一个销售人员进行联合拜访,当天至少拜访该销售人员1/2的销售路线.

如果不能召开面对面现场会议,可选择虚拟会议的形式.（合理路线划分、解决实际问题、纪律）11每日拜访记录表该表可从DPMS系统打印出来，由业务员填写“查卖钱画写”信息后交给系统录入员；1）"库存”指壳牌库存箱数；2）"陈列”必须填0，1，2三个数字。3）“订单”、“货款”、“5P"用打勾的方法填写，有发生则打勾，无则空白；4）如有客户意见、促销、竞争对手信息、特殊跟进情况及订单明细等填写在“备注”栏；对于没有安装DPMS系统的经销商，需要打印出来给业务员填写12路线客户资料表该表所有信息均可从DPMS系统打印生成；对于没有安装DPMS系统的经销商，需要直接在EXCEL表格中输入后打印出来；该表的作用是固定路线的客户信息，它记录了每一条路线的客户拜访顺序、主要客户信息。当其中的客户信息更新或增减客户时，该表格必须及时更新13销售辅导检查表

帮助销售经理和壳牌ICAM进行销售人员周期性固定拜访的辅导工具.

此工具和拜访纪录表保持一致.

联合拜访后即使给到销售人员反馈.

联合拜访是至少要拜访当天1/2的销售人员的拜访路线,(1-2个拜访不能获得全面的了解),特别重要的是千万不能要销售代表临时设计路线.

该工具包含一些销售辅导技能关注于经销商的培训-通过销售辅导来实现.SalesCoachingChecklistTheShellDrillConductCensusSalesRouteEngineeringDailySalesActivityMonitoringDailySalesmeeting/CoachingCompleteSalesVisitRepeatforallscheduledDailyFollow-up14销售辅导检查表

帮助经销商销售经理和壳牌ICAM进行销售人员周期性固定拜访的辅导工具.同时，更贴近了解市场和业务人员的实际情况，及时反应和问题解决。RefertoShellcoachingculture,skillandprocess.

此工具和拜访纪录表保持一致.

联合拜访后即使给到销售人员反馈.

联合拜访是至少要拜访当天1/2的销售人员的拜访路线,(1-2个拜访不能获得全面的了解),特别重要的是千万不能要销售代表临时设计路线.关注于经销商的培训-通过销售辅导来实现.15拜访记录表DrillCallSheet

每日销售拜访报表每日销售路线中下单客户名单客户目标制定跟踪:

销售信息收集库存检查表的使用销售促进的使用竞争对手促销/货架空间问题解决/下步计划

FeedsintocensusupdateandoverallDrillmanagementprocessesTheShellDrillConductCensusSalesRouteEngineeringDailySalesActivityMonitoringDailySalesmeeting/CoachingCompleteSalesVisitRepeatforallscheduledDailyFollow-up16库存检查表

销售人员每日使用标准的表格和销售拜访记录表联合使用优化协销活动的一种方法在销售辅导流程中要回顾保证品牌的专注和一致帮助客户业务增长DrillStoreChecklistTheShellDrillConductCensusSalesRouteEngineeringDailySalesActivityMonitoringDailySalesmeeting/CoachingCompleteSalesVisitRepeatforallscheduledDailyFollow-up17销售促进

销售代表提高产品出现率的工具

Beginwithstore’scurrentoffer

强调在市场和渠道上总的消费者的期望(品牌市场分额或品牌偏好分额)

如果没有充分的陈列可能丢失销售机会通过产品货架陈列,可以帮助业务员提高业绩但…..我们也开展强劲的品牌促销活动来拉动消费者SalesGeneratorTheShellDrillConductCensusSalesRouteEngineeringDailySalesActivityMonitoringDailySalesmeeting/CoachingCompleteSalesVisitRepeatforallscheduledDailyFollow-up18监督检查表

便于经销商监督每日销售进展/在每日晨会上来指导销售人员帮助经销商完成双周和月报告便于经销商经理开展联合销售拜访TheShellDrillConductCensusSalesRouteEngineeringDailySalesActivityMonitoringDailySalesmeeting/CoachingCompleteSalesVisitRepeatforallscheduledDailyFollow-up19DrillKPI执行跟踪表Failtoreview,Failtoplan.MaySalesDrillResults2.13.82.51.00%120%140%BongMName4Name50.00.51.01.52.02.53.03.54.0MaySalesDrillResults3.82.51.020%40%60%80%100%120%140%BonName4Name50.00.51.01.52.02.53.03.54.0该表显示每个业务员每天的路线拜访完成情况及每月的汇总情况，是主管早会/周会回顾业绩表现的重要数据来源计划拜访客户数量=业务员当天的“路线拜访日报表”上的客户数量实际拜访客户数量=当天实际拜访的客户数量现场订单客户数量=现场下订单的客户数量壳牌陈列客户数量=“陈列”处填写“1”或“2”的客户数量该表可以从DPMS系统生成，没有安装DPMS的经销商需要手工填写，建议由CSC或主管完成20月报表

便于经销商比较每个销售人员的业绩经销商与经销商之间的业绩对比发现并分享好的经验找出更有价值的流程,使壳牌和经销商能行之有效地开发市场TheShellDrillConductCensusSalesRouteEngineeringDail