Planejar a Vendas em 3 planos

Quais são os 3 planos da venda?
 A venda deve ser planejada em 3 planos:  1) O plano da conta, 2) O plano das oportunidades e 3) o plano de visitas ou contatos. De acordo com o porte do cliente, momento e objetivos do cliente (e seus influenciadores), a equipe de venda deverá dar maior ou menor ênfase em cada um desses planos.
Essa visão diferenciada em 3 planos é importante para a formulação dos objetivos,  estratégias e prioridades na execução do processo de vendas. Esses três planos coexistem e têm diferentes focos (ou planos) de aperfeiçoamentos:
  • Plano da Conta – foca no gerenciamento do relacionamento com o cliente, classificado como chave. Estabelece os objetivos, o conjunto de oportunidades e avalia os riscos da conta. É o plano maior para atingir as metas da conta.
  • Plano de oportunidades – analisar estrategicamente suas oportunidades de vendas e traçar um plano de ação, com a finalidade de ter maior chance de sucesso em cada uma delas. O seu objetivo principal e alinhar o processo de venda com o processo de compra.
  • Plano de Visitas (Operacional) – também chamado plano dos contatos. Numa grande conta, dezenas de contatos poderão ser necessárias para fechar uma venda. Neste plano o Executivo de Contas planeja a próxima visita.

Conclusão: Estabeleça objetivos, estratégias e prioridades em 3 planos. Desenvolva conhecimento, habilidade e atitudes nesses 3 planos.

 

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