Buildsandsustainslong-termcustomerpartnerships

-Cultivatesrapportwithcustomer

-Responsivetocustomersneeds(returnsmessages,timelyfollowthrough)

-Maintainsup-to-dateinformationoncustomers(contacts,competition,products)

-Fulfillscustomerexpectationswithrealisticcommitments



ManagesTerritoryandAccounts

-Performstosalesbudget

-Maximizesface-to-facesellingandlimitsnon-sellingactivities

-Preparesdetailedcallplanforterritoryandindividualaccounts

-Forecastscustomerdemandbycustomerandproduct

-Managestimeeffectively

-Knowsattributes,tendenciesandneedsofallcustomersegments



UncoversCustomersneeds/opportunities

-Probescustomertouncoverneeds/opportunities

-Acknowledgesunderstandingofcustomerneeds/opportunities



Developssolutionstocustomerneeds/opportunities

Evaluatesneeds/opportunitiesandmatchesthemwithUnivarChina＇s&themanufacturer＇sproducts/services



Understandscustomer＇sbusiness

-Identifiescustomerdecisionmakingprocess

-Uncoversspecificcustomerrequirements


Conductseffectivesalescalls

-Doespre-callplanningforeverycall

-Useseffectivetechniquesduringpresentation

-Adaptspresentationstyletoneedsandexpectationsofthecustomer

-Respondstoquestionswithclearandto-the-pointanswers



Demonstratesproficientuseofsalesautomationtoolset

-UsesPCandrelatedsoftware(contactmanagementsoftware,informationwarehouse)

-UsesUVXinquiriestoanswerandsatisfycustomerinquiries

-Usesphonemail

-EntersandＵpdatesquotesasneeded

-UsesE-mail



Displayseffectiveinterpersonal&communicationskills(internal/external)

-Deliversinformationintermscustomers&associatesunderstand

-Activelylistens



DemonstratesknowledgeofUnivarChinaLtd

-Understandsmissionstatement&qualityprocess

-Understandspolicies&procedures

-Identifiespeopleintheorganizationwhocanprovidecustomerwithrequestedinformation

-Understandstheprofitabilitymodelandcustomersegmentation


DemonstratesunderstandingofUnivarChina＇sproductsandservices

-Understandsapplicationsofkeyproducts

-Understandscapabilities/limitationsofUnivarChina＇sservices

-Usesavailableresourcestolearnaboutproductsandindustries(tradejournals/shows,supplier

brochures/classes,supplierhotline,UnivarChinaexperts)

-Knowsourvalue-addedservices(EDI,CofAs,MSDS,VIMS)