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Oral E4

melynadiallo

Created on November 11, 2024

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Transcript

Négociation Vente et Accompagnement de la Relation Client

DIALLO MELYNA BTS NDRC épreuve E4

start

LogoTooth

le lundi 6 janvier 2025 controle sur tous les cours QCM + expliqué le conbtexte rapide + 1 er fiche entonoire (cibblag et prospection, comment je fait en general et comment jia fait la pour ma nego + 2 ieme fiche ciblage et prospection (cadre du salon anim) fiche et diapo a terminer

information / historique de l'entreprise

distributeur dentaire

Chiffre d'affaire

cible : praticiens, cabinet dentaire, chirurgiens-dentiste

135 000 000€

Créer : Joel Dray en 1990

Partenariat 1995 avec Henry Schein

Site web

Sacré meilleur site par Microsoft Challenge

Capital social

100 000€

Références / Produits

35 000

salariés

entre 50 et 99

Entreprise B to B

Société en Nom Collectif

16 rue des Investisseurs, Crosne 91560

Concurrents

GACD Henry Schein

Politique Commercial / mix marketing

02

04

prix

promotion

politique de pénétration

réseaux sociaux, salon, bouche à oreilles

01

03

produit

place

consomable dentaire

canal court

SWOT / PESTEL

Mes missions

- prospection client, - qualification des prospects, - présentation des produits, - analyse des besoins du client, - négociation des offres commerciales, - fidélisation / suivi client

Zone de chalandise

nous fournissons les praticiens de la France et des Dom Tom

FRANCE

DOM TOM

Méthode de prospection

- e-mailling - téléphone / télévente - commercial sédentaire

Proposition d’offre de réaffectation de client / prospect

Fiche n°1

start

Ciblage et prospection

Démarche

  1. Analyse du portefeuille client (pipedrive)
  2. Fidéliser la clientèle et conserver le devellopement du portefeuille client avec l'accord de la responsable.
  3. Prospection téléphonique, appel des clients / prospects ayant un CA entre 0€ et 2000€ à MegaDengtal qui date des 2 dernière années afin de les réaffecter à mon prote feuille client.

Objectifs fixés

quantitatifs et qualificatifs

Quantitatifs : Haut : vente de la lampe iled II + de l’usage unique Bas : vente d’usage unique (MP MN) Replie : maintenir une relation avec le client / prospect (coordonnés échangés) Qualificatifs : - prise de contact, - promouvoir l’image de l’entreprise, - rdv au salon de l’ADF

Activité réalisées

Cible choisie : client / prospect avec un CA entre 0€ et 2000€ qui date des 2 dernière années afin de les réaffecter à mon prote feuille client. Outils utilisés : logiciels de l’entreprise (digis, pipedrive) et documentation (argumentaire, flyer, offre REA) Prise de rdv par tel pour proposer les offres REA et dans un 2ieme temp de l’usage unique.

+ info

Outisl mobilisés

  • Plaquette offre REA,
  • Logiciel DIGIS, pipedrive,
  • Flyer produits mega dental,
  • Site internet, 3CX,
  • Calculatrice,
  • Argumentaire de vente.

Résultats obtenus

  • Quantitatif :
atteint objectifs haut : vente de lampe iled II + de l’usage unique
  • Qualitatifs :
prise de contact réussie et promotion de l’image de l’entreprise + rdv au salon de l’ADF

Bilan réflexif

Atouts et des points d’appui

Solutions mises en œuvre

Propositions d’amélioration

- Fichier client bien qualifié - Leader du marché - Formations

- Campagne e- mailing + prospection / relance téléphonique - J’ai eu une reprogrammation d’un appel relance

+ produits en offres de REApour toucher le + de dentiste.

EXPLOITATION ET MUTUALISATION DE L’INFORMATION COMMERCIALE

Informations sur le marché

  • MegaDental opère sur le marché des fournitures dentaires.
  • Le milieu dentaire est en pleine croissance du à l’augmentation de la sensibilisation à la santé bucco-dentaire (vieillissement de la population), également une forte demande sur les soins esthétique (blanchiment dentaires, l’orthodontie).
  • Le milieu dentaire continue de se développer et offres de nombreuses opportunités, tant pour les professionnels que pour les patients.

Objectifs fixés

  • Fidéliser nos clients,
  • vendre au meilleur prix,
  • promouvoir l’image de l’entreprise.

Démarche de veille

source utilisées

Source d’informations : interne : le fichier client de l’entreprise qui dispose d’un CRM + des échanges avec les commerciaux

outils mobilisés

ogiciels CRM, DIGIS, pipedrive, porte feuille client, fichier client, boite mail professionnel, ordinateurs.

Contribution à l’expertise commerciale de l’organisation

J’ai découvert qu’il y avait une demande plus importante sur les offres gants non poudrés (noir) et j’ai remontés l’info à ma responsable.

Merci

Diallo Mélyna
  • historique
  • concurrent
  • mixe marketing + swot + pestel (parle que des element important) peux tous derouler mais pas parler de tous, utiliser terme marketing
  • annexe
  • avant pendant apres
  • type de prospection

présentation de lentreprise ciblage prospection mutualisation exploiter plus de chiffre parler du CRM

Les outils mobilisés

outils d'aide a la vente

calculette, logiciel DIGIS PIPEDRIVE, site internet, 3CX, ordinateur

outils de concrétisation

devis, bon de commande, facture

outils de communication

flyer, catalogue général, brochure offre REA

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  • Generate experiences with your content.
  • It’s got the Wow effect. Very Wow.
  • Make sure your audience remembers the message.

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Let the communication flow!

With Genially templates, you can include visual resources to wow your audience. You can also highlight a particular sentence or piece of information so that it sticks in your audience’s minds, or even embed external content to surprise them: Whatever you like! Do you need more reasons to create dynamic content? No problem! 90% of the information we assimilate is received through sight and, what’s more, we retain 42% more information when the content moves.

  • Generate experiences with your content.
  • It’s got the Wow effect. Very Wow.
  • Make sure your audience remembers the message.

Got an idea?

Let the communication flow!

With Genially templates, you can include visual resources to wow your audience. You can also highlight a particular sentence or piece of information so that it sticks in your audience’s minds, or even embed external content to surprise them: Whatever you like! Do you need more reasons to create dynamic content? No problem! 90% of the information we assimilate is received through sight and, what’s more, we retain 42% more information when the content moves.

  • Generate experiences with your content.
  • It’s got the Wow effect. Very Wow.
  • Make sure your audience remembers the message.

Got an idea?

Let the communication flow!

With Genially templates, you can include visual resources to wow your audience. You can also highlight a particular sentence or piece of information so that it sticks in your audience’s minds, or even embed external content to surprise them: Whatever you like! Do you need more reasons to create dynamic content? No problem! 90% of the information we assimilate is received through sight and, what’s more, we retain 42% more information when the content moves.

  • Generate experiences with your content.
  • It’s got the Wow effect. Very Wow.
  • Make sure your audience remembers the message.

Got an idea?

Let the communication flow!

With Genially templates, you can include visual resources to wow your audience. You can also highlight a particular sentence or piece of information so that it sticks in your audience’s minds, or even embed external content to surprise them: Whatever you like! Do you need more reasons to create dynamic content? No problem! 90% of the information we assimilate is received through sight and, what’s more, we retain 42% more information when the content moves.

  • Generate experiences with your content.
  • It’s got the Wow effect. Very Wow.
  • Make sure your audience remembers the message.

Got an idea?

Let the communication flow!

With Genially templates, you can include visual resources to wow your audience. You can also highlight a particular sentence or piece of information so that it sticks in your audience’s minds, or even embed external content to surprise them: Whatever you like! Do you need more reasons to create dynamic content? No problem! 90% of the information we assimilate is received through sight and, what’s more, we retain 42% more information when the content moves.

  • Generate experiences with your content.
  • It’s got the Wow effect. Very Wow.
  • Make sure your audience remembers the message.

Got an idea?

Let the communication flow!

With Genially templates, you can include visual resources to wow your audience. You can also highlight a particular sentence or piece of information so that it sticks in your audience’s minds, or even embed external content to surprise them: Whatever you like! Do you need more reasons to create dynamic content? No problem! 90% of the information we assimilate is received through sight and, what’s more, we retain 42% more information when the content moves.

  • Generate experiences with your content.
  • It’s got the Wow effect. Very Wow.
  • Make sure your audience remembers the message.

Got an idea?

Let the communication flow!

With Genially templates, you can include visual resources to wow your audience. You can also highlight a particular sentence or piece of information so that it sticks in your audience’s minds, or even embed external content to surprise them: Whatever you like! Do you need more reasons to create dynamic content? No problem! 90% of the information we assimilate is received through sight and, what’s more, we retain 42% more information when the content moves.

  • Generate experiences with your content.
  • It’s got the Wow effect. Very Wow.
  • Make sure your audience remembers the message.

Got an idea?

Let the communication flow!

With Genially templates, you can include visual resources to wow your audience. You can also highlight a particular sentence or piece of information so that it sticks in your audience’s minds, or even embed external content to surprise them: Whatever you like! Do you need more reasons to create dynamic content? No problem! 90% of the information we assimilate is received through sight and, what’s more, we retain 42% more information when the content moves.

  • Generate experiences with your content.
  • It’s got the Wow effect. Very Wow.
  • Make sure your audience remembers the message.

Got an idea?

Let the communication flow!

With Genially templates, you can include visual resources to wow your audience. You can also highlight a particular sentence or piece of information so that it sticks in your audience’s minds, or even embed external content to surprise them: Whatever you like! Do you need more reasons to create dynamic content? No problem! 90% of the information we assimilate is received through sight and, what’s more, we retain 42% more information when the content moves.

  • Generate experiences with your content.
  • It’s got the Wow effect. Very Wow.
  • Make sure your audience remembers the message.

Got an idea?

Let the communication flow!

With Genially templates, you can include visual resources to wow your audience. You can also highlight a particular sentence or piece of information so that it sticks in your audience’s minds, or even embed external content to surprise them: Whatever you like! Do you need more reasons to create dynamic content? No problem! 90% of the information we assimilate is received through sight and, what’s more, we retain 42% more information when the content moves.

  • Generate experiences with your content.
  • It’s got the Wow effect. Very Wow.
  • Make sure your audience remembers the message.

Got an idea?

Let the communication flow!

With Genially templates, you can include visual resources to wow your audience. You can also highlight a particular sentence or piece of information so that it sticks in your audience’s minds, or even embed external content to surprise them: Whatever you like! Do you need more reasons to create dynamic content? No problem! 90% of the information we assimilate is received through sight and, what’s more, we retain 42% more information when the content moves.

  • Generate experiences with your content.
  • It’s got the Wow effect. Very Wow.
  • Make sure your audience remembers the message.