{"id":10697,"date":"2019-04-04T16:16:00","date_gmt":"2019-04-04T14:16:00","guid":{"rendered":"https:\/\/swissbaker.ch\/?p=10697"},"modified":"2022-05-24T15:09:33","modified_gmt":"2022-05-24T13:09:33","slug":"conseils-et-temoignages-sur-la-vente","status":"publish","type":"post","link":"https:\/\/swissbaker.ch\/fr\/panissimo-news\/conseils-et-temoignages-sur-la-vente\/","title":{"rendered":"Conseils et t\u00e9moignages sur la vente"},"content":{"rendered":"\n<p><strong>Lors du Forum FBK, Elisabeth Ghio et Muriel Rey, ont abord\u00e9 chaque jour un nouveau th\u00e8me ayant trait \u00e0 la r\u00e9ussite commerciale. Les responsables de vente de Richemont ont donn\u00e9 des conseils en mati\u00e8re d\u2019hospitalit\u00e9, d\u2019harmonisation de la vente et de la production, de pr\u00e9sentation des marchandises et de vente \u00e9motionnelle.<\/strong><\/p>\n\n\n\n<p>Chaque jour de la FBK, pendant une demi-heure, Elisabeth Ghio, responsable de la vente et du commerce de d\u00e9tail chez Richemont, et\/ou Muriel Rey, formatrice, coach et responsable du commerce de d\u00e9tail chez Richemont Romandie, ont pr\u00e9sent\u00e9 diff\u00e9rents th\u00e8mes et interlocutrices. Et \u00e0 chaque fois, elles ont mis \u00e0 disposition des visiteurs un d\u00e9pliant r\u00e9sumant les principaux points expos\u00e9s. Ces derniers sont donc repartis avec beaucoup d\u2019astuces dispens\u00e9es en un rien de temps. Les interviews des deux professionnelles de la vente ont \u00e9t\u00e9 men\u00e9es par Claudia Vernocchi, vice-directrice de la BCS.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-vente-et-production-en-harmonie\">Vente et production en harmonie<\/h2>\n\n\n\n<p>Outre l\u2019hospitalit\u00e9 et la convivialit\u00e9, th\u00e8me trait\u00e9 dans la derni\u00e8re \u00e9dition de \u00ab\u2009panissimo\u2009\u00bb, Muriel Rey a \u00e9voqu\u00e9 le rapport entre la production et la vente, souvent sujet \u00e0 d\u00e9bat, \u2013 et pas seulement quand une tourte est trop haute pour le carton pr\u00e9vu pour elle. \u00ab\u2009Nous voulons la m\u00eame chose en production et en vente: avant tout des clients enthousiastes\u2009\u00bb, a expliqu\u00e9 Rey avant d\u2019ajouter\u2009: \u00ab\u2009La client\u00e8le veut conna\u00eetre l\u2019histoire qui se cache derri\u00e8re un produit.\u2009\u00bb Les collaborateurs devraient pour ce faire conna\u00eetre les visions et les produits de l\u2019entreprise. A titre d\u2019exemple, l\u2019oratrice a notamment sugg\u00e9r\u00e9 d\u2019envisager de d\u00e9guster en commun les nouveaux produits, d\u2019\u00e9changer temporairement les postes de travail et l\u2019id\u00e9e que, outre les retours n\u00e9gatifs, la vente transmette \u00e9galement les feedbacks positifs \u00e0 la production.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-presentation-des-marchandises\">Pr\u00e9sentation des marchandises<\/h2>\n\n\n\n<p>La proportion de clients \u00e9tant des acheteurs s\u2019en tenant strictement \u00e0 leur liste de courses est quasiment identique \u00e0 celle des acheteurs suppl\u00e9mentaires qui sont inspir\u00e9s par le point de vente, a expliqu\u00e9 Elisabeth Ghio. Il est donc primordial d\u2019accorder une importance particuli\u00e8re \u00e0 la pr\u00e9sentation des marchandises au meilleur point de vente. L\u2019oratrice a illustr\u00e9 ses propos \u00e0 l\u2019aide des exemples suivants, permettant d\u2019attirer l\u2019attention\u2009: accroche, lignes claires et vitrine chang\u00e9e au gr\u00e9 des heures et des saisons. L\u2019exp\u00e9rience montre qu\u2019un produit se vend mieux s\u2019il est bien pr\u00e9sent\u00e9.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-vente-emotionnelle\">Vente \u00e9motionnelle<\/h2>\n\n\n\n<p>\u00ab\u2009Nonante % des d\u00e9cisions d\u2019achat sont purement \u00e9motionnelles\u2009\u00bb, a soulign\u00e9 Elisabeth Ghio. \u00ab\u2009Plus d\u2019\u00e9motions positives, plus de chiffre d\u2019affaires.\u2009\u00bb L\u2019oratrice a ajout\u00e9 que les clients voulaient \u00eatre touch\u00e9s. Les \u00e9motions ne s\u2019effacent pas, une bonne ambiance ouvre le cerveau \u00e0 des arguments de vente. Et notre secteur a de merveilleux produits, fabriqu\u00e9s \u00e0 la main, avec amour, qui peuvent magnifiquement \u00eatre mis en sc\u00e8ne.<br>La client\u00e8le veut entendre des histoires et des \u00e9motions positives sur les produits, et elle appr\u00e9cie de pouvoir d\u00e9guster quelque chose de temps \u00e0 autre. Selon l\u2019exp\u00e9rience de Mme Ghio, une attitude ouverte et chaleureuse, le charisme, l\u2019enthousiasme et l\u2019empathie du personnel de vente contribuent \u00e9galement \u00e0 rendre une exp\u00e9rience d\u2019achat positive.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-precieuses-suggestions\">Pr\u00e9cieuses suggestions<\/h2>\n\n\n\n<p>Le fait qu\u2019outre la production, le commerce de d\u00e9tail ait \u00e9galement \u00e9t\u00e9 pr\u00e9sent\u00e9 de mani\u00e8re engag\u00e9e lors du Forum FBK a constitu\u00e9 un r\u00e9el enrichissement\u2009: de pr\u00e9cieuses suggestions ont pu \u00eatre propos\u00e9es aux visiteurs tant de la vente que de la production.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Lors du Forum FBK, Elisabeth Ghio et Muriel Rey, ont abord\u00e9 chaque jour un nouveau th\u00e8me ayant trait \u00e0 la r\u00e9ussite commerciale. Les responsables de vente de Richemont ont donn\u00e9 des conseils en mati\u00e8re d\u2019hospitalit\u00e9, d\u2019harmonisation de la vente et de la production, de pr\u00e9sentation des marchandises et de vente \u00e9motionnelle. Chaque jour de la FBK, pendant une demi-heure, Elisabeth [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":6320,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[46],"tags":[],"class_list":["post-10697","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-evenement"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v26.8 (Yoast SEO v26.8) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Conseils et t\u00e9moignages sur la vente | SBC<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/swissbaker.ch\/fr\/panissimo-news\/conseils-et-temoignages-sur-la-vente\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Conseils et t\u00e9moignages sur la vente\" \/>\n<meta property=\"og:description\" content=\"Lors du Forum FBK, Elisabeth Ghio et Muriel Rey, ont abord\u00e9 chaque jour un nouveau th\u00e8me ayant trait \u00e0 la r\u00e9ussite commerciale. 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