{"id":192,"date":"2018-11-16T11:30:58","date_gmt":"2018-11-16T11:30:58","guid":{"rendered":"https:\/\/mercuri.be\/success-stories\/brabantia-value-selling\/"},"modified":"2019-04-17T07:56:25","modified_gmt":"2019-04-17T07:56:25","slug":"brabantia-value-selling","status":"publish","type":"success-story","link":"https:\/\/mercuri.be\/fr\/exemples-de-reussites\/brabantia-value-selling\/","title":{"rendered":"Brabantia - Vente de valeur"},"content":{"rendered":"<h2 class=\"wp-block-heading\">La vente de valeur, un processus global<\/h2>\n\n\n\n<p><strong>Le d\u00e9fi<\/strong><\/p>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"alignright is-resized\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/11\/Brabantia.png\" alt=\"Brabantia\" width=\"134\" height=\"95\" \/><\/figure><\/div>\n\n\n\n<p>En 2013, la soci\u00e9t\u00e9 Brabantia a subi une transformation qui a vu l'entreprise familiale presque centenaire changer de direction. D'une \"entreprise solide\", comme elle s'appelait elle-m\u00eame, qui se concentrait sur la vente de produits solides, elle s'est orient\u00e9e vers le style et le design : \"con\u00e7u pour la vie\".<\/p>\n\n\n\n<p>Cela a un impact \u00e0 la fois sur le client et sur le d\u00e9taillant. Le d\u00e9fi consistait \u00e0 impliquer les vendeurs dans ce changement.<\/p>\n\n\n\n<p><strong>Notre solution<\/strong><\/p>\n\n\n\n<ol class=\"wp-block-list\"><li>Comprendre les leviers de la productivit\u00e9 et de l'efficacit\u00e9 commerciale. Comme apprendre \u00e0 appliquer la m\u00e9thodologie Mercuri RAC. Une gestion bas\u00e9e sur les activit\u00e9s et les capacit\u00e9s plut\u00f4t qu'une gestion bas\u00e9e sur les r\u00e9sultats pass\u00e9s. \"Quel type d'activit\u00e9s dois-je mener avec quels clients pour atteindre mes objectifs ?<\/li><li>Application de la vente de valeur : Comment vendre la valeur de votre produit et de votre organisation ? Il ne s'agit plus de produits individuels, mais de fid\u00e9lisation de la client\u00e8le, de continuit\u00e9 et d'autres objectifs du d\u00e9taillant. L'organisation commerciale doit donc penser et agir diff\u00e9remment<br><\/li><\/ol>\n\n\n\n<p>Le r\u00e9sultat<\/p>\n\n\n\n<p>Le mod\u00e8le RAC est int\u00e9gr\u00e9 dans les syst\u00e8mes (CRM) de Brabantia. Les employ\u00e9s y sont automatiquement guid\u00e9s sur la meilleure fa\u00e7on de planifier leurs activit\u00e9s et sur les priorit\u00e9s \u00e0 \u00e9tablir.<\/p>\n\n\n\n<p>En utilisant l'approche de la vente de valeur, ils ont appris \u00e0 d\u00e9couvrir le concept de valeur pour le client et \u00e0 adapter leurs services en cons\u00e9quence.<\/p>\n\n\n\n<div class=\"wp-block-button aligncenter\"><a class=\"wp-block-button__link\" href=\"\/wp-content\/uploads\/sites\/15\/2018\/11\/161024_brabantia_case_e_-_jv_1.pdf\">T\u00e9l\u00e9charger l'\u00e9tude de cas<\/a><\/div>\n\n\n\n<p style=\"text-align:center\"><a href=\"mailto:%20info@mercuri.be\">Courriel : info@mercuri.be<\/a><\/p>\n\n\n\n<p style=\"text-align:center\"><a href=\"tel:%20+3222450240\">T\u00e9l : +32 2 245 02 40<\/a><\/p>\n\n\n\n<div class=\"wp-block-button aligncenter\"><a class=\"wp-block-button__link\" href=\"https:\/\/mercuri.be\/fr\/contact\/\">Parlons-en !<\/a><\/div>","protected":false},"excerpt":{"rendered":"<p>Value Selling, een totaal proces De uitdaging In 2013 heeft het bedrijf Brabantia een transformatie doorgemaakt waarbij het bijna 100<\/p>","protected":false},"featured_media":193,"parent":0,"template":"","meta":{"_acf_changed":false,"_eb_attr":"","form_id":"","editor_notices":[]},"sector":[62,63],"country":[],"class_list":["post-192","success-story","type-success-story","status-publish","has-post-thumbnail","hentry","sector-b2b","sector-retail"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - 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