{"id":269,"date":"2018-11-16T11:31:31","date_gmt":"2018-11-16T11:31:31","guid":{"rendered":"https:\/\/mercuri.be\/success-stories\/competitive-selling-the-6-battle-fields\/"},"modified":"2019-02-05T12:34:52","modified_gmt":"2019-02-05T12:34:52","slug":"vente-competitive-des-6-champs-de-bataille","status":"publish","type":"success-story","link":"https:\/\/mercuri.be\/fr\/exemples-de-reussites\/vente-competitive-des-6-champs-de-bataille\/","title":{"rendered":"Vente comp\u00e9titive - Les 6 champs de bataille"},"content":{"rendered":"<figure class=\"wp-block-image\"><img decoding=\"async\" src=\"https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/11\/Velux_Logo.png\" alt=\"Velux\" \/><\/figure>\n\n\n\n<p><strong>LE D\u00c9FI<\/strong><\/p>\n\n\n\n<p>Velux est une entreprise internationale qui vend des fen\u00eatres de toit. L'entreprise doit tenir compte de nombreuses parties prenantes : installateurs, distributeurs, architectes, etc. Le r\u00f4le des parties prenantes varie d'un pays \u00e0 l'autre, tout comme la situation concurrentielle.<\/p>\n\n\n\n<p>Velux segmente ses clients en fonction de leur attractivit\u00e9 et de leur attitude envers Velux, de positive \u00e0 n\u00e9gative. Velux a d\u00e9cid\u00e9 de se concentrer sur la transformation en clients des parties prenantes ayant un attrait \u00e9lev\u00e9 mais des attitudes n\u00e9gatives \u00e0 l'\u00e9gard de Velux. Pour ce faire, il \u00e9tait essentiel de trouver des moyens d'aider les vendeurs \u00e0 convaincre ces prospects. L'objectif \u00e9tait de maintenir et de p\u00e9renniser la position sur le march\u00e9 en am\u00e9liorant les comp\u00e9tences des vendeurs en mati\u00e8re de gestion des diff\u00e9rentes parties prenantes.<\/p>\n\n\n\n<p><strong>NOTRE SOLUTION<\/strong><\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"alignright\"><img decoding=\"async\" src=\"https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/11\/6BF_flags.png\" alt=\"Vente comp\u00e9titive - Les 6 champs de bataille\" \/><\/figure><\/div>\n\n\n<p>Velux a demand\u00e9 \u00e0 Mercuri International de l'aider \u00e0 relever ce d\u00e9fi en utilisant son approche des \"6 champs de bataille\" dans le cadre de sa m\u00e9thodologie Differentiated Selling\u00a9. Velux a con\u00e7u le projet ASE : Accelerating Sales Effectiveness.<\/p>\n\n\n\n<p>Les 6 champs de bataille sont enti\u00e8rement int\u00e9gr\u00e9s dans le projet ASE de Velux et leur approche fournit \u00e0 la force de vente de Velux un argumentaire puissant pour convaincre les clients dans une situation de forte concurrence.<\/p>\n\n\n\n<p><strong>LE R\u00c9SULTAT<\/strong><\/p>\n\n\n\n<p>Le programme a maintenant \u00e9t\u00e9 d\u00e9ploy\u00e9 dans 15 pays. Dans tous les pays o\u00f9 il a \u00e9t\u00e9 introduit, Velux constate un impact positif sur son activit\u00e9 et une augmentation de sa part de march\u00e9.<\/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\/160912_mi_case_study_velux_6bf_2.pdf\">T\u00e9l\u00e9charger le fichier<\/a><\/div>\n\n\n\n<p style=\"text-align:center\">Christian Devillez - <a href=\"https:\/\/mercuri.be\/fr\/195-2\/\" target=\"_blank\" rel=\"noreferrer noopener\">En savoir plus sur les 6 champs de bataille<\/a><\/p>\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><a href=\"tel:%20+32%20(0)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>DE UITDAGING Velux is een wereldwijd opererend bedrijf dat dakramen verkoopt. Het bedrijf heeft vele belanghebbenden om rekening mee te<\/p>","protected":false},"featured_media":271,"parent":0,"template":"","meta":{"_acf_changed":false,"_eb_attr":"","form_id":"","editor_notices":[]},"sector":[62,64],"country":[],"class_list":["post-269","success-story","type-success-story","status-publish","has-post-thumbnail","hentry","sector-b2b","sector-btc"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Competitive Selling - The 6 Battlefields - Mercuri Belgium<\/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:\/\/mercuri.be\/fr\/exemples-de-reussites\/vente-competitive-des-6-champs-de-bataille\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Competitive Selling - The 6 Battlefields - Mercuri Belgium\" \/>\n<meta property=\"og:description\" content=\"DE UITDAGING Velux is een wereldwijd opererend bedrijf dat dakramen verkoopt. 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