Visit Discovery client (prospect)

Purpose: To retrieve all the information necessary to know the client. Topics include: 1. Knowledge of the interlocutors 2. Customer needs, immediate, short, medium or long term 3. Motivations, challenges, 4. Our solutions, what we can make 5. Their benefits, 6. Objections if necessary 7. The presentation of EADS, our organization.

Ultimately to identify new opportunities we need to know:

Who are the decision makers, The potential of our products by product family, the need for new products or products requiring development Competition and market share, The existence of the framework agreement,(Check if they have any current one) Procurement policy.?????

Visit as part of a quotation or a request for quotation Client

Prior visit

Goal: To have all the elements in our possession will help to achieve a technical and commercial offer reflecting the expectations of the client (first ensure also to know the decision criteria). Visit presentation of offers Preparation of the visit Goal: To maximize our chances of being selected. Agenda to list the topics discussed, the purpose of the visit, Determine from the return of the initial offer, the price objectives, and the floor price (threshold below which we do not commit) The key questions: Our offer is corresponding to your request? o- Have we at any point answered your requirements ( technical, business, organization, logistics, etc..) ? If our offer matches to your request, you are ready to refer the affair to EADS CCQ? What you need to validate the assignment of this affair to EADS CCQ? Is there a blocking point does not allow a decision in our favor?

Visit of customer after specific cases. Purpose: to take report of the business and affairs, measure customer satisfaction Focus on the customer's business, forecasts for the short, medium or long term. Analysis of business resulted, the quality of services: take report of customer satisfaction. o Competence of teams, o Deadlines for submission of reports, o Responsiveness and reactivity to the problems encountered. General Follow up to determinate if the client satisfied with our services? How the customer perceives EADS CCQ- Indicators in place internally? : Cost, quality, time, responsiveness, formalized reports, etc.. o The time of responses to tenders , request, o The level of overall quality of our services, o Our Responsiveness and reactivity to the urgent specific requests o The time for submission of reports, o Clarity of reports o The technical responses to the different problems, o Commercial presence: number of visits / year, frequency sufficient or insufficient. What the customer expect as service from a such company as EADS CCQ: areas for improvement by product family, the strengths of EADS CCQ, the areas wish has to be improved.

Weekly report

Each sales Eng prepares for the Thursday before 14h, a weekly report containing at minimum the following: The big quote sent within a week The quote in the week earned The quote lost in the week The quote to be revive The quote to write Visits effected during the week Visits scheduled for next week Practical training: load factor last week Practical training: load factor for the week ahead Theoretical training: list of courses completed at least 80% for 4 weeks to come, and specific actions to complete the courses. Points on competition Any other business

The weekly meeting will be held from 16 to 17:30 every Thursday afternoon

3 Ways to beat the competition The high quality products or not provided by competitors Proximity to customers and responsiveness in our responses Competitive prices The 10 Commandments 1 - Identify and understand the real needs of the customer 2 - Selling products profitable growth areas 3 - Selling Products mastered (by business) 4 - Selling to targeted clients (80% and 20% of prospective customers) 5 - Control products and sales pitches 6 - Visit clients (300 visits per year) 7 - measure their satisfaction or dissatisfaction 8 - Be demanding in-house to protect their interests 9 - Be reactive and responsive 10 - Communicate, consult: o With the Technical Manager o With the sales management o With operational men products

AND LETS WORK AS TEAM