Tools
The 2 primary tools used to do a business analysis in the Prioritize step
What are Spot Analysis & Business Triangle?
The 4 steps of the US Foods Selling Process
What are Prioritize, Prepare, Perform, Pursue?
Represents what a customer does well
What is a Strength?
The Four elements of the Opportunity Statement
What are Hook, Risk, Value Close?
This brings into line your Objectives with the Customer's Needs
What is the alignment statement?
The 3 sides of the Business Triangle
What are Menu, Operation, Stakeholders?
The Selling P where you do the evaluation
What is Prioritize?
Represents what areas of the business a customer may struggle with
What is a Pain Point?
This introduces the danger
What is Risk?
This is a clear statement that explains how your product/solution solves a customers' problem or improves their situation
What is the Opportunity Statement?
The 4 parts of the SPOT Analysis
What are Strengths, Pain Points, Opportunities, Threats?
The Selling P where you execute your Plan
What is Perform?
Represents outside forces that work against the business
What is a Threat?
A simple request for their time
What is Close?
You should reach this at the end of the alignment statement
What is Reach Agreement?
The 3 online tools you use in Prioritize
What are Merlin, Sous, US Foods Online?
The Selling P where you create your strategic plan of action
What is Prepare?
Represents a solution to our customers' needs
What is an Opportunity?
"Reduces your waste and increase your overall profits” is an example of this step in Opportunity
What is Value?
The 4 Key Components to Prepare
What are Value Proposition, Opportunity Statement, Alignment Statement, and Preparing for the Customer Conversation?
Analytics platform that provides "descriptive" data
What is Merlin?
The Selling P where you follow up
What is Pursue?
The area/square we focus on for penetration
What is Opportunity?
In the Opportunity Statement, what 3-letter phrasing should be used in the Hook step
What is "you" phrasing?
Statistical Data, Reviews, Trend Reports, and Profitability data can all be used as this
What are Proof Points?