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?
This is the P stage where Practice falls.
What is Prepare?
Increased Gross Profits, Reduce Waste, Saves Time, Increased Satisfaction is an example of this for our customer.
What is a Benefit?
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 is where you do active listening.
What is Perform?
Precut, Fully Cooked, Individually, Wrapped, On Trend, Compostable are examples of this.
What is a Feature?
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?
What many sellers fear.
What is Ask for the Sale?
EGO Stands for this.
What are Establishment Questions, Goal Questions, Obstacle Questions?
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?
Something sellers should do more of.
What is listen?
The Strategy we use to help Handle Resistance.
What is the Apart Strategy?
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?
The statement where you state your name and why you are there.
What is the Introductory Statement?
Statistical Data, Reviews, Trend Reports, and Profitability data can all be used as this
What are Proof Points?