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  • 1. k hk hWorkshop on “Retail Sales Excellence” Workshop on “Retail Sales Excellence”Retail Sales Excellence for Order Bookers Retail Sales Excellence for Order Bookers
  • 2. RETAIL SELLING EXCELLENCE BASIC SELLING CONCEPTBASIC SELLING CONCEPT BEST SELLING STRATEGY OBJECTIVES OF A FIELD SALESMAN SUCCESS FACTORS FOR A FIELD SALESMAN SALESMAN ROUTINE STARTING THE DAY TRADE COVERAGE SALES TOOLSSALES TOOLS STEPS OF A SUCCESSFUL RETAIL SALES CALL ENDING THE DAY EVALUATING SALES CALL FOR CONTINUOUS IMPROVEMENT  (PROCESS)
  • 3. PRE‐TRAINING ASSESSMENTASSESSMENT
  • 4. Pre‐Training Assessment • Daily routine / activities of your field staff – Starting the Day – Trade Coverage – Ending the Day • Tools in practice by yourself and your filed staff • Step‐wise activities your field staff apply when they visit a retail outlet
  • 5. PERSONAL ACTION PLAN RETAIL SELLING EXCELLENCE Name: ACTION BENEFIT TIMING REVIEW DATE
  • 6. Basic Selling Concept
  • 7. The Best “Selling Strategy”
  • 8. Daily Objectives of a Field Salesman • Sell volume  – Standard range  – New Products / Services/ • Distribution targets – Call on all outlets in PJP  – Productive call rate – New outlets • PR Development – Help the trade re‐sell what you sell‐in – Implement business building programs Effective and timely COMMUNICATION is EXTREMELY IMPORTANT Remember! the role is to realize your retailers that you are here to help him
  • 9. Success Factors for a Field Salesman 1) organized and productive daily routine 2) effective use the Sales Tools2) effective use the Sales Tools 3) structured & effective Sales Call Steps
  • 10. Salesman Daily Routine TRADE COVERAGE STARTING  THE DAY TRADE COVERAGE ENDING  THE DAY
  • 11. Starting the Day TRADE COVERAGE STARTING  THE DAY
  • 12. Starting the Day TRADE COVERAGE STARTING  THE DAY
  • 13. Starting the Day TRADE COVERAGE STARTING  THE DAY
  • 14. Starting the Day TRADE COVERAGE STARTING  THE DAY
  • 15. Trade Coverage TRADE COVERAGE TRADE COVERAGE
  • 16. Sales Tools Call Sheets Sales Forms Sales Organizer Presentation Materials / Tools Merchandising Materials / Tools Daily Sales Priorities ReportDaily Sales Priorities Report
  • 17. Sales Tools Call Sheets Sales Forms Sales Organizer Presentation Materials / Tools Merchandising Materials / Tools Daily Sales Priorities ReportDaily Sales Priorities Report
  • 18. Sales Tools Call Sheets Sales Forms Sales Organizer Presentation Materials / Tools Merchandising Materials / Tools Daily Sales Priorities ReportDaily Sales Priorities Report
  • 19. Sales Tools Call Sheets Sales Forms Sales Organizer Presentation Materials / Tools Merchandising Materials / Tools Daily Sales Priorities ReportDaily Sales Priorities Report
  • 20. Sales Tools Call Sheets Sales Forms Sales Organizer Presentation Materials / Tools Merchandising Materials / Tools Daily Sales Priorities ReportDaily Sales Priorities Report
  • 21. Sales Tools Call Sheets Sales Forms Sales Organizer Presentation Materials / Tools Merchandising Materials / Tools Daily Sales Priorities ReportDaily Sales Priorities Report
  • 22. Sales Tools Call Sheets Sales Forms Sales Organizer Presentation Materials / Tools Merchandising Materials / Tools Daily Sales Priorities ReportDaily Sales Priorities Report
  • 23. Steps of Successful Retail Sales Call
  • 24. Steps of Successful Retail Sales Call REVIEW PLANS
  • 25. Steps of Successful Retail Sales Call REVIEW PLANS OPENING THE CALL
  • 26. Steps of Successful Retail Sales Call REVIEW PLANS OPENING THE CALL STORE CHECK
  • 27. Steps of Successful Retail Sales Call REVIEW PLANS OPENING THE CALL STORE CHECK
  • 28. Steps of Successful Retail Sales Call REVIEW PLANS OPENING THE CALL STORE CHECK
  • 29. Steps of Successful Retail Sales Call REVIEW PLANS OPENING THE CALL STORE CHECK COLLECTION
  • 30. Steps of Successful Retail Sales Call REVIEW PLANS OPENING THE CALL STORE CHECK COLLECTION
  • 31. Steps of Successful Retail Sales Call REVIEW PLANS OPENING THE CALL STORE CHECK COLLECTION SALES PRESENTATION
  • 32. Steps of Successful Retail Sales Call
  • 33. Steps of Successful Retail Sales Call REVIEW PLANS OPENING THE CALL STORE CHECK COLLECTION SALES PRESENTATION CLOSING THE CALLCLOSING THE CALL
  • 34. Steps of Successful Retail Sales Call
  • 35. Steps of Successful Retail Sales Call REVIEW PLANS OPENING THE CALL STORE CHECK COLLECTION SALES PRESENTATION CLOSING THE CALLCLOSING THE CALL RECORDS & REPORTS
  • 36. Steps of Successful Retail Sales Call REVIEW PLANS OPENING THE CALL STORE CHECK COLLECTION SALES PRESENTATION CLOSING THE CALLCLOSING THE CALL RECORDS & REPORTS MERCHANIDISING
  • 37. Steps of Successful Retail Sales Call REVIEW PLANS OPENING THE CALL STORE CHECK COLLECTION SALES PRESENTATION CLOSING THE CALLCLOSING THE CALL RECORDS & REPORTS MERCHANIDISING END & EVALUATE
  • 38. Steps of Successful Retail Sales Call
  • 39. Steps of Successful Retail Sales Call REVIEW PLANS OPENING THE CALL STORE CHECK COLLECTION SALES PRESENTATION CLOSING THE CALLCLOSING THE CALL RECORDS & REPORTS MERCHANIDISING END & EVALUATE
  • 40. Steps of Successful Retail Sales Call REVIEW PLANS OPENING THE CALL STORE CHECK COLLECTION SALES PRESENTATION CLOSING THE CALLCLOSING THE CALL RECORDS & REPORTS MERCHANIDISING END & EVALUATE MUST BE IN SEQUENCE FLEXIBLE
  • 41. Ending the Day TRADE COVERAGE ENDING THE  DAY
  • 42. R E T A I L  S A L E S      C A L L      E V A L U A T I O N      F O R M  SALESMAN FIELD COACH TERRITORY RATINGS C: NEEDS IMPROVEMENT B: OK B: GOOD A: EXCELLENTRATINGS C: NEEDS IMPROVEMENT B: OK B: GOOD A: EXCELLENT DAILY  ROUTINE STARTING THE DAY TRADE COVERAGE MARKET VISIT DATES ENDING THE DAY SALES TOOLS CALL SHEET SALES FORMS SALES ORGANIZER PRESENTATION MATERIAL MERCHANDISING MATERIAL DAILY SALES PRIORITY REPORT STEPS OF SALES CALL REVIEW PLANS SALES CALL OPENING THE CALL STORE CHECK COLLECTION SALES PRESENTATION CLOSING THE CALL RECORD & REPORT MERCHANDISING END & EVALUATE FOLLOWUP VISIT DATE: SIGNATURE AFTER  DISCUSSION &  AGREEMENT ON AREAS OF IMPROVEMENT SALESMAN FIELD  COACH
  • 43. STARTING THE DAY TRADE COVERAGE ENDING THE DAY PREPARATION FOR THE DAY* CYCLE PRIORITIES ADMINISTRATIVE RESPONSIBILITIES OBJECTIVES** BUSINESS BUILDING ACTIVITIES STOCK RECONCILIATION CHECK SALES TOOLS MARKET INTELLIGENCE REVIEW PERFORMANCE PROFESSIONAL APPEARANCE TRADE GOODWILL PLAN FOR NEXT DAY FIRST CALL ON TIME * REVIEWING PLAN / OBJECTIVES SET FOR THE DAYREVIEWING PLAN / OBJECTIVES SET FOR THE DAY **   INCLUDES  SALES OBJECTIVES  DISTRIBUTION OBJECTIVES  PR DEVELOPMENT
  • 44. Improvement Process TRADE COVERAGE• Step‐01: Pre‐Training Assessment • Step 02: Provide formal training to Order Bookers• Step‐02: Provide formal training to Order Bookers • Step‐03: Field Training • Step‐04: Evaluation through joint field visits; fill out the evaluation form • Step 05: “Reporting System”• Step‐05:  Reporting System   • Step‐06: Review • Step‐07: Remember! It’s an on‐going process