Retail sales excellence

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Retail sales excellence

  1. 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. 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. 3. PRE‐TRAINING ASSESSMENTASSESSMENT
  4. 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. 5. PERSONAL ACTION PLAN RETAIL SELLING EXCELLENCE Name: ACTION BENEFIT TIMING REVIEW DATE
  6. 6. Basic Selling Concept
  7. 7. The Best “Selling Strategy”
  8. 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. 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. 10. Salesman Daily Routine TRADE COVERAGE STARTING  THE DAY TRADE COVERAGE ENDING  THE DAY
  11. 11. Starting the Day TRADE COVERAGE STARTING  THE DAY
  12. 12. Starting the Day TRADE COVERAGE STARTING  THE DAY
  13. 13. Starting the Day TRADE COVERAGE STARTING  THE DAY
  14. 14. Starting the Day TRADE COVERAGE STARTING  THE DAY
  15. 15. Trade Coverage TRADE COVERAGE TRADE COVERAGE
  16. 16. Sales Tools Call Sheets Sales Forms Sales Organizer Presentation Materials / Tools Merchandising Materials / Tools Daily Sales Priorities ReportDaily Sales Priorities Report
  17. 17. Sales Tools Call Sheets Sales Forms Sales Organizer Presentation Materials / Tools Merchandising Materials / Tools Daily Sales Priorities ReportDaily Sales Priorities Report
  18. 18. Sales Tools Call Sheets Sales Forms Sales Organizer Presentation Materials / Tools Merchandising Materials / Tools Daily Sales Priorities ReportDaily Sales Priorities Report
  19. 19. Sales Tools Call Sheets Sales Forms Sales Organizer Presentation Materials / Tools Merchandising Materials / Tools Daily Sales Priorities ReportDaily Sales Priorities Report
  20. 20. Sales Tools Call Sheets Sales Forms Sales Organizer Presentation Materials / Tools Merchandising Materials / Tools Daily Sales Priorities ReportDaily Sales Priorities Report
  21. 21. Sales Tools Call Sheets Sales Forms Sales Organizer Presentation Materials / Tools Merchandising Materials / Tools Daily Sales Priorities ReportDaily Sales Priorities Report
  22. 22. Sales Tools Call Sheets Sales Forms Sales Organizer Presentation Materials / Tools Merchandising Materials / Tools Daily Sales Priorities ReportDaily Sales Priorities Report
  23. 23. Steps of Successful Retail Sales Call
  24. 24. Steps of Successful Retail Sales Call REVIEW PLANS
  25. 25. Steps of Successful Retail Sales Call REVIEW PLANS OPENING THE CALL
  26. 26. Steps of Successful Retail Sales Call REVIEW PLANS OPENING THE CALL STORE CHECK
  27. 27. Steps of Successful Retail Sales Call REVIEW PLANS OPENING THE CALL STORE CHECK
  28. 28. Steps of Successful Retail Sales Call REVIEW PLANS OPENING THE CALL STORE CHECK
  29. 29. Steps of Successful Retail Sales Call REVIEW PLANS OPENING THE CALL STORE CHECK COLLECTION
  30. 30. Steps of Successful Retail Sales Call REVIEW PLANS OPENING THE CALL STORE CHECK COLLECTION
  31. 31. Steps of Successful Retail Sales Call REVIEW PLANS OPENING THE CALL STORE CHECK COLLECTION SALES PRESENTATION
  32. 32. Steps of Successful Retail Sales Call
  33. 33. Steps of Successful Retail Sales Call REVIEW PLANS OPENING THE CALL STORE CHECK COLLECTION SALES PRESENTATION CLOSING THE CALLCLOSING THE CALL
  34. 34. Steps of Successful Retail Sales Call
  35. 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. 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. 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. 38. Steps of Successful Retail Sales Call
  39. 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. 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. 41. Ending the Day TRADE COVERAGE ENDING THE  DAY
  42. 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. 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. 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

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