This document provides an overview of pre-sales preparation activities for a field sales executive in the telecom industry. It discusses defining organizational guidelines and grooming standards, creating route plans and sales targets, drafting action plans, keeping updated on company offerings, and using merchandising materials. The key aspects covered include understanding the organization and standards, splitting monthly sales targets, designing action plans, attending pre-sales meetings, calculating sales progress, and collecting promotional materials from distributors.

1. COURSE :: FIELD SALES EXECUTIVE
CHAPTER-1: Pre-Sales Preparation (Covers: TEL/N0200)

2. Objectives
After studying this unit, you will be able to:
 Define the organizational guidelines for field sales executives
 Discuss the basic grooming standards for field sales executives
 Discuss the procedure to deal with retailers
 Understand route plan and beat plan
 Explain how to split monthly sales targets into weekly and daily targets
 Understand the procedure to draft an action plan
 Discuss the strategies to keep the field sales executive updated about company
schemes and offers
 Understand the process to calculate MTD sales
 Understand the significance and role of merchandising materials
 Discuss the procedure to deal with retailers

3. Introduction
 This module focuses on the pre-planning activities carried out by a field sales
executive in the telecom industry.
 The field sales executive is a salesperson that works between retailers and
distributors to sell the company services.
 The retailer is a person that owns a retail outlet and sells company products and
services to the end-users.
 A field sales executive is the key person mediating between retailers and
distributors.
 Pre-planning daily activities helps field sales executives to ensure the achievement of
their daily, weekly, and monthly sales targets.

4. Understanding the Organization
 An organization is a group of people working together to achieve a common goal
or objective.
 An organization may be a producer or a service provider. The service provider
organizations offer services to the end users.
 The following figure shows the icons of some telecom service providers of India:
Telecom service providers in India

5. Organizational Standards and Policies
 Organizational standards and policies also define the key responsibilities of a field
sales executive.
 The following are some common key responsibilities of a field sales executive:
Meeting with retailers
Maintaining and extending sales territory
Increasing sales line
Building image of the company
Developing product knowledge
Encouraging retailers to choose the company product
Communicating retailer’s feedback to the TSM or the distributor

6. Basic Grooming Standards (Male)
 The grooming standards for males are as follows:
Grooming
Standards for
Males
Clean
Hair
Daily
Shave
Personal
Hygiene
Clean
Dress
Right
Footwear
Use Mild
Fragrance
Mouth
Wash

7. Basic Grooming Standards (Female)
 The basic grooming standards for females are as follows:
Grooming
Standards for
Females
Simple
Hair Style
Mild
Perfume
Personal
Hygiene
Avoid
Gaudy
Jewellery
Right
Footwear
Fresh
Uniform
Correct
Posture
Clean
Hands and
Manicured
Nails

8. Dealing with Retailers
 The major responsibility of a field sales executive is to deal with retailers to make
them regular customers.
 The process of dealing with retailers includes the following steps:
Updating the Retailer
Handling Confused or Angry Retailers
Responding to Retailer
Identifying Retailer's Perception and Requirements
Listening to Retailer
Greeting the Retailer

9. Understanding Route Plan and Beat
Plan
 The route plan defines the effective route followed by a field sales executive to visit
the retail outlets in an area.
 The beat plan refers to the daily plan prepared by a field sales executive to visit
the existing and prospective outlets.
 A field sales executive is required to prepare proper route plans and beat plans,
which should contain the following information:
The area to be
covered for the
day
The number of
outlets to be
visited in the
day
The product to
be sold for the
day
The payment to
be taken from
the retailers for
the day

10. Split Monthly Sales Targets into
Weekly and Daily Sales Target
 Sales targets refer to the amount of sales that a field sales executive has to achieve
within a specified time period.
 The monthly sales targets can be split into the following small targets:
 Weekly
 Daily
 The following information is required to set the sales targets:
• Defines the product or service that
you want to sell
Product/Service
• Defines the gross profit that you want
to achieve from each product
Gross Profit Margin
• Defines the number of items that you
want to sell for the month
Expected Sales Volume
(per month)

11. Designing Action Plan to Achieve
Daily Sales Objective
 Action plan in sales refers to the strategic planning for achieving the desired goals.
 The field sales executive needs to design an appropriate action plan for achieving
daily sales objective.
 The action plan contains the following parameters:
Steps for implementing sales strategies
Start and finish date of each action
Cost of each action

12. Attending Daily Pre-Sales
Meeting
 The field sales executive is required to attend daily-pre-sales meetings.
 These pre-sales meetings define the overall daily objective of the field sales
executive.
 Pre-sales meetings also define the rules and strategies that a field sales executive
has to follow while dealing with retailers.
 The pre-sales meetings are necessary to achieve a daily sales objective.
An example of daily meeting

13. Drafting Action Plan to Achieve Sales
Target
 The step-by-step procedure to draft an action plan is as follows:
Step 1: Analyze the area
that you want to visit.
Step 2: Make a plan to
complete the assigned
task.
Step 3: Define measurable
milestones that contain net
or gross earnings, sales
volumes, number of units
sold, and new product roll-
outs.
Step 4: Prepare a list of
actions with specific a
timeline to meet the
milestones.
Step 5: Divide large tasks
into smaller or easily
manageable tasks.
Step 6: Prepare a visual
presentation of the action
plan by using flowcharts
or spreadsheets.
Step 7: Schedule your task
achievements.
Step 8: Take daily action
according to the action
plan.
Step 9: Achieve your goal.

14. Keeping the Field Sales Executive
Updated
 It is required for a field sales executive to keep himself/herself updated about
current business trends.
 He/she can achieve the sales objectives only when he/she has updated information.
 A field sales executive needs to update himself/herself about the following:
Latest technologies provided by the organization
Latest product/services offered by the organization
Latest schemes and offers provided by the organization

15. Calculate MTD Sales Achieved Against
Monthly Target
 Usually, MTD sales are the actual sales that are achieved till the current date.
 The field sales executive is required to calculate the MTD sales achieved against the
monthly target.
 For this, the field sales executive is required to do the following:
Calculate basic MTD sales
Analyze the monthly target
Compare the achieved MTD sales against monthly target

16. Basic MTD Sales Calculations
 To calculate MTD sales, the field sales executive should be able to perform basic
arithmetic and numeric calculations.
 The basic arithmetic and numeric calculations include addition, subtraction,
multiplication, division, and percentage.
 The calculation procedure contains the following steps:
Determine the daily sales
Apply arithmetic or numeric operation on the sales
Find the result

17. Analyzing Previous MTD Sales
Figures
 The field sales executive is also responsible for analyzing the previous MTD sales.
 The current MTD sales are compared with the previous MTD sales to know the hike
or decrement within the particular month.
 The following chart shows the MTD sales figures for the months May, June, July,
August, and September:
35000 35000
30000
25000
45000
1/5/2013 1/6/2013 1/7/2013 1/8/2013 1/9/2013
MTD Sales Figures

18. Collect Merchandise from
Distributor Point
 Merchandising is a technique of promoting a brand. Various merchandising
materials are used to show the brand visibility.
 It helps the organization to increase the sale of their products. Merchandise
materials are passed to the retailer through a distributor.
 The following figure shows collection of merchandising materials:
Collecting merchandising materials

19. Merchandising Materials
 Some common types of merchandising materials are:
Dangler
Flex Board
Standee
Gates
Canopy

20. Summary
Pre-sales Planning includes the following:
 Organization, which is a group of people working together to achieve a common
goal.
 Organizational standards and policies, which are sets of rules and policies defined
for the smooth functioning of an organization.
 Grooming standards, which define the personality of the field sales executive.
 The process of dealing with retailers, such as greeting, listening, knowing their
perception, responding, adopting behavior, and updating the retailer.
 Route plan, which defines the effective route that is followed by a field sales
executive to visit the retail outlets.
 Beat plan, which is the daily plan prepared by a field sales executive to visit the
existing and prospective outlets.
 Sales targets, which refer to the amount of sales that the field sales executive has to
achieve within a specified time period.

21.  Splitting the sales target, which deals with splitting the monthly sales target into day
and week targets.
 Action plan, which contains the strategy that a field sales executive has to follow
during the entire sales process. It is the strategic planning for achieving the desired
goals.
 Pre-sales meetings, which define the overall daily objective of the field sales
executive.
 Current offers and schemes for retailers and customers, which define the discount
offers, gifts, coupons, and price reduction offered by the service provider.
 MTD, which refers to a time period that starts at the beginning of the current month
and ends at the current date.
 Merchandising materials, which are used for brand visibility.
 Various merchandising materials, such as dangler, flex board, standee, gates, and
canopy.
Summary (Contd…)