2. DISTRIBUTIONUNITS ( Auto | Van | Tricycle etc.)
• Units should be well painted or postered.
• Units should have all S.K.Us
• Units should have all POPs available at distributor point or in warehouse.
• Neatly arranged stocks in the units, easily to take out and make the deliveries.
• Should be able to locate the unit in the beat/area ( PJP/Timings).
• Units should start in time, no delay in loading or salesman or delivery boy reasons.
• Units working time management is very important.
• Good working condition of unit is must Prepared by
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3. RECORDS AND REPORTS.
• Distributor salesman should have IPOD/Street smart/retailer card, daily sales
report with stock in unit and stock in distribution unit.
• Trade loads/ Schemes and promotional activities letter with slabs and discount
percentages must carry and must show in all outlets.
• Price list of all SKUS, M.R.P.s, retailer prices and margins details must have.
• Day's target of each SKU for the day.
• Range selling target.
• Volume and value target.
• Running display incentive/contest details.
• Retailer agreement forms for the displays/brand image windows etc. Prepared by
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4. TARGET
• Achieve the target for the day.
• Achieve the target of each outlet.
• Concentrate on Range selling.
• Achieve the target SKU wise.
• Achieve value target.
• Cover all outlets in that Beat.
• Maintain the time very well.
• Analyze the target v/s achievement call after call.
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5. Follow
“One more call Strategy”
after the total calls for the day
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6. BEATS / OUTLETS
• Select the beats for boss visit ( in case of boss visit)
• Select the outlets for boss visit.
• Keep minimum two beats’ ready criteria.
• Select outlets from different beats.
• Based on PJP market / beat working plan, keep the beats and outlets ready.
• Prepare and be ready for "Open" visit also.
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7. DISPLAYS / BRANDIMAGE WINDOWS
• Keep the running display contest/display incentive details ready.
• Keep with you the retailer agreement forms for display incentive/display contest.
• Agreement amount should tally with your figure, retailer figure and salesman
figure.
• Clearly mention the amount is for one month or total display period.
• No display amount pending complaints in the market.
• Displays neatly made with backing paper as per company norms..
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8. DEFECTIVE & DAMAGES
• Clear all the damages and defective units from the market.
• No damage clearance problem in the market
• No complaint from the retailer on damages.
• No defective packs problem in the market.
• Know the damages and defective units exchange policy very well
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9. MERCHANIDSING
• All outlets visiting should be merchandised well.
• Good display of products.
• Shelving as per the norms.
• Proper arrangement of stocks.
• P>O>Ps usage in right manner.
• P>O>Ps usage as per norms.
• Merchandising as a part of ideal sales call.
• Merchandiser must be with merchandising kit.
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10. SALES CALL
• Distributor salesman should follow the company person.
• Company person should enter the outlet first, then the distributor salesman.
• Distributor salesman should not dominate the company person.
• Good and genuine understanding in saying schemes to retailer. NO difference
should occur.
• Concentrate to sell all SKUs, all promotion packs.
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11. IDEAL CALL
• Means, all the people with the delivery unit, performing their duties at same time for better
productivity.
• Company person should ask the S>K>Us one by one. (if the company salesman is with unit)
• Distributor salesman prepares the bill.
• At the same time, delivery boy does the postering.
• Merchandiser merchandises the goods.
1. SALES CALL: SELL FIRST
2. SLOW MOVING PACKS. NEX
3. FAST MOVING PACKS NEXT
4. PROMOTION PACK.
5. AGAIN : SLOW MOVING PACKS
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12. RETAILER
• Retailer should recognize the salesman, company person and distributor.
• Salesman and company person should know the outlet name, person's name
available there.
• Salesman should be able to tell his pending bill amount.
• No complaint from the retailer, like not working, not visiting, not visiting regularly
etc.
• No unnecessary arguments with retailer, or with salesman in front of retailer
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13. Thank you very much
Please send email to receive a copy
abddul24@outlook.com
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