2. Selling Techniques
Range Selling
Sales Balance Sheet
Profit Story
1.5 Formula
Suggestive Selling
Cross Selling
3. PepsiCo Best Practice Tools
Advantage Territory University
3
Focus on the most important
building blocks that will deliver
long term results
Building Blocks 8 Steps of the call 5 min sell Edge
Every
Day
Great
Execution
• Identify the sales
growth opportunity
• Explain the Benefit
• Make
recommendation
• Secure the Sale
• Follow-up /
Implement service
• Preparation
• Greet the customer
• Store Check
• Merchandise Product
• Determine the order
• Presentation
• Curbside De-brief
• Administration
Freshness Service
Appearance Range Promotion
Space Location
Distribution
8 Fundamental business drivers
that influence sales results on
every route.
Consistently sell the highest
priority opportunities
4. EIGHT BUILDING BLOCKS
Based on decades of experience and research, PepsiCo has
identified eight fundamental business drivers that influence
sales results on every sales route. They are referred as the
“Sales Building Blocks”.
Range Appearance Promotion
Service Freshness
Space Location
Distribution
5.
6.
7. Call Completion rate* =
Performance Objectives – Route Productivity
Advantage Territory University
1
Strike Rate* =2
Accounts Visited per schedule
No. of Accounts Scheduled
Accounts that purchased
No. of Accounts Scheduled
Productivity Performance
& cost to serve
*Call Completion Rate & Strike rate are not converted.
They are fixed basis PEPSICO Standard Performance:
Call Completion Rate = Minimum 90-95%
Strike Rate = Minimum 85%
Average Drop size =3
Total Volume of route
Total Accounts that bought
16. The Basics: Brand and Pack Order
Brands Order (Horizontally Placed)
Packs Order (Vertically Placed)
300/300ml Can and 200ml TetraPak
250ml RGB
345ml PET
500ml PET
MSPET
D P 7 M
Advantage Territory University
28. EIGHT BUILDING BLOCKS
DISRTRIBUTION
HORIZONTAL VERTICAL
APPEARANCE
LAYOUT MERCHANDIZING
LOCATION
PRIMARY SECONDARYCATEGORY BRANDCOMPANY
SPACE
RANGE
BRANDS SIZESFLAVORS
PROMOTION
DISPLAY ADVERTISINGPRICE
FRESHNESS
STOCK HANDLINGROTATION
SERVICE
DELIVERY SUPPORT
Advantage Territory University
29. Owning the Store – PepsiCo Best Practice Tools
29
Focus on the most important
building blocks that will deliver
long term results
Building Blocks 8 Steps of the call 5 min sell Edge
Every
Day
Great
Execution
• Identify the sales growth
opportunity
• Explain the Benefit
• Make recommendation
• Secure the Sale
• Follow-up / Implement
service
• Preparation
• Greet the customer
• Store Check
• Merchandise Product
• Determine the order
• Presentation
• Curbside De-brief
• Administration
Freshness Service
Appearance Range Promotion
Space Location
Distribution
8 Fundamental business drivers
that influence sales results on
every route.
Consistently sell the highest
priority opportunities
Advantage Territory University
31. PepsiCo Confidential 31
EDGE
EDGE Compliance criteria
EDGE for Groceries (Criteria)
1. % of Cooler penetration
2. % of Cooler at prime location
3. % of Cooler merchandised as per Planogram
4. Availability of core SKU range
Third Party
Evaluation Or
W*W
EDGE On
Route
Advantage Territory University
32. Owning the Store – PepsiCo Best Practice Tools
32
Focus on the most important
building blocks that will deliver
long term results
Building Blocks 8 Steps of the call 5 min sell Edge
Every
Day
Great
Execution
• Identify the sales
growth opportunity
• Explain the Benefit
• Make
recommendation
• Secure the Sale
• Follow-up /
Implement service
• Preparation
• Greet the customer
• Store Check
• Merchandise Product
• Determine the order
• Presentation
• Curbside De-brief
• Administration
Freshness Service
Appearance Range Promotion
Space Location
Distribution
8 Fundamental business drivers
that influence sales results on
every route.
Consistently sell the highest
priority opportunities
Advantage Territory University
