This is A Basic Idea as How a Sales TEAM is kept aligned with the thumb rule principles. Every TEAM is a winning material. The Goals are to be set. Road Maps must be defined. Trouble shooting has to be addressed on a daily basis to avoid "It's Urgent " syndrome. As strong THE FEET ON THE STREET is Grounded And Founded shall determine the Height And STABILITY of THE PYRAMID. Show The Team A Transparent Way. They would get you All That You Desire.

1. TEAM
Retail In Detail
1. Coverage
2. Productivity
3. Merchandising
4. Mapping & Monitoring (Trade)
5. Activity Plans- Its Impact and Key Learning
6. Growing Competency In Market Intelligence
A Plan Without Action Is Futile
An Action Without Plan Is Fatal.

2. COVERAGE
• Rule 1- Population and Outlet Density.
• Rule 2- Category Classification of outlets.
• Rule 3- Trade Relationship/ Recommendation.
• Rule 4- Direct/ Indirect Coverage
- Handcart Selling.
- Distributor’s Component.
- Others ( Sub-party & Wholesale).

3. Performance Index Measure- I
A. Coverage And Productivity
Per Coverage TE=6*35
Retail
1 Assigned 5000
2
Coverage
Productivity 95%
3
Total In
Month 4750
4
Per Day
Coverage 210
Productivity-HandCart/ TE
60% Of Calls Made
21

4. B. Qualitative
Performance Index-
II
Number Of Activities Per TE Per Month
4
Types
Retail
1 Merchandising.
2. In shop
3. Campaign In Residential Areas/ Health
Clubs
4. Visibility Drive

5. Mapping & Monitoring Trade
• Permanent Journey Plans.
• Identifying Key Outlets
• Engagement Programmes- Mile Sur Mera
Tumhara

6. Growing Competency In Market Intelligence
• To up breast Knowledge about existing Brands and
incoming ones. (Eg. MRP, SKU’s, PTR’s)
• To know product features of competition and their
approach in Trade.
• To develop good relationships in Trade wherefrom
competition activity can be closely monitored.

7. Make A SMART Call
• S- Salutation.
• M- Merchandising.
• A- Ask For Promoted SKU.
• R- Rigor To Sell. (TLSD- Total Lines Sold In A Day).
• T- Trade Recommendation.

8. Thank You And Happy New Year
Luck is a dividend of sweat. The more you sweat,
the luckier you get.