This document provides guidance for sales professionals on market development activities. It discusses the importance of image building, generating demand and confidence. An essential kit for salespeople is listed, including customer details, product information, cameras and demonstration materials. Building relationships is key to success - the document advises treating farmers as customers, providing truthful recommendations, following up regularly and collaborating with local dealers and officials. Recommended activities include farmer meetings, demonstrations, field days and crop cutting events. Guidance is given for effective planning and execution of meetings, contact programs, demonstrations and other events.

1. Market Development-
Sales Promotion and Technical
Services

2. Why Market Development??
– Image building
• Company
• Products
• Self
– Generate Demand Pull from the end consumer
– Generate confidence
– Create a Buzz

3. Essential Kit of a Sales
Professional
• Diary- Customer Names and Addresses, other details, Daily
Journal
• Product and Company Pamphlets, testimonials
• Camera
• POP Material, Posters
• Demo Material- Focused products
• Giveaways- if any provided.
• Other Essentials

4. Relationship- The key to success
• Farmers meet on an average 3-4 company executives every day.
• Salesman vs. Solutions man
• No False Promises- It is suicidal.
• Always give the right recommendation, even if it means not
recommending your product.
• Follow-up and constant touch.
• Relationship with the Local Dealer, Press, Agricultural department officials
and Scientists is also essential.-
• Create a win-win situation
• Relationship with Competitors

5. Activities
• Farmer Meeting- Small Group Meeting, Organized Meeting or
Mega Meeting.
• Intensive Farmer Contact Program- Jeep Campaign
• Demonstration
• Spot Demonstration
• Result demonstration
• Field Days
• Crop Cutting Day

6. Preplanned Farmer Meeting-
Key Points
• Concentrate on Quality of Audience rather than Number.
• As far as possible, plan out meetings and personally invite the
attendees.
• Always use Company Banner, Poster
• Make proper arrangements to reflect your seriousness.
• Take good photographs, take few photographs towards the end
of the Meeting.

7. Intensive Farmer Contact Program
• Vehicle should always be well decorated, preferably paneled.
• Mike is essential
• Route Plan must be approved by the Regional Head and of this
maximum 15 % deviation would be allowed.
• Inform the farmers and local dealer of your program.
• Always keep Posters, Pamphlets, Banners, Demo Material and
giveaways for the campaign.
• Visit Maximum 5 Villages for IFCP, hold 10 cluster Meetings.
• Plan a Circular Route and avoid Criss crossing.

8. Demonstrations
• Spot demos-
For Super Spreader- Needle Test and Barber Spray Bottle.
• Result Demonstrations- Focused Products to be demonstrated .
• Demonstration Plot Selection is the key.
• Always have a control Plot
• Two or more products when demonstrated, should always be
accompanied with one plot of single use of each and control.
• Encourage Farmer to use the best practices.
• Demo Board is A MUST- No Excuse
• Field Day and Crop Cutting Day is recommended.

9. THANK YOU