Nestle Sales Process Explained
•Download as PPTX, PDF•
9 likes•8,812 views
Nestle is a global food and beverage company that has been in business for 140 years. It operates in 194 countries and employs over 339,000 people. The document outlines Nestle's sales process, which includes identifying prospective customers through prospecting, preparing for sales visits, presenting to customers in-store, and completing follow-up tasks. The sales team focuses on brand management, consumer insights, and putting consumers first. Nestle sales representatives follow a structured process of planning visits, taking orders, gathering market intelligence, and updating customer information between visits.
Recommended
Recommended
More Related Content
What's hot
What's hot (20)
Similar to Nestle Sales Process Explained
Similar to Nestle Sales Process Explained (20)
Recently uploaded
Recently uploaded (9)
Nestle Sales Process Explained
- 2. Nestle Selling Process Fatima Tafakhar (MBA-12-05) Department of Business Administration Bahauddin Zarariya University , Multan Sub-Campus, Sahiwal
- 4. NESTLE Company Introduction Leader in nutrition for 140 year $ 91.6 Billion Sales in 2014 Operating in 194 Countries Employs around 339,000 people Largest Food Group 447 factories Sales Product Range Geographical Distribution
- 6. Nestle Sales Team Sell with the best and the brightest
- 7. Sales Team Services Brand Management Communications Consumer Insight
- 8. Nestle Sales Force Hierarchy
- 10. Prospecting •Identifying •Qualifying Preparing •Visit Planning •Preparation Presenting •In-store Procedure •Post Visits Procedure Selling Process
- 11. Consumer Orientation at Nestle Putting the Consumer first Getting close to our Consumers Wherever, Whenever, However
- 12. PROSPECTING •Present Customers •Professional Contact •Trade Exhibitions Identifying Prospects •Income Level •Purchasing Pattern •Profession Qualifying Prospects
- 13. Visit Planning Visit Preparation Visit Requirements PREPARING
- 14. Visit Planning Sales Period Planning Weekly/Daily Planning Review Results
- 15. Visit Preparation *Set clear objectives *Measure success against objectives If you go in with nothing and come out with nothing, then you have achieved nothing
- 17. PRESENTING In Store Procedure Sell and influence orders Announce yourself and make initial contact Identify in-store opportunities Take Orders Discussion with buyer
- 18. Identify In-Store Opportunities Spot activity from other manufacturers Identify shelf/ distribution opportunities Analyse competitors positioning Check shelf layouts, price tag/stickers, filling, stock rotation. Check storeroom - stock levels and credits Check possible returns , establish relevant credit notes
- 19. Discuss with Buyer Store trading environment / Competitor information Placement of core range at Hot Spot New product presentation Booking displays - presales. Complete/ Suggest order Following up on issues e.g. deliveries, returns, claims & queries
- 20. Sell and Influence Others Sell “CURRENT” Stock Keeping Units Sell Absent “RELEVANT” SKUs Sell New Products, Displays and Seasonal SKUs
- 22. POST VISIT PROCEDURE • Orders • Update customer information • Complete market information form to capture competitor’s activity Between Visits • Refresh the free stock • Forward appropriate administration • Input returns • Transfer orders and all other information via MSA. End of the Day Tasks
- 25. References Mr. Shakeel Ahmed (Zonal Sales Manager) via LinkedIn https://www.linkedin.com/profile/view?id=64709851&goback= Mr. Sami Aslam (Area Sales Manager) direct Contact Mr. Farooq (Area Sales Manager) via LinkedIn https://www.linkedin.com/profile/view?id=142895002&goback= http://www.nestle.pk/
Editor's Notes
- Nestlé. Good Food, Good Life We use four simple words to describe what we believe in and what we offer consumers around the world: “Good Food, Good Life“. Food and beverages play an increasingly important role in people’s lives – not only because of the enjoyment and social pleasure of eating together, but more and more in terms of personal health and nutrition. Although it’s important, nutrition is only one aspect of “Good Food, Good Life“. Consistent quality and safety, as well as value-for-money and convenience, all play a part. Above all, great taste is fundamental to our products and our consumers‘ appreciation of good food.
- IS me thora sa Nestle Brands daal dena We’re in the business of providing high quality brands and products that are essential to good living. We offer a wide array of brands, divisions and nationwide locations, and an organizational structure that encourages advancement in a variety of directions
- The way we work at Nestlé USA. At Nestlé, we believe that great work comes from people who are inspired to do their best. Our team enjoys rewarding work and meaningful challenges in an atmosphere that promotes inclusion. We’re in the business of providing high quality brands and products that are essential to good living. We offer a wide array of brands, divisions and nationwide locations, and an organizational structure that encourages advancement in a variety of directions