Retail sales excellence

k hk hWorkshop on“Retail Sales Excellence”

Workshop on“Retail Sales Excellence”Retail Sales Excellence

for Order BookersRetail Sales Excellencefor Order Bookers

RETAIL SELLING EXCELLENCE

BASIC SELLING CONCEPTBASIC SELLING CONCEPT

BEST SELLING STRATEGY

OBJECTIVES OF A FIELD SALESMAN

SUCCESS FACTORS FOR A FIELD SALESMAN

SALESMAN ROUTINE

STARTING THE DAY

TRADE COVERAGE

SALES TOOLSSALES TOOLS

STEPS OF A SUCCESSFUL RETAIL SALES CALL

ENDING THE DAY

EVALUATING SALES CALL FOR CONTINUOUS IMPROVEMENT 

(PROCESS)

PRE‐TRAININGASSESSMENTASSESSMENT

Pre‐Training Assessment

• Daily routine / activities of your field staff– Starting the Day

– Trade Coverage

– Ending the Day

• Tools in practice by yourself and your filed staff

• Step‐wise activities your field staff apply when they visit a retail outlet

PERSONAL ACTION PLANRETAIL SELLING EXCELLENCE

Name:

ACTION BENEFIT TIMING REVIEW DATE

Basic Selling Concept

The Best “Selling Strategy”

Daily Objectives of a Field Salesman

• Sell volume – Standard range 

– New Products / Services/

• Distribution targets– Call on all outlets in PJP 

– Productive call rate

– New outlets

• PR Development– Help the trade re‐sell what you sell‐in

– Implement business building programs

Effective and timely COMMUNICATION is EXTREMELY IMPORTANT

Remember! the role is to realize your retailers that you are here to help him

Success Factors for a Field Salesman

1) organized and productive daily routine

2) effective use the Sales Tools2) effective use the Sales Tools

3) structured & effective Sales Call Steps

Salesman Daily Routine

TRADECOVERAGE

STARTING THE DAY

TRADECOVERAGE

ENDING THE DAY

Starting the Day

TRADECOVERAGE

STARTING THE DAY

Starting the Day

TRADECOVERAGE

STARTING THE DAY

Starting the Day

TRADECOVERAGE

STARTING THE DAY

Starting the Day

TRADECOVERAGE

STARTING THE DAY

Trade Coverage

TRADECOVERAGE

TRADECOVERAGE

Sales Tools

Call Sheets

Sales Forms

Sales Organizer

Presentation Materials / Tools

Merchandising Materials / Tools

Daily Sales Priorities ReportDaily Sales Priorities Report

Sales Tools

Call Sheets

Sales Forms

Sales Organizer

Presentation Materials / Tools

Merchandising Materials / Tools

Daily Sales Priorities ReportDaily Sales Priorities Report

Sales Tools

Call Sheets

Sales Forms

Sales Organizer

Presentation Materials / Tools

Merchandising Materials / Tools

Daily Sales Priorities ReportDaily Sales Priorities Report

Sales Tools

Call Sheets

Sales Forms

Sales Organizer

Presentation Materials / Tools

Merchandising Materials / Tools

Daily Sales Priorities ReportDaily Sales Priorities Report

Sales Tools

Call Sheets

Sales Forms

Sales Organizer

Presentation Materials / Tools

Merchandising Materials / Tools

Daily Sales Priorities ReportDaily Sales Priorities Report

Sales Tools

Call Sheets

Sales Forms

Sales Organizer

Presentation Materials / Tools

Merchandising Materials / Tools

Daily Sales Priorities ReportDaily Sales Priorities Report

Sales Tools

Call Sheets

Sales Forms

Sales Organizer

Presentation Materials / Tools

Merchandising Materials / Tools

Daily Sales Priorities ReportDaily Sales Priorities Report

Steps of Successful Retail Sales Call

Steps of Successful Retail Sales Call

REVIEW PLANS

Steps of Successful Retail Sales Call

REVIEW PLANS

OPENING THE CALL

Steps of Successful Retail Sales Call

REVIEW PLANS

OPENING THE CALL

STORE CHECK

Steps of Successful Retail Sales Call

REVIEW PLANS

OPENING THE CALL

STORE CHECK

Steps of Successful Retail Sales Call

REVIEW PLANS

OPENING THE CALL

STORE CHECK

Steps of Successful Retail Sales Call

REVIEW PLANS

OPENING THE CALL

STORE CHECK

COLLECTION

Steps of Successful Retail Sales Call

REVIEW PLANS

OPENING THE CALL

STORE CHECK

COLLECTION

Steps of Successful Retail Sales Call

REVIEW PLANS

OPENING THE CALL

STORE CHECK

COLLECTION

SALES PRESENTATION

Steps of Successful Retail Sales Call

Steps of Successful Retail Sales Call

REVIEW PLANS

OPENING THE CALL

STORE CHECK

COLLECTION

SALES PRESENTATION

CLOSING THE CALLCLOSING THE CALL

Steps of Successful Retail Sales Call

Steps of Successful Retail Sales Call

REVIEW PLANS

OPENING THE CALL

STORE CHECK

COLLECTION

SALES PRESENTATION

CLOSING THE CALLCLOSING THE CALL

RECORDS & REPORTS

Steps of Successful Retail Sales Call

REVIEW PLANS

OPENING THE CALL

STORE CHECK

COLLECTION

SALES PRESENTATION

CLOSING THE CALLCLOSING THE CALL

RECORDS & REPORTS

MERCHANIDISING

Steps of Successful Retail Sales Call

REVIEW PLANS

OPENING THE CALL

STORE CHECK

COLLECTION

SALES PRESENTATION

CLOSING THE CALLCLOSING THE CALL

RECORDS & REPORTS

MERCHANIDISING

END & EVALUATE

Steps of Successful Retail Sales Call

Steps of Successful Retail Sales Call

REVIEW PLANS

OPENING THE CALL

STORE CHECK

COLLECTION

SALES PRESENTATION

CLOSING THE CALLCLOSING THE CALL

RECORDS & REPORTS

MERCHANIDISING

END & EVALUATE

Steps of Successful Retail Sales Call

REVIEW PLANS

OPENING THE CALL

STORE CHECK

COLLECTION

SALES PRESENTATION

CLOSING THE CALLCLOSING THE CALL

RECORDS & REPORTS

MERCHANIDISING

END & EVALUATE

MUST BE IN SEQUENCE FLEXIBLE

Ending the Day

TRADECOVERAGE

ENDING THE DAY

R E T A I L  S A L E S      C A L L      E V A L U A T I O N      F O R M SALESMAN FIELD COACH TERRITORY

RATINGS C: NEEDS IMPROVEMENT B: OK B: GOOD A: EXCELLENTRATINGS C: NEEDS IMPROVEMENT B: OK B: GOOD A: EXCELLENT

DAILY ROUTINE

STARTING THE DAY

TRADE COVERAGE

MARKET VISIT DATES

ENDING THE DAY

SALESTOOLS

CALL SHEET

SALES FORMS

SALES ORGANIZER

PRESENTATION MATERIAL

MERCHANDISING MATERIAL

DAILY SALES PRIORITY REPORT

STEPS OFSALES CALL

REVIEW PLANS

SALES CALL OPENING THE CALL

STORE CHECK

COLLECTION

SALES PRESENTATION

CLOSING THE CALL

RECORD & REPORT

MERCHANDISING

END & EVALUATE

FOLLOWUP VISIT DATE:

SIGNATURE AFTER DISCUSSION & AGREEMENT ON AREASOF IMPROVEMENT

SALESMAN

FIELD COACH

STARTING THE DAY TRADE COVERAGE ENDING THE DAY

PREPARATION FOR THE DAY* CYCLE PRIORITIES ADMINISTRATIVE RESPONSIBILITIES

OBJECTIVES** BUSINESS BUILDING ACTIVITIES STOCK RECONCILIATION

CHECK SALES TOOLS MARKET INTELLIGENCE REVIEW PERFORMANCE

PROFESSIONAL APPEARANCE TRADE GOODWILL PLAN FOR NEXT DAY

FIRST CALL ON TIME

* REVIEWING PLAN / OBJECTIVES SET FOR THE DAYREVIEWING PLAN / OBJECTIVES SET FOR THE DAY**   INCLUDES 

SALES OBJECTIVES DISTRIBUTION OBJECTIVES PR DEVELOPMENT

Improvement Process

TRADECOVERAGE• Step‐01: Pre‐Training Assessment

• Step 02: Provide formal training to Order Bookers• Step‐02: Provide formal training to Order Bookers

• Step‐03: Field Training

• Step‐04: Evaluation through joint field visits; fill out the evaluation form

• Step 05: “Reporting System”• Step‐05:  Reporting System  

• Step‐06: Review

• Step‐07: Remember! It’s an on‐going process