Establishing a Winning TeamHow to encourage top performance

Deve lopment Contact 2

Development Contact 2: Overview and Benefits• Learn how to influence the performance

of your Downline

• Learn the 5 Winning Behaviors to succeed in Sales Leadership

• Learn how to conduct Training Contact 2

Table of ContentsBusiness Review ......................................................... 2–7

Winning Behaviors and Training Contact 2 ................... 8–18

Products ...................................................................... 19

Understanding Reports ................................................ 20–21

Goals and Calendar Planning ....................................... 22–24

You already have the best foundation for a winning team: YOU!Your determination to become a dynamic Sales Leader will fuel your personal earning opportunity to even greater success.

Short-term dreams/goals

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Long-term dreams/goals

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“Avon has given me the flexibility to take care of my four young children when they need me. It has provided a full-time income in part-time hours. All my dreams are coming true!” —Rachel, Executive Unit Leader

Did you know?

Avon is the #1 Direct Selling Company, globally. Every single second of the day, a woman buys an Avon lipstick.

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Congratulations on your achievements so far!Let’s see where we can work together to help you accomplish your goals and dreams.

What has been your proudest business accomplishment?

Target title____________________­Target campaign____________________­

Target Title Requirement

Last Campaign Results

Variance to Achievement

SELL: Personal Sales

SHARE: # of Representatives in 1st generation

SHOW: # of Sales Leaders (indicate title) in 1st generation

Total Unit Sales

Estimated Earnings

Remember: accelerate your Sales Leadership performance by achieving Believe in Your Success rewards!

Which activities have you conducted to develop your team? Prospecting

Appointing of Representatives/Sales Leaders

Training Contacts with Representatives

Development Contacts with your Sales Leaders

Which Beauty of Knowledge (BOK) courses have you and your Downline taken?

How can I further support you?

Now that we have established where your business is, let’s talk about maximizing your rewards.

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Maximize your rewards with Avon Whether it is mentoring others in Sales Leadership or breaking records as a Top Seller, Avon rewards your hard work and productivity.

From the list below, put an X in the boxes of the opportunities you are currently taking advantage of and put a 4 in the boxes of those you will add in the next 30 days.

Now is the time to be the best of the best, and watch your earnings multiply as you advance in title.

Title Average Sales Leader Earnings pER CAmpAign

Unit Leader $41*

Advanced Unit Leader $235*

Executive Unit Leader $921*

Senior Executive Unit Leader $4,228*

*Average earnings per campaign from 2008. Your earnings and results may vary.

“So many of my dreams have come true since I joined Avon. I’ve given my family the best of everything—education here and abroad, frequent travel, exclusive club memberships and prime real estate acquisitions. I also have the opportunity to give back to my community.” —Dulce, Senior Executive Unit Leader

Help your team win by showing themthe power of Avon’s Earning Opportunities.

* Within specified timeframes; must be AUL+ performing at title to earn the Believe in Advancing Your Downline bonuses. ** For SEULs only.

Avon Sales Leadership Earning Opportunities Description

Profits from product salesUp to 50% earnings from personal sales and e-sales

New Representative Earnings OfferGuaranteed earnings on full commission products, during start-up period*, when orders are placed online

New product demonstration offersDiscount on new products in advance of introduction

Multiple demonstration product offers Discount on bundled products

President’s Club rewards Free products and exclusive benefitsfor attaining membership

BonusesVariable rewards for meeting incentive requirements

Believe in Your Success Bonuses

Up to $150 for every new Recruit; up to $5,200 for advancing each 1st Generation Downline member and up to $5,200 for advancing yourself.*

1st generation earnings Up to 12% earnings from Downline sales

2nd generation earnings Up to 5% earnings from Downline sales

3rd generation earnings Up to 2% earnings from Downline sales

Sales Leadership performance pointsBonus points to supplement personal sales requirement

Executive Cash BonusUp to $800 per month for developing EULs+**

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Prospect at least 3 new people every day

Appoint at least 3 new Representativesevery campaign

Train at least 12 new Representatives every campaign

Develop at least 1 new Sales Leader every campaign

Sell to at least 20 Customers every campaign

Grow your team, and take the time to consistently inspire and train your Downline because you will benefit from their achievements too. That’s the key to establishing a winning sales team.

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Winning Behaviors to succeed in Sales LeadershipThe behaviors listed below will help you succeed in your first 6 to 12 campaigns as a Sales Leader.

“Though it may be difficult at first, it is important to be able to find the balance between personal selling and practicing PATD with the team. I see that with this balance, my income increased when I made my first dream come true by achieving Unit Leader.” —Lisa, Executive Unit Leader

Did you know?

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The top 10 AULs in the U.S. generate $11,153 in Unit Sales per campaign, with an average 1st Generation Downline of 44! Your individual results may vary.

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5 Winning Behaviors:

ProspectToday’s enthusiastic Recruits are tomorrow’s successful teamEvery day, around the world, emerging Avon Sales Leaders just like you are building a more profitable business through network marketing. You’ll discover that using Avon’s simple, proven method of Prospecting can rapidly improve your earnings and professional potential.

Your Prospecting OutlookRead the statements below and check the answer that best describes how you view Prospecting.

Yes Sometimes No

Would you say Prospecting is always your first priority activity?

Do you feel comfortable asking an acquaintance or friend for a referral?

Do you feel comfortable approaching a total stranger for Prospecting and Appointing?

Do you consistently follow up with Prospects?

Do you believe every person you talk to can become interested in the Avon Earning Opportunity?

Do you talk to at least 3 new people every day about the Avon Earning Opportunity?

Do you consistently ask for referrals from Prospects who say no to the Avon Earning Opportunity?

Do you discuss your Prospecting ideas and suggestions with your Upline?

When an Appointment is canceled at the last minute, do you use that time for Prospecting?

Do you keep yourself informed of market changes or growth in your area?

If you answered “Yes” to 6 or more questions, you have a positive attitude toward Prospecting. If you answered “Sometimes” to 6 or more questions, keep practicing and your confidence will soar. If you answered “No” to 6 or more questions, let’s schedule another Prospecting observation so you can become comfortable with Prospecting.

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Explore your Full Potential

More opportunities for superior sales

“My dreams have come true thanks to the correct application of PATD. When I appoint a new Representative, she becomes curious about Avon and really desires to sell. Ongoing interactive training is an essential tool for her continued development.” —Monica, Advanced Unit Leader

Realize a Promising Future

Selling techniques for to

p performance

Build a Beautiful Business

Successful selling skills to increase your earnings Tra in ing Contact 2

Say Hello to a new Tomorrow

5 Winning Behaviors:

Appoint & TrainAppointing and Training are your foundation to building a profitable Sales TeamBased on research, the average order size, activity and retention of Representatives are consistently higher among those who:

• experience more frequent contact with their Upline

• receive higher level training

• experience working with their Upline as their business partner

Your earnings will increase with consistent Appointing and Training Contacts.

Training Contacts Suggested Timing Approximate Time

Appointment & Training Contact 1 Say Hello to a new Tomorrow At Time of Appointment 1 hour

Training Contact 2 Build a Beautiful Business Prior to First Order 45 to 60 minutes

Training Contact 3 Realize a promising Future

After Receipt of Third Order 45 to 60 minutes

Training Contact 4 Explore Your Full potential

After Receipt of Fourth Order 45 to 60 minutes

What can you do to ensure you will have consistent and successful Training Contacts with your new Representatives?

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An additional way to learn how to conduct Appointment and Training Contact 1 (AT1) is to observe your Upline or District Sales Manager and practice. Tip:

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5 Winning Behaviors:

TrainTraining Contact 2 teaches selling skillsEach training contact follows 4 simple steps to ensure that new skills are learned and actions are taken to improve sales performance.

Opening Demonstrate or explain the topics

Discuss 1 or 2 products

Set Goals and Targets

1 2 3 4

Training Contact 2 Flow Build a Beautiful Business

1. Opening

Discuss selling experiences and leads generated since Appointment and Training Contact 1Recognize accomplishments, answer questionsReview Dreams and Goals

2. Demonstrate or explain the topics

Importance of CustomersReview Customer list – Power of 3Basic selling skillsSamples and brochuresOrder and delivery systemMoney management

3. Discuss 1 or 2 products

How to use the product to expand Customer baseFocus on the current brochure and new products Inform Representatives and encourage them to complete BOK Training courses

4. Set Goals and Targets

Calendar with actionsIntroduce Sales Leadership and President’s Recognition programsReinforce Goals and DreamsSchedule time for Training Contact 3Lead generationInvite to Avon Opportunity Meeting (AOM)

Build a Beautiful BusinessSuccessful selling skills to increase your earnings

Tra in ing Contact 214 15

You will learn how to conduct Development contacts with your Downline as soon as you have identified a prospective Sales Leader from your team.

Establishing a Winning TeamHow to encourage top performance

Deve lopment Contact 2Build a Fabulous Foundation How to be a Successful Sales Leader

Deve lopment Contact 1Strengthening Your Team’s Performance How to develop your team

Deve lopment Contact 3Gaining Momentum with your Team How to energize your team 4Deve lopment ContactLine up your team

Building a great sales team

Deve lopment Contact 2

FPO: For Position Only, Layout, art, and copy will change

5 Winning Behaviors:

DevelopBe as successful as YOU want to beInvesting time in your own development will give you amazing financial and professional growth to Unit Leader, Advanced Unit Leader and beyond.

Development Contact 1Build a Fabulous Foundation

Suggested TimingWithin 1 to 2 weeks after Representative submits contract for first Recruit*

Field ObservationWithin 2 weeks after Development Contact 1

* Sales Leader will receive a Welcome to Sales Leadership packet that includes D1 and D2 booklets.

Development Contact 3Strengthening your Team’s PerformanceSuggested TimingWithin 2 weeks after achievement of Unit Leader status*

Field ObservationWithin 2 weeks after Development Contact 3

* Sales Leader will receive a Unit Leader Kit that includes D3 and D4 booklets.

Development Contact 2Establishing a Winning Team

Suggested TimingWithin 2 weeks after DevelopmentContact 1 Field Observation

Field ObservationWithin 2 weeks after Development Contact 2

Development Contact 4Gaining Momentum with your TeamSuggested TimingWithin 2 to 4 weeks after DevelopmentContact 3 Field Observation

Field ObservationWithin 2 weeks after Development Contact 4

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5 Winning Behaviors:

SellAvon Products: Use them, Love them, Share them

When you maximize the use of personal product recommendations, it can lead to higher personal and team sales.

Increase your team’s productivity by:

• Finding new Customers• Increasing Customer average order

-Selling innovative products-Demonstrating product use-Sharing your belief in the products

Success in selling is contagious. If your team sees your personal sales increase, they will want to follow your example. Tip:

Use this exercise with your team to increase your total group salesChoose an Avon product that you really believe in.

Write down, in your own words, statements that you feel will encourage your Customers to buy the product for themselves.

Using your own Customer base as an example, let’s calculate how much more you would earn if at least half of your Customers bought this product.

A Price of product for current campaign

B 50% of total number of Customers

C Total additional sales (A x B)

D Potential additional Earnings (C x % Earnings)

To strengthen your team’s sales performance and to advance your title, repeat this exercise every campaign with your Downline.

What are you going to do to increase your personal sales?

What are you going to do to increase your team’s sales?

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From personal sales to team performance, regular reports keep you on trackPerformance reports are an excellent way of tracking your personal and team’s success. Use reports to recognize your Downline, highlight areas for improvement, increase your team’s average order and impact retention.

Sales Leader Earnings StatementProvides details on personal sales and 1st, 2nd and 3rd Generation Sales and Earnings

Earnings Statement Report Summary

Report Sections Description

Campaign summary Summary of performance and earnings against Leadership qualifiers

Campaign summary results by generations

Summary of performance from 1st, 2nd and 3rd generations

Potential earnings for future payment Performance per Downline from current campaign

Earnings released this campaign Performance per Downline from previous campaign, less unpaid sales

Earnings held from prior campaign Unpaid sales performance

Sales Leader qualifications List of qualified Sales Leaders from the team

Additional information about Downlines Purchase and payment history of Downlines

The Fortune in Avon is inconsistent Follow-Up!Identify Representatives to follow up with from your Earnings Statement

Representatives with no order

Representatives just below next earnings level

Representatives who just received 1st order

Confirm potential Sales Leaders from Earnings Statement

Become an eRepresentative and take advantage of Downline Manager to access reports and much more.

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Month __________

SaturdayFridayThursdayWednesdayTuesday MondaySunday

• Circulate brochures• Submit Order• Deliver Orders• Prospecting

• Appointments• Training Contacts• Development Contacts• Sales Meetings

• Opportunity Meetings• PATD Observations• Review/Leadership Reports• Follow Up/Call Representatives• BOK Courses

Manage your time well:it’s the key to achieving your target title and earnings

Your winning strategyYour actions beginning today can make a big difference to your success. Prioritize your tasks using the following important activities:

Within 48 Hours Call Representatives with no orders or just below next

earnings level

Expand or create your “Who Do You Know” List

Call new Representatives who just received 1st order and confirm next contact

Call potential Sales Leaders from Earnings Statement

Priority Actions Prospect at least 3 new people every day

Appoint at least 3 new Representatives per campaign

Conduct Training Contact 2 with your Representatives

Follow up with active Representatives to encourage repeat orders

Develop at least 1 new Sales Leader candidate per campaign

Sign up to be an eRepresentative

Check each box as you complete each task.

Remember, your success with Avon is in consistent follow-up!

Complete the BOK Courses Sharing the Opportunity and Connecting with Others.

Conduct Training Contact 3 with Upline observing

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BAR CODE

Avon Products, Inc. 79551-9

February 2011Development Contact 2 (D2)

Mark your calendar!You’re ready to move on to the next step in Sales Leadership.

Key Dates & InformationTraining Contact 2 Field Observation:

Date: ________________ Place: ______________________ Time: ____________

Training Contact:______

Date: ________________ Place: ______________________ Time: ____________

Development Contact 3:

Date: ________________ Place: ______________________ Time: ____________

Sales Meeting:

Date: ________________ Place: ______________________ Time: ____________

Leadership Staff Meeting:

Date: ________________ Place: ______________________ Time: ____________

Avon Opportunity Meeting:

Date: ________________ Place: ______________________ Time: ____________

The Beauty of Knowledge Courses:

Sharing the Opportunity Date completed: __________________________

Connecting with Others Date completed: __________________________

In the meantime, you can always call me _____________________________

your Upline/District Sales Manager at (_____) ______ - ________________

National Sales Leadership Hotline: 1-800-468-4600