TRAINING LEADER - your Avon support you in growing your Avon business, Avon has available a variety of tools: Global Prospecting, Appointing, Training and Development tools/materials

TRAINING LEADER | TRAINING GUIDE

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TRAINING LEADER TRAINING GUIDE


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TABLE OF CONTENTS

New Training Leader Training Introduction ............................................................................ 3

TRAINING LEADER PROGRAM fact guide .............................................................................. 5

Training Leader Progression Meetings .................................................................................... 7

* Week at a Glance Suggested Activities for Success ........................................................ 8

PATD Matrix (Prospecting, Appointing, Training and Development) .............................. 12

Recorded Webcast ................................................................................................................. 15

Recorded Webcast Descriptions .......................................................................................... 16

Beauty of Knowledge Courses .............................................................................................. 17

Plan Your Success .................................................................................................................... 22

Our Partnership: District Contacts ......................................................................................... 23


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NEW TRAINING LEADER TRAINING INTRODUCTION

Welcome to Avon Products, Inc. and the New Training Leader Development process. We’ve designed a suggested training process that spans approximately 12 Campaigns and is organized into 24 weeks:

To support you in growing your Avon business, Avon has available a variety of tools:

Global Prospecting, Appointing, Training and Development tools/materials available on yourAvon.com, these tools will not only support you they also will support your Downline.

Order on yourAvon.com: • 2 part business card (Community Tab>Avon Advantage)

• Appointment Kit (When placing an order under>Order Sales Tools)

Print from yourAvon.com (Training Tab>Beauty of Knowledge): • PATD Flow cards

• Global Prospecting Flyers

• PATD Observation Forms

• Instructional Aids for Training Contacts and Development Contacts

Much of the Training will be conducted and completed with your District Sales Manager or a Field Training Manager. By observing, reading, and practicing, you will learn best practices as well as gain real life experience.


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NEW TRAINING LEADER TRAINING INTRODUCTION, CONT’D

The Role of your District Sales Manager and the Field Training Manager in the Training Leaders Training process:

District Sales Manager (DSM) and/or a Field Training Manager (FTM) will support Avon’s Field Management Process (FMP) when Training, Developing and Coaching the Training Leaders. Ideally, the District Sales Manager and /or the Field Training Managers will schedule field activities to be role modeled and in return observed in preparation for PATD certification (Prospecting, Appointing, Training and Development):

Training Leaders – “P and A” observe DSM/FTM during the first 2 weeks of training

P and A certification by end of 2nd Campaign of program

Training Leader – “T” observes DSM/FTM during the third week of training

T and D certification by end of 12th. Campaign of program

DSM/FTM –“PATD” observes Training Leader for 1.5 to 3 days every week

DSM/FTM to partner with TL to observe PATD process with Downline

DSM/FTM complete PATD certification with Training Leader by end of program

DSM/FTM support in Development of 1 Unit Leader or 3 Candidates by 12th Campaign

DSM/FTM to review Analysis and Planning for your Downline

Training Leaders to Attend virtual classes and conference calls

Training Leader attend District Sales Meeting

Training Leader attend Opportunity Meetings

Training Leader to conduct Downline Sales/Leadership Meetings

Training Leader to conduct Downline Opportunity Meetings


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TRAINING LEADER PROGRAM FACT GUIDE

Training Leader Program • Unique, potentially life-changing earning opportunity for Representatives, Candidates

and Unit Leaders without an Upline (not recruited by a Leadership Representative)

• Duration: 12 Campaigns (24 Weeks) in addition to upfront training

Benefits of becoming a Training Leader • Personal Development : Lead your own team of Representatives

• Professional Development : One on one, classroom, virtual and field based training

• Financial Development : Instant AUL level Leadership bonuses

– Given ~40-50 Representatives upfront to start your own business

– Earn bonuses on your Downline (paid on minimum $50 orders net of returns, etc when personal award sales of $200 or more per Campaign are placed and paid for by the Training Leader.)

– Potential accelerated path to Sales Leadership

Training Leader Program Criteria for Success • Time Commitment:

– Start ~20-25 hours per week

– End ~30-35 hours per week

• Attend Mandatory Training

– 1 week training prior to program start – Classroom (1 day) and field (4 days)

– Webcast online Training and conference calls

– Ongoing trainings with DVM/DSM/FTM

• Coach, Develop and Grow the ~40-50 Representatives given to you and those prospected and appointed by you


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TRAINING LEADER PROGRAM FACT GUIDE, CONT’D

Program Qualifications: (Criteria) • After 2nd Campaign:

– Must be competent in Prospecting and Appointing and must have 1 appointment after DSM Progression Review.

• After 6th Campaign

– Must have $200 or more in Personal Award Sales per Campaign from Campaigns 1 – 6, net after any negative sales and returns

– Must have 3 additional orders placed by Representatives in your 1st Generation over the base number of orders placed by Representatives you were given. (can be met in 5 Campaign or 6 Campaign of program)

• After 12th Campaign

– Must have $200 or more in Personal Award Sales per Campaign from Campaigns 1 – 12, net after any negative sales and returns

– Must have 6 additional orders placed by Representatives in your 1st Generation over the base number of orders placed by Representatives you were given. (can be met in 11 Campaign or 12 Campaign of program)

– Must have developed at least 1 Unit Leader or 3 Candidates in your 1st. Gen over base

– Must be PATD certified

– Qualify into respective level of Sales Leadership if all Criteria met

Earning Bonuses Criteria

• Training Leader must place a $200 or more personal order in any given Campaign, net after any negative sales and returns, to be eligible to earn bonus on Downlines

• Training Leader earns bonuses on paid Downline sales greater than $50 and net of return


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TRAINING LEADER PROGRESSION MEETINGS

DSM will schedule a Progression meeting with you to discuss your performance to date before each gate to ensure and support your gate targets.

Date: Time: Place:

Discuss: 2nd Campaign Progression Meeting

Must be competent in Prospecting and Appointing and have 1 appointment

Date: Time: Place:

Discuss: 6th Campaign Progression Meeting

You should have the following results since you started your TL assignment:

• $200 or more in Personal Award Sales per Campaign from Campaigns 1 – 6"

• +3 orders criteria to be met in 5th. Campaign or 6th. Campaign)

• Progressing toward PA certification (of PATD certification)

Date: Time: Place:

Discuss: 12th. Campaign Progression Meeting (Qualification)

You should have the following results:

• $200 or more in Personal Award Sales per Campaign from Campaigns 1 – 12" • +6 orders criteria (to be met in 11th. Campaign or Campaign 12th.)

• Developed Unit Leaders (1) or _________ Candidates (3) over base

• Achievement of PATD certification (of PATD Professional)


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* WEEK AT A GLANCE SUGGESTED ACTIVITIES FOR SUCCESS

Week 1 Managing Your Calendar

Field Management Process







Start this Week Meet with DSM/FTM Understand Avon’s

Field Fundamentals – Prospecting, Appointing, Training and Developing Sales Leaders (PATD)

Prospect and Sell Host a Grand

Opening Take the Beauty of

Knowledge Course - Network Marketing Today

Review the Avon Appointment kit

View the Appointment and Appointment Training Contact 1 video and Instructional Aid on youAvon.com (Training Tab>BOK)

Be Observed Prospecting using the indirect approach

Recommended goals to achieve qualifications 1st Campaign 3+

appointments 1st. Campaign order

growth in Downline 1

Start this Week Prospect and Sell Receive Training

Contact 2 View Avon: Training

Contact 2 video and Training Contact 2 Instructional Aid on yourAvon.com (Training Tab>BOK)

Observe DSM/FTM perform P and A and complete an Observation Form

Be observed conducting a Appointment Training Contact 1 (AT1)

Be Observed Prospecting using the indirect approach

Schedule P and A in your calendar

Observe an Avon Opportunity Meeting

GATE 1 Certification in P and A

Start this Week Prospect and Sell View Avon: Training


Observe DSM/FTM perform T and complete an Observation Form

Observe an Opportunity Meeting

Learn about mark on yourAvon.com (Earning Opportunity Tab)

DSM/FTM will review Analysis and Strategic Planning

Read about the President’s Recognition Program. Start to build Top Sellers in your Downline yourAvon.com (PRP Tab)

Review the Leadership Welcome Kit

Recommended goals to achieve qualifications 2nd. Campaign 3+

appointments 2nd. Campaign order

growth in Downline 2

Start this Week Prospect and Sell View Avon: Training


Observe DSM/FTM perform D and complete an Observation Form

Be observed conducting T

Achieve Gateway qualifications’ to graduate

Learn about Fund-raisers on yourAvon.com (Earning Opportunity Tab)

Set Goals for next Gateway

Schedule PAT in your calendar

Schedule Progression Meeting w/DSM

Observe an Avon Opportunity Meeting

* Some activities may flow into different weeks based on the Campaign calendar.

Based on when you receive your Downline you will want to schedule time to meet and introduce yourself to your team. Based on your mail plan you will need to submit your personal order every two weeks. • Set goals for number of recruits including, number of candidates and UL you will develop • Set goals for increasing Top Sellers and Sales Leaders in your Downline


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WEEK AT A GLANCE SUGGESTED ACTIVITIES FOR SUCCESS, CONT’D



Week 6 Managing Your

Calendar Field Management

Process





Process

Start this Week Prospect and Sell PATD Observation,

Coaching and Feedback with your DSM/FTM

Plan and Conduct Meetings In your Downline

Schedule PATD in your calendar

Review/Observe D2 with DSM/FTM

Conduct an Avon Opportunity Meeting

Recommended goals to achieve qualifications 3rd. Campaign 3+

appointments 3rd. Campaign order

growth in Downline 2 Candidates in Downline 1



DSM/FTM will conduct Analysis and Strategic Planning


Coaching and Feedback DSM/FTM

Complete the Beauty of Knowledge online training courses (Self Development)

Develop a Unit Leader


Recommended goals to achieve qualifications 4th. Campaign 3+

appointments 4th. Campaign order

growth in Downline 3 Candidates in

Downline 1

Start this Week Prospect and Sell PATD

Observation, Coaching and Feedback with your DSM/FTM

Review Unit Leader Success Kit





Process





Process Start this Week Prospect and Sell PATD Observation,


Observe your DSM/FTM doing a 90-Day Business Planning Sessions

Receive D-3 training with DSM/FTM

Conduct an Avon Opportunity Meeting GATE 2

+3 order growth in Gen 1 over the base and $200+ Personal Award Sales (average 1- 6) 3 appointments 1 candidate

5th. Campaign 3+ appointments

5th. Campaign order growth in Downline 3

Candidates in Downline 1



Create a Fundraising warm list to approach organizations

Use reports to identify Money Management concerns



Schedule Progression Meeting w/DSM





Downline 2

Start this Week Prospect and Sell Achieve

Gateway qualifications’ to graduate

PATD Observation, Coaching and Feedback with your DSM/FTM

Receive D-4 training with DSM/FTM


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Schedule PATD in your Calendar





Downline 2

Start this Week

Prospect and Sell PATD Observation,


Observe DSM/FTM perform best field practices








Downline 2

Start this Week

Prospect and Sell PATD Observation,


Observe DSM/FTM perform PATD and complete an Observation Form

Observe DSM/FTM perform best field practices





Week19 Managing Your Calendar






Plan and Conduct Training Meetings In your Downline

Work with your Downline





Downline 2

Start this Week

Prospect and Sell

PATD Observation, Coaching and Feedback DSM/FTM



Start this Week

Prospect and Sell

PATD Observation, Coaching and Feedback DSM/FTM





Downline 3

Start this Week

Prospect and Sell


PATD Certification will need to be completed soon


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Be observed by your DSM/FTM doing a 90-Day Business Plan





Downline 3

Start this Week

Prospect and Sell


Use reports to identify Money Management concerns




GATE 3 +6 order growth in Gen 1 over the base and 1Unit Leader in 1st Gen and $200+ Personal Award Sales (average 1- 12) PATD Certification




Downline 3

Start this Week

Prospect and Sell

Achieve Gateway qualifications’ to graduate


Set time w/DSM to conduct a 90 Business plan on your Avon Business

* Some activities may flow into different weeks based on the Campaign calendar.

Based on when you receive your Downline you will want to schedule time to meet and introduce yourself to your team.

Based on your mail plan you will need to submit an order every two weeks.

• Set goals for number of recruits including, number of candidates and UL you will develop

• Set goals for increasing Top Sellers and Sales Leaders in your Downline


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PATD MATRIX (PROSPECTING, APPOINTING, TRAINING AND DEVELOPMENT)

CONTACT OBJECTIVES TOOLS TIMING

AT1 • Obtain New Representatives dreams

and goals. • Develop WDYK list • Schedule 48 hour call and T2 contact

• Appointment kit & planner • AT1 Instructional Aid • AT1 Flow Card

At time of Appointment

60-90 minutes

48-Hour Call • Follow up on progress of goals set at

AT1 • Answer questions

• Goals & Next Steps take-away card from AT1

• 48 – Hour Flow Card

Within 48 hours of AT1 15-20 minutes

ALL TRAINING, DEVELOPMENT AND OBSERVATION CONTACTS WILL INCLUDE THE FOLLOWING: • REVISIT DREAMS AND GOALS

• REVIEW OF PROGRESS TOWARDS GOALS OF PRIOR CONTACT

• DISCUSS 1 TO 2 PRODUCTS

T2 • Explain 5 Steps to a Sale • Ensure understanding of Campaign

order process • Plan Campaign strategy • Schedule T3 Contact

• T2 Booklet (included in Appointment kit)


• T2 Instructional Aid • T2 Flow Card

Prior to first order submission

45-60 minutes

D1 • Discuss short and long term goals • Discuss benefits of Avon Sales

Leadership Program • Review Believe in Your Success and

UL achievement progress • Discuss the importance of building a

business w/PATD • Conduct Prospecting skill building

activity • Explain 4 steps of the Appointment • Schedule field observation

• D1 Booklet (included in Welcome to Leadership Packet received after 1st recruit)

• D1 Instructional Aid • D1 Flow Card • Goals & Next Steps take-

away card from AT1

After 1st recruit

60 minutes

D1 OBSERVATION

• Review Prospecting and Appointment steps

• Provide opportunity for SL to observe and practice an appointment and indirect & direct Prospecting.

• Schedule D2 Contact

• Prospecting flyers • Business cards • Prospecting Decision Tree • Appointment Kits • AT1 Flow Card • PATD Observation Form • Goals & Next Steps take-

away card from AT1

Within 2 weeks of D1 contact

1/2 Day


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PATD MATRIX, CONT’D


D2 • Explain and review 5 Winning

Behaviors – PATDS • Explain how to conduct T2 Contact • Introduce and Discuss Leadership

Reports • Schedule D2 observation

• D2 Booklet (included in Welcome to Leadership Packet received after 1st recruit)


away card from AT1

Within 2 weeks of D1 field observation

75 minutes

D2 OBSERVATION

• Review Training Contact 2 steps • Provide opportunity for SL to observe

and practice a T2 • Schedule D3 Contact

• T2 & D2 Booklets • T2 Flow Card • PATD Observation Form • Goals & Next Steps take-

away card from AT1

Within 2 weeks of D2 Contact

2 hours

T3 • Explain Avon’s paths to success • Explain how to increase Customers

and increase Customer order size • Explain and discuss advanced selling

techniques • Planning for PC achievement • Schedule T4 Contact

• T3 Booklet (will be included in new Representatives’ 3rd order)

• T3 Instructional Aid • T3 Flow Card • Goals & Next Steps take-

away card from AT1

After 3rd order

45-60 minutes

T4 • Explain how to increase sales through

group selling • Explain how to become a product

expert • Discuss long term sales goals

• T4 Booklet (will be included in new Representatives’ 4th order)

• T4 Instructional Aid • T4 Flow Card • Goals & Next Steps take-

away card from AT1

After 4th order

45-60 minutes

D3 • Help SL to identify potential high

selling Reps and potential SL’s in Downline

• Explain steps of how to Coach Downline

• Explain how to conduct T3 contact • Show how to use Leadership Reports

to maximize Downline’s performance • Schedule D3 observation

• D3 Booklet (included in UL Success Kit)


away card from AT1

Campaign after UL title attainment

90-120 minutes


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PATD MATRIX, CONT’D


D3 OBSERVATION

• Review Training Contact 3 Steps • Provide opportunity for SL to observe

and practice a Training Contact 3 and field coaching.

• Schedule D4 Contact

• T3 & D3 Booklets • T3 flow card • PATD Observation Form • Goals & Next Steps take-

away card from AT1


2-3 hours

D4 • Review progress towards

personal/Downline’s dreams and goals

• Discuss the importance of communication with Downline

• Explain steps of how to plan and conduct meetings

• Explain how to conduct T4 contact • Discuss and explain the importance

of follow-up • Explain how to use reports to energize

their team • Help the Sales Leader plan strategy

for continued growth of their business • Schedule D4 observation

• D4 Booklet (included in UL Success Kit)


away card from AT1

Within 2 weeks of D3 Observation

90-120 minutes

D4 OBSERVATION

• Review Training Contact 4 steps • Provide opportunity for SL to observe

and practice a Training Contact 4 and an Opportunity meeting

• T4 & D4 Booklets • T4 Flow card • PATD Observation Forms • Goals & Next Steps take-

away card from AT1


2-3 hours

90-DAY BUSINESS

PLANNING SESSION

• Re-visit personal/Downline’s goals and dreams

• Congratulate accomplishments of last 90 Days

• Review 1st generation Representative/Downline development

• Discuss strategy for follow-up, training and developing of Downline members

• 90-Day Business Plan Guide

• 90-Day Business Planning Flow Card


90 Days after D4 Observation

90-120 minutes

PLAN TO SUCCEED SESSION

• Establish rapport • Identify opportunities to gain new

customers • Discuss Preferred Preview, Ship Direct

and Instant Delivery • Congratulate accomplishments

• Plan to Succeed Session Flow Card

• Instructional Aid “Plan to Succeed”

• Quarterly Plan to Succeed Guide

60 minutes


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RECORDED WEBCAST

Recorded Webcast: (Descriptions on page 14) Webcasts available on yourAvon.com>Leadership>Training Leader tab

1. Selling Steps: Includes Job Aid

2. Prospecting and Building a Network

3. Introduction To Your Downline

4. How To Develop Sales Leaders

5. Reports on Downline Manager: Includes Job Aid

6. Campaign Planning

7. Time Management and Google Calendar: Includes Job Aid

8. Plan Your Success: Includes Job Aid

9. How To Develop Top Sellers: Includes Job Aid

10. Communicating thru Downline Manager

11. Motivating Your Downline

Conference Calls:

Every week a conference call will be scheduled by the Division Manager.


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RECORDED WEBCAST DESCRIPTIONS

1. Selling Steps: Length: 45 minutes Explain the selling steps: planning/ preparing, opening, interviewing, presenting, and responding to concerns, closing the sale and servicing/follow-up.

2. Prospecting and Building a Network: Length: 45 Minutes Describe the techniques for prospecting and discuss the basics of prospecting and some of the tools and techniques used to prospect at Avon.

3. Introduction To Your Downline: Length: 45 Minutes Discuss how to introduce yourself to your Downline and review the tools to support you as you start to build your team and create the partnership.

4. How To Develop Sales Leaders: Length: 45 minutes Discuss and Describe leadership skills using the global tools to conduct best practices that will translate into a successful Sales Leaders. Strategies include Role-Modeling the PATD.

5. Reports on Downline Manager: Length: 45 minutes Explain how Downline Manager (DLM) reports allow you to analyze patterns in your Downline Leadership, new Representatives, Planning, Order Activity, and much more, all available in reports that you access online thru DLM

6. Campaign Planning: Length: 45 minutes Analyze your reports to help conduct a Daily and Campaign planning. Determine action plans to respond to the information obtained on the reports.

7. Time Management & Google Calendar: Length: 45 minutes Discuss how to record all your calendar activities in one place and manage your time. Let your District Sales Manager. Leadership, family, and friends see your calendar, and view schedules that others have shared with you. You will identify when everyone is free or busy, scheduling is a snap.

8. Plan Your Success: Length: 45 minutes Discuss the over view of Training Leader compensation and explain ways to plan for your success

9. Develop Top Sellers: Length: 45minutes Identify existing and potential President’s Recognition Program Representatives to help them design a successful business.

10. Communicating Thru Downline Manager: Length: 45 minutes

Explain how Downline Manager (DLM) is another great tool to communicate with your Downline.

11. Motivate Your Downline: Length: 45 minutes Discuss techniques to motivate your Representatives and make action plans to employ them.


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BEAUTY OF KNOWLEDGE COURSES Access all of the Beauty of Knowledge courses on yourAvon.com (Training Tab) First 7 recommended course are highlighted below

Course Title FOR: LANGUAGE:

Minutes New Leadership English Spanish Details on Pg:

Course Tutorial 7 14 Accelerating Success Through Meetings 35

16

Advance Techniques: Lotus Shield 10

16 Advance Techniques: Transform Your Look and Your Sales

20 16

Avon Fragrance and Personal Care 25 15 Avon Makeup: Refresh Your Knowledge and Your Look

25 15

Beauty Basics 40 14 Become a Top Seller 45 15 Calculating Your Earnings 15

14

Coaching and Giving Feedback 25

16 Communicating with Your Downline 25

16

Connecting with Others 25

16 eRepresentative Order Management 25 15 eRepresentative Web Office Tour 25

14

e-Z Returns: Creating a Return Shipment 20 14

e-Z Returns: Credits and Replacements 20

14 Getting Started on yourAVON.com 20

14 Group Selling Basics 35

15 Growing Your eBusiness 25 16 How to Conduct Effective Meetings 35

16

Introduction to PATD 10

16 Launching Your Business 30 14 Managing Your Orders 15

14

Marketing Your Business 35

15 Money Management 15

14

Network Marketing Today 45

15 Online Orders 25

14

Planning for Success 25 15 Sharing the Avon Opportunity 20

16

Ship Separate Orders 20

16 Skincare at Avon 40 15 Your Customer’s Avon 45 15


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BEAUTY OF KNOWELDG COURSE DESCRIPTIONS

Course Description

Course Tutorial The Course Tutorial walks Representatives through online training by providing a high- level overview of navigating the training courses.

Beauty Basics (AT1) Perfect for new and seasoned Representatives alike, Beauty Basics teaches the fundamentals of Beauty at Avon. The course will teach you how to achieve outstanding sales by focusing on the Customer and by selling Avon’s most popular beauty products. After all, Beauty is what Avon does best!

Getting Started on yourAVON.com (AT1)

This course introduces you to the yourAVON.com site. It explains the main features of yourAVON.com, including navigating the site and communicating with Avon. You will also have the chance to practice identifying key areas of the site.

Launching Your Business (AT1) If you’re a new Representative, the Launching Your Business course is the perfect place to start. The course will show you how to find Customers, build your Customer list, overcome objections, and refine your sales image. And most importantly, you’ll learn how to boost your sales by incorporating Avon into your everyday life.

Money Management (AT1) Money Management emphasizes the importance of starting out your business on the right foot so that both you and Avon get paid every Campaign. The course covers everything from opening a business checking account to keeping copies of paperwork for tax purposes.

Online Orders (AT1) After you identify Customers and arrange your finances, your next step is to place an order on yourAVON.com. This course covers the online ordering process, including how to do a product search, order demos and brochures and check product availability.

Calculating Your Earnings (T2) Calculating Your Earnings helps you learn how to read and understand invoices and calculate earnings each Campaign. Also includes how to prepare Customer invoices.

eRepresentative Web Office Tour (T2)

e-Z Returns: Creating a Return Shipment training course is the second course in the e-Z Returns training series. You will expand upon what you learned in the e-Z Returns: Credits and Replacements course by learning how to create a shipment to send back to Avon; recognize and use e-Z Returns shipping options and also the Return Merchandise Authorization (RMA) and Credit History features of the application.

e-Z Returns: Creating a Return Shipment (T2)

e-Z Returns: Creating a Return Shipment training course is the second course in the e-Z Returns training series. You will expand upon what you learned in the e-Z Returns: Credits and Replacements course by learning how to create a shipment to send back to Avon, recognize and use e-Z Returns shipping options and also the Return Merchandise Authorization (RMA) and Credit History features of the application.

e-Z Returns: Credits and Replacements (T2)

Avon’s product return process can be summed up in two letters: e-Z. The e-Z Returns: Credits and Replacements training course helps you learn the basics of product returns. You’ll learn how to navigate the e-Z Returns site, search for items to credit or replace and process credits and replacements. This course is part one in a two-part series. You can then follow up by taking the e-Z Returns: Creating a Return Shipment course.

Managing Your Orders (T2) Double-check an order when it arrives and then pack it for Customers. This course also covers how to deliver orders, including offering samples and brochures to encourage repeat sales.


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BEAUTY OF KNOWLEDGE COURSE DESCRIPTIONS, CONT’D

Course Description

Avon Fragrance and Personal Care (T3)

Get a behind the scenes look at Avon’s Fragrance and Personal Care business by taking Avon Fragrance and Personal Care. You’ll learn the ins and outs of Fragrance, like fragrance families and fragrance composition. And you’ll also see how Personal Care products—like Skin So Soft, Naturals, and Foot Works—can pamper your Customers and boost your sales totals at the same time!

Avon Makeup: Refresh Your Knowledge & Your Look (T3)

Want to learn how to recommend Avon makeup products according to each Customer’s color family, product finish, and product intensity preferences? Then look no further than Avon Makeup: Refresh Your Knowledge & Your Look. This course will cover the latest makeup application techniques and trends, and will show you how to combine Avon makeup with jewelry, accessories, and makeup tools to create a total look for every Customer!

Become a Top Seller (T3) President’s Club, Honor Society, Rose Circle—they’re all within your reach when you take the Become a Top Seller training. You’ll learn how to achieve President’s Club status and beyond by using a Goal Card to track your sales throughout the year.

Group Selling Basics (T3) The Group Selling Basics course will provide you with an overview of the most popular forms of group selling— Open Houses, Grand Openings, Avon Parties and Theme Parties. You’ll learn how to prepare and host a group selling event, and how to use group selling to reach your personal sales and recruiting goals.

Marketing Your Business (T3) Spread the word about your Avon business today with tried-and-true marketing solutions that really work. The Marketing Your Business course shows you how to promote your Avon business in your community by tapping into your Avon network and by taking advantage of the marketing tools Avon makes available to Representatives.

Network Marketing Today (D1 & T3)

In Network Marketing Today you’ll learn what it means to be a Network Marketer, and how you can create a Network Marketing business by participating in the Sales Leadership program. You’ll also learn about the importance of developing your Avon Network by strengthening your relationships with Customers, your Downline and with other Avon Representatives.

Planning for Success (T3) Planning for Success will help you set sales and recruiting goals that fit your lifestyle, financial needs, and your dreams for the future. The course will show you why it’s so important to have an action plan, and what steps you can take to reach your sales goals and achieve President’s Club.

Skincare at Avon (T3) Skincare is the most profitable beauty category for Avon, and it can be the most profitable category for you too! The Skincare at Avon course contains up-to-the- minute information about Avon’s best selling Skincare brands: Anew, Solutions, and Clearskin. You’ll also get a comprehensive look at Avon Anew, and the amazing anti-aging products available in the Rejuvenate, Reversalist, Ultimate, and Clinical lines.

Your Customer ’s Avon (T3) The Your Customer’s Avon course will teach you how to build your Avon business by focusing on the Customer. You’ll learn how to meet each Customer’s individual needs by developing your knowledge of Avon products, learning how to respond to common objections, and by making personalized product recommendations.

eRepresentative Order Management (T4)

The eRepresentative Order Management course builds on the Web Office Tour by exploring the process of managing orders and invoices with Web Office and yourAVON.com. In addition to learning how to use these tools through step-by-step examples, you will also learn how orders are placed on your personalized Web site so that you can provide the best possible service to your eCustomers.


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BEAUTY OF KNOWLEDGE COURSES DESCRIPTIONS, CONT’D

Course Description

Growing Your eBusiness (T4) One of the biggest questions eRepresentatives ask is, “How can I build my online Customer base?” In Growing Your eBusiness, you will get practical suggestions for not only attracting new eCustomers, but also encouraging repeat online orders from existing Customers. You will also learn how, as a Leadership Representative, you can use your personal Web site to recruit and communicate with Downline members.

Advance Techniques: Lotus Shield

In this course you’ll learn how the anti-frizz technology of Advance Techniques Lotus Shield works to tame frizzy hair, the benefits to using Lotus Shield and how to demonstrate the power of Lotus Shield to your Customers.

Advance Techniques: Transform Your Look and Your Sales

This course will teach you how to identify your own, and your Customers’ hair care needs and how each of the AT product segments achieves desired results in hair care. You’ll also learn what AT products to recommend to Customers who want to achieve a specific look and regimen selling strategies to increase your overall earnings with Avon Hair Care.

Ship Separate Orders This course focuses on creating and sending ship separate/additional orders, choosing regular or separate shipments, understanding associated charges as well as the overall benefits of placing extra orders.

Training Leader/Leadership Specific Course Description

Introduction to PATD (D1) Get your Leadership training off to a good start with PATD. The PATD course will introduce you to the process of Prospecting, Appointing, Training, and Development— four of the key actions you will need to take to build your Leadership business. The course only takes 10 minutes, and contains a sneak preview of the entire online Leadership training curriculum.

Connecting with Others (D2) Avon isn’t just a Beauty company—we’re a relationship company too. You’ll learn how to strengthen your relationships and your Avon business at the same time, by taking Connecting with Others. This course shows how to communicate and listen so that Avon connections will be stronger than ever.

Sharing the Avon Opportunity (D2)

This course helps you improve your Sales Leadership and prospecting skills, hone your communication skills, mentor new Representatives and use Avon materials to explain the Avon opportunity to others.

Coaching and Giving Feedback (D3)

Coaching is an important part of mentoring and developing Leadership Downline. You’ll learn how to coach your Downline, so that every Representative has the tools and knowledge he or she needs to be a strong player on your Avon team.

Accelerating Success Through Meetings (D4)

What’s a good way to train, inform or motivate a group of Downline Representatives? Hold an Avon meeting! For Leadership Representatives, meetings happen all of the time. To learn how to plan and prepare for a successful Avon meeting that gets the most out of everyone’s time, you will want to take Accelerating Success Through Meetings.

Communicating with Your Downline (D4)

Communicating with Your Downline—it’s a skill that every successful Leadership Representative must master. You will learn about your own communication style, and how to use all of the communication technology available to you so that your message to your Downline gets through loud and clear.

How to Conduct Effective Meetings (D4)

Nervous about talking in front of a crowd? You’ll be the meeting host with the most after you’ve taken How to Conduct Effective Meetings. Learn to conduct meetings with confidence. If you’ve already taken Accelerating Success Through Meetings, it’s time to sharpen your skills as a meeting presenter and facilitator by taking Conducting Effective Meetings today.


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PLAN YOUR SUCCESS

Below are some suggested activities to guide you through Avon’s Field Management Process (FMP) on a Daily, Weekly and Campaign basis. Continue to follow the planning suggestions in this checklist each week to successfully manage your time and grow your Downline!

Suggested Daily Activities: (Prospect – Anywhere, All the time, Always ask!) Review DLM

Call leads and schedule interviews/appointments

Call to confirm all scheduled Representative contacts and Appointments

Power of 3 (Talk to at least 3 people a day)

Suggested Weekly Activities: Conduct Appointments (AT1)

Conduct 48 Hour Follow-up Calls

Conduct Training Contacts (T2-4)

Conduct Development Contacts (D1-4)

Strive to generate 3 leads from each field contact. If you have any no-shows or cancelations during the day, devote that time to field prospecting

Suggested Campaign Activities: Appoint 3 New Representatives per Campaign and Continue to Look for New Candidates to

Develop.

Generate and review the DLM reports to identify potential candidates for business contacts. Plan to call each candidate to determine his/her level of interest in increasing sales to move to the next level of Leadership.

Generate and review LOA 1-6 in Sales Ranking Order: These are the top new Representatives who have been with Avon for less than 6 Campaigns and may have slipped through the training cracks prior to your involvement with the Downline. They are potential PC members and Leadership Representatives. They are also good sources of leads. ALL new Representatives should be scheduled immediately for their follow-up training contacts.

Meet with your District Sales Manager and learn about the newest products and incentives.

Partner with your DSM to support Group Meetings, Training and Development Contacts.

Suggested Self Development Training: (Ongoing Training) Schedule time to complete the bi-weekly webcast stated on page 16 of this guide

Schedule time to attend bi-weekly conference calls conducted by your Division Sales Manager

Attend District Sales Manager’s Trainings/Sales Meetings


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OUR PARTNERSHIP: DISTRICT CONTACTS

District Sales Manager:

Division Sales Manager:

Field Training Manager:

Training Department email address: [email protected]

Springdale Contact Center:

Toll Free Number: 1-866-498-2866

Monday – Friday | 7:00am – 9:00pm EST

There will also be a voicemail box for after hours so you may leave a message, we will return your call during business hours.

OR eMail us:

Email Address: [email protected]

“The first step in the acquisition of wisdom is silence, the second listening, the third memory, the fourth practice, the fifth teaching others”.

—Solomon Ibn Gabriol

mailto:[email protected]

mailto:[email protected]

Documents

TRAINING LEADER - your Avon support you in growing your Avon business, Avon has available a variety of tools: Global Prospecting, Appointing, Training and Development tools/materials