Marihot Sibarani

To promote the sales of

products and services that will most benefit

the customer-owners, and to establish

creditability through communication in a

manner that will optimize the cooperative’s

market share and savings, improve the

cooperative’s efficiency, help achieve the

cooperative’s mission and goals, and result

in outstanding customer service.

Sales & Marketing

for Product and

Services

Sales Strategy

Marketing

Program

After sales

Services

Maintain long term

Relationships

Intern

Extern (Sales Job)

Intern

Each Sales Engineer Has a responsibility

target that is determined based on the last

year progress and existing prospects

Complete Training Product Knowledge

Complete training Business

term & Salesmanship

Complete Sales Tools: Product

Presentation, Brochure, Leaflet, Technical

Document, Sales Call Commitment

Document, Success Sales Story

Intern

Evaluation Personal

Periodical Coaching (1 x in Two

Month)

Short Joint On Visit (1 x Monthly)

Group Meeting (Weekly)

Personal Meeting

Weekly Visit Plan and Short (Email)

report

Intern (Cont.)

Monthly Complete Sales Report

Warning per 3 Month (1st to final 3rd)

Compensation, Bonus and Reward

Improvement/Completion Sales Skills,

Facility, Sales Tools, including

organization (group, division, others)

etc.

Provide a competent Application

Engineer to support all Sales Engineer

daily's

Intern (Cont.)

Provide a competent Sales Counter to

cover all request from customer and

submitted to Sales Engineer to be follow

up

Conduct a Sales Team Meeting with

Management at the first day of every

week to discuss profit and loss including

Sales Action

Extern (Sales Job)

100% able to prepare Objective and

focus (Including Sales Tools &

appointment) before Sales Call

100% Best Practice Salesmanship

100% have to use Sales Tools have been

provided by the company

Each Sales Personal should be a

Professional Salesman

Extern (Sales Job)Each Personnel have to perform at least 3

customer visits per day and report the result directly to the superior

Each Personnel have to use Sales Guideline during face to face with Customer

Each Personnel should be proficient to use all Sales Tools, primarily the notebook to make a short presentation or data processing or to provide document of Sales Success Story

Every visit to the customer should be a high-quality visits, good appointments & advantageous objective discussion and focus on the purpose of the visit

Extern (Sales Job)

Each Sales Engineer is responsible for some of customers and has at least two loyal customers are doing business with the company

All Personnel shall collect and enter data about all customer company (completely) committed by their respective superiors

All above task of Extern (Sales Job) should be accompanied, trained and supervised directly by the respective Superior of each Personnel, through the Joint on Visit that specified by the Management

Market Summary

Market: past, present, & future

Review changes in market share, leadership,

players, market shifts, costs, pricing, competition

Describe product/service being marketed

The competitive landscape

Provide an overview of product competitors,

their strengths and weaknesses

Position each competitor’s product against new

product

A B

C D

Performance

Pri

ce

Product packaging

Quantity and Quality of Product

Pricing strategies

Price Positioning refer to market

Policies: Summarize policy relevant to

understanding key pricing issues

Feature & Benefit for Customer

After Sales Services Conditions

Launch, Promotions and Advertisement

Launch plan refer to market condition, Promotion

budget, Media & Timing of Advertisement

Other Promotion:

Direct marketing

Overview of strategy, vehicles & timing

Overview of response targets, goals & budget

Third-party marketing

Co-marketing arrangements with other companies

Marketing programs

Other promotional program

A policy for customers returning goods

A repair service

A maintenance service

Spare parts available

A policy for dealing with, and investigating, customer complaints

An advice service for customers with technical problems

Customer satisfaction:

This occurs when customer expectations and needs are met over and over again

It is measured by:

Analysing sales performance

Recording the number of complaints/returns

Making comparisons with competitors

Customer feedback:

Helps to inform the company for the future – so it can improve products/services.

Feedback obtained by:

On the spot questions by staff

Observation of customers

Questionnaires

Customer panels/focus groups

The website (e.g. pop-up questionnaires)

E-mails and email questionnaires

Investigating customer service

Always remember:

Key features vary, depending upon the type of

organisation and its customers

No business can please everyone all the time –

though they should try!

Customer service features

Products – quality, safety, packaging, clear

information

Staff – attitude, dress, communication skills

Premises – cleanliness, access, facilities

Delivery – reliability, speed, availability

After-sales care – complaints, returns,

repairs, guarantees

Other features – payment methods, advice

lines, staff training etc

Distribution strategy

Channels of distribution

Summarize channels of distribution

Distribution by channel

Show plan of what percent share of distribution will

be contributed by each channel -- a pie chart might

be helpful

“Company need to have long-term customers and good vendor relationships that will through challenging times or tight deadlines, as well as relationships with other business owners to share struggles, resources and best practices that can really give you an edge. The reality is that business relationships are just like any other relationship. They require some effort to maintain and they must be mutually beneficial. As in any relationship, company must be willing to give, share and support, not just take or receive."

1. Encourage Honest Feedback

2. Listen More Than You Talk

3. Make A Routine

4. Be Honest

5. Take Notes

6. Give More than You Receive

7. Be Proactive

8. Be Real

9. Turn Blunders into Opportunities

10. Make it Personal

11. Meet Face-to-Face

1. Encourage Honest Feedback:

"An open, honest relationship demands

clear communications of how each party

is performing,“

"Encourage constructive criticism and be

brave enough to suggest ways clients

can help your firm perform better,“

"If you know where you stand, you can

stand stronger."

2. Listen More Than You Talk :

"We all want to extol our strengths, our virtues in

hopes of impressing others and, ultimately,

getting more business,"

"It's counter-intuitive, but being a good listener

highlights your virtues much better than being

a big talker"

"What sets him apart is that he takes the time to

listen to them and really understand where his

clients are coming from (business situation)"

"Listening With More Than Two Ears"

3. Make A Routine:

Devise a system to ensure that not

too much time passes before you

connect with your contacts, such

as the formal database created.

And with the proliferation of

social media tools these days

such as Facebook, LinkedIn and

Twitter, etc.

“it's never been easier to keep in

touch”

4. Be Honest:"As a small business owner, it's important that people see me as

expert in my field," says Mr. X. "But, when asked questions I don't know how to answer, I always say so. I remember an initial meeting with what became one of my best clients. I was meeting with the executive team and was asked about my experience in their industry (of which I had none). I could have tried to spin my response to sound like I knew their industry. Instead, I told them that I had no experience and why that might work to their advantage. I was surprised to see stern, questioning faces turn to friendly nods and smiles. They really appreciated my honesty. And that laid the foundation for a great relationship."

Dig Deeper: Can the Truth Set Your Profits Free?

5. Take Notes:

“Keeping track of everything about your

customers about their personal or

working situation, so the next meeting

when you will not lose track of your

customers”

“You also will not lose the sense of the

nature / temperament / character of your

customers, what he likes and dislikes”

6. Give More than You Receive:

“Be sure to contact people when you are NOT in need of

something. Take time to learn about their business since it's

as important to them as your business to you. "Take a

minute to understand your client's dreams and provide

opportunities for them to fulfill this whenever possible,"

"Whenever I have a client on the phone I try to understand what

they're trying to achieve with their business. From time to

time there will be an opportunity that I will actually refer

them to someone that I think could help their business

especially where I gain nothing from this. Clients really

appreciate it when they realize that you're looking out for

them."

Dig Deeper: How to Incorporate Philanthropy Into Your Business

7. Be Proactive:

“Using your journal and knowledge of your relationships,

forward articles, links and other information that

might be of interest to your contacts. "When I see

interesting news stories I forward them to people who

I think would find them relevant," says Mr. XY of Born

to Sell. "I've had many recipients come up to me later

and say things like, 'I can't believe you remembered

that I wanted to go to Thailand.' It takes less than 30

minutes each morning to send out a handful of these.

Do it every day and the care and feeding of your

network will be alive and well."

8. Be Real:

"Do not be afraid to be vulnerable"

"Let people see who you are. It builds trust

and respect. Being too professional is a

bore and well you are not going to enjoy

yourself."

Dig Deeper: When Do You Lie? Strategies For

More Authentic, Respectful

Communication

9. Turn Blunders into Opportunities:Admitting mistakes and correcting missteps will take you far

when it comes to building relationships, says Mr. C. "Often

times, people just want to know that you are sorry and that

you have a plan for getting back on track," he says. When

one of our service providers made a mistake, which resulted

in our service being delayed for a week, the service

provider responded immediately with an apology and a

proposal for fixing the problem. Instead of looking for

another service provider, we decided to work with this

provider because we know that the provider is honest and

diligent. When a mistake is more than a minor setback, do

something to make it right or otherwise provide value to the

wronged party."

10. Make it Personal:Sometimes it is good to send an actual physical letter or card of

appreciation as opposed to an e-mail. "Say 'Thank you," a

lot," says Ms. W. "I send notes to new clients thanking them

for their business. I send e-mails of appreciation often, for

no reason at all. And, I send great toffee during the holidays.

Never forget who got you where you are. And never, ever

think you can say thank you enough to clients, customers,

colleagues and even vendors too."

Dig Deeper: How to Build Personal Relationships With Customers

11. Meet Face-to-Face:Invite your contacts to an event (sporting,

music, etc.) that you would both enjoy.

You will naturally deepen the relationship

and get to know each other better. You

could also make plans to catch up at or

join someone at a networking event. For

some people, networking events are

challenges and having at least one friendly

face there can give them the confidence

to network better. Plus, you will

strengthen the relationship.