sales call 2.ppt

8/12/2019 Sales call 2.ppt

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SALES 1

st

Sales Call


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SALES 1st Sales Call

STEP1.Planning & Preparation2. Opening the Call

3. Observation

4. Presentation

5. Objection Handling

6. Close

7. Administration

8.Merchandising

ACTION1.Plan Call Objectives2. Greet the dealer

3. Stock check, competition

4. Promotion briefing, range

selling, CVP

5. Salability, profitability

6. Take order

7. Call report, bill8.Display


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1st Step


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India vs. Sri Lanka - 1st One Day

India is batting second . Whatwill the opening batsman do

before going to Bat

1st Step


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1st Step - Preparation

Equipment (and Check)

Bat

Pads Gaurds ,Helmet

Gloves

Other Team Score

Number of Overs

Who are the Bowlers

Strengths /Weaknesses

Target for the Day

Number of Outlets -todays b

Who are the Retailers

Last Visit Purchse/Not

Equipment (and Check) EFF Bag

Merchandising Kit Samples ,Gifts

Display Units / POS

Unit -Stocks


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1st Step - Preparation

Equipment (and Check)

Bat

Pads Guards ,Helmet

Gloves

Other Team Score

Number of Overs

Who are the Bowlers

Strengths /Weaknesses

Target for the Day

Number of Outlets -todays b

Who are the Dealers

Last Visit Purchase/Not

Equipment (and Check) DSM Bag

Call report Collection bills

Price list, schemes, range folder

POS, Duster,tape, give aways


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2nd Step


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2nd Step

Batsman enters the ground ,what all things

he does before facing the first ball


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3rd Step


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3rd Step - Opening

A. AGood Opening ,

- Arouses Curiosity

- Generates Interest

- And leads to Trade Expectations

Q.What does aGood Opening of a Sales Call achieve ?


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3rd Step - Opening

4 x 20 Principle

First 20 Steps (Approach to Outlet)

First 20 inches (Dressup, grooming)

First 20 Words (Self Name ,Dealer Name ,Company name.)

First 20 Seconds (Dont waste time ,speak as soon as youenter the Outlet)

Retailer - confident DSM,from from Professionalcompany

DSM - High Confidence


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First 3 Steps PREPARATION

OBSERVATION

INTRODUCTION

SMTime wastage is minimum

Clear Focus for the Day

High Self Confidence


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4th Step


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4th Step -Presentation

Promotion Presentation

CVP selling

Range Selling


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4th Step -Presentation

Stick to the CVP - brief the key features and the

benefits

Mention Dealer Margins

Use schemes for up stocking

Mention company support ( if any ) in terms of

activities


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5th Step


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5th Step - Objection Handling

A. Research shows Objections arise becauseof :

Curiosity to know more, a buying signal

From Poor Quality Sales Presentation- Presentation not answering his needs /

Benefits


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5th Step - Objection Handling

Objection - Clarification or seeking more information

May be from these areas :

1. Sale ability

2. Quality3 . Profitability

4 . Consumers

5 . Competition


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6th Step


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6th Step -Closing the Call

Direct close : I am giving just 6 pails of Rimula DExtra 15 ltr

Alternate Close : Will 6 pails be OK, or just 3 will

do ?

Trial Close : For a trial let me give you only 3 pails

Physical Action : start preparing the bill and put u

a display


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Next Step

Move to the next product

Follow the same sequence

Presentation

Objection Handling

Close the Call

After you have completed all the Products

then you proceed to the next Step


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7th Step


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7th Step -Administration

Complete you call report


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8th Step - Merchandise

Merchandise / display at eye level

Do not scatter. Keep the range together

Put up posters at prime spots

Remember, Todays Display will result inTomorrows Productive Call


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Summary

Planning ,Observation & Introduction (POI)

Presentation , Objection Handling & Close(POC)

Administration & Merchandise (AM)


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Sales Process led sales

call Width - more number of outlets Depath- more sales thru. Same outlet (thruput/outlet)

step 1 know the universe know the potential of outlet

step 2 Identify Everbilled,RB know you current sales

step 3 prospect list for the qtr

Set target Where you want to reach with which

brand/pack

step 4 Agreed prospect list with Dsm/ Distr Range selling,use range folder for each call

step 5 Conversion and vol Target Merchandise

step6 plan and visit them Activity to get Infiuencers

step7

Merchandise, activites around the

shop Order booking and deliver

step8 Review growth RB and S/O Review Thruput/ Outtlet and S/O

sales call 2.ppt

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