Date post: | 03-Jun-2018 |
Category: |
Documents |
Upload: | soumya-choudhury |
View: | 224 times |
Download: | 0 times |
of 31
8/12/2019 Sales call 2.ppt
1/31
SALES 1
st
Sales Call
8/12/2019 Sales call 2.ppt
2/31
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
8/12/2019 Sales call 2.ppt
3/31
1st Step
8/12/2019 Sales call 2.ppt
4/31
India vs. Sri Lanka - 1st One Day
India is batting second . Whatwill the opening batsman do
before going to Bat
1st Step
8/12/2019 Sales call 2.ppt
5/31
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
8/12/2019 Sales call 2.ppt
6/31
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
8/12/2019 Sales call 2.ppt
7/31
2nd Step
8/12/2019 Sales call 2.ppt
8/31
2nd Step
Batsman enters the ground ,what all things
he does before facing the first ball
8/12/2019 Sales call 2.ppt
9/31
8/12/2019 Sales call 2.ppt
10/31
8/12/2019 Sales call 2.ppt
11/31
3rd Step
8/12/2019 Sales call 2.ppt
12/31
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 ?
8/12/2019 Sales call 2.ppt
13/31
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
8/12/2019 Sales call 2.ppt
14/31
First 3 Steps PREPARATION
OBSERVATION
INTRODUCTION
SMTime wastage is minimum
Clear Focus for the Day
High Self Confidence
8/12/2019 Sales call 2.ppt
15/31
4th Step
8/12/2019 Sales call 2.ppt
16/31
4th Step -Presentation
Promotion Presentation
CVP selling
Range Selling
8/12/2019 Sales call 2.ppt
17/31
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
8/12/2019 Sales call 2.ppt
18/31
5th Step
8/12/2019 Sales call 2.ppt
19/31
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
8/12/2019 Sales call 2.ppt
20/31
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
8/12/2019 Sales call 2.ppt
21/31
8/12/2019 Sales call 2.ppt
22/31
6th Step
8/12/2019 Sales call 2.ppt
23/31
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
8/12/2019 Sales call 2.ppt
24/31
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
8/12/2019 Sales call 2.ppt
25/31
7th Step
8/12/2019 Sales call 2.ppt
26/31
7th Step -Administration
Complete you call report
8/12/2019 Sales call 2.ppt
27/31
8/12/2019 Sales call 2.ppt
28/31
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
8/12/2019 Sales call 2.ppt
29/31
Summary
Planning ,Observation & Introduction (POI)
Presentation , Objection Handling & Close(POC)
Administration & Merchandise (AM)
8/12/2019 Sales call 2.ppt
30/31
8/12/2019 Sales call 2.ppt
31/31
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