SALES 1

st
Sales Call
SALES 1
st
Sales Call
STEP
1. Planning & Preparation
2. Opening the Call
3. Observation
4. Presentation

5. Objection Handling
6. Close
7. Administration
8.Merchandising
ACTION
1. Plan Call Objectives
2. Greet the dealer
3. Stock check, competition
4. Promotion briefing, range
selling, CVP
5. Salability, profitability
6. Take order
7. Call report, bill
8.Display
1st Step
India vs. Sri Lanka - 1st One Day
India is batting second . What
will the opening batsman do
before going to Bat
1st Step
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 beat
Who are the Retailers
Last Visit Purchse/Not
Equipment (and Check)
EFF Bag
Merchandising Kit
Samples ,Gifts
Display Units / POS
Unit -Stocks
DDSM
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 beat
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
2nd Step
2nd Step
Batsman enters the ground ,what all things
he does before facing the first ball

2nd Step-Observations
Studies the Pitch
Watches Field Placements
Notes Position of Sun ,Wind ,Sun Screen
Takes Guard
Has word with other batsman
Looks at the bowler
2nd Step -Observation
Type of Outlet : MCO, PCMO, Transport, Key Dealer
Key Person there or Not
Products - Stock level of Shell Products
- Competition Stock Levels
- Stocking of similar products (Range Expansion)
Display - Stock on Display
Customer Rush/Salesman rush
Mood of Key Person


3rd Step
3rd Step - Opening
A. AGood Opening ,
- Arouses Curiosity
- Generates Interest
- And leads to Trade Expectations
Q.What does a
Good Opening of a Sales Call achieve ?
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 you
enter the Outlet)
Retailer - confident DSM,from from Professional
company
DSM - High Confidence
First 3 Steps
PREPARATION
OBSERVATION
INTRODUCTION
DSM
Time wastage is minimum
Clear Focus for the Day
High Self Confidence
4th Step
4th Step -Presentation
Promotion Presentation
CVP selling
Range Selling

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

5th Step
5th Step - Objection Handling
A. Research shows Objections arise because
of :
Curiosity to know more, a buying signal
From Poor Quality Sales Presentation
- Presentation not answering his needs /
Benefits

5th Step - Objection Handling
Objection - Clarification or seeking more information
May be from these areas :
1. Sale ability
2. Quality
3 . Profitability
4 . Consumers
5 . Competition

Objection Handling, How?
Follow this Process
Hear the Dealer Out
Confirm the Objection
Answer the Objection
Confirm the dealer is Satisfied
6th Step
6th Step -Closing the Call
Direct close : I am giving just 6 pails of Rimula D
Extra 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 up
a display
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
7th Step
7th Step -Administration
Complete you call report
8th Step
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 in
Tomorrows Productive Call
Summary
Planning ,Observation & Introduction (POI)
Presentation , Objection Handling & Close
(POC)
Administration & Merchandise (AM)
Thank You
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