ncm handbook module 3 (2)

BASIC SALESMANSHIP SALESMAN’S DAILY ROUTINE

BASIC CALL PROCEDURE

To increase product consumption in his/her assigned territories.

To influence increase in product consumption VIA point of sale product exposure.

To deliver the VDMCERA on a per call basis. V (volume) – to sell enough stocks (STOCKWEIGHT) to

avoid OUT OF STOCKS and OVER STOCKS situation in the store.

D (distribution) – to sell the right PRODUCT LINES in the right STORES.

M (merchandising) – to display the products aggressively in the selling area thereby giving the products the maximum level of exposure VS. competitors.

C (collection) – to collect trade receivables according to the company’s selling TERMS and CONDITIONS.

E (expenses) – to limit expenses according to the company’s tolerable boundaries.

R (returns) – to confine return goods to a level set by the company.

A (account development) – to maximize the available potential of the product in the store market share thereby giving the product the maximum level of opportunity in the store market size.

To ensure the effective and efficient performance of the accounts under his/her territories.

To ensure that all company’s plans and programs are implemented in all of his/her accounts.

To ensure the presence/existence of all the available potential products in accounts being handled.

To act as an effective independent bridge between the management and the accounts being handled.

To act as a business partner to company especially in identifying the available potential of the company in the area.

It is a sales executional process of achieving sales objectives

From a monthly, daily, and by account call bases. It provides the needed focus on the agreed

canvass objectives. It organizes the daily coverage around the basic

sales objectives of the month It ensures that nothing is overlooked through a

system of steps.◦ Preparation◦ Trade Coverage◦ Closing for the day

Preparationfor the Day

Closingfor the Day

TradeCoverage

1

PREPARATION FOR THE DAY1. Prep of collection invoices2. Prep of PLAN SLIP3. Setting objectives per call4. Prep of forms and documents5. Prep of necessary tools and supplies

TRADE COVERAGE (BCP)1. Review preparation2. Enter call/greet dealer3. Store check (size up overall situation in the store4. Bodega check5. Finalize plan6. Collection7. Sales presentation8. Closing of sales9. Records and reports10. Resale work (merchandising)11. Tell dealer next coverage12. Call analysis

CLOSING FOR THE DAYReconcile collectionClosing of MCP( Master Coverage Plan)

@ Systematic procedure that helps in attaining the salesman’s daily sales objectives.@ Simple and logical routine of work that easily develops salesman’s work habits.@ Inculcates the work values of 5 P’s (Proper Preparation Prevents Poor Performance)

HARDWORKING ANALYTICAL SYSTEMATIC CONSUMER FOCUSED CUSTOMER SERVICE ORIENTED EFFECTIVE INTER-PERSONAL SKILLS

characterDISCIPLINE Adherence to MCP (Master Coverage Plan) Adherence to selling hours Adherence to COMMITMENTS/AGREEMENTS

DESIRE & MOTIVATION self motivatedself initiateddesire to improve present performance

Skills in Basic Salesmanship Proficiency in Handling Sales Drives Proficiency in account opening,

servicing and maintenance Knowledge/Mastery of Basic Call

Procedure Knowledge/Mastery of Inventory

Management Knowledge/Mastery of Sales

Presentation and Closing of Sales

MOVEMENT = Beg. Invty. + DELIVERY – Ending Inventory

REPLENISHMENT = MOVEMENT IDEAL

CONTROL LEVEL (RCL) # of days/weeks of x days/weeks

last visit SUPPLY * FACTORS AFFECTING DAYS/WEEKS SUPPLY

(CALL FREQUENCY, DELIVERY LEADTIME & BUFFER STOCKS)

ORDER = RCL – ENDING INVENTORY

It MUST be easy to agree NEVER start with a possible NO as an

answer DON’T INVITE ARGUMENTS

MAS1. Review Preparations2. Enter Call/Greet dealer3. Store Check4. Warehouse Check

(inventory count)5. Finalize Plans6. Collection and Payment7. Sales Presentation8. Closing9. Records and Reports10. Resale Work

(merchandising)11. Leave Call/Tell dealer

next call12. Call Analysis

DSP–VAN1. Review Preparations2. Enter Call/ Greet dealer3. Store Check inventory count4. Bodega check5. Finalize Plan6. Sales Presentation7. Closing of sales8. Delivery &collection9. Records & reports10. Resale Work(merchandising)11. Tell dealers next coverage12. Call analysis