KPI Sales executive Sr.No FMCG Context Direct sales thru DSA

1 Achieve secondary sales targets Achieve Tertiary sales targets2 Execute Promotional activities Ensure sales fulfilment

3Achieve Primary sales targets

4Achieve collection targets

5Monitor Distribution Width and depth Monitor calls and productivity

Merchandising Lead Generation and ManagementBelow the Line acticities Telecalling/Below the line

6

Process Management End to End Sales Management Investment planning Resource planning

Creation of adequate DSA and DSA sales executive resource

Training and monitoring of DSA sales executive

Task distributor on market credit/service and investment

Task DSA on number of Sales executives, productivity, prospect generation and management

Daily Sales ReportReport Date: 21st August 2014 Market: MahimName of Sales execituve: Harish Locality: Shivaji parkDistributor Name: Subodh Enterprises

Retailer Name Retailer ID Retailer Type

Vishal Sales Corporation RT10001 Kirana Key

J.J. Colds RT10002 GeneralHello Telecom RT10003 Chemist A

Siddhi Electronics RT10004 Departmental BSavla Stores RT10005 Pan C

Yogesh St RT10007 Bakery Key

Market Observations1. Competitive Comparison 2. Product AssessmentStock pressure Consumer/Retailer FeedbackSales Trend SKU-wise trendPromotional schemes Variant -wise trendRetailer Support Damages and complaintsAssessment of distributor

Retailer Category

Organised Retail

Daily Sales ReportTotal number of outlets in this beat: 53

Avg Monthly Sales (In Kgs) Biscuit Stock before order (in Kgs) Biscuit Order (in Kgs)Product A Product B Product C Product A Product B Product C Product A Product B Product C

35 10 60 27 7 30 35 3 25

40 30 70 13 10 23 32 24 5618 12 20 22 13 5 12 5 1713 15 13 10 12 12 10 11 113 12 4 4 15 10 0 0 0

45 45 90 15 15 30 36 36 72

3. Distribuor SE performance 3. Offtake trendRelationship Manufacturing CodesRetailer potential assessment Offtake trendMerchandisingRange sellingStock pressure

Daily Sales Report

Avg Monthly Sales (In Kgs)Other Activity

Product A Product B Product C35 10 60 Display

40 30 70 Replacement18 12 20 In-Shop board13 15 13 Display3 12 4 Replacement

45 45 90 Display

Date TownName oF SE JC periodEmployee ID

SKU 1 SKU 2 SKU 3 SKU 4 SKU 5UnitsSecondary last JCJC Opening stock Stocks receivedStock in transitPrimary this JCinterim salesSales during my visitSecondary this JC

Manufacturing codeNumber of day's stock

Order TakenNon-saleable stocks

Distributor investment Details of Stock received

Stock value as at end of JC Sr.No

Invoice number Date

Paid-Up stockMarket creditTotal InvestmentJC secondary sales valueNumber of days investment

Claims status Details of payment

Claim Number Date Date Sr.No

JC closing stock ( including transit stock)

Quantity under consumer scheme

Outstanding to Company as at end of JC

Credit note number

Market observation

Date DateSE Signature Distributor signatureName

Name of Distributor

SKU 6 Total

Details of Stock received

Details of paymentDate

Value ( Rs. Lakhs)

Stock received on

Cheque number

Amount ( Rs.)

Cleared on

DSA ReportReport Date: 21st August 2014 Market: MahimName of Sales execituve: Girish Locality: Shivaji parkDistributor Name: Subodh Enterprises

Orders in Process

Stage 1

1 35

2 403 184 13

5 3Total

1. Bulk orders won and lost2. Competition schemes and activity3. Response to our scheme/offer4. Support required

Team Leader

Number of SE under

Team leader

Sales MTD

Sales LMTD

Pending OrdersMTD

Pending OrdersLMTD

Sales Projection for Month

DSA ReportTotal number of SE

Orders in Process Prospect funnel Conversion from opening funnel Activities performed

Stage 2 Stage 3 V 1 V 2 V 3 V 1 V 2 V 3 Leaflet

10 60 27 7 30 35 3 25 35

30 70 13 10 23 32 24 56 4012 20 22 13 5 12 5 17 1815 13 10 12 12 10 11 11 13

12 4 4 15 10 0 0 0 3

DSA Report

Activities performed

Telecall

10 60

30 7012 2015 13

12 4

Road shows in

SME