Basic Sales Skills & Working Habits

Sales needs leaders, lead yourself before leading others.

Basic Sales Skills & Working Habits Workshop

The program is designed to enhance and improve sales skills & performance of sales officers.  They can review their current working habits and make improvements.

Highlights of  Duties & Responsibilities 

• ·         He is responsible for the overall strategies (business growth, network expansion, categories’ development, etc.) of assigned territory.
• ·         He has to monitor the daily activities of distributors and their salesmen and follow up on sales progress & other parameters.
• ·         He should have regular contact with the line manager and provides the status of progress.
• ·         He should establish & maintain good business relations and contacts with distributors and shopkeepers.
• ·         He should work regularly in the market with the salesmen/distributors and provide backup/support whenever necessary.
• ·         He should coordinate, implement and deliver sales targets and other key parameters on a monthly/quarterly basis.
• ·         He has to ensure the establishment & maintenance of required infrastructures and implementation of sales systems & processes at all distributors.
• ·         He has to manage retail & wholesale channels and execute trade marketing plans.
• ·         He has to ensure implementation of company policies on claims, damages, financial and other sales-related matters.
• ·         He has to develop & improve the sales skills and working habits of subordinates.

Skills/Working Habits................

1.       Product Master Knowledge 

Brands - main features, USP Contribution...

Packs   -    Size, Variants, Margins, Case Configuration...

Preparation & update of the master file.  

2.       Market/Outlets Master Knowledge

Outlets numbers, wholesale, retails, key accounts.

O/L types, traditional outlets, self-service stores.

Geographies, locations, beats.

Value weighted distribution coverage (% category market size).

Preparation & update of the master file.
  

3.       Channels Knowledge

Retail/wholesale channels,  Needs different kinds of service, approach & plans.

Key accounts, self-service stores (open format) requires specific activities.

Other channels.

4.       Sales Planning 

Target setting base, pack wise/brand wise, target splits.

Key accounts target setting.

Daily/weekly review and follow up with distributors and salesmen.

Revised/balance to do target setting.

Regular contacts with key accounts & bottom boxers.

5.       Market Working

Product samples.

How to make sales call -    Review, Salutation, OP’s briefing, Stock check, Order booking, Grievances & Thanks.

Contact with all outlets of the Beat.

6.       Availability

Focus on Packs/Variants, Nonavailable packs at Outlets.

Width/Depth of Distribution.

7.       Offtake Generation

Merchandising- Shelving, assortments, windows, sachet visibility.

In shop activities.

8.       Rapport Building

Understanding the client's nature, interest, habits and common ground of interests.

Formal/informal.

Intimacy.

                                                                                                          

9.       Listening Skills

Focus during the interaction, follow up questions and empathize.

 Better clarity of business and pain points.

Better handling and relationship building.

10.   Team Alignment

Colleagues, customers, salesmen.

Involvement, assistance, mutual working, delegation, supporting in settling issues, finding out common ground of interest.

11.   Understanding & Implementing Structured Sales System & Processes at Distributor Point

·         Required infrastructure & management capabilities......

Funds, space, units, computer, office staff, warehouse in-charge, delivery boys and salesmen.

Full-time engagement of RS/authorize a person to manage and look after.

·         Salesmen working as per beat plan, using tools...

·         Timely order billing.

·         Timely order supply.

·         Proper implementation of schemes and plans.

·         Sufficient credit width

·         Trade claims and stocks replacement settlement.

12.   Self /Time Management

Planning/ homework, priorities, day time utilization,

Inform schedule/visits.

Delegation...

13.   Monitoring Distributor’s Service Levels

Coverage/effective coverage, bill productivity, credit width.

Daily/weekly sales targets/achievement monitoring.

14.   Exploring New opportunities

New outlets coverage, old disputed/uncovered outlets coverage.

Alternative arrangements – prospective distributors/salesmen options.

15.   Supply Chain Management.

·         Maintain pack wise stock availability at distributor Point.

·         Adherence to the primary dispatch plan.

·         Avoid unnecessary stock dumping at distributors as well as outlets.

·         Manage required outlets‘ credit width.

·         And manage distributors‘ funds as well.

16.   Accountability

Showing commitments,

acknowledge responsibilities for self as well as his team’s efforts and performance.

17.   Assertiveness

Being self-assured and confident.

18.   Objection Handling.

ALERT – Acknowledge, Listen, Explain, Refer, Thanks.

19.   Communication.

·   Verbal

Clear/Concise

Voice Tone/Style

What & How factors

· Non-Verbal

Facial, Body Language, Gesture-Posture

Alignment.

20.   Trust Building.

Make commitments & follow through.

·         Employ Relationship Building.

·         Employ Rapport Building.

Kindly publish your valuable comments.

Courtesy

PKGoel

 Sales Trainer

9319155888

Pkgoel_22@yahoo.co.in