Salesman Modul - ISA [PDF]

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Salesman FMCG Presented by Obed



Independent Sales Academy



Salesman Modul Ways of working (Day 1)



• Preparation / Planning • Call procedure • Evaluation



Sales Fundamental (Day 2)



• Trade in (Outlet & Distribution) • Consumer pull (Display & Promotion)



Belief System (Day 3)



• In your product • In your company • In your service • In yourself



Product Flow



1



2



3



Coverage Design GT SALESMAN TAKING ORDER



SL MT



SL GROCERY



MT LOCAL - All product - Big & Med Pack - Order in Dozen & Carton - Residential - Kredit



GROCERY - Fast Moving Product - All pack - Order in Carton - Street & Inside Pasar - Kredit



CANVASS



SL REGULER



SPECIALTY - Selected Product - All pack - Order in Dozen & Carton - Residential & Inside Pasar - Kredit



BIG RETAIL - All product - All pack - Order in Dozen & Carton - Street & Inside Pasar - Tunai / Kredit



SL CANVASS



MEDIUM RETAIL - Fast Moving Product - Single & Med Pack - Order in Dozen - Residential & Inside Pasar - Tunai



SMALL RETAIL - Fast Moving Product - Single Pack - Order in Pcs - Street & Rural - Tunai



Ways of working Salesman



• Preparation • Call Procedure • Evaluation



Ways of working Salesman



DIRI - Sehat JR - Bersih - Rapih - Wangi - Deodorant



• PERSIAPAN



KENDARAAN



- Aman: Cek ban, Helm, Bbm, Oli - Nyaman: Jaket, Jas Hujan



ALAT ORDER



- SFA - Retailer Card - Kalkulator



DOKUMEN



- Tagihan - List toko - Peta toko - Price list - Katalog - Program



Ways of working Salesman



• PERENCANAAN



Effective Call



Call • 25 - 30 Toko. • Durasi 5 – 30 Menit.



• 80% Call



Items Per Transaksi



Target Omzet



• >5 item produk per effective call



• Min.15 Juta per hari • Min. Dropsize



Insentif • Target by omzet, distribution, tagihan.



LAPORAN KINERJA SE Distributor : ……………. Periode : ……………. Nama SE : ……………. Type SE : ……………. WK



HARI



District : …………………… TGL



LOKASI



PLAN CALL



TARGET SENIN SELASA RABU I



KAMIS JUMAT SABTU TOTAL WK I % dari TARGET SENIN SELASA RABU



II



KAMIS JUMAT SABTU TOTAL WK II CUMM WK II % dari TARGET



CALL Actual



Cumm



EC Actual



Cumm



ITEM Actual



Cumm



OMZET LINES/EC



Actual



Cumm



Ways of working Salesman



PEMBUKAAN - Salam / Perkenalan - Tanya kabar



CEK STOK



• CALL PROCEDURE



DISPLAY



SALES TALK - Ever Buy - Mush Have - New Product - Promo



PENUTUP - Tarik Bad Stock - Penagihan - Salam



Ways of working Salesman



1. 2. 3.



• EVALUATION



Mengisi Laporan Kerja Harian di Dinding NOO registration Evaluasi Bersama Supervisor & Principal: Pencapaian, Komplain toko, kegiatan competitor.



Darkside 1. 2. 3.



Fraud: Tagihan, bonus toko Grey area: Pecah nota, BS Nongkrong



Tugas Modul Ini 1.



2.



Survey ada berapa toko sekitar tempat tinggal, radius 100m – 200m, berapa toko retail, toko grosir, mini market Buat perbandingan 2 produk sejenis dengan ukuran yang sama atau beda sedikit, misal Susu A 500gr vs Susu B 490gr, atau Tepung bumbu A 80gr vs Tepung bumbu B 70gr