Pre-call Activities and Selling Ideas
the biggest mistake a sales person can make
"Starting with What? How? Why? instead of Why? How? What?
Ensuring their presence and their quality, checking their price, ensuring correct storage of products
How does Stock Check supports our brands?
Summarize, State Ideas, Explain, Reinforce, Close
What are the 5 stages of the sale?
Engage and impact shopper to buy our brands by executing in-store marketing activities permitted in your market
What is Execution Excellence?
A three-step process helps you to respond effectively to a variety of non-verbal signs
Recognize, Engage, Steer
Availability, Quantity, Right Quality, Visibility, Right Price
What is considered in the Stock Check?
Champions, Service Leaders, Survivors, Individualists, Spectators
Which are the Customer Engagement Segments?
Actions we take to ensure the customer is able to successfully sell-out to the consumer.
Local Market Knowledge, Mastery of features and benefits of our brands, Knowledge of competition activity, outlet data, profitability and past call records
What makes great preparation?
Define cause, establish where the problem is in the supply chain, establish whether is short-term or long-term problem, agree to a solution
What Do We Do in an Out-Of-Stock Situation?
Acknowledge, Probe, Answer, Close
What is the APAC structure?
Shopper Behaviour, retail, 121, entertainment
What are the enhanced E-X Standards?
Opening questions, follow-up questions, confirmation questions
What is the questioning funnel?
A quantity, enough to recover the ideal stock level
What is the Suggested Order Quantity?
Be confident, Vary types of close, Close after each agreement, Listen carefully for buying signals, Close after you handle any objection
What are the golden rules of closing? (ABC)
Right product, right inventory, right quality, right place, right price
What are the distribution fundamentals?
The --- depicts how most people, including our customers, have immediate needs and wants that they are more likely to make us aware of.
What is the sales Iceberg?
A quantity, enough to satisfy consumer demand for this product until the next delivery
What is the Ideal Stock Level?
Customer centric, Well intentioned, Respectful, Focus on questioning and listening, Creates time for the correct solution, Produces a long term solution, Not a manipulative technique
Why the APAC Structure works?
Introduction off products, ideal stock level and order quantity, stock rotation, pricing policy, product display
Product availability can be realized by…