|

  
 







 

|

 
How to Achieve Today¶s Results by utilizing
the Available Resources?

&

How to Develop the 

to Achieve

Tomorrow's Results?
Vnowledge
& Skills Results

Efforts
&
Actions
 
 j

 
m








 

  
 

  


 
 

 
    

    
  




  



j

   


 
 
  
 

  

  





 
 


 
 

 

  


! 
! !   "  !  j

 
!
  
!  

"
: The first quadrant requires that the
manager needs to only nurture the
existing relationship with the customer
and all his needs should be promptly
addressed and he should be made to feel
wanted
The second quadrant requires that the
manager needs to make the customer
aware of the opportunity that lies ahead
and the hidden potential of the new
products
The third quadrant requires that the
manager needs to provide footwork; he
needs to deploy people who can go meet
new and prospective customers and build
relationships
The fourth quadrant requires that the
manager needs to innovate constantly to
stay ahead of the competition and provide
tomorrows¶ products in todayµs market
   





  

 |


R REACH

E EXTRACTION

D DEPTH
 |  

| 
is a personal reason for doing something:

People are different, so factors that motivates them are

different although there are some common factors

Money is not necessarily the most important motivator for

people

Motivators can change over time

Managers should know what motivates his team members

  | 



  
   

 

`    
 

m To observe and provide development by coaching
m To demonstrate a particular skill
m To do Joint selling
m To solve a specific problem
m As a Public Relations Exercise
m To check that previous decisions have been implemented in the field

`   

 

m Check what information is known about the customer
m Objectives of the Visit
m uestions to be asked
m Objections likely to be met
m Role of the Manager and the Sales person
m How both will cooperate- a signaling system
m Pre-call Preparation
m Post-call Review Plan
   

 

`  
|
  
 
m
et the salesperson handle the call, unless the aim has specifically been for the
manager to handle a particular situation
m Observe and make notes of:
 Vnowledge and Skill
 Contact climate
 Sales persons¶ personal organization
 Omissions from the Sales person¶s approach

`  
|
 
  
m Analyze the visit with the Salesperson asking questions: Suggested questions
are:
 Did we achieve our main aim? Why/Why not?
 How did you open the call?
 What made the customer interested?
 How did you involve the customer?
 What information did you gather?
 What features were the greatest benefits to the customer?
 What objections were hardest to overcome?
 How did you treat them?
 How should you have treated them?
 How and when did you try to close?
 What have you learned about your technique from this call?
 If you could do the visit all over again, what would you do differently?
|| 

mmR PERmORMANCE REVIEW

NAME:«««««««::::::::::::::::::::::::::::
DESIGNATION:««««««::««««««::
P
ACE:«««««««««««««««««::
   
  ! " #


 Sale Open N:
or Retail Mm WD Market
  APO I:C Pent:/ fill penetration info
/S:P/CO growth Inc: rate of wet
E product

  20% 2 35% 10% 90% 90%(chn,b 1

ankoz,coc)
75%- othrs

$  40% 10% 15% 10% 10% 10% 5%




 m q m m w m w


%



Ref: m-monthly, q-quarterly, w-weekly:

Note:

1:Target to be evaluated every Month:

2:I:C impulse items- sticks and cones:
3:Mm fill rate- 90% items mentioned in the
PO should be supplied to all Mms on time:
4:Market information should be given
weekly:
5:Sales and activity target have been
combined
 &
1: Every quarter best performer in each
depot will get appreciation (certificate,
shield) from ZIC:
2: Every year the top performer in each
depot will get 1 special increment: The
overall performer in the zone will get 2
special increments:
  
' 

  
  
  
  | 
Sales
Opening of
APO/S:P/CO
E

N:
or I:C
Growth
Retail
universe
increase
Mm fill rate

Wd
penetration
of wet
product
Market info

 

  

Type of Score
target
mreque 1 2 3 4 5 6 7 8 9 10 11 12 AVG
ncy/W M M M M M M M M M M M M
eighta
ge


 ( )



 ( )
 
 

  ( !

 

 ( )

 

 
|


 ( )

$
  ( )



 

| 

( !

 


Note : Scores should be given based on frequency: M-month







   

Recommendation,
«««««««««««««««««««««««««««««««««««««
«««««««««««««««««««««««««««««««««««««

Signature Signature

Appraiser Appraisee

Date:
Place:
 
*