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    Salesman Modul - ISA

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    Dyon Franstian
    This document provides an overview of the roles and responsibilities of an independent salesman for an FMCG company. It discusses the ways they work including preparation and planning, call procedures, and evaluation. It also covers sales fundamentals like trade-ins, consumer pull, and building belief in products, companies, and services. The document outlines coverage design, taking orders, and canvassing. It provides details on call procedures, sales talks, and evaluations. Finally, it lists some tasks for the module including surveying local stores and comparing similar products.

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    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd

    Salesman Modul - ISA

    Uploaded by

    Dyon Franstian
    87 views11 pages
    This document provides an overview of the roles and responsibilities of an independent salesman for an FMCG company. It discusses the ways they work including preparation and planning, call procedures, and evaluation. It also covers sales fundamentals like trade-ins, consumer pull, and building belief in products, companies, and services. The document outlines coverage design, taking orders, and canvassing. It provides details on call procedures, sales talks, and evaluations. Finally, it lists some tasks for the module including surveying local stores and comparing similar products.

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    This is Modul for salesman

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    This document provides an overview of the roles and responsibilities of an independent salesman for an FMCG company. It discusses the ways they work including preparation and planning, call procedures, and evaluation. It also covers sales fundamentals like trade-ins, consumer pull, and building belief in products, companies, and services. The document outlines coverage design, taking orders, and canvassing. It provides details on call procedures, sales talks, and evaluations. Finally, it lists some tasks for the module including surveying local stores and comparing similar products.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    87 views11 pages

    Salesman Modul - ISA

    Uploaded by

    Dyon Franstian
    This document provides an overview of the roles and responsibilities of an independent salesman for an FMCG company. It discusses the ways they work including preparation and planning, call procedures, and evaluation. It also covers sales fundamentals like trade-ins, consumer pull, and building belief in products, companies, and services. The document outlines coverage design, taking orders, and canvassing. It provides details on call procedures, sales talks, and evaluations. Finally, it lists some tasks for the module including surveying local stores and comparing similar products.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 11

    Salesman Independent

    FMCG Sales
    Academy

    Presented by Obed
    Salesman Modul

    Ways of • Preparation / Planning


    working • Call procedure
    • Evaluation
    (Day 1)

    Sales
    Fundamental • Trade in (Outlet & Distribution)
    • Consumer pull (Display & Promotion)
    (Day 2)

    • In your product
    Belief System • In your company
    • In your service
    (Day 3) • In yourself
    Product Flow

    1 2 3
    Coverage Design GT
    SALESMAN

    TAKING ORDER CANVASS

    SL MT SL GROCERY SL REGULER SL CANVASS

    MT LOCAL GROCERY SPECIALTY BIG RETAIL MEDIUM RETAIL SMALL RETAIL


    - All product - Fast Moving Product - Selected Product - All product - Fast Moving Product - Fast Moving Product
    - Big & Med Pack - All pack - All pack - All pack - Single & Med Pack - Single Pack
    - Order in Dozen & Carton - Order in Carton - Order in Dozen & Carton - Order in Dozen & Carton - Order in Dozen - Order in Pcs
    - Residential - Street & Inside Pasar - Residential & Inside Pasar - Street & Inside Pasar - Residential & Inside Pasar - Street & Rural
    - Kredit - Kredit - Kredit - Tunai / Kredit - Tunai - Tunai
    Ways of working • Preparation
    • Call Procedure
    Salesman • Evaluation
    Ways of working
    • PERSIAPAN
    Salesman

    DIRI KENDARAAN ALAT ORDER DOKUMEN

    - Sehat JR - Aman: Cek - SFA - Tagihan


    ban, Helm, - Retailer - List toko
    - Bersih Bbm, Oli Card - Peta toko
    - Rapih - Nyaman: - Kalkulator - Price list
    - Wangi Jaket, Jas
    Hujan - Katalog
    - Deodorant
    - Program
    Ways of working
    • PERENCANAAN
    Salesman

    Effective Items Per


    Call Target Omzet Insentif
    Call Transaksi
    • 25 - 30 Toko. • 80% Call • >5 item produk • Min.15 Juta per • Target by
    • Durasi 5 – 30 per effective hari omzet,
    Menit. call • Min. Dropsize distribution,
    tagihan.

    LAPORAN KINERJA SE
    Distributor : …………….
    Periode : …………….
    Nama SE : …………….
    Type SE : ……………. District : ……………………
    WK HARI TGL LOKASI PLAN CALL EC ITEM OMZET
    CALL Actual Cumm Actual Cumm Actual Cumm LINES/EC Actual Cumm

    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
    Ways of working
    • CALL PROCEDURE
    Salesman

    SALES TALK PENUTUP


    PEMBUKAAN
    - Ever Buy - Tarik Bad
    - Salam / Stock
    CEK STOK DISPLAY - Mush Have
    Perkenalan
    - New Product - Penagihan
    - Tanya kabar
    - Promo - Salam
    Ways of working
    • EVALUATION
    Salesman

    1. Mengisi Laporan Kerja Harian di Dinding


    2. NOO registration
    3. Evaluasi Bersama Supervisor & Principal:
    Pencapaian, Komplain toko, kegiatan
    competitor.
    Darkside
    1. Fraud: Tagihan, bonus toko
    2. Grey area: Pecah nota, BS
    3. Nongkrong
    Tugas Modul Ini
    1. Survey ada berapa toko sekitar tempat
    tinggal, radius 100m – 200m, berapa toko
    retail, toko grosir, mini market
    2. 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

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