HI, I have to prepare Sales Process Manual for my company. Our company is into FMCG selling. Will someone be able to share some work done in this area. Thanks .
From India, Gurgaon
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1From India, Gurgaon
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Dear Delvette,
The sales process manual must be customized to your product and requirements. Others' requirements could differ from yours. For example, toothpaste and instant noodles are both FMCG products, but their demand will vary.
Field Visits and Observations
The best approach for you is to make field visits with at least 25 salespersons. During these visits, you can note down your observations on the following points:
- Their territory planning
- Exact time spent on the road and time taken to reach the customer from the parking area
- Questions that salespersons ask the customer
- Questions that customers ask the salespersons
- Business etiquette and product knowledge of the salespersons
- What selling means and what these salespersons do exactly
- How they negotiate on credit
- The efforts they make for the recovery of outstanding dues
- The number of sales calls they handle per day and the turnaround time per sales call
- The sales forecasting techniques they use and the sales forecast accuracy
- Which product has more pull and whether they maintain any statistical data
- How they generate market intelligence and how this intelligence can be useful
- The follow-up paperwork required and the scope for automation
- The percentage of mismatch between demand and product delivery
The more field research you conduct on these points, the better. The sales process you develop through this research will be unparalleled. While it may be time-consuming, the benefits you will accrue from this field research make it an investment, not an expenditure.
All the best!
Regards,
Dinesh V Divekar
From India, Bangalore
Acknowledge(0)Amend(0)
The sales process manual must be customized to your product and requirements. Others' requirements could differ from yours. For example, toothpaste and instant noodles are both FMCG products, but their demand will vary.
Field Visits and Observations
The best approach for you is to make field visits with at least 25 salespersons. During these visits, you can note down your observations on the following points:
- Their territory planning
- Exact time spent on the road and time taken to reach the customer from the parking area
- Questions that salespersons ask the customer
- Questions that customers ask the salespersons
- Business etiquette and product knowledge of the salespersons
- What selling means and what these salespersons do exactly
- How they negotiate on credit
- The efforts they make for the recovery of outstanding dues
- The number of sales calls they handle per day and the turnaround time per sales call
- The sales forecasting techniques they use and the sales forecast accuracy
- Which product has more pull and whether they maintain any statistical data
- How they generate market intelligence and how this intelligence can be useful
- The follow-up paperwork required and the scope for automation
- The percentage of mismatch between demand and product delivery
The more field research you conduct on these points, the better. The sales process you develop through this research will be unparalleled. While it may be time-consuming, the benefits you will accrue from this field research make it an investment, not an expenditure.
All the best!
Regards,
Dinesh V Divekar
From India, Bangalore
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(DOC - ESSPM) Employee Satisfaction Survey Process Manual.pdf
Sales Process.ppt