LatrineSalesAgentTraineeHandbook

SanitationMarketingToolkit

TABLEOFCONTENTSINTRODUCTION

Pg.1

WHATYOUNEEDTOKNOW

Pg.3

SERVICEDELIVERYPACKAGE

Pg.7

PROMISETOCUSTOMERS

Pg.13

RESPONSIBILITIESOFLATRINESALESAGENTS

Pg.15

TOOLS,STRATEGIES,ANDESSENTIALINFORMATION

Pg.17

ANNEXES

Pg.40

Introduction

2

CONGRATULATIONSONBECOMINGALATRINESALESAGENT!Asalatrinesalesagent,youcanexpecttoearnmoremoneyforyourfamily,learnnewskillstohelpyouearnmoremoneyinthefuture,andhelpyourwholecommunitybecomecleanerandhealthierbecause,

asasalesagent,youwillreceive:

! Guidanceandsupportforbecomingthemostsuccessfulsalesagentyoucanbe,

! Salestrainingtohelpyousellthemostpossiblelatrines,

! Posters,flipcharts,andothertoolstohelpyoucommunicatewithcustomers,

! Connectiontoothersalesagentswithwhomyoucanshareknowledgeandideas.

Inorderforyoutoreceivethosebenefits,theenterpriseyouworkformustdeliveronitspromisestothecustomersyouhelpthemfind.Inturn,thatenterprisedependsonyouandeverysalesagenttobeableandwillingtofulfilltheresponsibilitiesoutlinedinthismanual.

Thismanualprovidestheresponsibilitiesofallsalesagentsandthetools,strategiesandinformationyou

need to do so. Thismanualmay be revised occasionally to reflect new policies or procedures. Salesagentswillreceiverevisedsectionsoramendmentstothemanualsastheyaremade.

This manual will be your participant’s workbook for your training and your reference book for anyguidanceortoolsyoumayneedasyoupracticeyoursalesskills.

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WhatYouNeedtoKnow

4

WHATISALATRINEANDWHYISITIMPORTANT?DIDYOUKNOW…

Almost1,000,000families1livinginLaosdonothaveaqualitylatrine?

Whatdoesitmean?Well,itmeansthat:

! 1,000,000familieshavetogooutsideintheraintoshit.! 1,000,000familieshavetobeafraidofpeopleseeingthemwhiletheyshit.

! 1,000,000familieshavetobeafraidofdogs,pigs,snakes,andmosquitoseveryday.! 1,000,000familieshavetogooutatnight,includingchildrenandtheelderly,tofindasafeplace

toshit.

AND thousands of Lao children get sick and die every year from diarrhea because they do not have

latrines!

HOWDOESTHISHAPPEN?

When people do not use alatrine, their shit canget intotheir food from accidentally

touching the shit, fromgetting into the water, and

from the flies that carry theshit onto your food! Whenyou eat it, you get diarrhea

and spend lots of money formedicine.

12009PopulationandHousingCensusand2011LaoSocialIndicatorSurvey

5

Latrinesallowpeopletoshitinaplacewhereitcannotgetintotheirfoodorwater.Latrinesarealsomorecomfortable,moreconvenient,moreprivate,andsaferthanshittingoutside!

WHATISALATRINE?

Therearemanydifferent typesof latrines.The important thing is that theyseparatepeopleandshit!Differenttypesoflatrinesinclude:

! Pour-flushtoilet! Dry-pittoiletswithslabs

! Dry-pittoiletswithPVCpipesforvents! Toiletsthatturnshitintofertilizerforfarms(compostinglatrine)

MAKINGSURETHATEVERYONEINLAOSHASACCESSTOAHIGHQUALITYLATRINEIS

IMPORTANTBECAUSEITWILLMAKEPEOPLE’SLIVESEASIER;ITWILLMAKEPEOPLEMORE

PRODUCTIVEANDHELPLAOSTODEVELOPASACOUNTRY;AND,ITISAGREATBUSINESSOPPORTUNITY!

Slab

Rings

Pan

Emptyinghole

6

KNOWYOUR

CUSTOMERWhen asking people to change their behaviorsor make a big purchase (like a latrine!), it isimportanttoknowsomethingaboutthem.This

information will help you learn about yourcustomer as a person and what kinds ofchallengestheyfacethatmakeitdifficulttobuy

alatrine.

Mr.KeoisanimaginarypersonwhorepresentsmostLaopeoplewhodonotownlatrines.

WHOISKEO?

! Middle-agedman(35-45yearsold)! Marriedwithchildren

! Hasonlyaprimaryschooleducation! Makesaround1,000,000LAKpermonth

WHATDOESHEWANT?

! Safetyforhiswifeandchildren! A comfortable, private, and convenient

latrine! A modern, pour-flush latrine, similar to

thoseinurbanareas! Toberespectedbyhiscommunity! To stop shitting outside because it is

unpleasant

WHATDOESHEBELIEVE?

! Believes thata latrinewouldbringdignity,safety,andcomforttohimandhisfamily

! Believesthatlatrinesareexpensive! Believes that pour-flush latrines are the

cleanest, most modern, and mostcomfortablelatrineoption

WHATDOESHENEEDTOBUYALATRINE?

! Flexibleoptionstopayforthelatrine,suchas monthly installments with low interest

rates! A convenient place to purchase a

complete,easytoinstalllatrine

! Easy and affordable delivery andinstallment

! Confidencethatthelatrineishighquality

! To be convinced that a latrine is a goodwaytospendhishardearnedmoney.

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ServiceDeliveryPackage

8

9

WHATYOU’RESELLING

PRODUCTSANDSERVICES COMPONENTS/DESCRIPTION RECOMMENDEDPRICE

Basicpour-flushlatrine Threeconcreterings;oneconcreteslab(notiles);oneceramicpour-flushpan;oneplasticemptyingholecover

360,000-440,000LAK(US$45-55)

Chromestandardpour-flushlatrine

Fourconcreterings;oneconcreteslab(notiles);oneceramicpour-flushpan;oneplasticemptyingholecover

390,000-470,000LAK(US$49-59)

Silverstandardpour-flushlatrine

Threeconcreterings;oneconcreteslabwithtiles;oneceramicpour-flushpan;oneplasticemptyingholecover

405,000-480,000LAK(US$51-60)

Goldstandardpour-flushlatrine

Fourconcreterings;oneconcreteslabwithtiles;oneceramicpour-flushpan;oneplasticemptyingholecover

455,000-540,000LAK(US$57-68)

LatrineDeliveryService Deliveryoflatrinecomponentstohouseholdofcustomer.

50,000LAK(US$6)fordeliverieswithin10km;3,000LAK(US$0.40)peradditionalkilometre

LatrineInstallationService Installationoflatrinecomponentsathouseholdofcustomerorotherspecifiedsite.

100,000LAK(US$12)

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Likeallgoodlatrines,theproductyouaresellingkeepstheshitandurineinasafe,enclosedplaceawayfromotherpeople,flies,andanimals.Italsopreventspeoplefromembarrassingthemselvesbyopenly

defecating,anditprotectsthemfromtherain,mosquitos,pigs,dogs,andotherdangerousorannoyingthingsthatmakeopendefecationsuchabadexperience!

Essentially, you are selling a product thatprovides:

CONVENIENCE

SAFETY

&PRIVACY!

Customers will have four options to choosefromatdifferentprices:

FOURRINGSWITHTILES

FOURRINGSWITHOUTTILES

THREERINGSWITHTILES

THREERINGSWITHOUTTILES

Eachoftheseoptionscanbedeliveredtothecustomerandinstalledforthem,foranextrafee,orthe

customercanchoosetoinstallandarrangetransportationthemselves.

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WHATARETHEFEATURESANDBENEFITS?Featuresarethingsthatwecantouchandsee.Forexample,thinkaboutyourmobilephone.Whatarethefeatures?Somethingsmightbe:

! Camera! Durable

! Longbatterylife! Touchscreen

Benefitsarewhywe likecertain features.Forexample, foreach feature listedabove,wecanthinkofsomebenefits:

! Welikethecamerabecauseitallowsustotakepicturesofourfriendsandfamily.

! Welikethatitisdurablebecauseitwillnotbreakeasily.! Welikethelongbatterylifebecauseitwilllastseveraldaysbeforewehavetochargeitagain.! We like the touchscreen because it is more convenient and easier to use than a standard

keyboard.

WHEN TALKING ABOUT YOUR LATRINE PRODUCT, ALWAYS LINK A FEATURE WITH ITS

BENEFIT.

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Inthepicturebelow,youcanseethefeaturesingreen,andthebenefitsinblue.

HEREARESOMEEXAMPLESOFLINKINGFEATURESWITHBENEFITS:

! Thislatrinehasaceramicpanthatiscleanandhygienic,andjustliketheonesfoundinthecity.! Ithasastrongconcreteslabandringsthatwillnotbreakandwilllastmanyyears.

! Thepitisalsobigenoughtolastseveralyears,andhasanemptyingholesothatwhenitfillsup,itcanbeemptiedandusedagain.

! Beautifultilescanbeplacedontheslabforamoreattractiveandeasiertocleanlatrine.! Customers can build their own shelters out of local materials, or they can even build a

bathroomcompletewithwashbasinforbathingandlaundry.

! Andbest of all, it’saffordable! Pricewill dependonwhere the latrine is produced, butmostlatrinesaresoldforaroundUS$50,or450,000LAK.

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PromisetoCustomers

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PROMISETOCUSTOMERSCustomerschoosetopurchasealatrinefromyoubecausetheycanbeconfidentthattheywillreceive…

• Ahighqualityproductthatwilllastmanyyears;

• Abeautifulproductthattheycanbeproudtoownandrecommendtoothers;

• Anaffordableproductthattheycanusetheirownsavingstobuy;

• Deliveryandinstallationservicesthatareconvenientandontime;and

• Respectandgoodcustomerserviceeverytimetheyinteractwithyou.

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ResponsibilitiesofLatrine

SalesAgents

16

THESALESAGENTROLEINTHELATRINEBUSINESSTheLatrineBusiness’ssuccessisdirectlyrelatedtotheeffectivenessoftheSalesTeam.AsamemberofthatSalesTeam,youhaveacrucialrole,whichinfluencesboththeLatrineBusinessanditscustomers.

Yourmainresponsibilitiesareasfollows:

SalesPerformance

- Achievementofagreedsalestarget/objectivesforthedefinedterritory.

- Conductregularsalesactivities,includingbothGroupSalesEventsandDoor-to-DoorSales.- Ensurethatbusinessesprovideappropriateservicetothecustomers.- Maintainagoodrelationshipwithcustomersandotherkeyinfluencers,suchasvillagechiefs

anddistrictgovernmentauthorities.

Competitor/MarketInformation

- ProvideLatrineBusinessandMarketFacilitatorwithinformationonpotentialnewcustomers,newproductopportunities,competitor’sactivities,etc.

- CommunicateanycustomercomplaintsandproductorservicequalityissuestoLatrineBusiness

andMarketFacilitator.

Administrative

- Planjourney- Completeallrequiredsalesforms,especiallyLatrineOrderForms- Preparationforallsalesactivities

- Completeandsubmitallotherrequiredformsontime

BysigningthecontractfoundinAnnex9,youagreetofulfilltheresponsibilitieslistedabove.Ifyouarenotabletodoso,yourcontractwillbeterminatedandyouwillnolongerbeabletorepresenttheLatrineBusinessorreceivetrainingorotherbenefitsfromtheMarketFacilitator.

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Tools,StrategiesandEssentialInformation

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WHYDOPEOPLEBUYLATRINES?Peoplebuylatrinesbecauseoftheirbenefits,notbecauseoftheirfeatures.Marketresearchhasshown

that:

93%OFPEOPLEBUYFORCONVENIENCE

70%BUYFORSAFETY

70%BUYFORPRIVACY

ALTHOUGHLATRINESHAVEMANYHEALTHBENEFITS,HEALTHWASTHELEAST IMPORTANT

REASONSPEOPLEBUYLATRINES!

Otherimportantthingstoknowaboutyourcustomersare:

! Comfort,convenience,andpressurefromfriendsarethetopreasonsforbuildingalatrine.! People prefer pour-flush latrines over other types because they are durable and they do not

smell.! Peoplewho buy pour-flush latrines aremore satisfiedwith their latrines and use themmore

thanpeoplewhobuydrypitlatrines.

! Shittingoutsideisverycommon,butmostpeopledon’tlikeit!! Ownersofdrypitlatrineswanttoupgradetheirlatrinestopour-flush.

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Whensellingaproductorservice,itishelpfultoimaginethepersonthatyouaresellingtheproductto.These are the people that aremost likely to purchase a latrine. These people are called our “target

audience.”

The lists below were developed from our research which told us what our target audience believesaboutbuyingalatrine,andwhattheyneedtomakethatdecision.

WHATDOESHEBELIEVE?

! Believesthatalatrinewouldbringdignity,safety,andcomforttohimandhisfamily! Believesthatlatrinesareexpensive! Believes thatpour-flush latrinesare thecleanest,mostmodern,andmostcomfortable latrine

option

WHATDOESHENEEDTOPURCHASEALATRINE?

! Flexibleoptionstopayforthelatrine,suchasmonthlyinstallmentswithlowinterestrates! Aconvenientplacetopurchaseacomplete,easytoinstalllatrine

! Easyandaffordabledeliveryandinstallment! Confidencethatthelatrineishighquality! To be convinced that a latrine is a good way to spend his hard earned money

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HOWTOSELLALATRINETHEFLIPCHART

Oneofthetoolsyouwillusemostwhensellinglatrinesistheflipchart.Thistoolwasdevelopedbasedonourresearchandisdesignedtohelpyoucommunicateallthenegativeaspectsofopendefecation,andallthebenefitsoflatrineownership!

Eachpageoftheflipcharthasapictureandamaybeafewwordsorphrases,designedtogiveavisualto

eachkeymessage.Thisissothatpeoplerememberthemessagebetter.

You can see that the flipchart guides consumers through aconversation, starting with all the ways that open defecation isinconvenient,uncomfortable,unsafe,andunhealthy.Thenitleadsto

all thewaysthatusing latrines leadstoaneasier,more comfortable,safer,andhealthierlife!

See the completeflipchart in Annex 5ofthismanual.

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REMEMBERTHESEIMPORTANTTIPSWHENUSINGTHEFLIPCHART:

! Thenotesonthebackareforguidanceonly—donotreadthemtotheaudience.! Useapentopointatthepictureswhentalkingaboutthem.

! Encourageaudienceparticipationbyaskingquestionsthroughoutthepresentation.! Useeyecontact.! Smileandusehumor.

Themoreyouusethistool,themorefamiliaryouwillbecomewiththekeymessagesforsellingalatrineandhowbesttocommunicatethebenefitsoflatrineownership.Thistoolshouldbeusedatbothgroupsaleseventsandone-on-onesalesactivities.The flipcharthelpspeople to remember theproductand

themessages,andhelpsyoutoguideyourconversationswithpeopleinthedirectiontowardsasale!

PREPARINGFORASALESEVENT

PICKINGALOCATION

Theenterpriseyouareworkingwithwillhelpyou todecidewhatyourtargetareais.Planstrategicallywiththeenterpriseaboutwhereandwhenyouwanttohaveyoursalesactivities.

Somethingstoconsiderare:

! Howmanypeopleinthisvillagedonothavelatrines?(Yoursupervisorcangiveyouthisdata.)

! Has there been CLTS triggering in this village? (Seebox.)

! What do most people do in this village? When are

theymostlikelytobeathome?! If they are farmers, when is their planting and

harvestingseason?(Whenwilltheyhavemoney?)

CLTSmeansCommunity-LedTotalSanitation. It is an activity led bygovernment andNGOs in villagestoencouragethemtouselatrines.

What does this mean for you? Itmeans that there will be manypeople in these villages who willwantlatrines,andyoucanprovidethem!Working togetherwith thegovernmentaboutCLTSwillallowyou to earn a lot of money andhelpavillagetoachievetheirCLTSgoals.

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WORKINGWITHTHEVILLAGECHIEF

Thekeytopreparingasuccessfulsaleseventisworkingcloselywiththevillagechief.Theyhavealotofpowertomotivatepeopletocometotheeventandtobuyalatrine.Thestepsofthisprocessare:

1. Contactthevillagechiefandsetupameeting.

2. Explainwhoyouareandwhyyouarethere(name,nameofenterprise,purpose).3. ShowyourofficialletterfromNamSaatthatgivesyoupermissiontoworkinthatdistrict.4. Explainhowthesalesevent,door-to-doorsales,anddeliveryandinstallationprocesswillwork.

5. Explain your responsibilities as a sales agent, the enterprise’s responsibilities, and the VillageChief’sresponsibilities(usetheVillageChiefcontractasaguidethroughthisdiscussion,aswellastheVillageChiefQualityAssuranceChecklist,whichcanbefoundinAnnexes1and2).

6. Decideonadayandlocationforthesaleseventtogether.7. Askthevillagechieftojoinyouatthesaleseventanddoor-to-doorsalesaftertheevent.8. Askthevillagechieftomakeanannouncementinhisvillageandencouragepeopletoattend.

9. Especially ask the village chief to invite all households that do not have latrines, and 2-3householdsthatdohavelatrines(youwillusethesepeopletosharetheirpositivestoriesaboutlatrineownership).

It is important to develop a good relationship with village chiefs to succeed in latrine sales. In your

conversationswiththem,itishelpfultoremindthemofwhattheycangetiftheyhelpyoubymotivatingthevillagerstoorderlatrinesfromyou.Villagechiefscanbemotivatedtohelpyouselllatrinesinseveralways:

! 10,000LAKcommissionforeachlatrinethatisdeliveredandpaidfor.

! RecognitionandawardfromgovernmentwhentheyreachOpenDefecationFreestatus,whichmeansthatnooneintheirvillageopenlydefecates.

! Recognitionandaward fromgovernmentwhen theybecomeaModelHealthyVillage.Oneofthecriteriaforthisisthat60-70%ofhouseholdshavelatrines.

Otherwaystheymightbemotivatedisbyadesiretohelptheirvillagersbecomehealthierandhappierwithalatrine.Remindingvillagechiefsofthisisagoodwaytomotivatethemtoworkwithyou.

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GROUPSALESEVENTS

Afterorganizing theeventwith thevillagechief,arrivea littleearly thatday to talk topeopleas theycomeinandtoorganizeyourmaterials.Remembertobringtheseitemswithyou:

! Flipchart

! Poster! OrderForms! InstallationGuide

! OrderTrackingJournal! Pens! Carbonpaper

! OfficialletterfromDistrictNamSaat

Onceeveryoneisgatheredatthelocation,youcanbeginyourpresentationbyfollowingthesesteps:

1. Introduceyourselfandthelatrinebusiness2. Introducethetopic(shit!)3. Usetheflipcharttostartthediscussionabouttheopendefecationproblemsinthevillage.Ask

questions about the difficulties they face with they have to shit outside. (Focus oninconvenience,discomfort,notsafe,nothealthy)

4. Ask peoplewhat possible solutions theremay be. Ask peoplewhat are the barriers to these

solutions(youwillneedtoaddressobjectionshere,suchaslackofmoney,lackofknowledgeorabilitytoaccesslatrines,etc.)

5. Present your product as the best solution (Focus on convenience, comfort, safety,

dignity/respect,andhealth)6. Askforpeoplewhoownlatrinestosharetheirstoriesabouthowlatrineshavehelpedtomake

theirliveseasier.7. Presenttheproduct,focusingonbenefits.8. Askforquestionsfromthegroup.

9. Invite people to discuss with the people sitting around them in small groups, and then goaroundtoeachgrouptoanswermorequestionsandaddressadditionalobjections.

10. Askfororders.

INTHESTEPSABOVE,YOUWILLNOTICEACOUPLEOFPLACESWHEREYOUWILLNEEDTO

“ADDRESSOBJECTIONS.”THISMEANSTHATWHENSOMEONETELLSYOUTHATTHEYCANNOTBUY

YOURPRODUCTFORACERTAINREASON,YOUNEEDTOKNOWHOWTORESPONDTOTHATANDHELPTHEMOVERCOMETHATBARRIER!THENEXTSECTIONWILLTALKMOREABOUTHOWTO

ACCOMPLISHTHIS.

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DOOR-TO-DOORSALES

Usually,noteveryoneinthevillagewillattendthegroupsalesevent.Somewillnotbeinterested;somewillbebusywithotherthings;somemayhaveattendedbutcouldnotbeconvincedtobuy.Goingdoor-

to-doorat individualhouseholds to talk tonon-latrineownerscanbeagreatway togetmoreordersandmorecommission!

This can be donewith the village chief, who can tell youwhich households do not have latrines, oraskingpeopleinthevillagetorecommendhouseholdstoyou.Afterconductingthesalesevent,spend

onetotwohourswalkingaroundthevillageandtalkingtopeopleone-on-one.Youwillbebetterabletoaddresstheirobjectionsandhelpthemtomakethedecisiontobuytoday.

USETHESESTEPSTOCONDUCTDOOR-TO-DOORSALES:

1. Introduceyourselfandthebusinessyourepresent.2. Introducethetopic(shit!)3. Learn about the individual’s problemswith open defecation by asking them questions about

theircomfort,convenience,safety,andprivacy.

4. Presentyourlatrineproductasasolution.5. Answerobjections.6. Askforquestions.

7. Askfortheorder.

Youwillnoticethatthesestepsarequitesimilartothestepstakentoconductagroupsalesevent.Youwillstilluseyourflipchart,or,ifthepersonhaslittletimeorattention,thelatrinepostertotalkaboutthekeymessages:convenience,comfort,privacy,safety.

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OVERCOMINGOBJECTIONS

Oneofthebiggestchallengesindirectsalesisovercomingobjections.Peoplewillfindmanywaystosay“no” and it is your job as a sales agent to figure out how to turn that “no” into a “yes!” There is a

strategythatmanysalesagentsusetoaddresstheseobjections:

26

Forexample,oneofthemostcommonobjectionswehearis“Idon’thavemoney!”Usingthestrategyabove,thisishowyouwouldtalktothatpersontochangetheir“no”intoa“yes!”

27

Practiceaddressingtheseobjectionsusingtheworksheetsbelowwithothercommonobjections.Whatotherobjectionscanyouthinkofthatpeoplemightuse?Howwillyouaddressthem?

28

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CLOSINGTHESALE

Onceyouhavefinishedthepresentation,showthepeoplethelatrinepostertohelpyoutotalk

aboutthedifferentoptionsandprices:

! Fourringswithtiles! Fourringswithouttiles! Threeringswithtiles

! Threeringswithouttiles

You can also discuss with them about theirotheroptions.

DELIVERY

Customersmay choose to have the enterprisedeliver the latrine, or they may pick it up

themselvesiftheyhavetheirowntruck.

Enterprises usually have a set delivery fee forhouseholdswithin10kmof theenterprise. Forhouseholds over 10km away, the enterprise

may charge a small additional fee for eachkilometeroverten.

*Note thatprices listed in the flierpicturedhereareonlyexamples.Pricesmaybedifferent foreachdistrictorenterprise.

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INSTALLATION

Customermayalsochoosetopayafeeforinstallation,ortheycanchoosetoinstallthemselves.Iftheychoosetoinstallthemselves,makesureyougivethemtheinstructionsbelow:

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Theymay havemany questions and concerns about the latrine options. You can use the addressingobjectionstoolabovetoanswerthesequestions.

Makesureyouunderstandthisinstallationguidewellsoyoucanclearlyexplaintocustomers.Thekey

pointsare:

! Makesureyourlatrineisatleast15metersawayfromthenearestwell.! Makesurethatwhenyoudigthepit,youdonotseeanywateratthebottom(ifyouseewater,

youcouldbecontaminatingyourdrinkingwater,whichwillmakepeoplesick!)

! Donotsealtheringstogetherwithcement.Onlystackthemontopofeachother.! Ifyou live ina floodingarea,makesureyourbuildyour latrineupso it isaboveground level.

Thiswillkeepthelatrinefromfillingwithwaterduringtheheavyrains.

GETTINGTHEORDER

After you’ve addressed all of their objections, how do we get them tomake the order? One of thehardestthingsforsalesagentsistoASKFORTHEORDER.Thiscanbedifficultbecauseweareafraidofhearing“no.”Butweneedtoasktogeta“yes!”Trythesemethodsofaskingfortheorder:

! “So,wouldyoulikeyourlatrinetobethreeringorfourrings?”

! “Let’sstartmakingyourlifeeasierandmoreconvenientbyfillingoutthisorderform.”! “Itseemslikeyoureallylikeourlatrineproductandyou’rereadytobuy.Canyoutellmeyour

namepleasesoIcanstartfillingouttheorderformforyou?”

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THEORDERFORM

Latrine Order Form

Order number:…………… Date:………………

Enterprise name:……………………………….. Tel:……………………………………………

Village:……………………………………….. District:………………………………….

Sales Agent name:……………………………. Tel:……………………………………………

Customer name:………………………………. Tel:……………………………………………

Village:……………………………………….. Unit: ………………………………………...

Photo of product Name Price/Unit Number of Units Total

Slab with tile including 4

rings 440,000 kip

Slab without tile including 4

rings 380,000 kip

Slab with tile including 3

rings 400,000 kip

Slab without tile including 3

rings 340,000 kip

Installation 50,000 kip

Delivery charge: 15,000 kip for deliveries within 10KM; if farther than 10km, charge will be 1,500kip/km/latrine (20%

increase for 4 ring design) ………………..kip

Date of delivery:……………………………………………… (deliver within 15 days)

Total:

Deposit paid: kip

Remaining Balance: Sale agent's signature:……………………………… Customer's signature:…………………………………………

Payment: The sales team or chief of village will visit and collect remaining balance 1 day before delivery. If the full balance is not received at this time, the latrine will not be delivered or installed. Deposits or advance payments will not be refunded if the buyer cancels. The buyer will receive a full refund if the enterprise cancels. Installation: The Enterprise will install the latrine if the full payment is obtained, as mentioned above. The buyer is responsible for digging the pit according to the following specifications: All pits should be 1 meter wide. Pits for 4 ring designs should be a maximum of 1.4 meters deep, and not over 1 meter deep for three ring designs. Pits should be located at least 15 meters from any wells. Two days after installation, the buyer may begin using the latrine and/or build a shelter. Warranty: The Enterprise will repair or replace latrines if there are any problems up to one year after installation.

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Go through each space in the order form and ask for the customer’s information and preferences.Installationanddeliveryareoptional,soyoumayneedtoaddthesecoststogetthefinalprice.

Thecustomershouldpayasmalldepositwhentheymaketheorder.Subtractthisamountfromthefinal

price,andyouwillgettheamountthatthecustomerwillneedtopaywhenthelatrineisdelivered.

BE SURE TO COMMUNICATE THIS LAST POINT CLEARLY TO ENSURE THAT THE CUSTOMERWILL BE

READYWITHTHEIRCASHWHENTHELATRINEISDELIVERED.

It isgoodtoencouragethecustomertohavetheir latrinedeliveredassoonaspossible.Thiswillhelptheenterprisemanagedeliveriesanditwillbelesslikelythatthecustomerwillcancel.

Trythesestrategiestoconvincepeopletogettheirlatrinedeliveredearly:

! Askaclosedquestion:“Wouldyoulikeyourlatrinedeliveredinoneweek,oronemonth?”! Makeitacompetition:“Whowillbethefirstoneinyourvillagetohavetheirlatrineinstalled?”! Remindthecustomerofthebenefitsofusingalatrine:“Don’tyouwanttohaveaneasier,safer,

healthierlifeforyourfamilyassoonaspossible?”

Talktoyourenterpriseaboutanypromotionsforearlyinstallation.

LEADSGENERATED

Sometimespeoplewillbeinterestedinbuyingalatrine,butforwhateverreasontheyarenotyetreadytobuy.Maybetheywanttosaveuptheirmoney,orwaitfortheirchildrentogetbackfromThailand,orwaittotalktotheirhusbandorwife.Wecallthisleadsgenerated.

It is important to keep track of your leads generated because theywill eventually be ready to buy a

latrine,buttheymayneedacoupleofvisits fromyoubeforetheyareready.Whentheyarereadytobuyalatrine,youwillbetheretohelpthem!

UsetheforminAnnex3ofthismoduletokeeptrackofyourleadsgenerated.

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HOWDOIPLANANDREPORTMYSALES?Doing careful planning and reporting to your supervisor can help you to sell more latrines. Yoursupervisorwillusethetoolbelowwithyoutochoosevillagesbasedonthenumberofpeoplewithoutlatrines(yourpotentialcustomers!),thedistanceofthevillageawayfromyourhomeortheenterprise,

andCLTSactivitiesinthevillage(governmentorNGO-ledactivitiesthatcreatehighdemandforlatrines).

SalesAgentWeeklyPlan

Week1 Mon Tues Wed Thurs Fri Sat Sun

Village1 Village3

Week2 Mon Tues Wed Thurs Fri Sat Sun

Village4 Village5 Village6

Week3 Mon Tues Wed Thurs Fri Sat Sun

Village7 Village8

Week4 Mon Tues Wed Thurs Fri Sat Sun

Village9,Village10 Village11

By going back to the same village on a regular rotation, it will be easier to follow up with leadsgenerated,andwillhelpyoutogetmoreorders.

Yoursupervisorwillalsosetweeklyandmonthlygoalswithyou.Yoursupervisorwillfollowupwithyouregularlyonthistargettomakesurethatifyouhaveanyproblemsreachingit,theycanhelpyousolve

thoseproblems.

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Toreportyoursalesactivities,usetheformbelow:

Order Tracking Journal Date:

Sales Agent Name:

Enterprise Name:

Village

District

Group Sales Presentation Results

Number of participants

Tile No Tile

Order No. Name Tel 4

Ring 3

Ring 4

Ring 3

Ring Install

Fee Delivery

Fee Total Cost Deposit Balance

Req delivery

date

Total latrine orders

Total Cash Collected

Door to Door Sales

Number of houses visited

Tile No Tile

Order No. Name Tel 4

Ring 3

Ring 4

Ring 3

Ring Install

Fee Delivery

Fee Total Cost Deposit Balance

Req delivery

date

Total latrine

orders Total Cash Collected

NOTES

36

Theordertrackingjournalwillhelpbothyouandyoursupervisorknowhowmanypeoplearecomingtoyour sales events, howmany orders you can get from those people, and howmany orders you got

overallcomparedtoyourtarget.IntheNotessection,youcanwritedownanyproblemsthatyouhad,oranythingthatworkedreallywell.

The checklist belowwill help you to remember everything that you need to bring with you to saleseventsandthedifferentformsyoushoulduse:

SALESEVENTCHECKLIST

Orderforms

Flipchart

Latrineposter

VillageChiefContract

OrderTrackingJournal

InstallationInstructions

VillageChiefQualityChecklist

AllofthesetoolscanbefoundinAnnexes1through8ofthisManual.

37

HOWDOIEARNMONEY?Youmayhavenoticed in theorder formabovethatcustomersareaskedtogiveadepositwhentheymake theirorder.Youkeepthismoneyasyourcommissionwhenyoumakeasale.So foreachorderformcompleted,youcollectthedepositfromthecustomerandthat’showyougetpaid!

THE DEPOSIT IS IMPORTANT NOT ONLY FOR YOUR COMMISSION, BUT IT ALSO HELPS TO

MAKESURETHATTHECUSTOMERWILLNOTCANCELTHEIRORDER.

Make sure to talk to your enterprise or supervisor about any incentives, promotions, or bonusesavailablebasedonyourgoals.

38

ROLESANDRESPONSIBILITIESTherearealotofdifferentpeoplethatworktogethertomakesurethateveryonebuysalatrine.Itisimportanttounderstandwhateveryoneisresponsibleforandtherelationshipsbetweenthedifferentpeople.

SALESAGENTS(YOU!)

! Responsibleforcollectingordersanddepositsfromcustomers.! Responsiblefordeliveringorderstotheenterpriseandreportingtosupervisors.! Responsibleforcommunicatingwithsupervisorsregularlyonprogresstowardsgoalsandany

challenges.

! Responsibleformaintaininggoodrelationshipswithvillageauthoritiesandvillagers.

SANMARKPROVINCIALCOORDINATORS

! Responsibleforrecruitment,training,andsupervisionofsalesagents.! Responsiblefordoingmonthlyplanningwithyouandsettingtargets.

! Responsibleformonthlyfieldvisitstosupportyouindoingsaleseventsanddoor-to-doorsales.! Responsibleforcommunicatingwithyouweeklyonthephone.

ENTERPRISE

! Responsibleforfillingtheordersthatyoutakeinatimelymanner.! Responsibleforworkingwithyoursupervisortoaddressanyproblemsrelatedtocustomer

satisfaction,deliveries,installations,finalpayments,andyourcommission.! Responsibleforprovidingyouwithallthematerialsyouneedforyourjob.

VILLAGECHIEF*

! Responsibleforhelpingtoorganizethesaleseventsandmotivatingpeopletocome.! Responsibleforidentifyingpeopleinthevillagewhodonotownlatrines

! Responsibleforcheckingtomakesurethepitisdugcorrectlyandthatthecustomerhasallthemoneyreadyfortheenterprisewhenthelatrineisdelivered.

! Responsiblefortalkingwithenterpriseiflatrineispoorqualityorcustomerisnotsatisfied.

*Villagechiefsreceivea10,000LAKcommissionforeverylatrinethatisdeliveredandfullypaidinreturnfortheseservices.

39

WHAT’SNEXT?PRACTICE!PRACTICE!PRACTICE!

Classroomtrainingandplanningishelpfultolearnthebasicsofsalesandthebusiness,andtolearntothink strategically about how you will succeed at your job, but real sales skills can only be learnedthroughlotsofpractice!

Themoresaleseventsanddoor-to-doorsalesyoudo,thebetteryouwillbecome!Thebestthingsyou

candotoimproveyourskillsandmakemoremoneyasasalesagentare:

! Communicateregularlywithyoursupervisors! Dolotsofsaleseventsanddoor-to-doorsales! Maintainapositiveattitude

! Developgoodrelationshipswiththevillagechiefs! Keepaccuraterecords! Makesureyouhaveallofthetoolsandmaterialsyouneedforyourjob

! Lookbackatthismanualregularly

CONGRATULATIONSONBECOMINGALATRINESALESAGENT,ANDHELPINGTHEPEOPLE

INYOURCOMMUNITYANDYOURCOUNTRYTOHAVEHAPPIER,EASIER,HEALTHIERLIVES!

40

Annexes

41

1.VILLAGECHIEFCONTRACT

ສາທາລະນະລັດປະຊາທິປະໄຕປະຊາຊົນລາວ

ສັນຕິພາບເອກະລາດປະຊາທິປະໄຕເອກະພາບວັດທະນາຖາວອນສັນຍາ

ວ່າດ້ວຍການມອບສິດ ແລະ ໜ້າທີ່ໃຫ້ ພ້ອມຜົນປະໂຫຍດ ສັນຍາສະບັບນີ້ສ້າງຂື້ນທີ່ບ້ານ………………………………………………………………ໃນວັນທີ................................................................................

ລະຫວ່າງ ບໍລິສັດຄອນສະຫວັນຄອນກຣີດອັດແຮງທີ່ມີສຳນັກງານຕັ້ງຢູ່ຖະໜົນ13ເໜືອກມ11ບ້ານນາຂວ້າງເມືອງຊະນະສົມບູນແຂວງຈຳປາສັກໂທ:02055648057(ຝ່າຍກ)

ແລະ ທ່ານ……………………………………………….ປະຈຸບັນຢູ່ບ້ານ…………………….ເມືອງຊະນະສົມບູນແຂວງຈຳປາສັກໂທ:……………………………………….(ຝ່າຍຂ)ຈຸດປະສົງ :ເພື່ອເປັນການປະກອບສ່ວນສຳຄັນໃນການພັດທະນາຍົກລະດັບວຽກງານສຸຂະອະນາໄມກໍ່ຄືວິດຖ່າຍໃນເມືອງຊະນະສົມບູນໃຫ້ດີຍີ່ງຂື້ນກໍ່ຄືການປະກອບສ່ວນຈາກພາກເອກະຊົນພວກຂ້າພະເຈົ້າພ້ອມດ້ວຍທີມງານຈີ່ງມີຄວາມປາດຖະໜາຂໍໃຫ້ທາງອຳນາດການປົກຄອງອຳນວຍຄວາມສະດວກແລະປະກອບສ່ວນດັ່ງລຸ່ມນີ້:ວ່າດ້ວຍຄວາມຮັບຜິດຊອບຂອງ ຝ່າຍ ກ

- ຈັດຕັ້ງທີມງານລົງມາສົມທົບກັບອຳນາດການປົກຄອງເພື່ອໂຄສະນາເຜີຍແພ່ເລື່ອງສຸຂະອະນາໄມ(ວິດຖ່າຍສຳເລັດຮູບ)ໃນແຕ່ລະບ້ານແລະຂາຍວິດໃຫ້ກັບປະຊາຊົນ

- ຈດສົ່ງແລະຕິດຕັ້ງວິດຖ່າຍທີ່ໄດ້ຮັບການສັ່ງຊື້ຈາກປະຊາຊົນທີ່ມັດຈຳຕາມເວລາທີ່ກຳນົດ- ມອບຄ່າປະສານງານ,ຕິດຕາມກວດແລະອຳນວຍຄວາມສະດວກ5,000ກີບ/ຊຸດໃນເວລາມາຕິດຕັ້ງ

ວ່າດ້ວຍຄວາມຮັບຜິດຊອບຂອງ ຝ່າຍ ຂ - ໃຫ້ຄວາມຮ່ວມມືປະສານງານເຕົ້າໂຮມປະຊາຊົນແລະນຳພາທີມງານລົງພົບກັບຄອບຄົວທີ່ຍັງບໍ່ມີ

ວິດຖ່າຍໃນບ້ານຂອງຕົນ- ສະໜັບສະໜູນປະຊາຊົນໃຫ້ມີວິດຖ່າຍເພື່ອຄວາມສະດວກ,ສະບາຍແລະປອດໄພພ້ອມເປັນການປະກອບສ່ວນ

ສ້າງບ້ານພັດທະນາ- ຕິດຕາມກວດກາການຂຸດຂຸມວິດແຕ່ລະຄົນວ່າໄດ້ມາດຕະຖານຫຼືບໍ່ຕາມແບບທີ່ກຳນົດໃຫ້- ຕິດຕາມປະຊາຊົນທີ່ສັ່ງຊື້ແລະມັດຈຳເງິນເພື່ອກວດກາຄວາມພ້ອມກ່ອນບໍລິສັດລົງມາຕິດຕັ້ງ1ວັນ

ແລະຕິດຕັ້ງແລ້ວຕ້ອງໄດ້ຊຳລະສ່ວນທີ່ເຫຼື່ອທັງໝົດ- ຕິດຕາມປະຊາຊົນທີ່ມີຄວາມສົນໃນແຕ່ຕ້ອງການຊື້ພາຍຫຼັງຢ່າງຕໍ່ເນື່ອງແລ້ວລສຍງານໃຫ້ທີມງານສຸຂະ

ອະນາໄມເພື່ອລົງມາອີກຄັ້ງ- ປະສານງານກັບບໍລິສັດເວລາລົງມາຕິດຕັ້ງວິດຖ່າຍສັນຍາສະບັບນີ້ຈະໝົດອາຍຸຫຼັງຈາກບ້ານໄດ້ມີວິດຖ່າຍຢ່າງຕ່ຳ95%ເທົ່ານັ້ນດັ່ງນັ້ນ,ທັງສອງຝ່າຍຈີ່ງລົງນາມເຊັນສັນຍາຮ່ວມກັນເພື່ເປັນຫຼັກຖານ

ຜູ້ປະສານງານໃນບ້ານ ຝ່າຍບໍລິສັດ

ທີມງານສຸຂະອະນາໄມ 1

ທີມງານສຸຂະອະນາໄມ 2

42

2.VILLAGECHIEFQUALITYASSURANCECHECKLIST

QAChecklistforLatrineInstallationແບບຟອມກວດກາຄຸນນະພາບຂອງການຕິດຕັ້ງ

CustomerName:……………………………..Village:…………………..District:……………….Province:…………

ຊື່ລູກຄ້າ:…………………………….ບ້ານ:………………..ເມຶອງ:……………ແຂວງ:…………QAname:…………….…………………….Tel:…………………………………Installeddate:……………………………

ຊື່ຜູ້ກວດກາ:………………………..ໂທ:……………………..ວັນທີ່ຕິດຕັ້ງ:…………………….

Tickthebox

ໝາຍ " ໃສ່ກ່ອງສີ່ລ່ຽມ # ຕາມແຕ່ລະຂໍ້ :!Thedistancebetweenthetoiletandthedrinkinggroundwatersourceismorethan15meters

!ໄລຍະຫ່າງລະຫວ່າງວິດຖ່າຍກັບແຫຼ່ງນ້ຳກິນ,ນ້ຳໃຊ້(ນ້ຳສ້າງ)ເກີນ15ແມັດຂື້ນໄປ.Ifcustomershaveasmallarea.Makesurethetoiletislowerthandrinkinggroundwatersource.

(howmanymetersfromeachother)

!1-5meters,!5-10meters,!10-15meters.

ຖ້າວາລູກຄ້າມີພື້ນທີ່ນ້ອຍມ,ຕ້ອງໝັ້ນໃຈວ່າວິດຖ່າຍຕ້ອງຢູ່ຄ່ອຍຕໍ່າກ່ວານ້ຳສ້າງແລະຫ່າງກັນປະມານເທົ່າໃດ?!1-5ແມັດ,!5-10ແມັດ,!10-15ແມັດ.!Slabisplacedathigherlevelcomparedtothegeneralgroundleveltoprotectitfromflooding.

!ຝາປົກວິດຢູ່ລະດັບສູງກວ່າໜ້າດິນປະມານ20ຊັງຕີແມັດຂື້ນໄປ,ເພຶ່ອປ້ອງກັນບໍ່ໃຫ້ນ້ຳຖ້ວມ.!Ringsarelevel

!ຕັ້ງແທ່ງສ້າງໄດ້ຕາມລະດັບຮາບພຽງບໍ່ງ່ຽງ!Thedepthofthepitismaximum1.4 metersandaminimum1.2meters

!ຄວາມເລິກຂອງຂຸມແມ່ນຖ້າ3ແທ່ງສ້າງເລິກ1.2ແມັດ,ຖ້າ4ແທ່ງສ້າງເລິກ1.4ແມັດ.!Thebottomofthepitisnotcoveredwithcementconcreteoranyotherimpermeablematerial

!ທາງພື້ນຂອງຂຸມວິດບໍ່ໄດ້ເທດ້ວຍຊີເມັນປິດໄວ້ ຫຼືວັດຖຸອຶ່ນປົກປິດ.!Theringsarenotcementedtogethertoallowleaching

!ແທ່ງສ້າງບໍ່ໄດ້ຈອດຕິດກັນດ້ວຍຊີເມັນເພື່ອປ່ອຍໃຫ້ຂອງເສຍໄຫຼອອກ.

43

!Pour-flushpanplacedproperly

!ຕິດຫົວວິດຊືມໃສ່ກັບຝາປົກແໜ້ນໜາດີ!Tilesareneatlyplaced

ຕິດກະໂລລຽບງາມແລະແໜ້ນໜາດີ!Theslabislevelandissealedwithcementtotopring

!ຝາປົກວິດຕິດຕັ້ງໄດ້ລະດັບພຽງແລະຈອດກັບແທ່ງສ້າງເທິງສຸດແໜ້ນໜາດີ!Novisiblecracksorchipsintheconcrete

!ບໍ່ມີຮອຍແຕກຫຼືແຫງຂອງຊີເມັນ!Nowateratthebottomofthepit

!ບໍ່ມີນ້ຳຊຶມອອກຢູ່ກົ້ນຂຸມວິດ

ຂໍ້ແນະນຳ :- ຫຼັງຈາກຕິດຕັ້ງໜ່ວຍວິດສຳເລັດແລ້ວໃຫ້ຖົມດິນໃສ່ທັນທີເພື່ອປ້ອງກັນບໍ່ໃຫ້ວິດຖ່າຍເຄື່ອນທີ່ຈາກເດີມ.

(Afterfinishedlatrineinstallationcomponents,thenfillsoilaroundandcompactsoilimmediatelytopreventthelatrinemoves).- ການຖົມດິນຕ້ອງໃຫ້ໄດ້ມາດຕະຖານຄື:ຖົມດິນໃຫ້ເຖິງພື້ນຂອງຝາປົກວິດແລ້ວຕຳໃຫ້ແໜ້ນເພາະວ່າດິນຈະເປັນບ່ອນຮອງຮັບນ້ຳໜັກຂອງຝາປົກວິດ.

(Fillthesoilmustbestandardsuchas:compactgroundaroundtheslabtopreventtheslabisbrokenwhenwesitontheslab).

- ຫຼັ້ງຈາກຕິດຕັ້ງວິດຖ່າຍເສັດແລ້ວຕ້ອງປະໄວ້ປະມານ3ວັນ,ຈຶງນຳໃຊ້ໄດ້.

(Afterfinishedlatrineinstallation,leavethatlatrineabout3days,afterthatcanusethatlatrine).

44

3.LEADSGENERATEDCONTACTSHEETLEADSGENERATEDCONTACTSHEET

SalesAgentName:____________________________

Date:_____________________________

VillageName:________________________________

HouseNumber

Name Interested?(Yes/No)

Reason/Details FollowUpDate

45

4.ORDERFORMLatrine Order Form

Order number:…………… Date:………………

Enterprise name:……………………………….. Tel:……………………………………………

Village:……………………………………….. District:………………………………….

Sales Agent name:……………………………. Tel:……………………………………………

Customer name:………………………………. Tel:……………………………………………

Village:……………………………………….. Unit: ………………………………………...

Photo of product Name Price/Unit Number of Units Total

Slab with tile including 4

rings 440,000 kip

Slab without tile including 4

rings 380,000 kip

Slab with tile including 3

rings 400,000 kip

Slab without tile including 3

rings 340,000 kip

Installation 50,000 kip

Delivery charge: 15,000 kip for deliveries within 10KM; if farther than 10km, charge will be 1,500kip/km/latrine (20%

increase for 4 ring design) ………………..kip

Date of delivery:……………………………………………… (deliver within 15 days)

Total:

Deposit paid: kip

Remaining Balance: Sale agent's signature:……………………………… Customer's signature:…………………………………………

Payment: The sales team or chief of village will visit and collect remaining balance 1 day before delivery. If the full balance is not received at this time, the latrine will not be delivered or installed. Deposits or advance payments will not be refunded if the buyer cancels. The buyer will receive a full refund if the enterprise cancels. Installation: The Enterprise will install the latrine if the full payment is obtained, as mentioned above. The buyer is responsible for digging the pit according to the following specifications: All pits should be 1 meter wide. Pits for 4 ring designs should be a maximum of 1.4 meters deep, and not over 1 meter deep for three ring designs. Pits should be located at least 15 meters from any wells. Two days after installation, the buyer may begin using the latrine and/or build a shelter. Warranty: The Enterprise will repair or replace latrines if there are any problems up to one year after installation.

46

5.FLIPCHART

47

48

49

50

51

6.LATRINEPOSTER

52

7.ORDERTRACKINGJOURNAL

Order Tracking Journal Date:

Sales Agent Name:

Enterprise Name:

Village

District

Group Sales Presentation Results

Number of participants

Tile No Tile

Order No. Name Tel 4

Ring 3

Ring 4

Ring 3

Ring Install

Fee Delivery

Fee Total Cost Deposit Balance

Req delivery

date

Total latrine orders

Total Cash Collected

Door to Door Sales

Number of houses visited

Tile No Tile

Order No. Name Tel 4

Ring 3

Ring 4

Ring 3

Ring Install

Fee Delivery

Fee Total Cost Deposit Balance

Req delivery

date

Total latrine

orders Total Cash Collected

NOTES

53

8.INSTALLATIONINSTRUCTIONS

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9.SALESAGENTCONTRACTSanitation Marketing Contract

Contractstartdate:________________

PartyA:LatrineBusinessOwner(LatrineBusinessOwner)_____________________________

PartyB:SanitationSalesAgent(SalesAgent)______________________________

TheLatrineBusinessOwnerandtheSalesAgenthaveasharedgoaltoexpandtheavailabilityofhighquality,affordablelatrinestoconsumers.ThepurposeofthiscontractistospecifythelegalresponsibilitiesofeachPartytowardachievingthisgoal.

Toachievethisgoal,theLatrineBusinessOwnerandtheSalesAgenthaveagreedtothefollowing:

ForallSalesAgents,theLatrineBusinessOwnerswill:• Provide a commission of a minimum of 20,000LAK/latrine order to their Sales Agents, regardless of

cancellationsoforders,discounts,latedeliveriesordelays,latepayment,non-payment,orforanyotherreason.

• Provideanynecessarysalesorpromotionaltools,includingflip-charts,handouts,andorderforms.

AllSalesAgentswill:• Attend initial Sales Agent training and any subsequent mandatory trainings, and conduct sales and

promotionalactivitiesaccordingtothetrainings.

• Conduct village sales events anddoor-to-door sales, and coordinatewith village chiefs toorganize andcollectfinalpayments.

• Collectdepositmoneyfromcustomersandensurethattheproductisdelivered.• Takeaminimumof50latrineorderspermonth.• Beresponsibleforanyandalltransportationcostsfortransportationtoandfromsalesevents.

• Accuratelycompleteanyandall formsprovidedbytheLatrineBusinessOwner, includingDailyReports,OrderTrackingForms,WeeklyPlanningForms,andcopiesofthePurchaseContracts,andsubmitformsto

theLatrineBusinessOwnerinatimelymanner.• SubmitWeeklyReportstoPSI’sSanMarkProvincialCoordinatorusingtheformsprovided.

TheLatrineBusinessOwnerandSalesAgentcanterminatethiscontractatanytime.

Thedurationofthiscontractisoneyear,renewablebasedonquarterlyperformanceevaluationsfromPSIandtheLatrineBusinessOwner.

______________________ _______________________

LatrineBusinessOwner SanitationSalesAgent

PhoneNumber: PhoneNumber:

Date: Date:

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