sales man concepts-by map

7/31/2019 Sales Man Concepts-By Map

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ANNUAL CONEFERENCE 2010-11

PRESENTAION ONSALES STAFF IN THE MARKET


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ON 12TH APRIL 2010, AT JIMCORBET ,WE HAVE

DISTRIBUTED THE SEEDS OF CERAMIC TILES,

VITRIFIED TILES, GLOBAL TILES & SANITARYAND

ADVISED ALL OF YOU TO PLANT IT AT YOUR

RESPECTIVE AREAS BASED ON THE FERTILITY.OUR

EXPECTED TURN OVER AT HAREVSTING WAS 750 Cr.

**PITCURE SHOWN ABOVE & ACTUAL PRODUCTS VARIES


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THROUGH OUT THE YEAR 2010-11, TEAM SOMANYHAD GIVEN

ALL CARE ON THE SEEDS, WATERING(PLANING) , FERTILISATION

(EXECUTION) & PROTECTION FROM INSECTS(COMPETITOR), ANDWE HAVE HARVESTED A TURNOVER OF 751 Cr BY 31-03-2011

**PITCURE SHOWN ABOVE & ACTUAL PRODUCTS VARIES


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!!! CONGRATS MY COLLEAGUES ; CONGRATS , WE HAVE DONE IT !!!

NOW IT IS THE TIME OF CELEBRATION,

LETS CELEBRATE WITH OUT ANY LIMIT**

**TEAM SOMANY PLEASE NOTE , PERMISSION SHOULD BE TAKEN FROM MR.KALOL

BEFORE WASTING BEER & SHAMPINE


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BEFORE TAKING A LEAVE, LET US SHARE SOME COMMON

PRACTICE, METHODOLGY & DISCIPLINE WE NEED TO FOLLOW

WHILE WE ARE IN THE MARKET.


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CUSTOMER SERVICE

Excellent customer service is the ability of an organization to

constantly and consistently exceed the customer's expectations.

If we're going to consistently exceed customers' expectations, we have

to recognize that every aspect of our business has an impact on customer

service, not just those aspects of our business that involve face-to-face

customer contact.

Improving customer service involves making a commitment to learning

what our customers' needs and wants are, and developing action plans

that implement customer friendly processes.

Providing excellent customer service is one way a business can distinguish

itself from the competition


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LET US HAVE A REALITY BASED COMPARISON ON OUR

CHANNEL PARTNER & LIFE PARTNER.

THESE ARE ONLY FEW POINTS, IF WE GO DEEPER WE CAN FIND

MORE SIMILARITIES.

!!!! REALY AMAZING !!!!


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CHANNEL PARTNERWe appoint our Dealer after completing

various formalities with the involvement of

senior Team and we will be having very

high expectations on them for promoting our

products.

LIFE PARTNER

We decide our life partner and marry them after

various level of meetings & discussions (

irrespective of arranged & love marriage).

We will be having very high expectations on

them for a peaceful & happy family life

Long term & sincere relation with the dealer

will help us to have good control over the

counter to promote our products.Over a period of time our life partner will

become a part of our life to share our

feelings.

To gain good business support , we need

to give proper & timely service to our

Dealers.

We need to give proper attention &

importance to our partners problems in

order to gain bonding & respect from them.

Continued


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CHANNEL PARTNERWe spend lot of money for our Channel

Partners for Sampling , Branding and for

other promotional programs.

LIFE PARTNER

We spend lot of money for our life partner

by way of Outing expenses, Cosmetics,Jewels, Dress & more over the

consolation expenses.

Loosing a Dealer during midway will be a

huge financial & business loss for the

company.

Loosing a Partner in the midway not at

all imaginable ( Huge loss in all respects of

personal life).

Feel the similarity, it is very clear to us that the role of our lifepartner is very critical in the success of our personal life ,

same way the role of our Channel partners plays a very

crucial for our Companys Success.


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SO, ALWAYS APPOINT DEALERS EXPECTING LONG TERM BUISINESS

RELATION , GIVE PROPER SUPPORT & SERVICE AS PER THEIR DEMANDS,

AVOIDRAKHI KA SWAYAMWAR.


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CHECK THE FOLLOWING BEFORE YOU GO FOR

NEW DEALER

Total population of the town where the dealer is present.

Is there any Somany Dealer if yes what is his status : Active / Non-Active.

How much sale he has done in last 3 years and the pattern of his sale?

What is the potential of tiles, sanitary ware, CPP, Adhesive etc?

Reason for the existing dealer not performing (IF SO).

Any dispute with the existing dealer ( Explain Details ).

How much business you expect from the new dealer ( SQM target per month &

value added items in SQM)?

The name of the brand he is dealing with and expected sales.

(Kajaria; Nitco; Asian; Orient; Johnson; Marbito; Others.)


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.BEFORE YOU GO FOR NEW DEALER

What is the strength and weakness of the new dealer?

Financial position of the dealer and the past record.

What is his total sale & how much % of sale you are expecting from his

total sale?

Tiles, Sanitary ware, CP, Adhesive etc.

Sales of particular area per month, expected sales of that particular dealer

per month.

Gradation of dealer like A, B, C

Area/ display of the showroom.

How many cassettes are displayed in the showroom


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THINGS TO CARRY IN YOUR BAG

Broucher/ catalogue master

Price list as on date

Current schemes

Latest dealer achievement status against the target- regular as well any

special Scheme

Latest Outstanding Statement & pending C-Form Status.

Calculator

Sample stickers

Stock report (Latest available with you) Running month production plan.

Somany Diary for noting down the daily activity.

Scheme Letters / Credit Notes (if any) , Direct hand over will

give good mileage for collecting fresh Orders.


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Look at the Dressing style ???

ABOVE PHTOS ARE FOR DEMO PURPOSE ONLY, MALE STAFF -DONT IMITATE IT

BUISINESS HOURS OFF-BUISINESS HOURS


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SELF APPEARANCE

Wear only formal / Executive style Shirts / Trousers during

business hours.

Wear only Executive / Formal type shoes.

Your dress & Shoes always should have some fresh look.

Approach the Customer with some pre-planning so that you will

be confident & comfortable during the interaction.

Avoid attending / making unwanted mobile calls while you are in a

Custpomer call.


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!!! REMEMBER !!!

Aprofessional salespersons most valuable asset is reputation.

In business, honesty is absolutely essential. The best principle is under

promise and over deliver.

If you work just for money, youll never make it. But if you love what you

are doing, and always put the customer first, success will be yours.

For every minute you spend regretting a sale that did not happen, you lose

60 seconds of trying again.

You may be disappointed if you fail, but youre doomed if you dont try.

Those who stand around saying this or that cant be done are usually

interrupted by those who are doing it.


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ACTIONS @ DEALER POINT

We need to discuss at least following points during Dealer / Customer

Call:

Begin with general business trend of the counter.

Achievement & Shortfall status on Regular Target / Scheme Target.

Action taken & status of Pending issues of the Counter.

Outstanding & pending C-Forms.

About new Launch SKU & other Sales & Marketing initiatives.

Status of Running & Deleted SKUs

Feedback on recently newly launched SKUs Dealer Sales man training on regular Interval.

Have a gentle chit-chat with the Dealer Sales Man.

Do an over all review on the Display panels ;Own & Competitor


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RELATION MANAGEMENT

Channel partners are meant for long term business. We need to

maintain a good terms with them for keeping the relation going on & to

get preference over competitors. You may adopt following methods for

building the relations.

Collect as much possible Important personal information such as Birth Day,

Marriage Anniversary , Shop Anniversary , most celebrated festival Etc.

During the above occasions meet the Dealer in Person & convey the Wishes.

Dont avoid invitation by the dealer on his personal events. Make your time

free to attend the same with out fail.

To explain the Schemes and features of New launch products meet the key

person of the Counter , avoid phones calls for the same .( if it is not urgent).

Show some special interest for helping the dealer for achieving his Sales

Promotional Targets.

Remember !!!Dont give any OUT OF THE BOX commitments to Dealer as far


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SALES PRINCIPLE

Dont pity yourself.

Start each day with a target.

Be friendly always.

Always set an additional step than necessary.

Be alert for each opportunity.

Each problem has a positive side.

Laugh in moment of hatred and anger.

Concentrate on one thing.

Be proud and satisfied.

Examine the acts of the day at night.


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PLANNING

o Planning is everything.

o There is a definite correlation between career success and basic

planning of your days but not just your work days but your time

outside of work as well.

o Following Easy to follow 4 step approach to planning will help

you achieve so much more in your business life as well as your

personal life.

o Now before you say you have no free time, keep in mind that

following this 4 step approach is going to give you greater

success in all aspects of your life


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STEP-1(PLAN & RECORD)

o Use your diary like it's your bible,

religiously every day. It's going to

be your best friend.

o Whether your diary is book form

or electronic, use what is best for

you and what you feel most

comfortable with.

o Schedule time for appointments,

meetings, social activities etc.

o You should plan your next day with

all things that you need to do or

follow up on from previous day.

o Appointments should already be

there as they are usually planned

well before the day, then you just

add the other activities to the day.


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STEP-2(PRIORITISE ACTIVITY)

o Prioritise your activities - the important tasks first.

o If something is due in a month, you know you have time to work

on it but don't leave it to the last minute.

o If it's due in a few days, plan to have it ready prior to due date.

o But regardless of when it's due it mustgo in the diary. If you

think it requires 3-4 days work, plan for it and leave some

buffer time as things will pop up that you must handle in between.

o

Then to prioritise your tasks add anA or Bnext to the task.A isfor high priority items that must be accomplished today and B is

for items, still important but can be put off to another date if

necessary.


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STEP-3(SCHEDULING)

o Schedule time for the balance of the activities, the Bactivities.

o Whenever you book appointments ask yourself what you need to planfor this.

o If planning is required, make a note on the appropriate day you will do

this.

o Use your calendar and diary day page for your telephoneappointments as well. Treat them same asin person meetings.

o Estimate the time required forA and Bpriorities then total the time.

o Remember to allow extra time for interruptions etc.

o Estimate the time required for outside activities and total that time as

well.

Congratulations, your day is effectively planned!


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STEP-4(RECORDING RESULTS)

o At the end of each day record in writing, your achievements and

results.

o This will determine how effective and productive your day was.

o Always acknowledge the good things and the positives that came out

of your day.

o Obviously you must put time for Step 4 into the diary as well

otherwise just will notget done.

o Keeping a record of your daily results will give you a sense of worth

on what you have accomplished on that day.

o It's great for building self-esteem and confidence and makes it easier

to face the next day.


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REMEMBER

If what you did yesterday seems big, you haventdone anything today.

The primary reason people will choose not to buy

from you is lack of TRUST.

Keep working your plan everyday even when you

dont feel like it and you will be AMAZED at howsoon it begins to pay off.


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!!! REMEMBER !!!

One final thing to remember when

life is racing you by and you are so

busy with your career is that you

must take time to plan your

personal life as well.

If you don't, you will fall victim to

keeping late office hours, neverleaving the office on time to fit in

your personal appointments etc

and this does not lead to a

balanced life at all.


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TEAM, THIS TIME ALSO WE ARE DISTRIBUTING THE

SEEDS FOR CURRENT YEAR WHICH ARE AVAILABLE WITH

THE VERTICAL HEADS. SEEDS FOR 2011-12 ARE

DEVELOPED IN SUCH A WAY THAT YIELD WILL BE MORE

ON AGGRESSIVE CULTIVATION. LET US MEET AFTER

NEXT HARVESTING WITH A TURNOVER OF 1501 Crore

**THOSE WHO REQUIRE EXTRA SEEDS ARE ADVISED TO CONTACT VERTICAL HEAD or

Jt. PRESIDENT , THEY WILL BE AVAILABLE FOR YOU IN THE EVENING !!!
http://www.somanyceramics.com/EZYGrout.aspxhttp://www.somanyceramics.com/Schablona.aspx


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Wish you Good luck &Happy selling for the year2011-12 (1501 Cr).

MANOJKUMAR A.P

sales man concepts-by map

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