Click 'Read Original' for details. The selection requirements for sales representatives are not high, and often newcomers with no business experience join. The biggest panic for newcomers is: "What is sales?", "How do you do sales?", and "Can I do it well?" Defining the routine steps for sales representatives' customer visits and dividing the day's work into time-sequenced actions is not only a good management tool—execute according to regulations, punish violations—but also a good training tool, especially for newcomers, as a sense of direction means motivation. Example of Pre-Sales Visit Workflow for Sales Representatives

  1. Arrive 5–10 minutes early.
  2. 8:30–9:00 Morning meeting; routine content: · Report work: number of visits, number of customers closed, closing rate, sales volume, sales amount. · Supervisor announces inspection results: yesterday's inspection of sales rep A's route, score, specific situation, criticism or praise. · Supervisor announces today's specific work arrangements and changes in sales pricing policies; asks if there are difficulties, suggestions, and discusses scripts.
  3. Prepare to go out (pens, notebooks, promotional materials, cloths, business cards, materials, order forms, tools for hanging flags, etc.).
  4. Customer visits:
  1. Customer visit work content: · Fixed person, fixed route, fixed period, fixed time visits. · Inventory management (FIFO, front and back line management; maintain shelf fullness; prominent display position, centralized placement, all product Chinese trademarks facing outward; correct brand order, packaging order, warn about near-expiry products). · Order taking (getting orders) and order transfer (drawing the customer route map and handing it to the driver along with the order) actions. · Increase distribution rate. · Develop new customers, improve customer data. · Promote new products, execute designated promotional activities. · Collect market dynamics (including various signs of competitors: price, sales situation, promotions, merchandising, new products, customer feedback, etc.; as well as the sales situation of our products, feedback after use, any price chaos, cross-region sales? inventory, merchandising distribution rate, etc.). · Provide reasonable suggestions, summarize effective scripts, fill in relevant forms.
  2. Customer visit action flow: · Before entering, check the customer data card to know the owner's name, purchase, sales, and inventory situation, as well as last time's customer requests and handling results. · Tidy up clothing and appearance. · Check outdoor advertisements. · Greet the customer, introduce yourself (be careful not to neglect the customer's employees). · Ask about the delivery situation of the last order and the handling of customer complaints. · Put up posters, tidy merchandising equipment (pay attention to the clarity of price labels). Understand inventory. · Point out areas where shelf placement is not standardized and affects sales, while organizing front and back line products, cleaning shelves, arranging, and emphasizing to the store owner the help of display for sales, instilling the concept of merchandising (note: maintain fullness; FIFO; centralized placement, prominent position, Chinese facing outward, correct brand order, packaging order; warn about near-expiry products). · Show today's purchase policy and prices, let the customer consider the quantity and items to order. · Based on the customer's purchase, sales, and inventory records, the principle of full-item sales, the 1.5 times inventory principle, and the opportunities of the company's promotional advertising activities, propose reasonable purchase suggestions and write orders. · Understand market dynamics (including various signs of competitors: pricing, sales situation, promotions, merchandising, packaging, new products, customer feedback, etc.; as well as the sales situation of our products, feedback after use, any price chaos, cross-region sales, inventory, merchandising distribution rate, etc.). · Confirm the order quantity is correct again, agree on the next visit time, thank the customer and leave.
  1. Reflect on the value of the store, supplement all valuable relevant information on the customer data card.
  2. Go to the next sales point and repeat the above work until finished.
  3. Return to the company to fill in reports (report daily performance and market dynamics), submit to supervisor for review.
  4. Draw the delivery route map for the day. Hand over the order to the driver.
  5. Think about whether there is anything to prepare in advance for tomorrow's work. Source: Baijiu Distributor Academy From August 22 to 24, the "2018 China Digital Innovation Conference (2018FDIC)" with the theme "Finding New Growth Engines" will be held in Shanghai, hosted by the China FMCG Industry Association and organized by New Distribution. The conference will last 3 days, focusing on two major themes: marketing and supply chain, with six parallel forums on brand, channel, communication, B2B, intra-city logistics, and innovative retail. We will invite industry experts, CEOs, and brand executives to deeply interpret the trends and drivers of digital transformation in the FMCG industry. We will invite over 500+ executives from FMCG companies, 200+ CEOs from the B2B industry, and 1000+ major FMCG distributors to gather and discuss how the FMCG industry can use digital tools to achieve rapid growth again in the context of the digital era. This conference will build a bridge for brand owners, distributors, retail enterprises, and marketing agencies, helping FMCG manufacturers obtain the latest information, understand best practices, and master more practical transformation skills. Proposed Invited Companies Conference Time August 22-24, 2018 Conference Venue Shanghai Baohua Marriott Hotel Conference Content August 22: Full-day check-in Afternoon 14:00–17:30 Parallel Forum on Distributor Intra-city Logistics Evening 18:30–21:00 New Distribution Night Gala Dinner August 23: Theme: Marketing Digital Innovation Morning 9:00–12:00 Main Forum on Marketing Digital Innovation Afternoon 14:00–17:30 Parallel Forums on Brand, Channel, and Communication August 24: Theme: FMCG Supply Chain Digital Upgrade Full day: FMCG Supply Chain Conference Registration Method The registration channel is now open. Long press the QR code below or click 'Read Original' to register. Special early bird tickets are limited to 50, with a 50% discount, while supplies last! Registration Consultation Ticket inquiries: Media cooperation inquiries: Highlights of New Distribution's Previous Conferences Click the links below to review the highlights of the 1st, 2nd, 3rd, and 4th FMCG + Internet Conferences: -END-