Riding along on delivery routes is a fundamental task that frontline sales staff must perform. It is an excellent channel for providing customer service and communicating customer relationships. Not only does it help better understand the market, find solutions, and act as a consultant and advisor to customers, but more importantly, it deepens the emotional connection between staff and customers, greatly enhancing customer enthusiasm and cooperation.

Riding along is also one of the most arduous tasks, enduring scorching heat in summer and biting cold in winter. Some staff, through a day's work, gather a wealth of information, summarize valuable experiences, and identify methods and strategies to boost market sales, significantly contributing to sales growth. However, most staff end up acting as porters for the day, ending up sweaty, with aching backs and legs, exhausted, and falling straight to sleep upon returning to the hotel. Such staff may be the hardest working and most diligent, but what is the result? Their market performance does not necessarily improve, and their sales skills remain stagnant.

So, what should frontline staff do during ride-along deliveries? Below, we break down the actions for ride-along work, hoping to provide some assistance to frontline staff.

Action 1: "Communicate" Communicate policies and strengthen relationships. Typically, customers are busy with business and have little time to sit down and talk. If you accompany them on rural delivery trips, it is the perfect opportunity to communicate promotional policies, formulate market plans, understand market information, and build rapport.

Action 2: "Check" Verify the implementation of company promotional policies. Since the company has corresponding promotional policies for the market each month, and due to varying market conditions and customer cooperation levels, there are often cases where promotional policies are not fully implemented or expenses are withheld. This seriously hampers the advancement of the company's marketing policies and affects product sales. Through market checks, such problems can be avoided.

Action 3: "Discover" Identify blank (uncovered) outlets, understand why terminal outlets do not stock products, find problems and solutions, and increase sales opportunities. No matter how mature a product is, its coverage rate rarely reaches 100%; there are always blank outlets that have not been developed. By riding along, staff can easily spot these blank outlets, identify the reasons for not stocking, and use current promotional policies to help customers successfully develop these outlets, thereby increasing sales opportunities.

Action 4: "Open Boxes" Open boxes and put products on shelves, cultivating the habit of stocking downstream customers' shelves among customers or their staff. When customers or their delivery staff deliver goods, they often unload, collect payment, and drive away. However, this loses many sales opportunities. Terminal customers are sometimes busy and fail to put products on shelves promptly. At this time, staff should check whether products on the shelves are out of stock. If so, open boxes and place products on shelves to ensure sufficient product variety, avoiding lost sales due to delayed stocking.

Action 5: "Seize" Seize the best selling spots to increase product visibility and sales opportunities. Statistics show that products with higher visibility have greater sales opportunities. Therefore, companies with merchandisers often require them to follow planned areas and routes, regularly maintain products, and seize the best selling spots. As staff, you should also do this work, placing your products in positions where consumers can see, reach, and obtain them most easily. Convenience for consumers means more sales opportunities for the company.

Action 6: "Tidy Up" Since terminal store customers are busy, products on shelves are often not carefully maintained. Over time, products may become dusty and disorganized, reducing consumers' desire to purchase. Keeping the shelves neat and products clean can better attract consumers' purchasing desire. Grasp customer psychology and seize opportunities to facilitate sales.

Action 7: "Get Close" Place products near well-known competitors to leverage their sales. Due to consumers' herd mentality, most consumers believe that products placed near well-known products are also among the best sellers. Therefore, placing your products next to well-known brands can undoubtedly enhance your product's visibility. Additionally, most well-known products are placed in prime positions in terminals, so being close to them can also secure better selling spots, thereby increasing sales opportunities.

Action 8: "Seize" Seize terminal customers' psychology to close orders. Through face-to-face communication with terminal customers, you can better grasp their needs, understand more market information, and identify more sales opportunities. Combine this with relevant company policies to maximize sales orders.

In summary, frontline work is the most arduous in any enterprise. As sales staff, you must first understand your job content to progress step by step and continuously improve yourself. The above eight actions may seem independent, but they are actually interconnected and complementary. By demonstrating these eight actions, the main purpose is to play a coaching role, teaching customers or their staff how to do market work and how to make products more appealing. Only when customers' market operation capabilities improve can market sales be better enhanced.

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