Pre-sale sales representatives are not selected with high requirements, so newcomers without any sales experience often join. Their biggest fear is 'What is sales?', 'How to do sales?', and 'Can I do it well?'

Defining the routine steps of customer visits and dividing the day's work into time-sequenced actions is not only a good management tool—follow the rules or face penalties—but also a good training tool, especially for newcomers, as a sense of direction means motivation. Example of Pre-sale Visit Workflow for Sales Representatives

  1. Arrive 5–10 minutes early.
  2. 8:30–9:00 Morning meeting; routine items: · 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, and criticism or praise. · Supervisor announces today's specific work arrangements and changes in sales price policy; asks if there are difficulties or problems, solicits suggestions, and discusses scripts.
  3. Prepare to go out (pens, notebooks, promotional materials, rags, 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, centralized placement, all product Chinese trademarks facing outward; correct brand order, packaging order, warning for near-expiry products). · Taking orders (getting orders) and transferring orders (drawing the customer's route map and handing it to the driver along with the order). · Increase distribution rate. · Develop new customers, improve customer data. · Promote new products, carry out designated promotional activities. · Collect market intelligence (including various signs of competitors: price, sales situation, promotions, visibility, new products, customer feedback, etc.; as well as the sales situation of our products, feedback after use, any price chaos, cross-region sales? Inventory, visibility, distribution rate, etc.). · Propose reasonable suggestions, summarize effective scripts, fill in relevant forms.
  2. Customer visit action flow: · Before entering, check the customer data card to understand the store owner's name, purchase, sales, and inventory situation, as well as the last customer request and its resolution. · Tidy up appearance. · Check outdoor advertising. · Greet the customer and introduce yourself (be careful not to neglect the customer's employees). · Ask about the delivery of the last order and the handling of customer complaints. · Put up posters, organize visibility equipment (pay attention to the clarity of price labels). Understand inventory. · Point out where shelf placement is not standardized and affects sales, and at the same time organize front and back line products, clean shelves, arrange products, and emphasize to the store owner the importance of display for sales, instilling the concept of visibility (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 from company promotions and advertising activities, propose reasonable purchase suggestions and write the order. · Understand market dynamics (including various signs of competitors: pricing, sales situation, promotions, visibility, 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, visibility, distribution rate, etc.). · Confirm the order quantity is correct, agree on the next visit time, thank the customer and leave.
  1. Reflect on the store's value and supplement the customer data card with all valuable relevant information.
  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) and submit to the supervisor for review.
  4. Draw the delivery route map for the day. Make orders and hand them to the driver.
  5. Think about whether there is anything to prepare in advance for tomorrow's work. Source: Baijiu Distributor Academy -END- The best FMCG distributor learning platform in China Focusing on providing professional, practical, and actionable tutorials for enterprises and distributors Committed to helping Chinese FMCG distributors grow rapidly The most professional and practical knowledge base in the FMCG industry Reply with the red number below to get the corresponding content Reply with number 1 to view the complete knowledge base | 001 Excellent Article Selection | 002 Distributor Market Operations | 003 Terminal Visit Management | 004 Sales Supervisor Skills | 005 Sales Improvement Techniques | 006 Channel Expansion | 007 Managing Distributors | 008 Distributor Development | 009 Distributor Internal Operations Management | 010 Team Management | 011 Efficient Distribution Techniques | 012 Sales Manager's Eighteen Skills | 013 KA Operation Methods and Strategies | 014 First Lesson for New Salespeople | 015 Internet, Brand | 016 Distributor B2B Transformation | [Long press QR code to follow]