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Salesman Modul - ISA

This document provides an overview of the roles and responsibilities of an independent salesman for an FMCG company. It discusses the ways they work including preparation and planning, call procedures, and evaluation. It also covers sales fundamentals like trade-ins, consumer pull, and building belief in products, companies, and services. The document outlines coverage design, taking orders, and canvassing. It provides details on call procedures, sales talks, and evaluations. Finally, it lists some tasks for the module including surveying local stores and comparing similar products.

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Dyon Franstian
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137 views11 pages

Salesman Modul - ISA

This document provides an overview of the roles and responsibilities of an independent salesman for an FMCG company. It discusses the ways they work including preparation and planning, call procedures, and evaluation. It also covers sales fundamentals like trade-ins, consumer pull, and building belief in products, companies, and services. The document outlines coverage design, taking orders, and canvassing. It provides details on call procedures, sales talks, and evaluations. Finally, it lists some tasks for the module including surveying local stores and comparing similar products.

Uploaded by

Dyon Franstian
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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Salesman Independent

FMCG Sales
Academy

Presented by Obed
Salesman Modul

Ways of • Preparation / Planning


working • Call procedure
• Evaluation
(Day 1)

Sales
Fundamental • Trade in (Outlet & Distribution)
• Consumer pull (Display & Promotion)
(Day 2)

• In your product
Belief System • In your company
• In your service
(Day 3) • In yourself
Product Flow

1 2 3
Coverage Design GT
SALESMAN

TAKING ORDER CANVASS

SL MT SL GROCERY SL REGULER SL CANVASS

MT LOCAL GROCERY SPECIALTY BIG RETAIL MEDIUM RETAIL SMALL RETAIL


- All product - Fast Moving Product - Selected Product - All product - Fast Moving Product - Fast Moving Product
- Big & Med Pack - All pack - All pack - All pack - Single & Med Pack - Single Pack
- Order in Dozen & Carton - Order in Carton - Order in Dozen & Carton - Order in Dozen & Carton - Order in Dozen - Order in Pcs
- Residential - Street & Inside Pasar - Residential & Inside Pasar - Street & Inside Pasar - Residential & Inside Pasar - Street & Rural
- Kredit - Kredit - Kredit - Tunai / Kredit - Tunai - Tunai
Ways of working • Preparation
• Call Procedure
Salesman • Evaluation
Ways of working
• PERSIAPAN
Salesman

DIRI KENDARAAN ALAT ORDER DOKUMEN

- Sehat JR - Aman: Cek - SFA - Tagihan


ban, Helm, - Retailer - List toko
- Bersih Bbm, Oli Card - Peta toko
- Rapih - Nyaman: - Kalkulator - Price list
- Wangi Jaket, Jas
Hujan - Katalog
- Deodorant
- Program
Ways of working
• PERENCANAAN
Salesman

Effective Items Per


Call Target Omzet Insentif
Call Transaksi
• 25 - 30 Toko. • 80% Call • >5 item produk • Min.15 Juta per • Target by
• Durasi 5 – 30 per effective hari omzet,
Menit. call • Min. Dropsize distribution,
tagihan.

LAPORAN KINERJA SE
Distributor : …………….
Periode : …………….
Nama SE : …………….
Type SE : ……………. District : ……………………
WK HARI TGL LOKASI PLAN CALL EC ITEM OMZET
CALL Actual Cumm Actual Cumm Actual Cumm LINES/EC Actual Cumm

TARGET
SENIN
SELASA
RABU
I KAMIS
JUMAT
SABTU
TOTAL WK I
% dari TARGET
SENIN
SELASA
RABU
II KAMIS
JUMAT
SABTU
TOTAL WK II
CUMM WK II
% dari TARGET
Ways of working
• CALL PROCEDURE
Salesman

SALES TALK PENUTUP


PEMBUKAAN
- Ever Buy - Tarik Bad
- Salam / Stock
CEK STOK DISPLAY - Mush Have
Perkenalan
- New Product - Penagihan
- Tanya kabar
- Promo - Salam
Ways of working
• EVALUATION
Salesman

1. Mengisi Laporan Kerja Harian di Dinding


2. NOO registration
3. Evaluasi Bersama Supervisor & Principal:
Pencapaian, Komplain toko, kegiatan
competitor.
Darkside
1. Fraud: Tagihan, bonus toko
2. Grey area: Pecah nota, BS
3. Nongkrong
Tugas Modul Ini
1. Survey ada berapa toko sekitar tempat
tinggal, radius 100m – 200m, berapa toko
retail, toko grosir, mini market
2. Buat perbandingan 2 produk sejenis dengan
ukuran yang sama atau beda sedikit, misal
Susu A 500gr vs Susu B 490gr, atau Tepung
bumbu A 80gr vs Tepung bumbu B 70gr

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