Do Not Sell More

The book will discuss the following: The " Do not sell MORE but sell RIGHT " concept."SERICO" Achieving Results thru 555 Coaching Process & Territory Opportunity Spotting Proper use of Weekly Imperatives Management How to use Standard Forms as an effective management tool Simplifying The Sales/Distribution business into basic Sales Efficiency Equation The how's and why's of BCP Putting closure to agreements by using the" Actionable Items" approach Simplifying the Offtake, inventory and ICO analysis using the" Romeo Analysis" The importance of "relevant outlets' in Route to Market Model The Role of Pareto outlets vs General Trade Outlets Keys pointers in Route Planning Considerations Ritualizing " Everybody's day Job".

Simplifying the Sales and Distribution Business Model for Fast Moving Consumer Goods Industry in emerging countries(South East Asia). Applying the One- Pager approach for easy guide on the following subjects: Sales and Distribution Equation, Trade Offtake analysis, Value of Fieldwork (Work With/Work Back), New Discipline on Fieldwork Coaching, Territory Spotting during Fieldwork, Sell Right Concept (SERICO) as opposed to Sell More. The Use Imperatives Approach, Forms Management as a work discipline tool, Ritualizing Everybody's Day job , Simplifying the Basic Call Procedure (BCP) of Sales People. Brief guide when engaging a Distributor Partner, Other Topics on Handling Meetings, Immersion Programs, Stick Mapping Guide and many more.

The author is a CPA by profession, graduated with Cum-laude distinction in a Jesuit run institution. With 33 years of extensive experience in General Management, Sales, Operations and Training Development positions in the academe, bottling, consumer, pharmaceutical, Telecommunications, Automobile, Business Solution, Tobacco in mostly multinational Companies in the Philippines holding rank ,file and Executive positions as well during the course of his corporate career. Also , an entrepreneur doing Digital and Offset Business in the Philippines. Currently the Senior Partner of a Training and Consultancy Firm in the Philippines with Offices in Manila and Cebu, Philippines.