- Genre:business & economics
- Sub-genre:Sales & Selling / General
- Language:English
- Series Title:First edition
- Series Number:1
- Pages:112
- eBook ISBN:9786219606615
Book details
Overview
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".
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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.
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