TRAINING SESSION 6 CALL OF STEPS By K H

TRAINING SESSION : 

2/15/2009 1 TRAINING SESSION CONDUCTED BY:TM, Multan

Slide 2: 

2/15/2009 2 SIX CALLING STEPS

SIX CALLING STEPS : 

2/15/2009 3 SIX CALLING STEPS Planning Approach Stock taking Presentation Shopkeeper Reaction Accountability

PLANNING : 

2/15/2009 4 PLANNING Shopkeeper Information Call purpose Preparation for potential outlets and suitable opportunity Flexibility Ensure it before leaving distribution premises that you have all necessary tools Time calculation and management for every shop

APPROACH : 

2/15/2009 5 APPROACH Look the information of shop Look the shop Professional attitude 12 k-Rules Smiling face Use the name of shopkeeper Initial sentence Small chit chat

STOCK TAKING : 

2/15/2009 6 STOCK TAKING Take the physical numbers of stocks (SKU wise) Ensure it that all the SKU are present in shop Ensure the quality of product

PRESENTATION : 

2/15/2009 7 PRESENTATION In this stage we suggest order Ensure the need and potential of a outlet Convince shopkeeper logically to take a specific number (order) It is very important to ensure range selling,when you are suggesting order

HOW RANGE SELLING DONE : 

2/15/2009 8 HOW RANGE SELLING DONE Use DRC You have the information of product You have the information of competitor Brief the advantage of SKU Give comparison that why your company SKU is better than competitor Emphasis on Displays If you do something extra for shopkeeper than he also do the same If shopkeeper don't give order than emphasis on display. Take the history of shopkeeper it tell us the shop potential,buying behavior,average consumption and etc.

SHOP KEEPER REACTION : 

2/15/2009 9 SHOP KEEPER REACTION Three types of reactions a-positive b-positive/negative c-negative

SHOP KEEPER REACTION : 

2/15/2009 10 SHOP KEEPER REACTION Pick the positives and ignore the negatives Avoid the discussions or disputes Show sympathy Ask questions Listen carefully Challenge softly that I don't understand Answer the objections before coming Convert the objection answering into order

ACCOUNTABILITY : 

2/15/2009 11 ACCOUNTABILITY To think the success or failure Fulfill the promises Analyze that is there any information comes during the which is fruitful

Slide 12: 

2/15/2009 12 Thanks and Regards TM, Multan