3. What Shakira Songstress Said ?
THIS TIME
AFRICA

5. AND
:WE Say’s
THIS TIME
DEVELOPMENT

7. PERSONAL
DEVELOPMENT
The Table of to Success
Path Contents
Our Torch. This time for Development ……… 4
………………….. ……... 6–7
Section 1. Table of Contents ………………………………... ……… 8
Section 2. Agenda ………………………………………………..……… 9
Section 3. What job responsibilities of Sales Rep’s……… 10 – 11
Section 4. Sales Basics ………………………………………….……… 12 – 16
Section 5. Sales Fundamentals Pyramid ……………….……… 17
Section 6. Sales Call Steps ………….............................
……… 18
** (P.S.Format) ……… 20 – 22
Section 7. How to give feedback ………………………….……… 24 – 25
Section 8. Handling Objection ……………………………..

8. Table of contents ( Cont )
Section 9. Communication Skills ………………………… ……………....
( Only Supervisor's )
Section 10. Advance communication skills ………
……………….
Section 11. Art of Receiving feedback ……………………….......
** Building Trust & Credibility
** Tips for Persuasive Messages
Section 12. Teams : Work & Learning ……………… ………………..

9. Agenda

10. WHAT
Job Responsibilities of Sales Man
Sales executives are responsible for increasing & developing
Business horizontal & vertical ( sales, collection, relation….etc )
1) Knowing & Maintaining vision, mission, policy of company.
2) Sell Volume and Sales Fundamentals.
3) Action as a contact between a company & its existing and potential
markets ; negotiating the terms of an agreement and closing sales;
gathering market and customer information .
4) Checking quantities of goods on display and in stock; reviewing
own sales performance; aiming to meet exceeds targets; gaining a
clear understanding of customers, and businesses requirements .

11. Sales Basics
1. Knowledge of our Business
2. Knowledge of our Customers
3. Identifying accurately the Customer’s needs
& limitations
4. Showing our Customers the benefits of
selling our brands
5. Anticipating & Handling Customer’s queries
and objections

12. ABUYER BUYS IF :
 We Understand the Buyers Situation.
 Our Ideas is Practicably.
 The Buyer Understands the Idea.
 The Buyer See the Benefits.
SO IT IS BE EASY TO GET THE BUYER
AGREEMENT

13. SALES FUNDAMENTALS PYRAMID
VOLUME
Coverage

14. WHAT
SALES FUNDAMENTALS
A. DISTRIBUTIO:
 No out of stocks on already listed SKU's.
 All supported brands are listed.
 All SKU's are listed
 A new initiatives are listed everywhere and fast.

15. Continued
B. SHELVING:
 The shelf carries on average 80% of the sales.
 Brands in shelf of the categories.
 Brand block of all brands in shelf , our packaging's
achieve visibility when they are together.
 Minimum a fair share of the shelf space based on
shares.
 We are the most visible we can be in the shelf ,
Ideally in middle of the category shelf.

16. Continued
C . PRICING:
 We Suggesting the recommend consumer
prices to the end users.
 We should indicate the recommend price in
a clear and visibly way on the shelf.
 Parity or better than competitor at point of
purchase.

17. Continued
D. DISPLAY:
 DO not sell displays before having fixed the first
three fundamentals.
 A display should be massive and impressive.
 visibility and attraction as well as avoid out stocks.
 Place the display at the entrance or outside the
store.
• ADVICE For MERCHANDISING::
Don’t go out of a store looking like when you got in.
• COMPETITIVE ACTIVITIES REPORTING.
• Where, What, When, Who, and How (Execution).
• Small recommendation / proposal.

18. Sales Call Steps
Preparation Availability
Shelf Check Visibility
Price
Stock Shelf
F.I.F.O
Review
Presentation PSF
Determine Buyer
Close Summarize the situation.1
Interest
State The Idea.2
Recording Explain How it Works. 3
Merchandising Renforice Key Benefits.4
Suggest an Easy Next.5
Call Analysis (Step(Close
Communication Handling
Skills Objections

19. HOW
PERSUASIVE SELLING FORMAT (PSF)
1) SUMAMARIZE THE SITUATION:
Current conditions.
Buyers Needs
Limitations.
Opportunities for Benefits.
2) STATE THE IDEA.
3) EXPLAIN HOW IT WORK.
4) REINFORCE KEY BENEEFITS.
5) SUGGEST AN EASY NEXT STEP (CLOSE).

23. Feed Back How to Give it
 Separate What You think, Observe and feel.
 Talk to the person, not about person
 Be precise and specific.
 Don’t criticize but describe.
 Don’t give to much feedback one time. Use pareto
rule – 20% of the most important information to
improve performance by 80%.
 Concentrate one your observation (what you see
and hear) rather than you conclusions (your
interpretation of what you see and hear).

24. How to Give Feedback (cont.)
 Start with the positives, then show opportunities.
 Concentrate on benefits for business not for
yourself.
 Don’t advise, rather share ideas and information.
 “Give a gift” , don’t force.
 Choose proper place and time for giving feedback.

25. Feedback Problems
1. Lack of Clarity in Message.
2. Lack of Clarity of motivation / What.
3. Unwillingness to be critical for fear of hurting
feelings.
4. Resistance & Defensiveness of other party-
denials, excuses.
5. Failure of other party to relate feedback to
own behavior.

26. COMMUNICATION SKILLS
OBTAIN VERIFY
TRANSMIT
SIX RESPONSES:
Genera Leads
Restatement.
Pause.
Probing comfortable areas.
Probing Sensitive Area.
Interpretation.

27. HANDLING OBJECTIONS
Determine Understand Verify
Handle the
the Real the Understanding
Objection
Objection Objection the Objection