SALES REPRESENTATIVE TRAINING

7-STEPS TO A SUCCESSFUL
SALES CALL
 7 Steps
1. Preparation
2. Greeting
3. Store and Warehouse Check
4. Proposal
5. Closing
6. Merchandising
7. Evaluate
 Step 1 - Preparation
• Do your homework before you enter the shop
• What are my objectives today?
• What did I do in this shop during my last call?
• Is there any special order or any promise pending?
• Do I have the right products & quantities to sell?
 Step 2 - Greeting
• Always greet the shopkeeper
• Shake his hand firmly (NO DURING COVID)
• Smile!
• Use his name
• Ask him / her about his business or any
other interests he might have
 Step 3 – Store and Warehouse
Check
• Check existing stock and dates
• Remove product as per the replacement policy, which are damaged and
expired
• Bring all carryover products to the front of the shelf and/or fridge
• Check fridge hygiene
• Check fridge temperature is 1-5 deg degrees

• Sell in the right SKU & quantities

• Check Food shelves , UHT display and suggest your order

• You should never have “Out of Stocks” (OOS) in any of your shops
Step 4 – Proposal / Presentation

• Present your suggested order to the shopkeeper

• Confirm the order

• Tell Shopkeeper about new promotions and new products

• If the shopkeeper makes any objections, answer him in a

professional manner -Do not raise your voice

• Build the customer’s business and your sales will respond and

grow
 Step 5 – Closing

• Get manager to agree and commit to order quantities

• No credit conditions / terms, all business cash on

delivery (COD)

• Thank the shopkeeper for his business

• Tell him when you will call next

 Step 6 - Merchandising
• Remember products are to be merchandised.
– First In Flow
– Rotate products (FIFO)
– Clean product/fridge
• POS
– Clean and relevant.
– Remove and replace damaged/out dated.
 Step 7 – End and Evaluation
• Let shopkeeper sign the order to confirm the quantities and
delivery date
• Review the order vs your target and take note of areas you can do
better in the next call