Ways of Working

& Cleanliness
(Hygiene)
Training Program By:
Aamir Saghir
November, 2019.
 Subjects:
Ways of Working - Organizing.

Policies and SOPs.

On Job Evaluation and Assessment.

Hygiene and Cleanliness.

 Ways Of Working - Organizing

Objective:
A guideline for all sales personnel to effectively
apply sales techniques & tools in order to achieve
sales objectives, brand image elevation and reflect
as “Trusted Advisor” of customers.
CONTENTS:
• Introduction, • Policies and SOPs
• Sales Team Role, (Annexures).
– Sales & Collection Performance, • Leave policy,
– Product Range Performance, • Traveling policy,
– Competition & Market Information, • Sales Credit policy,
– Inter-dealer goods transfers & Returns. • Pricing & Discount policy,
– Administrative Works.
• Mobile phone/computer/laptop
• Organizing Works. policy,
– Daily Organization. • Vehicle policy,
• Sales Procedure. • Stock holding SOP,
– Visit Planning & Preparation. • Quality Complaints Handling &
– At Dealers’ showroom procedure. Training.
– Post visit procedure.
Introduction:
This manual will assist us in delivering the expected level of service
and serve as a reference tool for everyday use. It describes our “
Go To Market” practice and serves as the reference document for all
sales personnel when dealing with our customers.
The purpose of this document is to assist and enable us to apply the
best selling practice in order to:
 Have an effective utilisation of sales resources.
 Standardise best practice across Orient Tiles sales forces.
Sales Team Role:
Orient Tile’s success as a Company is directly related to the effectiveness of the Sales Team. As a member
of Sales Team we have a crucial role, which influences both the security of the Company and its employees.
All this may seem an incredible responsibility. It is!! But selling can also be a lot of fun. It is a challenge to
manage sales territory effectively, and a great satisfaction to achieve goals and objectives by using acquired
knowledge.
Main responsibilities are related with the following areas:
 Sales & Collection Performance
 Achievement of agreed sales & collection targets for the defined territory/accounts which are set by your
direct manager
 Take regular orders and to coordinate for its execution.
 Provide sampling/promotional items/POS/displays to appropriate customers.
 Monitoring merchandiser work with respect to displays at prominent spaces.
 Maintain good relationship with customers
Sales Team Role:
Product Range Performance
• Ensure presence of Orient Tile products according to availability and new development as per
placement plans (Planograms).
• Proper & conspicuous display of value added sizes/designs.
Competitor/Market Information
• Provide information on potential new dealers/customers and competitors’ activities (promotions,
price changes).
Inter-dealer Goods Transfers and Returns
• Manage Goods Returns or Interdealer stock transfers as per customer or company need.
Administrative
• Plan market visits and propose amendments to visit frequencies.
• Update customer information reporting manager.
• Prepare and send expenses for approval
• Prepare & follow up customers/dealers delivery orders, payment receipts, claims for breakages,
rate differences and provide all relevant or required documents/reports to Head Office.
• Preparation for sales meetings.
Organizing Work:
Daily organisation
A total from 9:00 to 6:00 hours per day has to be performed and following is daily itinerary table
(deviation may occur as & when required on job need basis):
RSM RSM
Mails checking & responding 9:30 to 1:00 Mails checking & responding
Daily Sales & Collection meeting Daily Sales & Collection meeting
Office 40% Review on inventory of all SKUs & Grades.
Review on inventory of all SKUs & Grades. Meeting with on Station team.
Meeting with on Station team. Reports analysis.
Dealers/customers meetings in office.
Administrative works
1:00 to 2:00 Lunch/Prayer Break.
Market 40% Market visits to meet planned customers.
2:00 to 3:30 Dealers/customers meetings in office.
Reports analysis.
Office 20% 3:45 to 6:00 Market visits to meet planned customers.
Administrative works
Organizing Work:
Daily organisation : A total from 9:0 to 6:00 hours per day has to be performed and following is daily itinerary table:

TSM/ASM TSM/ASM
Monthly party wise Sales & Collection planning. 9:00 to 10:00 Monthly party wise Sales & Collection planning.
Office 20% Daily monitoring on sales & Collection. 10:01 to 10:20 Daily monitoring on sales & Collection.
Coordination with warehouse for dispatch follow ups. 10:21 to 10:40 Production report & stock review.
Market visit: 11:41 to 11:50 Delivery Order approvals.
Monitoring Displays.
Stock offers for sales. Itineraries (Own & reportees)
Verification of claims, PRs, update collection on debtors Aging
Market 60% Collection recovery review with customers report,
Visiting Complaints/closure updates & Plans.
Reviewing customers' inventories & finalizing orders.
11:51 to 12:10 Forming demand based production requirement planning.
New Dealers exploration visits.
Delivery Order approvals. 12:11 to 1:00 Reviewing new designs for planning
Itineraries (Own & reportees) Coordination with FG for dispatch follow ups.
Verification of claims, PRs, update collection on debtors Aging report, Coordination with Finance for pending claims update.
Visiting Complaints/closure. 1:00 to 2:00 Lunch & Prayers Break.

Forming demand based production requirement planning. 2:00 to 5:00 Market visit:
Office 20%
Reviewing new designs for planning Monitoring Displays.
Production report & stock review.
Stock offers for sales.
Coordination with Finance for pending claims update. Collection recovery review with customers
Follow ups with reportees on progress. Reviewing customers' inventories & finalizing orders.
Reviews in office. 5:00 to 6:00 New Dealers exploration visits.
Follow ups with reportees on progress.
Reviews in office.
Organizing Work:
Daily organisation : A total from 9:00 to 6:00 hours per day has to be performed and following is daily itinerary table:

SPO/SSPO/AM/DM SPO/SSPO/AM/DM
Day planning & Pending orders review. 9:00 to 9:30 Day planning & Pending orders review.
Production reports and inventory review.
9:31 to 10:00 Production reports and inventory review.
Telephonic discussion with dealers to raise orders on following points: Telephonic discussion with dealers to raise orders on following
Office 15% 10:01 to 11:00 points:
Daily SKU wise production and Updated SKU wise inventory from SAP.
Daily SKU wise production.
Raising manual party wise delivery orders.
Updated SKU wise inventory from SAP.
Monitoring SAP process for pick list, Urgent or site delivery or self pick.
11:01 to 11:30 Raising manual party wise delivery orders.
Market Visit: 11:31 to 12:00 Monitoring SAP process for pick list, Urgent or site delivery or self
All Dealer and 2 to 3 new-dealers. pick.
Market 75%
Display monitoring. Complaint reporting to QA., Coordination with FG for dispatches.

Sales Orders and collection. 12:01 to 5:00 Market Visit:

All Dealer and 2 to 3 new-dealers.
Stock off-loading coordination and pending dispatch planning. Display monitoring & reporting to Line Manager for improvement
Pending claims/complaints. proposals.
Delivery of ledger/invoices/net sheets. Sales Orders and collection.
Office 10% Accounts reconciliation coordination. 5:01 to 6:00 Stock off-loading coordination and pending dispatch planning.
Inter-dealer goods transfers/Returns documentation. Pending claims/complaints.
Complaint reporting to QA., Coordination with warehouse for Delivery of ledger/invoices/net sheets.
dispatches. Accounts reconciliation coordination.
Inter-dealer goods transfers/Returns documentation.
Complaint reporting to QA, Coordination with warehouse for dispatches.
Sales Procedures:
The sales procedures are described in three main steps:

Visits
Planning At Dealers’
Post Visits
and Showroom
Procedure
Preparation Procedure
Sales Procedures – Visit Planning & Preparation:

To ensure we achieve our planned sales & collection objectives assigned by management we
must plan out HOW we will achieve them through Effective Planning Procedures.
Planning Procedures 
 It is extremely important that we use the time spent with the dealers/customer constructively.
 Therefore, being effectively prepared in what we present in terms of products samples,
ledgers, invoices, up-to-date sales value & status of pending claims becomes very important
if we are to achieve our set objectives.
 Review daily/weekly sales status against plan, necessary documents as mentioned above
and most importantly carrying certain objectives in mind before visiting particular
dealer/customer which can be measured in success.
Remember: “If you go in with nothing and come out with nothing, then you have
achieved nothing”.
Sales Procedures – At Dealers’ showrooms Procedure:

This section is most important “the real facing moments” which will assist you to achieve your overall
objectives. Following approach is recommended:
• Announce yourself and make initial contact (specially with the decision maker),
• Identify showroom opportunities (walk the showroom for watching all Orient Tile products & others’
displays status, POS status, any changes and recommendations),
• Discussion with key persons (including showroom sales persons for updated sales environment,
collection recovery, competition information, follow ups on claims, deliveries, any queries and new
product/design presentations),
• Sell and influence orders (review their inventory register to find out missing SKUs to form an order or
production requirement plan, highlight SKUs available with dealer but not in display- future plans etc).
• Take orders for sales & revenue collection in form of any bank instrument or cash as per agreed plan
and schedule.
Sales Procedures – Post visits procedures:
Between Visits:
All remaining administration should be completed following each Visit. Once you have exited a
Visit you should action:
• Orders - if they were not completed in the showroom.
• Collection: As per agreed plan & schedule.
• Update customer information (maintain dealer wise file).
• Complete market information form to capture competitor’s activity and share it with line
manager.
End of the day Task:
• Refresh the free stock and share with dealers demanded during visit.
• Forward claims, DOs, and all related documents to H.O.
• Update and submit party wise collection report to line Manager.
On Job Assessment:

 All the supervising roles will include to assess market

performance of their team members on parameters explained
below.

 An assessment form will be filled after every visit containing

explained parameters along with allocated points which will
become part of annual appraisal as one of the qualitative
objective.
 Assessment Format:
S.No. KPI Points

1 Shop Board 5
2 Inside shop branding 5
3 Display of value added Items (Mid to High). 20
4 Display of Mid end Products 5
5 Dealer/Customer's Concern/Issues (if any, to be recorded for resolution) 10
6 Clarity on Price/Aging/Discounts (communication to dealer/customer). 10
7 Health/Hygeine/Cleanliness of Sales Team 15
8 Products Knowledge 10
9 Competition Knowledge. 10
10 Frequency of Visit 10
  Total 100

Assessment Form
Hygiene and Cleanliness
Rationale:

The Messenger of Allah ‫ ) )ص لىهللا عليه وسلم‬said to the Companions:

“You are on the way to meet your brothers, put on nice dress and
fix your saddles so you appear distinct among people as a beauty
mark [on a beautiful face]. Allah likes neither roughness nor rough
manners”.
(Muslim)
Maintaining Personal Hygiene
Shower every other day.
 Wash either every day or every other
day (depending upon your work
atmosphere, climate & day conditions).
 Ideally, your shower or bath should be at
least ten minutes long (Conserve water).
 Taking a shower will help you feel and
look fresh. Wash your face regularly to
avoid unsightly acne.
 Use a body wash to clean all of your
nooks and crannies - don't ignore places
like your feet.
 After you take a shower, it's a good idea
for males and females to apply lotion -- it
will keep your skin soft and supple.
Wash your hair every other day.
 Make sure your hair stays clean and not
greasy.
 Shampoo strips your hair of sebum, your
natural, necessary oil.
 Even so, you should make sure that your hair
smells fresh, feels clean, and is free of
dandruff.
 You can easily buy shampoos or conditioners
created for your specific hair type. Check the
descriptions on the bottle and try several
brands to see which works best for your hair.
 Don't overuse heat products or hairspray
because it can damage your hair and make it
very dry and difficult to manage.
Use all dental hygiene tools.
 
 Toothpaste, a toothbrush,
mouthwash, floss, and a visit to your
dentist should do the trick. 
 Brush your teeth and tongue regularly to
prevent bad breath and cavities.
 Replace your toothbrush every three
months to make sure you are actually
cleaning your teeth instead of rubbing
them with a filthy old brush
 Battle body odor. If you shower regularly,
this shouldn't be too much of a concern.
However, always use deodorant or
antiperspirant.
 If you choose to use cologne or perfume,
use it as an accent - don't try to mask an
odor with these products. Remember to
use a very light touch with these products
in order to keep the smell from becoming
overwhelming. Be aware that some
people have allergies.
 If you can smell it from more that three or
four feet away, then you are wearing too
much.
Control your facial hair. 

 If you're a guy, shave daily. If you have

a mustache, make sure no hair is
covering your lip, and never let it get
bushy.
 If you're having beard, always make
sure it is kept neatly groomed.
 Pluck your eyebrows.
 Trim your Ears and Nose hairs.
Wear clean clothes. 

 Wash your undergarments and socks after

each use.
 If you are wearing clothes more than once,
check for any dirt or stains on them before
going out of the house.
 Don't wear wrinkled clothes
Wear clothes that fit well. 

 Avoid anything that is too baggy or too

tight. Pants shouldn't be drooping down
so low that your underwear is showing.
Likewise, clothing that is too tight can be
seen as too revealing.
 Find a size that fits you comfortably.
 Wearing a belt or suspenders can help
keep your pants where you want them to
be.
 Make sure any clothes that button up,
like shirts and blazers, don't pull or gap
across your chest or stomach.
Don't wear old, faded clothing. 

 Avoid any outfits with holes in the fabric and

clothes that went out of style ten years ago.
 When clothes start to seem stretched out or don't
quite fit you anymore, it's a good idea to get rid of
them and pick out some new clothes.
 Even if you don't have a big budget, a few new
items like a nice pair of new pants and a couple
neutral color shirts can go a long way to work
with the rest of your wardrobe.
 If your closet's full of things you never wear, but
they're in pretty good shape, you can donate
them to a charity shop.
Get your hair trimmed regularly. 

 Going too long without a haircut can

make it difficult to style your hair in a
neat, clean cut way.
 Hair doesn't grow evenly on your
head, so it is necessary to get a trim to
avoid awkward growth stages.
Stay fit:  Develop good posture:
A person with poor posture is perceived
Being healthy can go a long way
as unhealthy, tired, and possibly unable to
towards improving your appearance.
function at work. 
The best way stay fit is to exercise
and eat right. Watch your weight and
Standing and sitting up straight will make
diet. Follow a healthy balanced diet
you look better and feel better.
that works for you. Avoid too many
carbs, sugars and unhealthy fats. Eat
It increases body circulation and helps
plenty of green vegetables, lean
you think more clearly, as well.
proteins and drink plenty of water.
Focus on proper body alignment to
improve your posture.

When sitting, you should stay forward on

the chair so your spine supports your
weight instead of the back of the chair.
THANK YOU.