Increasing sales dealers network
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The document discusses material flow and target markets for a company called C&F. It identifies key trade partner segments like loyalists, smart alecks, violators, sarkari, and bulk boys. It provides descriptions and typical sales percentages for each segment. The document also discusses product display, key salesperson attributes, and an action plan for 2020 that focuses on white spaces, challenges, vegetable sales targets, turnover goals, supply terms, and minimizing COVID-19 risks.
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1. The document outlines the responsibilities and requirements for a sales and marketing role, including developing marketing opportunities and plans, implementing sales processes, managing staff, and ensuring customer needs are met while maximizing profits.
2. It describes the need to research customer needs to develop new products, establish sales and marketing strategies, and expand the customer base.
3. The role requires in-depth knowledge of sales, marketing, customer relationship management, and building successful sales teams, with the objective of growing the business.Global lean sales presentation at #PNCamp by Pallav Nadhani, Founder, FusionC...
Global lean sales presentation at #PNCamp by Pallav Nadhani, Founder, FusionC...ProductNation/iSPIRT
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Increasing sales dealers network
- 6. Target Markets Market Potentiality No of T.Ps in area Target villages where product is sown in large area Identify T.Ps with sound financial background Should be in business at least 3 years Loyal to our brand
- 7. YOUR SEGMENT PERSONAS TRADE PARTNERS Assignment: Define Personas describing the distinguishing behaviours of 3-5 key segments for your product/services. Segment Name: LOYALIST Brand conscious, Expects normal margins, Mostly cash sales, Pays to company on time , Avails CD & other scheme benefits , Respects company terms & conditions; looks for long term relationship with Co 40 % of sales 45% of sales 10% of sales 4% of sales ____% of sales Segment Name SMART ALECK Not much Brand conscious, . Expects above normal margins, Mix of cash / credit sales, does not pay to company on time , Usually does not avail CD & other scheme benefits , respects to some extent company terms & conditions ; looks for medium to long term relationship with Co Segment Name VIOLATER Not brand conscious , Litigant , Expects abnormal margins, Mix of cash / credit sales, does not pay to company on time , Does not avail CD & other scheme benefits , no respect to company terms & conditions ; looks for short to medium term relationship with Co Segment Name SARKARI Government Agencies: Rule bound , Tenders acceptance based on product price , Payment slow but guaranteed Segmet Name BULK BOYS Prefer own branding Negotiates for lowest price Liberal credit terms Sales Return
- 8. Product Display Door to Door campaign in Potential villages Constant flow of information to T.Ps Display of products at counters Product information like literature & product catalogue Retailers placement of product Price of Product Constant monitoring of stocks in season Minimize stock returns
- 9. Key Attributes for Sales Person Good Personal Relations with T.Ps & customers Honesty Clear cut knowledge of products Aggressive approach in selling Should have positive attitude Goal Setting & hard working attitude Tech savvy & minimal knowledge in accounts
- 10. Action Plan for Kharif 2020 White Spaces Identify T.Ps & appoint them as soon as possible Key challenges should be achieved by everyone Focus on vegetable sales,20% volume should come from vegetable sales. Every H.Q should target for minimum of 1 crore turnover No supply of seed to T.Ps who did not participate in Advance booking. Special focus on sales & collections Minimize sales returns.
- 11. Tackling COVID-19 STAY HOME STOP SPREAD STAY SAFE