The salesperson should have a fixed beat/route and visit approximately:
- 30 to 40 outlets/day
- Retail shops
- Kirana stores
- Supermarkets
- Hotels/restaurants
- Bakeries
- Tea shops
- Canteens
- Offices
- Gyms/events, where appropriate
The objective isn't simply to "visit shops"it is to generate orders and increase active outlets.
B. Generate orders
Every day he should:
- Take retailer orders
- Check existing stock
- Push required SKUs
- Introduce new products
- Increase order frequency
- Ensure product availability
C. New outlet development
Set a specific target for new outlets.
For example:
5 new active retailers/day = 100+ new outlets/month
Don't count an outlet merely because the salesperson collected one trial order. Define an active outlet as one that orders repeatedly.
D. Distributor management
The Field Sales Executive should coordinate with the distributor for:
- Stock availability
- Order servicing
- Delivery issues
- Market requirements
- Outstanding payments
- Damaged/expired stock
The salesperson should continuously identify:
- Current markets
- New retailers
- High-volume outlets
- Institutions
- Hotels/restaurants
- Potential distributors
- Competitor-dominated outlets
F. Visibility
They should make sure your brand gets:
- Good shelf placement
- Cooler visibility where applicable
- Counter visibility
- Posters/boards
- Bottle display
- Proper price communication
G. Competitor reporting
Every day/week they should report:
- Competitor brand
- MRP
- Retailer margin
- Distributor /'price
- Schemes
- New launches
- Competitor sales activity
H. Collections
collection responsibility should be clearly defined.
Sales without collection should not be treated as successful sales.