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+ current 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
Recent 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.