Gt Sup Role1

JULY 2001

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ROLE OF THE

SALES SUPERVISOR 2

ROLE 1. SELL/MERCHANDISE ON PJP: 6 days per week / 40 calls per day 2. MARKET WORK: 22 days per cycle 3. MANAGE distributor system:how to appoint a new distributor ? How to tr ain distributor/salesmen to serve/sell c ustomers in their demarcated area ? 4. PIONEER new markets and outlets to increase coverage 5. FOLLOW GT development Policies/strategies

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1. SEL LS ON PJP 1. SALES SUPS accompany salesmen to sell everyday 2. Sup presents new launches/other brands to outlets 3. FILLS in all sales reports in the market with real figures on his PJP 4. COACH salesmen for better selling/customer service everyday on PJP 4

2. M AR KET W ORK WITH SAL ESMAN 1. LEADS BY SELLING SERVICE 2. COMMUNICATION ON BRANDS, PROMOTIONS PRICES (FOCUS ON NEW LAUNCHES) 3. IMPARTS SELLING/ INTERPERSONAL SKILLS 4. FOCUS ON TARGET PER NEW LAUNCHES/ALL BRANDS/SKU’S ALLOCATED

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DISTRIBUTOR STOCK AND SALES STATEMENT GIVES A COMPLETE BUSINESS PICTURE * STOCKS * SALES * CUMULATIVE SALES * VERSUS TARGET, VERSUS LAST YEAR * ORDERS DUE Signed/agreed by both Supervisor & Distributor. 6

3. MANA GE di st ri butor syst em …. . 1. TRACKING STOCK LEVELS:AT DISTRIBUTOR & AT HIS MARKET TO BALANCE “PUSH & PULL” 2. TRACKING/CONTROL MARKET CREDIT... 3. TRACKING/CONTROL SALES SCHEME IMPLEMENTATION

4. ENSURE POSITIVE ‘ROI’ 7

MAR KETS AND OUTL ETS 1. FIND NEW OUTLETS ON EXISTING BEATS

2. EXPLORE OPPORTUNITY IN ADJACENT AREAS

3. LOCATES NEW POTENTIAL MARKETS 4. EXPLORE NEW AVENUES FOR COVERAGE 8

5. FOLLOW G T

devel opment policies/ st ra teg ies 1. Follow all GT strategies/policies learned 2. Teamwork & learn to improve forever 3. skills, sharing, empowerment 4. open, creative & aggressive

EXTRAORDINARY RESULTS DEMAND EXTRAORDINARY WORKING+LEARNING

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