The Distributor also does not need unnecessary persuasion to accept the order

The distributor also does not need unnecessary

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reasonable estimate of the order that should be taken. The Distributor also does not need unnecessary persuasion to accept the order. Another format based salesmen evaluation tool is a “merchandising evaluation form” which can be used to check the effectiveness of the salesmen in getting company’s products competitive shelf space in retail outlets. In any retail outlet there is always keen competition for shelf space. While a company would like its products to be kept on shelves with the broad side panels visible from the front, the shopkeeper would always prefer to push them in with the narrow front or back flaps visible because in that way he can accommodate more varieties in a shelf. If the company sales man has rapport with the retailer he can ensure more visibility for the company products in the shop. So a supervisor can visit a number of shops along with the salesman responsible for the area, and as per a specimen format given below, make an inspection of a few randomly selected shops, and take a survey of the number of the company’s product visible at an eye level, on entering the shop, vis a vis competitive products visible brand wise. A comparative visibility will give an indication of how the company’s products are faring in terms of visibility. 11.07.08 secondary sales (during the period 13.06.08 to 11.07.08) 119 26 260 85 4 11.07.08 current order taken 120 0 300 90 0 110
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SALES FORCE EVALUATION A specimen 'Merchandising Evaluation Form' where Colgate is being evaluated is given below: Table no: 6.7 From the above one can easily observe that on a comparative basis 'Colgate' is occupying 32 percent of the retail visible space against 'Pepsodent' having 38 percent, and the others occupying 29 percent between them. (Please note these are fictious figures for understanding the concept and are not factual) In this exercise a qualitative aspect of field work has been captured in a quantitative format. 6.2 SUMMARY Sales persons are often working in the market place, away from the direct supervision ambit of the superior, who may be based in the office. Merchandising Evaluation Form Sale Man: Town/Market: Colgate Toothpaste Pepsodent Promise Anchor Total Own Percentage ratan stores 36 35 7 25 103 0.35 hill top 24 12 5 12 53 0.45 chedda 14 42 2 26 84 0.17 sapna medicals 20 24 6 12 62 0.32 fresh bakery 12 11 0 2 25 0.48 new stores 14 20 11 3 48 0.29 total 120 144 31 80 375 0.32 percentge of brands 32 percent 38 percent 8 percent 21 percent 111
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SALES FORCE EVALUATION This locational distance, creates a need for having sound methods to evaluate the performance of sales persons. The methods and processes to be used, must ensure, good controls and at the same time be able to motivate the sales persons. Salesmen are assigned distinct territories which they must cover regularly. It is very important to ensure that the territory gets visited and covered regularly, systematically and also methodically. No part of the territory can be left uncovered.
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