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BASIC SELLING SKILLS
DSR & PSR TRAINING MODULE
Basic Selling Skills 2
Welcome Participants To The
‘Basic Selling Skills’Training Programme
Basic Selling Skills 3
Our Consumers
India has a Network Of 3.5 crore Outlets, Spread across 4000 Towns & 6 Lac Villages…….. Selling to 25 Crore Households
& Consumers are Serviced by Marico as follows,
Basic Selling Skills 4
‘Marico Sales Flow’
Marico CFA
Distributor
Retailer
Consumer
Secondary Sale
Offtake
Marico CFA
S.Dist
Stockist
Consumer
Retailer
Urban (DSR) Rural (PSR)
Basic Selling Skills 5
Today’s MarketPlace….
In Today’s World Increasing Number Of
Companies & Products Are Vying For Space On the Retail Shelves……..
……….& hence the Service Provided By Companies & Retailer’s Perception Of It Is
Very Critical.
Basic Selling Skills 6
Retail Service Quality
Dist Infrastructure& Logistics
DSR Quality & Productivity
Marico & TSI Interface
RETAIL
SERVICE
QUALITY
Basic Selling Skills 7
Maximising Productivity
You are the Key Link in the Marico-Retailer
Interface & You Represent the Company in the Market
Inorder To Maximise Productivity by Ensuring Excellent Retail Service Quality; All Of You need to be Equipped with ‘The Right Selling Skills’
…….hence this Training Programme
Marico’s Basic Selling Skills
Basic Selling Skills 9
Basic Selling Skills - PCNO & SAF
P lanning & Preparation C alling Availability N Visibility O rder Taking S olving Problems A cknowledge F eedback
‘P’ CNOSAF
P lanning & Preparation
Basic Selling Skills 11
Planning
1 Planning At Distributor Point
1.1 Stock Availability
1.2 POS Availability
1.3 Performance Analysis
Basic Selling Skills 12
Preparation
2 Preparation Before Approaching the Customer
2.1 Appearance
2.2 Timeliness
2.3 Things To Carry
Planning At Distributor Point
Basic Selling Skills 14
Planning At Distributor Point
1.1 Stock Availability
Check and Note Stock Availability SKU wise
Source• MIDAS Sites - MIDAS Current Stock Report • Non MIDAS Sites - Updated Stock Register
Basic Selling Skills 15
Why to Check Stock Availability ?
Eg: You find out that on a Particular Day your Distributor
• a) does not have stocks of PCNOR 100 FT, Hair & Care 50 ml, Revive 400 Jar, KOCO 5 Ltr, Sil 100 Tub & Pampers Large
• b) has excess stocks of PCNOR 500 FT, Shamla 100 ml, Saffola 1 Ltr Jar, Ariel 250 gm
then,
Basic Selling Skills 16
You will know which SKU’s ‘Cannot be Committed’ to the Retailer in this visit
&
Which SKU’s to Focus on ‘To Enhance Sale' in the Visit
Why to Check Stock Availability ?
Basic Selling Skills 17
Planning At Distributor Point
1.2 POS Availability
Check and Note Stock Availability of POS Type wise
Source• POS Register
Basic Selling Skills 18
Why to Check POS Availability ?
Eg 1: New Promotion for a Brand/ New Product Launch
• a) You can plan Visibilty in the Market using all types of POS as per NPLP. (Posters, Danglers, Buntings, Backing Sheets, Dispensers, Shelf Strips etc..)
Basic Selling Skills 19
Eg 2: On a particular day you find out that you have Posters of a CO On KOCO Pouch but the Offer Stocks are about to finish……. then,
• a) You can plan to put up the CO Posters before Offer Stocks get over & also at Outlets where Stocks are lying in higher quantities.
Why to Check POS Availability ?
Basic Selling Skills 20
Planning At Distributor Point
1.3 Performance Analysis & Daily Planning
a) Volumes (Compulsory & Focus Brands)
b) Outlet Expansion (2 Focus Brands)
c) LPD
d) Effective Coverage
e) NPLP
f) TBTL
Basic Selling Skills 21
How to Analyse Performance
a) Volumes (Compulsory & Focus Brands)
b) Outlet Expansion (2 brands)
c) LPD
Source• Incentive Bank Report
This will enable you to plan for the day so as to achieve the target
Basic Selling Skills 22
d) Effective Coverage
e) NPLP
f) TBTL/HTP Source
• MIDAS Reports of Eff Coverage, NPLP, TBTL, HTP or IQL Reports
This will enable you to plan for the day,• Outlets which need to be made productive
• Which outlets have to be given what qty of stocks
• New Product Placement as per Plan
How to Analyse Performance
Preparation Before Approaching The Customer
Basic Selling Skills 24
2.1 Appearance You represent MARICO in the Market &
hence carry the IMAGE of MARICO with you
You will be Confident in your work if you are presentable
Preparation
Basic Selling Skills 25
Preparation
Appearance Wear a Shirt (No T-Shirt) Wear Trousers (No Jeans) Be Clean Shaven/or with Trimmed Beard Neat Haircut (Personal Hygiene) Wear Shoes &Socks (No Chappals)
– Simple Ironed Clothes = Smart Clothes (Not Expensive Clothes)
Basic Selling Skills 26
2.2 Timeliness
Ensure you report at the Distributor Point & you Start Your 1st Call at fixed times every Day
Preparation
Basic Selling Skills 27
Why Timeliness
This will help you to finish your work Totally and Completely
Eg : If your market opens at 9.00 am & you happen to do your first call at 10.45 am, then you will not be able to complete covering the entire beat in time resulting in,• Skipping of C Class outlets
• Some outlets closed in the afternoon etc
Basic Selling Skills 28
Resulting in, Lower Effective Coverage Lower LPD
i.e. Lower Productivity !
• Means……Lower Sales….. Lost Business!
Why Timeliness
Basic Selling Skills 29
Your Customer is Waiting for you. He should rely on you to service him
Regularly ( On a Fixed Day ) At a Fixed Time
• In fact can he set his watch by your Visit ?
Why Timeliness
Case Study - 1
Timeliness Of Reporting
Basic Selling Skills 31
2.3 Things to carry …….. In your Bag carry the following,
A) Essentials• Beat Book ….On which to take Order
• Product Detailer ….With which to take Order
• Pen & Calculator ….For Writing & Calculating
• New Product Samples ….Launch
• Consumer Offers ….To Show the Offer
• TBTL Card & Display Contract Book ….As & When reqd
Basic Selling Skills 32
Merchandising Kit• POS ….For Paid & Unpaid visibility
• Cello Tape ….For Putting Displays
• Gum Bottle ….For Non Pregummed posters
• Marker Pens ….For Poster Displays
• Duster ….To Clean Packs & Display Shelves
• Thread ….For Danglers & Buntings
• Scissors/Blade ….For Customised Displays
• Stapler ….For Putting Displays
• Hammer & Nails ….To put up Tin Boards (PSR’s)
Things to carry ……..
P ‘C’ NOSAF C alling
Opening the Sales Call
Basic Selling Skills 34
Calling….Opening the Sales Call
1 Greet the Retailer
2 Wait When The Retailer is Busy
Basic Selling Skills 35
Greet the Retailer
• Using Namaskar, Vanakkam, Sat Sri Akal…….
• Using the Retailer’s Name
Eg :• “Namaskar Kanhaiyaseth” ,• “Sat Sri Akal Singh Sahib”
Basic Selling Skills 36
Wait When the Retailer is Busy
Wait for your turn …
Retailer may be busy with• Customers• Other Sales Persons
PC ‘N’ OSAF
Availability N Visibility
Shelf Check & Merchandising
Basic Selling Skills 38
Shelf Check and Merchandising
Before entering inside the outlet
Request Permission from the Retailer
Availability
Shelf Check
Basic Selling Skills 40
1 Availability
Check for
Availability Of Stocks (Ours & Competition) by…...
1.1 Range (Width)
1.2 Depth
Basic Selling Skills 41
1.1 Range
Eg 1: Our Range
In your Shelf Check you find that there is no stock of 50 FT PCNO Rigids though there is ample stock of 100 FT, 200 FT, 500 FT, 200 EJ, 500 EJ, 1 Jar & 2 Jar Of PCNO R
Action Point• You know that the Retailer does not have stock of 50 FT
PCNO R & hence you can sell ‘this line’ to him.
• This outlet can ‘definitely’ be productive for PCNO R
Basic Selling Skills 42
1.1 RangeEg 2: Competition Range
In your Shelf Check you find 3 units of 100 ml Nihar Jasmine. The retailer had never given order for 100 ml Parachute Jasmine hence……
Action Point• Since you now know that the Retailer can sell Jasmine
Oil you can Plan to take orders of 100 ml Parachute Jasmine this visit.
• Because If the Outlet Can sell “Nihar Jasmine’ he can
sell more of ‘Parachute Jasmine’
Basic Selling Skills 43
1.2 Depth
Eg 1: Our Depth
In your Shelf Check you find that there are only 2 units of Sweekar SFO Pouch
Action Point
• You know that the Retailer can be sold Sweekar SFO
Pouch in lots of cases
Basic Selling Skills 44
Eg 2: Competition Depth
In your Shelf Check you find 12 units of 100 ml Keo Karpin & 2 Units of 100 ml Hair & Care hence,
Action Point Since you now know that the Retailer has higher
Competition Stock you need to definitely give him 100 ml Hair & Care else most of his customers will get Keo Karpin
1.2 Depth
Visibility
Merchandising
Basic Selling Skills 46
2 Visibility….Merchandising
Visibility Will Involve The Following Points Which You Need To Take Care Of,
2.1 Product Location 2.2 Product Facings 2.3 Product Cleanliness 2.4 Product FMFO 2.5 Paid Visibility (Displays) - Maintenance 2.6 POS Visibility
Basic Selling Skills 47
2.1 Visibility…Product Location
Product should be in the ‘Right Shelf’ i.e. Along with the Same Product Category
Eg: Hair & Care Should be in the ‘NSHO Category’ Shelf … along with Keo Karpin, Bajaj Almonds etc
Basic Selling Skills 48
2.1 Visibility…Product Location
If our Brand occupies an Entire Shelf then this is Highly Desirable
However…. Let this be close to the category
Eg: Top Ramen & Curry Occupy an Entire Shelf, but take care that this shelf is close to the Maggi Shelf
Basic Selling Skills 49
For New Products ensure that the Packs Stare at the Consumer also from as Close to the Counter as possible
Eg: For Parachute Enrich you can keep 2 packs in a Dispenser near the Counter
2.1 Visibility….Product Location
Basic Selling Skills 50
Remember,
1. The More the Shelf Space Occupied the Better
2. The Less Competitor Occupies the Shelf Space the Better
2.1 Visibility.…Product Location
Basic Selling Skills 51
2.2 Visibility…Product Facings
The Brand Name and Logo on the Pack should Face the Consumer
Eg: See the Packs in your Product Detailer, Brand Name & Logo is Visible Of each Pack
Basic Selling Skills 52
Ensure that the Full Range Of Packs Face the Consumer
Eg: Consumer should be able to see all SKU’s in the Shelf & all with ‘Brand Name & Logo’ - All SKU’s of PCNOR in the PCNOR Shelf
2.2 Visibility…Product Facings
Basic Selling Skills 53
Always Ensure that the Packs Which are
‘Facing’ are Absolutely Clean…….
…….With the Duster You are Carrying.
2.3 Visibility..Product Cleanliness
Basic Selling Skills 54
FMFO………First Manufactured First Out
Ensure that the First Manufactured Stock is
kept ahead in the Shelf …..so that….
…….it gets Sold First
2.4 Visibility……Product FMFO
Basic Selling Skills 55
Advantages Of FMFO….
Each Consumer gets the Fresh Stock available in the Outlet
The Stock will sell before expiry….not expire on the Shelf
2.4 Visibility…Product FMFO
Basic Selling Skills 56
Maintenance
a) Clean the Display Area (Windows ,Shelves)
… … with the Duster
b) Replace the elements of the Display that are found to be torn or faded…….
… in case Backing Sheet is torn replace with a Fresh Backing Sheet
2.5 Visibility……Paid (Display)
Basic Selling Skills 57
c) Ensuring that the Packs are Aligned exactly as per design…….
……If you are Supposed to Keep only 3 units of each SKU of Enrich then the Display Should Carry ….3 Units of 75 ml & 3 Units of 150 ml only.
2.5 Visibility……Paid (Display)
Basic Selling Skills 58
d) Ensure latest MFDs are displayed……
……so that the stocks do not expire in the Window itself
e) Ensure Enough Stocks for dispensing…..
……so that you can avoid the Retailer to dispense from the Display Window or Shelf
2.5 Visibility……Paid (Display)
Basic Selling Skills 59
Effective Use Of POS Material is an Integral Part Of The Overall Merchandising Effort
Remember
Life Of POS is Short Space for Putting POS is limited……
2.6 Visibility……POS
Basic Selling Skills 60
…………So,
Put As Many Posters, Danglers, Buntings, Stickers, Shelf Strips etc as Possible…..
2.6 Visibility……POS
Putting Up A Display
Basic Selling Skills 62
Putting Up A Display
While doing so, Keep in Mind The Following Points…….
A) How to Select a Good Location
B) How to Put up a Display
Basic Selling Skills 63
A) How to Select a Good Location
a) Ensure Window / Shelf is at Eye Level
(Eye Level =Buy Level)
Putting Up A Display
Basic Selling Skills 64
b) Choose Prime Location of Shelf/Window in the Shop
Do’s - Behind the Counter Don'ts - Opposite the Counter
Display Location should be easy to Re-Service in order to ensure……
1) Periodical Cleaning of the Display
2) Rotation of latest MFD stock in the Display
Putting Up A Display
Basic Selling Skills 65
c) Check for Proper Lighting
d) Confirm rates of Display & Ensure Contract form
e) Reconfirm rates and duration of Display
Putting Up A Display
Basic Selling Skills 66
How to Put up a Display
a) Using POS Use Backing Sheet/Poster & Other specific
Display Material in the Window/Shelf
b) Displaying Stocks Display as per norms of Stocks, don’t overstock or
understock
Do’s - Keep all SKU’s
Don'ts - Do not over Stock the Display
Putting Up A Display
Quiz 1
PCN ‘O’ SAF
O rder Taking
Step 1
Open Call With New Product
Basic Selling Skills 70
1 New Product When Introduced First will gain Focus for Us & The Retailer
• 1.1 Introduce Sample to the Retailer
• 1.2 Open Beat Book & Product Detailer
• 1.3 Present the Sales Story
• 1.4 Take Order in Beat Book as per Placement Norm
Open Call With New Product…. Step 1
Basic Selling Skills 71
1.1 Introduce Sample to the Retailer
Samples will ……….
• ….Give the ‘Real’ Feel Of the Product to the Retailer
• ….Increase his Involvement in the New Product
• ….Allow the Retailer to give Immediate Feedback
• ….Allow the Retailer to Use (Test) the Product….(Tester Pack)
Open Call With New Product…. Step 1
Demonstration Slides
Open Beat Book & Product Detailer
Basic Selling Skills 73
Beat Book
Pls. see the Beat Book Carefully
It has a Separate page for Each Retailer It has all Marico SKU’s in a Sequence It has Type & Class of Each Retail Outlet
1.2 Open Beat Book & Product Detailer
Basic Selling Skills 74
Product Detailer
Pls. see the Product Detailer Carefully
It has a Separate Photograph for each Brand It has all the SKU’s in each Brand Photograph Each SKU Of Marico is Clearly Visible The Order of The Product Detailer & Beat Book
Match
Open Beat Book & Product Detailer
Basic Selling Skills 75
1.3 Present the Sales Story
Sales Story will…..
….help the Retailer Understand the,
1)..….Uses …..(What Is The Product-Benefits)
2)…...User …..(Who the Consumer Is)
3)…...Usage …..(When & How Much is to be Consumed)
Open Call With New Product…. Step 1
Basic Selling Skills 76
1.4 Take Order in Beat Book as per Placement Norm
Placement Norm Suggests……
…..the Minimum SKU Wise stocks the Retailer needs to keep depending on the Type & Class Of the Outlet
You need to Convince the Retailer that the Suggested Placement Norm is worked out to ensure….
….Availability Of all New Product SKU’s in Sufficient Quantity anticipating Enquiry & Offtakes.
Open Call With New Product…. Step 1
Step 2
Call the First Brand in the Beat Book
Basic Selling Skills 78
1 You have to now start from the First SKU Of The First Brand in the Beat Book.
This will help you…
• To Maintain A ‘Regular Order’ for Calling
• Avoid Moving to the Next Brand after the New Product Call in your Beat Book
Call the 1st Brand in the Beat Book..Step 2
Basic Selling Skills 79
2 Call for Every SKU of the First Product as shown in the Product Detailer
Demonstration to Participants
Eg : The Parachute Photograph has all the SKU’s Visible, so you need to call as under……...
Call the 1st Brand in the Beat Book…Step 2
Basic Selling Skills 80
Step1….Ask for 50 FT while showing it to the Retailer in the Product Detailer. If he gives an order note it in the Relevant Cell (Block) of the Beat Book.
Step2….Then move to 100 FT show it in the Product Detailer & so on till all SKU’s in Parachute Rigids are called & thus…
…….You have called Each SKU of the First Brand in Order
Call the 1st Brand in the Beat Book…Step 2
Basic Selling Skills 81
How To Enter Order In Beat Book
Pls. have a look at the Beat Book…
Orders will be entered in the block (cell),
For the Particular Visit For the Particular SKU In Units only ( Not in Cases, Litres, Dozens etc )
Call the 1st Brand in the Beat Book…Step 2
Basic Selling Skills 82
Eg: If a Retailer Gives You An Order,
a) For Sweekar 1 Ltr Pouch 5 cases then….
...you will enter in the Corresponding Cell….. 100 and not….5
b) For 1 Dozen 100 FT then….
….you will enter in the Corresponding Cell. …..12 and not….1
Call the 1st Brand in the Beat Book…Step 2
Basic Selling Skills 83
3. Introduce the Scheme to the Retailer
Eg: For a Scheme say TBTL
Explain the Scheme in Detail Clearly Tell The Retailer his Benefit
Call the 1st Brand in the Beat Book…Step 2
Basic Selling Skills 84
Call the 1st Brand in the Beat Book…Step 2
Remember The Following While Calling
1) Stock with Retailer of each SKU of our Product and Competition
Range 1) If you know in your Shelf Check that the Retailer does not
have 50 Hair & Care…. While moving to this SKU you need to Remember that you ‘Definitely’ need to take orders for this SKU
Basic Selling Skills 85
Depth
2) If you know in your Shelf Check that the Retailer does has only 2 units of Sweekar Pouch…. While moving to this SKU you need to Remember that you ‘Definitely’ need to take orders for this SKU
Call the 1st Brand in the Beat Book…Step 2
Basic Selling Skills 86
2) Stock with Distributor of each SKU of our Product
a) If you know in your Planning at your Distributor point in the morning you have found out that your Distributor does not have 50ml Medikar…. While moving to this SKU you need to Remember that you ‘Should Not’ take orders for this SKU
Call the 1st Brand in the Beat Book…Step 2
Basic Selling Skills 87
3) Anticipated Shortage
a) If you know in your Planning at your Distributor point in the morning that SIL CO is about to get over then…. While moving to this SKU you need to Remember that you ‘Should Tell your Retailer that this could be the last Visit for SIL CO & that ordering now will be a benefit for him’.
Call the 1st Brand in the Beat Book…Step 2
Step 3
Call the Second Brand in the
Beat Book
Basic Selling Skills 89
You have to now move to the next (Second) Brand in the Beat Book.
Do Not
Skip & Call any other Brand
even if the retailer asks for even if there is Target Pressure on a Certain Brand
Call the 2nd Brand in the Beat Book..Step 3
Basic Selling Skills 90
This will help you To maintain an Order while Calling thereby…..
A) Not missing out on Some SKU’s• Moving Randomly could miss out some Product/SKU.
• Eg : Since you have called in a Orderly fashion you will be calling for 300 ml Hair & Care, Sweekar 500 ml pouch, Shamla 300 ml…..which were not getting the focus like other important SKU’s
Call the 2nd Brand in the Beat Book..Step 3
Basic Selling Skills 91
B) Time will be effectively utilised• Since Orderly Calling happens you will not have to
‘Think’ which Brands/SKU’s have not been Called. You can just follow the Beat Book & Product Detailer as a Guide
C) Take full advantage of the Product Detailer
• Going by the Order of the Beat Book will help you to ‘Show’ each SKU to the Retailer in the Product Detailer….
…..& if the Retailer sees each SKU then chances of an Order for each SKU are High
Call the 2nd Brand in the Beat Book..Step 3
Basic Selling Skills 92
D) Help you to increase LPC….& hence LPD
• Moving in an orderly manner will help you know midway in the Call whether you are getting the LPC as desired or ….you need to Focus more on some other following SKU’s to increase LPC.
• Calling each & every SKU will increase orders for each SKU & in turn LPC….LPD
Call the 2nd Brand in the Beat Book..Step 3
Basic Selling Skills 93
E) Help you make Each Outlet Marico Effective
• If You Call say 90 Marico SKU’s at each Outlet with
the help of Beat Book & Product Detailer
then it is Very Very Unlikely that you will come out of the Outlet without an Order for atleast 1 SKU
Call the 2nd Brand in the Beat Book…Step 3
Step 4
Repeat Step 3
Basic Selling Skills 95
You have to now move to the next(Third) Brand in the Beat Book.
Repeat Step 3 till All Brands in the Beat
Book are Called.
Repeat Step 3
PCNO ‘S’ AF
S olving Problems
Basic Selling Skills 97
Solving Problems…Objection Handling
1) Leakage and Damage & Expiry
• Ask for any L&D and Expiry of any SKU at the outlet and record in the Note Book
• Also Check if the last Visit’s L & D Replacements have been completed in last delivery itself
Basic Selling Skills 98
2) Rate Disturbance Please listen patiently & explain to the Retailer that
if there is any Rate Disturbance in the Market it is only temporary & by taking stock from the Distributor he gains….. Since…..
a) He gets Regular & at times Immediate Service
b) All Products to Sell
c) All Schemes, Displays
d) All Replacements
e) Credit etc
Solving Problems…Objection Handling
Basic Selling Skills 99
3) Grievance with Distributor and Company Again listen Patiently…
………and Note Down in Your Note Book
3.1) Regularity of Service and Delivery• If your Service to him is not regular he could have a
Grievance for that too
• If You are taking orders regularly but Deliveries are not happening on time
• Schemes : Gap between Commitment and Delivery
• Settlement of Gifts/Contest
Solving Problems…Objection Handling
Basic Selling Skills 100
3.2) Schemes : Gap between Commitment and Delivery
• You may have Committed him 6 Rs / Ltr but in the Last Bill he has Received only 5 Rs/ Ltr. You will
have to note down the same & Commit to Resolve the Issue by the next Visit
Solving Problems…Objection Handling
Basic Selling Skills 101
3.3) Settlement of Gifts/Contest• Gifts……….Your Retailer may have Finished last
TBTL but may have not received his Committed gift. You have to note down the same & commit to resolve the issue by the next Visit positively.
• Contests…...Your Lottery Draw in your Depot would have been over last month. But the List of Winners have not been communicated to your retailers (Irrespective Of Who The Winners Are ). You have to show the retailer the List Of Winners. In case you are not carrying one you have to do so by the next Visit positively
Solving Problems…Objection Handling
PCNOS ‘A’ F
A cknowledge
Basic Selling Skills 103
Acknowledge…..Closing the Call
Before Closing Ensure All Steps of Calling Completed & Beat Book updated Have you finished PCNOS
PCNOS?• Planning & Preparation
• Calling
• Availability N Visibility
• Order Taking
• Solve Problems
Basic Selling Skills 104
Say ‘Thank You’ or ‘Shukriya’ or ‘Dhanyavad’ …….to the Retailer
• Using Name • E.g. Dhanyavad Kanhaiyaseth, Shukriya
Iqbalbhai
Acknowledge…..Closing the Call
PCNOSA ‘F’
F eedback
Basic Selling Skills 106
1) Update ReportsAfter Reaching the Distributor Point
a) Update…. Incentive Bank
b) If Midas Distributor….Ensure Billing, Collection
This will Ensure You Get Your Reports
c) If Non-Midas Distributor……
…..Update IQL Formats
…..Update NPLP
Feedback….Reporting
Basic Selling Skills 107
2) Review Day Performance
a) Volumes b) LPD c) Effective Coverage
…….On Plan V/s Actual for the Beat Just Finished !
Feedback….Reporting
Basic Selling Skills 108
Fill All the reports for the Day…..
……next Day these reports will be used by You in Planning
3) Leakage & Damage & Expiry
……Give details to your Distributor & TSO & Highlight Problems/ Issues & get them
resolved.
Feedback….Reporting
Basic Selling Skills 109
4) Grievances
……Discuss the grievances of Retailers (About Company & Distributor) with your TSO &
Distributor & get Solutions to Solve them
Feedback….Reporting
Quiz 2
Role Play