Action Book for Performance Support

A navigator tool to support TSE on the job to

guide through the sales process during the
different phases of the customer meeting.

Designed by GreenBooks Learning

Job Aid for Performance Support

A navigator tool to support TSE on the job to

guide through the sales process during the
different phases of the customer meeting.

Designed by GreenBooks Learning

Job Aid for Performance Support

A navigator tool to support TSE on the job to

guide through the sales process during the
different phases of the customer meeting.

Designed by GreenBooks Learning

LEARN
Analyze the information you’ve collected to identify
patterns and insights.

LOOK
Observe places and things to discover key insights.

PLAN
Based on the insights, organise a list of actions to
achieve a desired goal.

ASK
Engage in a conversation to elicit information relevant
to your objectives.

DO
Perform step by step actions to move closer to your
objectives.
 PRE CALL
LEARN LOOK PLAN ASK DO

Step 1
planning & preparation

Analyse outlet data on sales, brandwise

target, QDVP3, activations and promotions to
indentify gaps.

Prepare propable solutions to tackle the gaps

during your meeting.
 PRE CALL
OUTPUT

This is an important step for your sales efforts to:

1) focus on outlets with high potential
2) Indentify issues early on and tackLe it
proactively
3) help you achieve sales targets and increase
market share

CHECKLIST

• Chart beat plan for the day

• Review historical outlet information
• Pick your perfect sales kit tool
• Shave, crease clothes, polish shoes

MATERIALS
• Stationery
• Brand Data
• Scorecard Formats & POSM
 DURING CALL
LEARN LOOK PLAN ASK DO

Step 2
sales driver check

LEARN
Gather feedback on current activation
Check the pulse of the business

LOOK
Hygeine on bottle placements and brand assets
Check if the plannogramming is right
Check if SKUs are available
Identify if the price communication is right

DO
Motivate & persuade outlet staff to recommend USL-
Diageo brands
 DURING CALL
OUTPUT

Continuously aim to increase the QDVP3 score of

the perfect outlets because this will Impact the
consumer behaviour at the point of purchase

CHECKLIST

• Dust free bottles

• Fully stocked
• Brand arrangement
• Brand assests

MATERIALS

• Use QDVP3 Scorecard

 DURING CALL
LEARN LOOK PLAN ASK DO

Step 3
review of objectives

DO
After your Sales Driver check, ensure your objectives
are still relevant
 DURING CALL
OUTPUT

Continuously aim to increase the QDVP3 score of

the perfect outlets because this will Impact the
consumer behaviour at the point of purchase

CHECKLIST

• Effective sales driver check

MATERIALS

• PJP
 DURING CALL
LEARN LOOK PLAN ASK DO

Step 4
presentation

LEARN
Consistently review objectives until its met.

ASK
Ask questions to uncover: market situations,
consumer demands, stocking, consequences of
not stocking and his expectations

DO
Summarise the situation, issues, insights and then
state the idea. Explain how it works with simple and
clear data and reinforce key benefits.
 DURING CALL
OUTPUT

By identifying customers gaps and presenting

benefits, you influence the retailer to move closer
to making a decision.

CHECKLIST

• Do you need to change the objective

• Review progress against targets
• Follow the discussion flowchart

MATERIALS

• Selling tools
 DURING CALL
LEARN LOOK PLAN ASK DO

Step 4
negotiation (presentations)

LEARN
Look for past and present behaviours indicators
to identify the negotiation style of your customer.

PLAN
Identify the negotiation area by mapping the
optimum, desireable and essential output for you and
your customer.

ASK
Ask questions to surface interests, issues,
perceptions; test assumptions and negotiation
area
DO
State the situation and present your offer at a
desireable state. Use a flexible range to variables to
negotiate creatively.
 DURING CALL
OUTPUT

You will arrive at a win win situatiom that will help

you meet targets and help achieve the retailer needs
To maintain a positive relationshiop

CHECKLIST

• Bragaining Parameters
• Identifying customer decision making style
• Identifying Optimum, Desirable and Essential for
both parties
• Indentifying variables for negotiation

MATERIALS
• ODE planning worksheet
• Variable surveyor sheet
• Power analysis sheet
 DURING CALL
LEARN LOOK PLAN ASK DO

Step 5
closing

DO
Analyze the situation and use an approprite close-
assumptive, alternative, special benefit, fear, minor
point, remark, status, concession.
 DURING CALL
OUTPUT

Retiailer agrees to the terms and makes a firm

commitment to the transaction that leads to
achievement of your desired outcomes.

CHECKLIST

• Identify a category gap - issue or an opportunity

• State the idea to resolve the gap
• Explain the solution with evidence
• Reinforce the benefits to them

MATERIALS
 POST CALL
LEARN LOOK PLAN ASK DO

Step 5
closing

DO
Analyze the situation and use an approprite close-
assumptive, alternative, special benefit, fear, minor
point, remark, status, concession.
 POST CALL
OUTPUT

Retiailer agrees to the terms and makes a firm

commitment to the transaction that leads to
achievement of your desired outcomes.

CHECKLIST

• Identify a category gap - issue or an opportunity

• State the idea to resolve the gap
• Explain the solution with evidence
• Reinforce the benefits to them

MATERIALS