Oper

ati
onsWor
kbook

Cor
epi
l
lar
sofcr
eat
ingef
fi
ciencyi
nBusi
ness:

1.Process–Setofact
ivi
ti
est
obeexecut
edt
oachi
eve
business(
WhattodoandHowtodo)
2.System –Themeasurementandtr
acki
ngmechanism
whichcontr
olst
heresul
tofthepr
ocess(measur
eand
control
)
3.Str
uct
ure–All
ocati
onofprocesst
askamongst
depar
tment
alr
oles(Who)

I
PCTempl
ate–Dev
elopPr
ocess,
Syst
em andSt
ruct
ure

1.I
DENTI
FY–
a.Obj
ect
ive
b.Goal
2.Pr
epar
e–
a.Fr
amewor
k
3.Cr
eat
e–
a.Resour
ces
b.Tool
s
c.Templ
ate
Bui
ldi
ngaBusi
nessPr
ocess(
Usi
ngI
PC
Templat
e)

I
dent
if
y–
I
dent
if
ythedepar
tment
alobj
ect
iveandgoal
Subdepart
ment:isabr
eakdownofbusi
nessdepar
tmenti
nto
smal
lercat
egor
ies.
Pr
epar
e:
Li
stofsubdepar
tment
Li
stofsequent
ial
tasksandact
ivi
ti
esf
oreachsubdepar
tment
Cr
eat
e:
Li
stthecompetencyatt
ri
but
ef ort
asksandact
ivi
ti
esf
oral
lsub
depart
ments.Usethecompetencyi
ceber
gmodel.

Component
sofI
ceber
gModel
1.Trait
s–Habi t
ual/enduri
ngcharacter
ist
ics.Ex-f
lexi
bil
i
ty,
selfcont
rol
,goodli
stener
,bui
ldstrust
,engagesand
i
nspires,mindset
.
2.Sel
fImage–Howpeoplesee/v
iewt hemsel
ves;
ident
it
y,
wort
h.Eg–anexper
t,al
earner
,leader,
manager
,agent
,
i
nnovat
or
 3.Ski
l
l–Abili
tyt
odosomethi
ngwell;
mosteasi
l
ytr
ainedon
–egtechni
calski
l
lst
ouseknowl
edge.
4.Knowl
edge–Cont entknowl
edge/i
nformat
ioni
nfi
eldof
work–fr
om educationtoex
peri
ence.

Pr
ocessDocument
Depar
tment–Agr
icul
tur
alSal
es

I
DENTI
FY–
Obj
ect
ive–Rev
enueGener
ati
on
Goal
-Rs.1Cr
ore/Annum ;
Rs8.
5Lakh/
mont
h

Pr
epar
e–SubDepar
tment
B2ChandB2CSal es:LeadDatabasemanagement ,Pre-
sal
es/
appointmentsett
ing/Appoint
mentsetti
ng,Meet ing
Handl
i
ng,SalesPresentat
ion/Pr
oductPi
tch,Proposalst age,
Demo/Tri
al/Pil
ot,Negoti
ati
onandClosi
ng,Foll
owup, Post
Sal
es,Obj
ecti
onHandl i
ng.
Sequent
ialTasksandAct
ivi
ti
es:
SubDepar
tment Pr
ocessSt
epst
obeExecut
ed
Dat
abaseManagement Organizingt
heleads
generatedbasedont he
prescri
bedcategori
es/
 pr
ofi
l
es

Prepar
ingknowl
edgemanual
ofever
ycustomer

Cr
eat
eaCal
lpl
anf
orweek.
Pre-Sal
es/Appoi
ntment Creat
eaScri
ptf
orset
ti
ngan
Setti
ng appoi
ntment

Devel
opy
ourobject
ion
handl
i
ngtechni
ques

Executecal
l
stoset
up
meetings

RecordDat
aont
hedat
abase
tr
acker
Meet
ingHandling,Sal
es Prepareproductpit
ch
Pr
esent
ation/ProductPi
tch,
Pr
oposalStage
Preparethedocumentfolder
foral
l t
heresourcestoshare
withtheprospecti
vebuyer

DemoSt
age Prepar
eresourcedocument
andensurethei
ravai
labi
l
ity.
Thiswoul
dincludesamples,
 measur
ingcups,
spr
aypumps
et
c

Fol
l
owupondemor
esul
ts.

Collectelement s–photosof
ther esul
t; photosoft he
farmeri nthef arm andwith
ourpr oducts; video
testi
moni al ofthefarmer;
conv ersi
onoft hevideo
testi
moni al i
ntoawr i
tt
en
testi
moni al.
Re–Or
der Prepareascheduleforfut
ure
orders.Foll
owuponeweek
pri
ort othedateofusage.
Repeatsellonceagain.

I
ncaseofnor e-
order,
ident
if
y
t
hereasonsandwor konit.

Cr
eat
e:Compet
encyAt
tri
but
es

Ski
l
l:
1.GoodCommuni
cat
ionski
l
ls
2.Tel
ephoneet
iquet
te,
3.Rappor
tbui
l
ding,
4.sel
l
ingski
l
ls,
 5.negot
iat
ionski
l
ls,
6.obj
ect
ionhandl
i
ngski
l
ls,
7.l
i
steni
ngski
l
ls,
8.quest
ioni
ngski
l
ls.
9.Per
suasi
onSki
l
ls

Knowl
edge:
1.Basi
coper
ati
onofi
nter
netf
orl
eadsour
cing
2.Basi
coper
ati
onofMS-Of
fi
cef
orCRM.

Sel
f–I
mage:
1.Conf
ident
2.Readyt
olear
nandadapt
3.Sal
esexper
t
4.Far
merFr
iend/
Consul
tant

Tr
ait:
1.Hi
ghener
gy
2.Har
dwor
king
3.Per
sist
ent
4.Wi
l
li
ngnesst
olear
n
5.Hospi
tabl
e
6.Wel
ldr
essed
7.Honest

Bui
l
dingSy
stems
Usi
ngI
PCTempl
ate
I
dent
if
y:
I
dent
if
ytheKeyResul
tAr
eas(
KRA)oft
hesubdepar
tmentwhi
chneeds
t
obemeasured.
KRA–Thear easamongstthesubdepar
tmentofbusi
nessinwhicha
resul
tneedst
obeproducedtoachi
evethegoaloft
heprocess.

Pr
epar
e:
Prepar
ethemeasur
ementmat
ri
xandpar
amet
ersf
oral
lKRAs.(
Qual
i
ty,
Quanti
ty,
TimeandCost
)
Par
amet
ershoul
dbemeasur
abl
e:
 Yes/
Nosi
tuat
ions
 Tr
ueorFal
sesi
tuat
ions
 Number
s
Prepareatr
ackingmet
hod/syst
em f
oreachpar
ameter
.Tracki
ng
system i
sachecksandbal
ancessy
stem t
ochecki
fthegoalsaremet
forall
parameters.
Pr
epar
eaf
requencyoft
racki
ng:

 Dai
l
y

 Weekl
y

 Mont
hly

 For
tni
ght
ly

 Quar
ter
ly

 Cust
omi
zed
Cr
eat
e:
Cr
eat
etempl
atesofsy
stems

Sy
stem –Agr
icul
tur
alSal
esDepar
tment

I
dent
if
y:
KeyResul
tAr
eas:
1.B2ChSales–NumberofCalls,
NumberofVisi
ts,
Product
/Servi
ce
sal
esvolume,Tot
alnumberofAcr
eage,Rev
enuegenerated,
conver
sionr
ati
o,
2.B2CSal es–Numberofcall
s,NumberofVi
sit
s,Total
numberof
Acreage,Product
/Sal
esVol
ume,Revenuegener
ated,Conv
ersi
on
rat
io

Pr
epar
e:
Keyresul
t Measur
ementPar
amet
er Tr
acki
ngMet
hod Fr
equencyof
Area Measuremen
t(
Daily
,
Weekly,
Monthly
,
Quar
terl
y ,
Cust
omi zed)

Cal
l
s  Numberofcal
l
s  Call
Tracker  Dai
l
y
Report
 Cal
lqual
i
ty–hot
,
war
m andcol
d

 Numberofcal
l
sper
mont
h

Meet
ings  Numberof  Meeti
ng Dai
l
y
meet
ings Tr
ackerr
epor
t
  Meeti
ngqualit
y–
democonfirmati
on
ornot;sal
e
conf
irmati
onornot

 Numberof
meet
ingspermont
h

Demonst
rat
io  Numberof  DemoTracker Dai
l
y
ns demonstrat
ionsper Repor
t
product

 Conver
sionr
ati
o
(Demo Sale)

Pr
oposal
s  Numberofpeopl
e  Proposal Dai
l
y
wit
hwhom pri
celi
st Tracker
i
sshar
ed Report

 Proposal
squal
it
y–
Hot,Warm and
Cold

Cl
i
ent
s  NumberofCl
i
ent
s  Cli
ent Weekl
y
Tracki
ng
 Tot
alAcr
eage
report
 Numberofr
epeat
cl
ient
s

 Qual
i
ty(
ti
cketsi
ze)

Cr
eat
e:
1.Sal
esTr
ackerRepor
t
2.Cal
ltr
acki
ngr
epor
t
3.Meet
ingt
racki
ngr
epor
t
4.Cl
i
entt
racki
ngr
epor
t
5.Pr
oposal
tracki
ngr
epor
t
6.Demonst
rat
iont
racki
ngr
epor
t
 Bui
ldi
ngBusi
nessSt
ruct
ure
Usi
ngI
PCTempl
ate

I
dent
if
y:
Ther
olesr
equi
redt
oexecut
ethepr
ocess.

Pr
epar
e:
1.Rol
ecl
ari
tydocumentf
oral
l
2.Responsi
bil
i
tydel
i
ver
abl
eoft
her
olecl
ari
tydocumentwi
l
l
bet
heKRAdef
inedi
nthesy
stem
3.Al
l
ocat
etasksandact
ivi
ti
esf
rom t
hepr
ocesswhi
chhas
al
readybeencr
eat
ed
4.Det
ermi
net
hemeasur
ementmet
ri
csf
rom t
he
measurementpar
ameter
swhi
chhasal
readybeen
desi
gnedinthesy
stem.

Cr
eat
e:
Creat
ethePREplan(
Learningandgr
owt
hst r
ategyf
orteam members)
fr
om usi
ngthecompetencyatt
ri
but
esal
readydevel
opedinthepr
ocess
asar
efer
encef
oral
lther
oles.

Busi
nessSt
ruct
ure

I
dent
if
y:
Rol
es:Soci
alMedi
aMar
ket
ingRep,
Tel
eMar
ket
ing,
Mar
ket
ingManager
,Busi
ness
Dev
elopment

Pr
epar
e:
Rol
eCl
ari
tyDocumentf
ort
elemar
ket
ingandbusi
nessdev
elopment

Rol
e–Agr
icul
tur
alSal
esExecut
ive

RoleDefi
niti
on–Agr i
cul
tur
alsalesexecuti
veistheonewhoi
s
responsi
bleforgener
ati
ngrevenueforthebusiness.

Responsi
bil
i
tyDel
i
ver
abl
e:
1.Leaddat
abasemanagement
2.Pr
e-sal
esandAppoi
ntmentset
ti
ng
3.Sal
esMeet
ing
 4.Fi
eldDemonst
rat
ion
5.Sal
escl
osi
ng
6.Fol
l
owupdut
ies

TasksandAct
ivi
ti
es:
1.LeadDat
abaseManagement
:
a.Prepari
ngexcelsheetformai
ntai
ningandmanagi
ngleads
accordi
ngtotheinter
naltempl
atesoftheor
gani
zat
ion.
b.Cal
l
ing,qual
i
fyi
ngandset
ti
ngappoi
ntment
sforsal
es
meeti
ngs.
2.Sal
esMeet
ings:
a.Pr
epari
ngf
ormeet
ingv
iast
ruct
uredr
esear
chaboutt
arget
cl
i
ent.
b.Hav
ingef
fect
ivesal
esmeet
ingi
nor
dert
o:
i
.Under
standt
her
equi
rementofcl
i
ent
i
i
.Posit
ionofourbusi
nessast
hebestchoi
cef
ort
he
cl
i
ent
.
i
i
i.Gener
ater
equi
rement
sfort
hecl
i
ent
.
i
v.Setupt
hedat
eforf
iel
ddemonst
rat
ion.
3.Fi
eldDemonst
rat
ion:
a.I
dent
if
yingt
hepr
oductf
ordemonst
rat
ion.
b.Carr
yingall
thenecessaryt
ool
ssuchassampl
es,
quest
ionnai
re,br
ochureset
c.
c.Cl
icki
ngphotogr
aphsaccor
dingt
othei
nter
nal
rul
esoft
he
or
ganizat
ion.
d.Conduct
ingdemonst
rat
ions.
e.Taki
ngsi
gnat
ureoft
hecl
i
entont
hequest
ionnai
re.
f
.Fol
l
owi
ngupaf
tert
hesett
imel
i
nef
orr
esul
ts.
 4.Sal
espr
oposal
andconv
ersi
on:
a.Cr
eat
epr
esent
ati
onbasedont
hedemor
esul
ts.
b.Negot
iat
ewi
nwi
ndeal
s.
c.Gener
ateor
der
.
d.Mai
ntai
npr
ofi
tabi
l
ityi
ndexaspermanagementgui
del
i
ne
5.Fol
l
owupdut
ies:
a.Sendcal
ibr
atedwhat
sappmessages,
phonecal
l
set
c.f
or
fol
lowuponnewordersandr
epeator
ders.
b.Bet
hei
nter
facebet
weent
hecl
i
entandt
heoper
ati
onst
eam.

Measur
abl
eMet
ri
cs:
1.Numberofcal
l
sperday
/week/
mont
h
2.Numberofdemosconduct
edperday
/week/
mont
h
3.Numberofdeal
erscl
osedperday
/week/
mont
h
4.Numberoff
armer
scl
osedperday
/week/
mont
h
5.Numberofar
eacov
eredperday
/week/
mont
h
6.Rev
enuegener
atedpermont
h

Cr
eat
e
Pr
e-Pl
an

1.Agr
icul
tur
alSal
esex
ecut
ive
2.Tel
ecal
l
ingex
ecut
ive
 3.Agr
icul
tur
alf
iel
dexecut
ive

Rol
e-Agr
icul
tur
alSal
esexecut
ive:
Peopl
etheycanl
ear
nfr
om –Mr
.Ni
khi
lKhose
Resour
cestheycanl
ear
nfr
om –Pastr
ecor
danddat
agener
atedf
rom
market
ingeff
ort
s.
Exper
iencest
heycanlear
nfr
om –Shadowingexisti
ngsalesexecs.;
Creat
ingmockandpracti
cevi
deoswi
thconstantfeedback.

Rol
e-Tel
ecal
li
ngexecut
inv
e
Peopl
etheycanl
ear
nfr
om –Mr
.Ni
khi
lKhose
Resour
cest
heycanl
ear
nfr
om –Scr
ipt
s
Exper
iencest
heycanl
ear
nfrom –Shadowingexi
sti
ngt
elecal
l
ingexecs.
Creat
ingmockupcall
swi
thconstantf
eedback

Rol
e–Agr
icul
tur
alFi
eldExecut
ives
Peopl
etheycanl
ear
nfr
om –Mr
.Ni
khi
lKhoseandexi
sti
ngf
iel
dexecs.
Resour
cest
heycanl
ear
nfr
om –Demonst
rat
ionpr
ocessdocument
Exper
iencest
heycanl
ear
nfr
om –Shadowi
ngexi
sti
ngf
iel
dexecs.

Sal
esMul
ti
pli
er
Sal
esexpl
osi
oni
sar
esul
tofv
aluecr
eat
ion
 Fr
amewor
kforSal
esAccel
erat
ion

1.Cust
omerf
ocus
2.Pr
ocess
3.Of
fer
s
4.Scr
ipt
s
5.Boost
ers

1.Cust
omerFocus–
a.B2CandB2Ch
2.Cl
ari
tyofSal
esModel
a.Onli
neSal
es–Landingpage,
Amazon,
Agr
ibegr
i,Ot
her
ecommercewebsi
tes
b.Channel
Sal
es–Di
str
ibut
or,
Deal
er,
Aff
il
iat
e
c.Tel
eSal
es–Dat
abasecal
l
ing
d.Di
rectsal
es–Ev
ent
s,Webi
nar
s,Tr
adeshows
3.Cur
rentModel
ofSal
es–B2Ch
4.2newmodelsofsal
eswhi
chy
oucanaddt
oexi
sti
ngonet
o
i
ncreasey
oursal
es-
a.Onl
i
neSal
es
b.Tel
eSal
es
 Cl
ari
tyofCust
omerI
nter
act
ionPr
ocess

B2CCust
omerI
nter
act
ionPr
ocess–
1.I
ntr
oduct
ionandRequi
rementGat
her
ingcal
l
2.Booki
ngappoi
ntment
/meet
ing/
productdemo
3.Pr
oposal
Shar
ing
4.Conduct
ingDemonst
rat
ions
5.Cl
osi
ngpr
esent
ati
on
6.Cl
osur
efor
mal
i
ties
7.Fol
l
owupf
orr
epeator
der
s

B2ChCust
omerI
nter
act
ionpr
ocess-
1.Cal
lforgat
her
ingi
nfor
mat
ion/r
equi
rement
s
2.Set
ti
ngappoi
ntment
3.Meet
ingt
odi
scusscol
l
abor
ati
on/par
tner
shi
p
4.Get
ti
ngt
hreenamesoff
armer
sforconduct
ingdemosont
othei
rfi
elds.
5.Conduct
ingdemosont
hef
iel
ds.
6.Cl
osi
ngpr
esent
ati
on–t
ermsandcondi
ti
onsandsuppor
t.
7.Fol
l
owupcal
l
s/meet
ingsf
orcl
osi
ng
8.Cl
osi
ngf
ormal
i
ties–Agr
eement
,deeds,
MOUset
c.
9.Recei
vi
ngor
der
s.
10.
Rel
ati
onshi
pbui
l
dingcal
l
s/meet
ings
11.
Cal
l
s/Meet
ingsf
orr
epeator
der
s.
 Cl
ari
tyofVal
ueCr
eat
ion

Theprocessofcr
eati
ngHighVal
uei
nyourpr
oduct
sorser
viceshel
pyou
askf
ort hemoneyyoudeser
ve.

1.Who’
syourdr
eam cust
omer
?
a.Someonewhov
aluesl
ongt
erm associ
ati
on.
b.Someonewhobuy
sgoodsonadv
ancepay
mentt
ermsand
condi
ti
ons.
c.Someonewhoi
sresear
chor
ient
ed.
d.Someonewhoi
spol
i
te,
honestandunder
standi
ng.
2.Whatar et
hei
rcur
rentchal
l
engeswi
thr
espectt
oyourpr
oductand
ser
vices?
a.Hi
ghpr
icesofi
nputpr
oduct
s
b.Lowqual
i
tyofi
nputpr
oduct
s.
c.Lackofunderst
andi
ngi
ntherel
ati
onshi
pbet
weencostof
i
nputanditseff
ectont
hecr
opoutputvi
savisy
iel
d.
d.Lackoft
heor
eti
cal
sci
ent
if
icknowl
edge
e.Lackoff
inanci
alknowl
edge
f
.Lackofbusi
nessknowl
edge
3.Whatist
heuni
quer
esul
tsorv
aluey
oucancr
eat
efory
ourdr
eam
cust
omer?
a.Hi
ghqual
i
tygoodsatopt
imum pr
ices
 b.Clearunder
standi
ngandexpl
anat
ionofCostbenef
itanal
ysi
s
ofeachgoodssold.
c.Propagati
ngscient
if
ic,
financi
al,
mar
ket
ingandbusi
ness
knowledgetothefarmers.

Cr
eat
ingVal
ueLadder

Valueladderi
sauniquewayofi denti
fyi
ngwhatmor ecany ouoffert
o
yourdream customerapar
tformy ourproductandser
vicesthatwil
l
i
ncreasethev al
ueofyourcoreservi
ceorpr oduct
.
Theideaofv
aluel
adderi
stoi
ncr
easet
heper
cei
vedv
alueofwhati
s
bei
ngsold
Al
sot
omaket
het
hingbei
ngsol
duni
quet
oyou.
1.Gi
vemar
ketsuppor
t.
2.Gi
vef
inancesuppor
t
3.Gi
vesci
ent
if
icsuppor
t
4.Conductsoi
ltest
ing
5.Conductbusi
nessassessment
6.Sal
ehighquali
typest
ici
des,
weedicides,
seedsandot
herf
arm
i
nputproduct
satopti
mum prices.

Cr
eat
ingy
ourVal
uePr
oposi
ti
on
1.Whybuyt
his?
 a.Toincreaseyourpr of
itmargi
ns.Thi
sappli
estobot
hf ar
mer
anddealer.Theideaist ocr
eateWIN-WIN-WIN-WIN
si
tuati
on.Wi nf
ort hefarmer,Winf
orthedeal
er,
Winforthe
employeeandWi nf orthecompany
2.Whybuyf
rom y
ou?
a.Honestanddedi
cat
edor
gani
zat
ion.
b.Providi
ngadditi
onal
suppor
tregar
dingmar
ket
s,f
inanceand
science/
technol
ogy.
c.Highqual
it
ygoodsmanuf
act
urer
,ther
ebywi
l
lpr
ovi
decost
advant
age.
d.St
rongser
vicesy
stem
3.WhyBuynow?
a.Howl
ongcany
oudel
aypr
ofi
tmaki
ng.
b.Howlongcany
oul
i
vewi
thsci
ent
if
icandent
repr
eneur
ial
i
gnor
ance.

Cl
ari
tyofSal
esScr
ipt
s

1.Gr
eet
ings
2.I
fyouar
ether
ightper
sont
otal
k
3.Shar
ewhoy
ouar
e
4.Wher
ear
eyoucal
l
ingf
rom
5.Pur
poseofcal
l
6.Takeper
missi
oni
fit
sri
ghtt
imet
otal
k
7.I
nqui
ret
hei
rrequi
rement
s
8.Gi
vey
ourpi
tchofpr
oduct
/ser
vice
9.Wai
t/
askf
orar
esponse
 10. Pr
obef
oract
ion/
deci
sion
11. Fi
xfol
l
owupt
imei
fdeci
sioni
snotmade
12. Expr
essGr
ati
tude

Sampl
e–

1.Tel
ecal
l–
Obj
ect
ive–
a.I
ntr
oduceourcompanyv
irt
ual
ly
.
b.Qual
if
ythel
eadashot
,war
m andcol
d.
c.Fi
xanappoi
ntmentf
ormeet
ing.
Goodmor ningSi r( 1).Am Ispeaki ngt oMr .Pat i
l (2)?Si r,thi sis
NikhilKhose( 3)cal lingf rom Bi ofieldSci encesPv t.Ltd( 4) .We
areoneoft hel eadi ngmanuf act urerofAgr icul tural ferti
li
z er s
andnut ri
ent s(4) .Ist histher ightt imet odi scusssomeofour
outstandingpr oduct swhi chcoul dhel py ouser v ecount less
farmersi ny ourar ea? (5and6) .Sir,whatIhav egat heredf rom
ourdat aisy ouar eoneoft hel eadi ngfar mer sinSi ll
odAr ea.
Am Ir i
ghtsi r?(7)Gr eat .Sirli
kepr ev i
ousl ypoi nt edwear eoneof
theleadingmanuf act urerofpl antf erti
li
z ersf orv arietyofcr ops
suchassugar cane, grapes, veget ables, dal imb, cottonet c.
Sincewear er esear chbasedor gani zati
onwehav econduct ed
countlessdemoandhav egotf antasticr esul ts.Wewoul dl i
ke
toshar ethesamef ant asticresul tswi thy ouaswel lsir(8) .May
Iknowwheni sagoodt i
met omeety ousi r(9) ?_ __ ____.Gr eat.
Sir,
bef orethatasmal lrequestf ory ou.Weneedt ocol lect
somepr eli
mi narydat abef or
eourmeet ing.Fi llupt he
questionnaire( 8).Okt hanky ousomuchsi r.I st hisy our
whatsappnumbersir?GreatIlsendy ouourcompanypr of
ile
andcertai
nresul
tssir
.Ki
ndlygot hroughi
t.SoIam fi
xi
ngt he
t
h
appoint
mentfor25 Julysir.Kindlyletmeknowifthere’
sany
change.Thankyousir
.
(I
fdeci
siont
omeetisnotmade) Si
rmayIknowwhencanI
cal
lyou?Oksir
.Thanky
ou!

2.Meet
ingwi
thdeal
er
Obj
ect
ive-
a.Phy
sical
lyi
ntr
oduceourcompany
.
b.Gat
herf
armer
sinf
ormat
ionf
orconduct
ingdemos.
c.Observethedealerspr
emi
seandt
het
ypeoff
armer
s
vi
sit
ingthedealers.

NamaskarSi r.Ni khilKhosef rom Biofi

eldSciences.Mr .Pat i
l?
Great.So,si
rdi dugetachancet ogot hroughourdemov i
deos
andcompanybr ochur e?I fy es Gr eat.Ifno ( Showt hem a
coupleofthev i
deos/ photos.Keepi thandy /ready).Ascanbe
seeninthev ideossi r
,wear eaR&Dbasedor ganizati
on.Wear e
veryconfi
dentt hatourpr oductandser viceswoul dbenefityou
andy ourassoci at edf armer s.Inordertopr ovet heeffi
cacyof
ourproducts, weconductpr oductdemonst rationsont hef i
elds
offarmersofy ourchoi ce.Resul tsusuallywillbeseeni n10- 15
days.Oncer esul tsar eseenev enyoullunderstandt hequal i
tyof
ourproductsandt herebygai nconf i
dence.So, si
rkindl
yshar e
thecontactdet ai l
sofanyt hreefarmer sforconduct ingdemos.

3.Meet
ingwi
thFar
mer
s:
Obj
ect
ives–
a.Sur
veyoft
hef
arm.
b.Deal
eri
nfor
mat
ion
c.Companyi
ntr
oduct
ion.
NamaskarSi r.Ni khil Khosef rom Biofiel dSci ences.Wear eone
ofthel eadingmanuf actur ersoff erti
lizer sf orv ari
ouscr ops
suchassugar cane, v eget abl ecrops, cot ton, dal i
mb, soyabean,
pulseset c.Mr .Pat ilact ual l
ysuggest edy ourname.Mr .Pati
l
whoownsKSKatSi llod.Wear ear esear chbasedor ganizat
ion.
Wehav econduct edcount lessf i
eldtrialsf orv ari
ouscr ops.
Her earesomet est i
moni al vi
deosandr esul tsofourdemosso
thaty oucanhav eagener al i
deaofwhatourcompanyst ands
for.Webel iefinf reei ngt hef armerf r
om t hev ari
ouswor ri
es
thatar eassoci atedwi thi nputpr oduct s.Andwehav ebegunour
j
our neyf r
om f ertil
izer s.Bef orewemov ef orwar dsi
r,thereare
coupleofquest i
onst hatIneedt oaskbef oreconduct ing
demosaty ourf arm.( Surv eyf ormf ort hef arm.Fi xthedemo
datemi ni
mum 15- 20day saf tertr
anspl ant .
)Oksi r,
Iwi ll
fixthe
t
h
appoi ntmentf or26 August .Oneofmycol leagueswoul dcall
your egardingt hesame.I ncaseofanyquer yy oucancal lme,
here’smycar d.Oksi rthanky ousomuch.

4.Fi
eldDemonst
rat
ion
Obj
ect
ive–
a.Conductf
iel
ddemonst
rat
ionsoft
hepr
oduct
s.
b.Taki
ngphot
ogr
aphsoft
hecont
rolandt
reat
edpor
ti
onof
 t
hef
iel
d.(
fol
lowt
hedemonst
rat
ionpr
otocol
)
c.Taki
ngphot
ogr
aphsoft
hef
armer
.

DemoTel
ecal
l-
NamaskarSi r
.Iam NikhilKhosefrom Biof
iel
dSci encesPvt.Lt
d.
Wespokeaboutconduct i
ngdemonst r
ati
onsaty ourfarm.So,
shouldIconfi
rmtomor row’sdatefordemosi r
.Ify es Great.
So,MrkailashSur
yawanshi ,ourfi
eldoffi
cerwouldbe
conducti
ngdemonst r
ationsaty ourfar
m.Iwi l
lshar ehi
s
contactdetai
l
swithyou.Hewi l
lreachyourfar
m at7. 30am.Ok
si
r,t
hanky ou.
Ifno Oh!So, whenwouldbet heidealdat
eforyousir
?
(Object
ive,her
eistounderstandtheissueandresol
veitasfar
aspossibleandattheendofi tgetacommi tmentondatefor
conducti
ngdemonst r
ati
on) .
DemoVi
sit–
NamaskarSi r.Iam Kai
lashSury wanshi f
rom Biofi
eldSciences
Pv t
.Ltd.Iam her et
oconductf ielddemonst rat
ionsaty ourfarm.
Iam justconf ir
mingtheinformat i
ony ouhaveshar edwi t
hus.
Kindlyletusknowi fthereareanychangest oit.Oksi r
.(Foll
ow
thedemonst r
at i
onprotocolandconductt hedemos) .So,the
result
soft hisdemowoul dbeseeni n10-15day s.Ifit
sseen
beforet hatki
ndlycontactmeorNi khilsi
r.(
Taket hephot os,
videosf oll
owingthedemopr ot
ocol )
.

5.Cl
osi
ng
Obj
ect
ives-
a.Conv
ertt
hel
eadi
ntosal
e.
b.Obj
ect
ionhandl
i
ng
c.Negot
iat
ion
d.Assur
ancet
hathehasmadet
her
ightdeci
sion.

(Aftersuccessf
ulresult
s Visitt
hefarmer Col
lect
demonst rati
onresourcesvi
zphot ogr
aphsandv i
deos(r
efer
demonst rati
onprotocol)
 Aftert
hatvisi
tdeal
erandbeginthe
closingpresent
ation)

Cl
osi
ngpr
esent
ati
on
(Showthephotographsandvideotest
imonial
soft her
esultto
thedealer Expl
ainhi
mt hedosagesperacre Sharethe
pri
celi
stwithhim  Sharet
het er
msandcondi t
ionswithhim
Sharetheir
resi
sti
bleoff
erwit
hhi m Gettheorder)
Obj
ect
ionHandl
ing-:

Fr
amewor
ktohandl
i
ngobj
ect
ions:
1.Takeapause–Li st
entoyourpr
ospectact
ively
,donot
negate,donotcutthem of
f,l
ett
hem completeandthank
them forshar
ing.
2.Pr
obet
hem gent
lybyaski
ngquest
ionsl
i
ke
a.Whydout
hinkso?
b.Whatmakesy
out
hinkl
i
ket
his
c.Whydouf
eel
thi
sway
 3.Summar
izef
orcl
ari
ty
a.Iwantt
omakesur
eIunderstandy
oucompl
etel
y,l
et
mesummari
seyourconcer
n.
4.I
sol
atet
heobj
ect
ion
a.Apar
tfrom t
his,i
sther
eanyot
herr
easont
hati
s
st
oppingyoufrom buy
ing>
5.Lockt
hepr
ospect
a.IfIcant
akecareoft
hisconcer
ntoy
oursat
isf
act
ion,
canwesealthedeal
?
6.Sol
vet
heobj
ect
ion
a.Sol
vetheobj
ecti
onwit
hlogi
c,suppor
torwhat
ever
pl
ausi
blesol
uti
onyouhave.
7.Pushf
oract
ion
a.Doesthi
ssolv
eyourconcer
nful
l
y?Canwemov
e
aheadwit
hthedeal
?

Li
stofPr
obabl
eobj
ect
ions:
1.Pri
ceistoohigh. Expl
aint
hem t
hebenef
it
susi
ngcost
benef
itanal
ysisfr
amework.
2.Iwanttopurchasethemat eri
aloncr
edit
. Sir,ourbasic
agendaist
ohel pfar
mer sandmakesur ethattheir
earni
ngsaremuchmor et hanthecurr
entfi
gure.Inorder
todoso,weneedsomeser i
ousandcommi tt
edf ar
mer sto
j
oinus.Ouronlycondit
ionisthatweaskforpay mentin
advancesothatcangetcommi t
tedwit
hthefarmerand
 createasust ai
nabletr
ansact i
onthatwil
llastforyearsto
come.Si ncewearechargingadvance,wehav ekeptt he
ratesf orourpr
oductsasl owaspossible.Wear ewi l
li
ngto
provideasmanyf i
eldt
r i
alsasitt
akesinor dertoprovethe
effi
cacyofourpr oducts.Also,wewill
helpy oufor
gener ati
ngordersbymar keti
ngyourbusinessal so.
3.Idon’tneedt heproductnow.Wewi l
llookintoi
tlater.
Expl
ainthem t hebenefi
tsusingcostbenef i
tanalysis.I
f
he’
sst i
lli
nsisti
ngont hefactthathedoesn’tneedi tnow,
expl
ainhimt hesuccessst ori
esofot herfarmer
s,
especial
lytheonesi nhisvi
ll
age, i
fthereareany.Last l
y,
getacommi tmentforadat eandf ol
lowupont hatdat e.