Step By Step Basic Call Procedure

Step 1 – Pre-call Presentation

A. Check Hand-help Terminal (HHT)

- Make sure that the main and back-up batteries are fully charged.

B. Review Daily Objectives and Checklists

- This include planning the route for the day, checking the customer’s credit
statement and customer’s stock card, and planning the sales calls and
objective of the salesperson for the day.

C. Ensure Relevant Sales Kit

- These are important things such as the point of sales material, business card,
market return book, temporary receipt book, field visit note, planogramming
guideline, and the new product sample.

Step 2 – Trade Approach

A. Ensure outlet barcode scanning

- Arrive at the first outlet not later than 10:00 A.M. and proceed to the outlet
barcode for scanning in the HHT.

B. Greet the Retailer with Confidence

- This serves as sign of courtesy and to establish a positive energy and
relationship towards the retailer. After this you seek for their permission to
proceed and go to the designated product’s home shelf.

Step 3 – Merchandising Process

A. Placing of the right Point of Sales Materials (POSM)

- After proceeding to the shelf area, put the POSM in a right prominent place
replacing the old posters and banners if there is.
B. Check and remove expired stock
- Make sure to check all the stocks’ expiry date on the shelf and remove those
that are expired already.
C. Arrange and replenish stocks with prominent shelf facing
- Prominent shelf facing means that the label of the products is all displayed
and facing the right direction and uniformed.
D. Replenish stocks in FIFO basis
- FIFO means first-in first-out. Stocks that are near its expiry date should be
displayed in front and products with later expiry date are placed at the back.

E. Ensure display based on the agreed planogramming guideline

- This talks about the product placement on the shelves and how it is to be
displayed.
F. Ensure correct effective selling price
- This means that the displayed selling price matches and in accordance with
the trade offer given to the outlet.
G. Make a final check
- Confirm and check if everything is correctly in place and in order.
Step 4 – Sizing Opportunity Process

A. Right brand-range
- Ensure that the products have the similar SKU like other competitors.

B. Opportunity to sell in Gold Coin EOE

C. Another Opportunity to sell Gold Coin Evaporated Creamer
D. Another Opportunity to sell F&N Evaporated Filled Milk
- Important and fast-moving SKU
E. Opportunity to Increase Shelf Facing
- Increasing the stock weight
F. Increase Shelf Facing versus Competitors
G. Ensure a Competitive Pricing
H. Opportunity for Gondola End Promotion
- This is a strategy where products are placed near the checkout counter.

BLOCK DISPLAY AREA

- After doing the fourth step, sales personnel should cover the block display
area and check the following:

A. Create impact with a header board

- Eye-catching header boards help in drawing customer’s attention to your
block display.
B. Make sure block display is well stocked
C. Make sure that prominent selling price is featured
- This means that the price of the products on the block display is big enough
to be easily seen.

Step 5 – Inventory Checking Process

A. Ensure the customer’s stock card are use

- No other cards to be used but only the specified customer stock card for
every outlet.
B. Record sales inventory onto the stock card
- This will ensure the outlet have adequate stocks and monitor whether some
products are near the out-of-stock situation.
C. Ensure market return is collected
D. Record damaged and expired stocks
E. Seal up the market return stocks in the box

Step 6 – Recommend Orders and Collections

A. Go through customer’s stock card prior to order recommendation

B. Propose Opportunities
- These are opportunities you have identified after conducting your Steps 4 and
immediately proposing ideas and changes
- The opportunity regarding the Gold Coin EOE, the shelf facing opportunity,
and the gondola end promotion.
C. Keying Orders into HHT
- Make sure all orders are typed accordingly in the HHT
 D. Check credit statement for collection
- Upon receiving the orders, this is where the salesperson will go through the
credit statement to request for collection.
E. Issue temporary receipt upon receipt of cheque
F. Confirm all retailer’s issues are addressed
- This should be done always before departing the outlet and ensure that all
issues are addressed.
G. Always leave the retailer with a good impression
H. Thank the customer

Step 7 – Call Evaluation

A. Ensure all SKU are sold accordingly and adequately

B. Strike rate a must
C. Evaluate call effectiveness against the daily check list objectives

Step 8 – Administration and Settlement

A. Review Day Order on HHT

B. Print-out the Hand-held Daily Sales Report
C. Review HHT Report and Stock Card
- Go to your immediate superior for the review of HHT Report and Stock Card
D. Submit Payment Collected
- Cheque collections must be submitted to the cashier.
E. Dock HHT
- Plug the HHT to a charger before leaving the office.