INTERNATIONAL INDUSTRIES LIMITED

Work Instructions of Sales Call

Title

IIL-W-03-08 1 1 of 3
Sales
Document No. Version # Copy # Date of Version Page Department Issuing

A) RESPONSIBILITIES:
1. All Sales Staff
2. All Sales Managers and Heads
All sales staff, managers & heads are responsible to utilize resources (territory,
market, segment, time and potential) to develop the market and to achieve:

a) Achieve required Targets (By Value and By Volume and Product Mix)
b) Discount Targets
c) Time and Territory Management
d) Customer platform management
e) Product platform management
f) Discount control
g) A/R accountability
h) Achievement of minimum activity standards
i) Management of Key Accounts/ Top 5-10 Buying customers/ dealers
j) Management of Prospects
k) Management of job sites ( DSF)
l) Regular and up dated reporting to management staff

B) DEFINITIONS:
1. What is a Sales Call:
A Sales Call is defined as one of the following

a. Physical face to face meeting, with an influencer with a set objective for the
meeting
b. Meeting on Zoom, or any authorized VoIP service, with an influencer with a set
objective for the meeting
Standard can be – 4 to 5 Sales calls per day

2. What is a Product Display:

Physical demonstration/ display of product it was intended for
3. What is a customer?
An organization or individual who has purchased from IIL
4. What is a buying customer:
An organization or individual who has purchased from IIL within past 12 months. Will
be recorded in CRM as Customer Buying Status.
5. What is a dormant customer:
Customer whose last purchase was more than 12 months. Will be recorded in CRM as
Customer Buying Status
6. What is a lead:
A contact or company that has shown interest in IIL’s products.
7. What is a Sales Qualified Lead?
A contact or company that your sales team has qualified as a potential customer.

CONTROLLED DOCUMENT DO NOT DUPLICATE

 INTERNATIONAL INDUSTRIES LIMITED
Work Instructions of Sales Call
Title

IIL-W-03-08 1 2 of 3
Sales
Document No. Version # Copy # Date of Version Page Department Issuing

8. What is an opportunity?
A contact or company who is associated with a deal (e.g., they're involved in a
potential deal with your organization).
9. What is an Evangelist?
A customer who has advocated for your organization.
10. Definition of a New Account:
First time purchase of IIL products by any company, and fulfilling all IILs required
Prerequisites of a new customer
11. Reporting Activities:
Monthly Report as per company policies and templates
Note: Recommended to be completed after each day
12. Territory / Area Management:
Fortnightly Call Plan/ Call report as per identified universe and division of sales calls
in terms of buying customers / dormant customers and prospects
13. Appearance:
As per company dress code standards and by keeping into account the type of sales
calls which will be carried that particular day.

C) WORK INSTRUCTIONS:
1. Things to have while visiting Market- Must for IIL DSF ( institutional team):

a) Daily planner (highly recommended)

b) Price Lists of respective channel (dealer / institutional)
c) Company catalogues
d) Product leaf lets
e) Company profiles
f) For DSF, a company annual report of past year
g) Active Quotations File (For DSF)
h) Business Cards
i) Other relevant material as requested by line manager
j) Charged smartphone with HubSpot app installed

2. What information do we have available to help us plan?

a) Monthly Reports ( DSF/ Dealers teams)

b) Customer universe ( Buying, Dormant and Prospects)
c) Our knowledge of the area
d) Customer sales history
e) New Projects in design phase
f) Leads provided by Sales Manager/ Management/ within or out of organization
g) For DSF always prefer to take appointments with the customers of various
market segments
h) Stock Available
i) Customer complaint Status
j) Orders Status
CONTROLLED DOCUMENT DO NOT DUPLICATE
 INTERNATIONAL INDUSTRIES LIMITED
Work Instructions of Sales Call
Title

IIL-W-03-08 1 3 of 3
Sales
Document No. Version # Copy # Date of Version Page Department Issuing

k) Information available via HubSpot CRM including but not limited to customer
data, past deals, meetings history, tickets etc.

3. Pre- Sales Call (For DSF and Dealers Teams)

3.1. What’s inclusive in our pre-call plan?

a) Customers industry type and IIL products utilization in customers’

existing or upcoming businesses / projects
b) Customer’s financial position
c) Is this customer an influencer (consultant) or buyer
d) Customers reputation in the market
e) Schedule Meeting in HubSpot CRM

3.2. Post Sales Call Check Lists

a) Log Meeting Details in HubSpot CRM as soon as the meeting ends.

HubSpot’s mobile app can especially be used for this purpose.
b) Create any meeting related tasks in HubSpot.
c) Generate tickets for customer queries e.g. marketing material request,
sample requests, customer complaints and any other related query.
d) Enter any Deals into relevant pipeline if a potential order or order
opportunity comes under discussion during the meeting.

4. RELATED DOCUMENTS & RECORD:

Related reports & records

Prepared by: ____________________________________________________ Date: __________

Regional Sales Head

Verified by: ____________________________________________________ Date: __________

Concerned GM Sales

Approved by: _________________________________________________ Date: ___________

Director Marketing & Sales

CONTROLLED DOCUMENT DO NOT DUPLICATE