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NestleSubtitle
Nestle Selling ProcessFatima Tafakhar (MBA-12-05)
Department of Business AdministrationBahauddin Zarariya University , MultanSub-Campus, Sahiwal
NESTLECompany Introduction
Leader in nutrition for 140 year
$ 91.6 Billion Sales in 2014
Operating in 194 Countries
Employs around 339,000 people
Largest Food Group
447 factories
SalesProduct Range
Geographical Distribution
The World of
Nestle
Nestle Sales TeamSell with the best and the brightest
Sales Team Services Brand Management Communications Consumer Insight
Nestle Sales Force Hierarchy
Selling Process
Prospecting •Identifying•Qualifying
Preparing •Visit Planning•Preparation
Presenting •In-store Procedure•Post Visits Procedure
Selling Process
Consumer Orientation at Nestle
Putting the Consumer first
Getting close to our Consumers
Wherever, Whenever, However
PROSPECTING
Identifying Prospects
•Present Customers•Professional Contact•Trade Exhibitions
Qualifying Prospects
•Income Level•Purchasing Pattern•Profession
Visit Planning
Visit Preparation
Visit Requirements
PREPARING
Visit Planning
Sales Period Planning
Weekly/Daily Planning
Review Results
Visit Preparation
*Set clear objectives *Measure success against objectives
If you go in with nothing and come out with nothing, then you have achieved nothing
Visit Requirements
Mobile Sales Application
Free Samples
Order Forms
Planogram Requisitions
Merchandising Manual
Promotion Program
PRESENTING
In Store Procedure
Sell and influence orders
Announce yourself and make initial
contact
Identify in-store opportunities
Take Orders
Discussion with buyer
Identify In-Store Opportunities
Spot activity from other manufacturers
Identify shelf/ distribution opportunities
Analyse competitors positioning
Check shelf layouts, price tag/stickers, filling, stock
rotation.
Check storeroom - stock levels and credits
Check possible returns , establish relevant credit notes
Discuss with Buyer
Store trading environment / Competitor information
Placement of core range at Hot Spot
New product presentation
Booking displays - presales.
Complete/ Suggest order
Following up on issues e.g. deliveries, returns, claims &
queries
Sell and Influence Others
Sell “CURRENT” Stock Keeping Units
Sell Absent “RELEVANT” SKUs
Sell New Products, Displays and Seasonal SKUs
Customer Orders
Indirect Orders
Direct Orders Off-Car Orders
Take Orders
POST VISIT PROCEDURE
Between Visits
•Orders•Update customer information •Complete market information form to capture competitor’s activity
End of the Day Tasks
•Refresh the free stock•Forward appropriate administration•Input returns •Transfer orders and all other information via MSA.
References
Mr. Shakeel Ahmed (Zonal Sales Manager) via LinkedIn
https://www.linkedin.com/profile/view?id=64709851&goback=
Mr. Sami Aslam (Area Sales Manager) direct Contact
Mr. Farooq (Area Sales Manager) via LinkedIn
https://www.linkedin.com/profile/view?id=142895002&goback=
http://www.nestle.pk/
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