This is when a general observation of the store’s outside appearance is made focusing on competition’s outdoor merchandising like posters and banners.

The overall objective of this step is to identify opportunities for distribution and volume.

No sale is complete until the goods are paid for.

This step is the planned and orderly conveyance of information to your customer to make a sale. The preceding steps have confirmed your objectives – what you want the dealer to do. It is during this step that you ask him to do it in a manner calculated to secure his agreement – to buy – to display – to promote (resell).

A type of Closing Technique that you direct approach; handling the buyer the plan slip or sales order asking him to agree.

A type of Closing Technique where you ask your buyer, "Do you want to use a display piece or would you rather case stack it?” – “Would you prefer the 75 cases of Ivory to arrive on Monday or Wednesday?”

A type of Closing Technique that the question should not be answered by a simple “yes” or “no”; requires buyer to formulate his own answer.

This step is basically documenting the relevant transactions made such as Callsheets, DSR and Sales Order Form.

This calls for your responsibility to help the dealer resell our brands. This involves following-up on a merchandising idea sold on the previous call. This may mean making space for a new brand sold on this call, improving the display of merchandise on hand, and correcting pricing. Thus, your effectivity and efficiency in this step will largely depend on how well you completed the store and bodega check.

Your objective should be at least five merchandising accomplishment on every call.

As its term implies, this step involves the formal saying of good-bye to the dealer. Also, it calls for thanking the dealer and informing him of the date of your next call.

This activity is simply analyzing the outcome of the recently concluded call. Reasons for success have to be determined. Conversely, reasons for failure whether in making a sale or accomplishing a merchandising objective should likewise be determined.

A type of Closing Technique that you suggest something you can do to get the order started.

Persuasive Selling helps you to improve your sales presentations making you both more effective as a Section Manager and also more professional.