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/