2. Our purpose is to facilitate consumers to get
quality and healthy food and beverages at
reasonable prices.
To facilitate channel members (retailer,
distributors, suppliers) to generate profit and
social dignity.
To generate employment opportunity and
contribute to our country’s economical
development.
To have close interaction with customers and
win confidence of all as a reliable, dependable
quality food & beverage producer
3. To position our brands on top of
consumers’ mind through professional
services
To be a model sales team emphasizing
more on customers’ need for quality &
healthy food products with firm
commitment to any business activity
To be a model sales team- for others to
follow
4.
5. • We are known as a Real States company.
• Introducing Food & beverages under the
banner ROOTS FOOD & BEVERAGE LTD.
• A child in food & beverage industry
• No image of RFBL is developed in outside
world
6. Absence of range selling effort
Activities not Target/objective based
Lack of professional service
8. To be recognized as the -
◦ Most efficient Sales Team in the field of
professional selling
◦ Most successful Team upholding company image
& prestige value in all our activities & attitude.
◦ TO BE AT THE TOP WITH HIGH MORALE
9.
10. Setting Objectives - What will we do?
Activity linked to Objective - How to do?
Responsibility & personnel - Who will do what?
Analysis & Reporting - Present Status
Corrective measures - Modified Objective
CHANGED THOUGHT PROCESS
11. To be recognized as the competent & pro-active
marketing team upholding company image &
values in every move we make.
To ensure presence of our quality products in
specialized outlets/Modern Trade through relation,
professional service & commitment .
To utilize our customers efficiently in
communicating, promoting our brands to the
consumers
To attend uncovered prospecting customers
Control credit
12. Develop skill & knowledge to meet the competency we need. Be a
successful spoke person of the company
Ensure availability of all SKUs in all outlets & promote them in
creative ways.
Maintain a very good relationship with customers and ensure
scheduled visit to them conforming priorities
Create new areas to communicate our products to the consumers
and improve company image through professional service.
Involve more in sales activities to achieve both financial & non-
financial objectives
Develop knowledge to en-cash opportunities from every possible
ways
Involve more in promotional campaign/ activities
Ensure collection of cash @ 120% of sales
ACTIVITIES AIMED TO DEPT’S GOAL
15. PRESENT REQUIRED
AM 01 AM 01
TSO 03 TSO 04
Driver Coordinator 01
Delivery man 03 Driver 03
Office Assistant 01 Delivery Man 03
Office Assistant 01
Sales Promoter 03
13 16
16. AM, Institute Sales
Responsible to implement Operation Plan
Responsible for the performance of field forces and other
staffs.
Ensure that all the customers are well served and satisfied
with us
Liaise with brand, add & creative dept to meet the brand
related issues of field forces
Lead, guide & assist team to achieve departmental goal
Find & show new opportunities to subordinates through
regular visit to customers
Attend Tender
Conduct weekly & monthly meeting with own team
Attend Meeting with customers
Control cost, credit & achieve sales target
RESPONSIBILITY & PERSONNEL
17. Sales Exe
◦ BRAND SELLER
◦ BRAND SPREADER
◦ Serve priority customer and position our product
higher
◦ Increase number of priority customer as per
scheduled list
RESPONSIBILITY & PERSONNEL
19. Sales Coordinator
◦ Prepare daily Sales report
◦ Liaise with acc dept on accounts related issues
◦ Prepare different reports on inst sales
◦ Prepare delivery schedule & ensure delivery
◦ Communicate various information for sales support
◦ Other secretarial job
RESPONSIBILITY & PERSONNEL
20. Sales forecasting
Tour program
Daily call statement for all
Daily Sales & stock report of visited
customers
Weekly Sales Performance report
Monthly Performance report
Party-wise credit sales statement
Updating customer list
Competitors activity
21. Present
Sales
JUN JUL AUG SEP OCT NOV
50 55 58 65 60 60 60
More promotional activities in super stores
Extra space is required for stock
Improved Personal Selling
Sales growth-
• Existing customers = 70%
• New Customers = 30%
22. Activity details will be prepared after some
days of observation
Sales forecasting based on my little
experience in institute sales
This is a gist of Operation Plan 2010
