AGENT

DISTRIBUTOR SALES PERSONNEL 

Mapping and Prospecting

• Map of all potential customers in his area
• List of all possible customers in his area

Account Data Gathering

• Completes data of existing accounts
• Complete data of prospect accounts
• Complete data of competitors in his area
• Strongest and weakest competitors in the area
• Terms, perks, promotions and strategies given by competitors in his area

Work Plan Creation

• Utilization of map prepared, and data gathered
• Arrangement of customer list and planning of routes with consideration of customer availability and schedules
• Knowledge of customer needs and volume targets
• Viability and efficiency of work plan

Account Acquisition

• Consistency in account acquisition based on work plan
• Accounts acquired – work plan vs not in work plan

Account Maintenance

• All customers are productive with consistent purchase
• Customers are loyal and satisfied 

Marketing and Promotions

• Utilization on data gathered of competitors
• Awareness on factors that may affect sales
• Sales performance analysis
• Marketing plans for existing products
• Innovative promotion proposals
• Branding Plans viability
• Completeness of plans proposed

Availability and Completeness of Product Line

• Ensures availability of items needed by customers
• Recommendation of new products needed by his customers