Information
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Retail Account Name
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Conducted on
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Prepared by
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Account Manager
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Location
PRIME
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Are you surveying a sales call with an AM or retail execution without an AM?
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P - Prepared<br>Does the Account Manager have the sales planner and tools ready?
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R - Research<br>Did the Account Manager check all code dates?
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I - Improve Condistions<br>Did the Account Manager do everything at the Account without asking (POS, Rotate, etc...)
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M - Make the Sale<br>
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Enter the Sales Objective
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Opening
The Account Manager demonstrated the following during the sales call: -
Reaffirmed the relationship
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Got customer involved/Asked questions
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Summarized the situation and used IBS (initial benefit statement)
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Proposal
The Account Manager demonstrated the following during the sales call: -
Features of Product/Program
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Benefits of Product/Program<br>Why does the retailer care?
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Evidence of Product/Program<br>Use visual aids (RBG Mobile, IRI, etc...)
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Close
The Account Manager demonstrated the following during the sales call: -
Did the AM ask for the sale?
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Got Commitment
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Secured price and positioning
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Execution <br>Did the Account Manager take notes during the call to help him remember what was agreed upon?<br>
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Other - check all that apply during this sales call
- Good Humer
- Good Voice
- Good Creativity
- Good Attitude
- Good Image
- Good Handling Objection
Space Management / Merchandising
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Is this an On Premise or Off Premise account?
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Space Management
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Is cooler set by a schematic?
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Cooler set in price flow?
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Is the back room organized?
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Merchandising
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Zone 1<br>First Impact Area
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Zone 2<br>Entire store, not including the cooler
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Zone 3<br>Cooler including pricing, stickers, etc...
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Are all suppliers represented with POS?
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Is all POS current
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Segment opportunities
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Displays
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Do the displays meet supplier standards?
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Does CBY displays outnumber the competition?
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Miller/Coors Display?
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Crown Display?
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HUSA Display?
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Craft Display?
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Are all Ad Features on display?
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# of Ads:
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# of ad displays
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Segment Opportunity
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Pricing
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Are all price tags/sales sheets up?
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Is pricing competitive across all segments?
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Is all POS current
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Zone 1<br>First Impact Area
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Zone 2<br>Table top, bathroom, dining area
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Zone 3<br>Features and Promotions
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Do we represent a minimum of 50% of the draft lines?
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Is the account in a territory where the full footprint of products are sold?
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Core Package Distribution in Account
- Miller Lite
- Coors Light
- Blue Moon
- Yuengling
- Heineken
- Corona
- Corona Light
- Sam Adams Family
- Dos Equis Family
- Pabst
- Angry Orchard
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Core Draft Priorities Distribution in Account
- Coors Light
- Miller Lite
- Blue Moon
- Yuengling
- Sam Adams Family
- Hardywood Family
- Pabst
- Angry Orchard
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Core Craft Draft/Package Distribution in Account
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Core Package Distribution in Account
- Coors Light
- Blue Moon
- Yuengling
- Sam Adams Family
- Dos Equis Family
- Pabst
- Angry Orchard
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Core Draft Priorities Distribution in Account
- Coors Light
- Blue Moon
- Yuengling
- Sam Adams Family
- Hardywood Family
- Pabst
- Angry Orchard
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Core Craft Draft/Package Distribution in Account
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Are the draft priorities executed?
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Do we have all craft distribution?
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Segment opportunities?
Pricing / Product Quality
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Product Quality
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Out of Code Product
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Good Rotation
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Out of Stocks
Customer Relationship / Follow Up
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Customer Relationship Section
Please rate the following engagement points from Chesbay on a scale from 1 to 5 (1 worst and 5 best) compared against all companies the retailer interacts with on a regular basis. -
Is this an On Premise or Off Premise Account?
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Please rank our Account Managers.
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If applicable, please rank our Inside Sales Representatives.
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Please rank our Delivery Driver
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Please rank our Draft Tech
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Please rank your overall experience with Chesbay
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Please rank our Account Managers.
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Please rank our Delivery Driver
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Please rank your overall experience with Chesbay
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Enter Comments and Follow Up
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Sales Manager Signature
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Account Manager Signature
