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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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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Fact Based selling approach
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Brief and to the point
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Close
The Account Manager demonstrated the following during the sales call: -
Reviewed Benefits of Product/Program
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Used a proven closing technique:<br>Direct, choice, limited time/availability, Summary of Benefits, Assumptive, Trial
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Got Commitment
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Secured price and positioning
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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
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Execution <br>Did the Account Manager take notes during the call to help him remember what was agreed upon?<br>
Space Management / Merchandising
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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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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
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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Supplier Representation
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Segment Opportunity
Pricing / Product Quality
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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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Product Quality
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Out of Code Product
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Good Rotation
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Out of Stocks
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Is the Back room organized?<br>
Customer Relationship / Follow Up
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Customer Relationship
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Enter Comments and Follow Up
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Sales Manager Signature
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Account Manager Signature
