In-store Checklist - Sony Mobile Area Development Manager

Understands mobile and tablet markets

Has Sony, competitor knowledge & insight

Has retailer knowledge & insight

Works to agreed journey plan

Understands Sony briefs & questions

Use own call history & sets SMART objectives

All calls loaded on UI

Units charged

All units have sony content available

Carries equipment, POS, Business cards & boot stock

Car clean

Sony uniform

Check store vicinity and ATL

Checks outside of the store on entry

Introduction to GM / Key account

Walks the store

Outlines reasons for the call with GM / Key account

Agrees timescales and checks GM / Key account needs

Staff introductions

Uses structured format presenting info (STS/STI/EHIW/OKB/CTD)

Actively builds relationships with GM

Delivers Sony core messages

Sells in additional activities (OOH's, ASD's, RA, Brand Ambassadors)

Outlines FAB's of Sony store visits to GM (ROI)

Presents solutions to identified objectives

Uses open / closed questions

Summarises regularly to close

Closes as early as possible

Uses a varietyof different closes

Agrees actions (Who does what)

Completes summary of agreed actions with GM

Informs staff of decisions agreed with GM

Addresses compliance issues

Executes agreed additional feature or space

Demos Sony products to staff (FFB)

Train staff to sell Sony brand & products (FFB)

Sells directly to consumer's (6 steps)

Close call with GM explain ach'mnts & actions

Completes reporting

Takes photographs and uploads

Ensures own records are completed

Personal effectiveness

Own performance & sets improvement plan (Store & personal)

ROI & Legacy

Identified opportunities for future activities

Sets objectives for next call