Information
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Name of ASM
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Name of RSM
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Conducted on
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Location
Planning & Preparation - Plan & Prep
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Understands mobile and tablet markets
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Has Sony, competitor knowledge & insight
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Has retailer knowledge & insight
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Works to agreed journey plan
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Understands Sony Brief
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Use own call history & sets SMART objectives
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All calls loaded on UI
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Units charged
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All units have demo content available
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Carries equipment, POS, Business cards & boot stock
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Car clean
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Sony uniform
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Notes
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Section Score
Planning & Preparation - Approach & Store Walk
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Check store vicinity and ATL
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Checks outside of the store on entry
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Introduction to GM / Key account
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Outlines reasons for the call with GM / Key account
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Staff introductions
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Walks the store
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Notes
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Section Score
Presentation - GM Relations & selling in activities
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Actively builds relationships with GM
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Delivers Sony core messages
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Outlines benefits of Sony ASM store visits to GM
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Addresses compliance issues
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Sells in additional activities (Training session's, Sales Day's, Brand Ambassador's)
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Uses open / closed questions to establish IU and insight information
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Summarises with GM
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Notes
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Section Score
Selling - Action / Activate Competency
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Complete knowledge checks and train accordingly.
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Demos Sony products to staff (FFB)
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Covers Key USP - "World's best camera in a smart phone"
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Covers Key USP - 2 Day battery life
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Covers Key USP - Finger Print Sensor
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Xperia Island - Actively signs staff up and gets 1 person per store to complete quiz
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Train staff to sell Sony brand & products (FFB)
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Links training to retailer promotions
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Challenges staff to sell handsets before next visit
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Sells directly to consumer's (6 steps)
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Close call with GM
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Notes
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Section Score
Post Call & Admin - Record
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Completes reporting
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Takes photographs and uploads
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Ensures own records are completed
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Notes
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Section Score
Post Call & Admin - Evaluate
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Personal effectiveness
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Own performance & sets improvement plan (Store & personal)
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Identified opportunities for future activities
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Sets objectives for next call
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Notes
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Section Score
KPI's
Minimum Standards - Minimum 5 calls per day - Train an average 2 retail store staff per call
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Current Performance
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KPI Rating
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Comments
KPI's
Minimum Standards - Complete 20 training sessions per quarter. Out of which 5 of them must have at least 1 Xperia Z5 series sold on the day, with IMEI submitted on IU. These can't cross over on to sales days.
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Current Performance
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KPI Rating
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Comments
KPI's
Minimum Standards - 80% Ambassador participation as an average across the quarter, plus 4 sales slides each month
10% Bonus - 85% Ambassador participation as an average across the quarter.
10% Bonus - 4 ambassadors to sell 10+ handsets per month
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Current Performance
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KPI Rating
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Comments
KPI's
40% Bonus - Ambassador Sales Incentive - Field team to achieve 8500 sales, submitted via the ambassador app.
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Current Performance
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KPI Rating
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Comments
KPI's
Bonus 40% - Retail Sales Days - Each ASM to deliver 9 sales days with 25 Incremental sales. Comprising of 18 Z5 range sales and 7 M5 sales (from Feb) (Average of 3 per day but must be handset mix stated)
Note - You can only visit the same store up to 3 times and you must only use 1 store per sales day.
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Current Performance
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KPI Rating
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Comments
Details from previous accomp visit
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Previous accomp result (One)
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Previous accomp result (Two)
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1st key objective from last accomp visit
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Was this objective achieved this visit?
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2nd key objective from last accomp visit
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Was this objective achieved this visit?
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3rd key objective from last accomp visit
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Was this objective achieved this visit?
Reviewing
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Overall Accomp Rating
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ASM comments on accompaniment & agreed training to be provided
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RSM comments on accompaniment & agreed training to be provided
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1st key objective to work on going forward
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2nd key objective to work on going forward
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3rd key objective to work on going forward
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ASM Signature
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RSM Signature
