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23 Cards in this Set
- Front
- Back
What do you sell?
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Among the best-selling wines in the world.
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Nothing happens until something is ...
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SOLD
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What does it take to be a real winner in this business?
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Self Confidence
Enthusiasm Persistence Creativity Profit Orientation Self-Starting Outgoing with People Likes to be in control Sincerity Enjoys being a part of a winning team Commitment to excellence |
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How should retailers see you?
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Reliable and dependable
excellent market knowledge Excellent product knowledge Good work ethic Sincere interest in their business Cheerful and pleasant manner A good listener Someone who suggest ideas that improve business |
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Gallo Standards of Performance
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Distribution
Shelf Cold Box Display Pricing/Promotion |
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Distribution
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A measure of weather or not the correct Gallo products and appropriate sizes are in the store.
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Shelf
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Involves the placement and position of the Gallo products on the retailer's shelves in the wine section of the store.
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Cold Box
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Involves the distribution, placement, and position of Gallo products in the retailer's cold box.
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Display
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Involves the number of display locations and whether or not Gallo products are taking advantage of those locations.
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Pricing/Promotion
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Gallo products appropriately priced?
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Is it enough to sell-in Gallo products?
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Successful reps ensure that Gallo wine also sell-through to the consumer
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What is the three tier distribution system?
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Supplier
Distributors Retailers |
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Major Areas of Job Responsibility
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Territory Management
Selling Merchandising Servicing Administration Personal Habits |
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Territory Management
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Pre-plan your sales efforts
Take care of credit and collections if appropriate Be aware of what your competition is doing Know the trends in your territory Know the trends in each of your accounts and the business strategies and practices of each of your retailers Know how to use your iPaq |
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Selling
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excellent product knowledge
knowledge of special promotional and merchandising programs careful preparation/pre-planning listen carefully use facts and figures correctly make persuasive sales presentations that highlight retailers business overcome objections close sales |
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Merchandising
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The art and science of reminding customers about the appeal, benefits, and availability of your products in retailers stores
stimulate impulse sales efficiently use displays / POS |
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Servicing
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Being reliable and providing good follow up
handle special problems products are prominently displayed/rotated accounts never out of stock understand what they want and need avoid mistakes when taking inventory and preparing orders |
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Administration
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maintain up-to-date route cards and account records
provide accurate daily reports comply with all policies and procedures of distributor take care of special reports effieciently use iPaq |
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Personal Habits
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"Genieus is 2% inspiration and 98% perspiration"
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Build your Professionalism
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study each account
experiment with different selling techniques make notes |
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Study each account
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learn retailers approach to merchandising
find out their concerns help them solve problems |
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Experiment with different selling techniques
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securing retailers attention
different visuals to present ideas closing techniques |
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What are some ways to improve yourself?
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read trade magazines
listen to audio tapes about selling rehearse using a tape recorder keep a time diary re-read manual use the internet to learn more attend wine tastings read books |