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23 Cards in this Set

  • Front
  • Back
What do you sell?
Among the best-selling wines in the world.
Nothing happens until something is ...
SOLD
What does it take to be a real winner in this business?
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
How should retailers see you?
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
Gallo Standards of Performance
Distribution
Shelf
Cold Box
Display
Pricing/Promotion
Distribution
A measure of weather or not the correct Gallo products and appropriate sizes are in the store.
Shelf
Involves the placement and position of the Gallo products on the retailer's shelves in the wine section of the store.
Cold Box
Involves the distribution, placement, and position of Gallo products in the retailer's cold box.
Display
Involves the number of display locations and whether or not Gallo products are taking advantage of those locations.
Pricing/Promotion
Gallo products appropriately priced?
Is it enough to sell-in Gallo products?
Successful reps ensure that Gallo wine also sell-through to the consumer
What is the three tier distribution system?
Supplier
Distributors
Retailers
Major Areas of Job Responsibility
Territory Management
Selling
Merchandising
Servicing
Administration
Personal Habits
Territory Management
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
Selling
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
Merchandising
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
Servicing
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
Administration
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
Personal Habits
"Genieus is 2% inspiration and 98% perspiration"
Build your Professionalism
study each account
experiment with different selling techniques
make notes
Study each account
learn retailers approach to merchandising
find out their concerns
help them solve problems
Experiment with different selling techniques
securing retailers attention
different visuals to present ideas
closing techniques
What are some ways to improve yourself?
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