GUIDING LIGHT

Customer Service Skills: The customer is always right. You must speak in a friendly, respectable, precise way to customers and /or potential customers, listening to their needs and communicate options for required/best for them.

Communication Skills: You will need to speak to customers about a product's different features; you must read relevant literature and memorize important features to answer any questions they might ask.

Flexibility: You might have to work long hours or weekends come early and go late after reporting.

Persistence: Not every customer is going to be a sale. Being able to bounce back if you lose a sale try and plan to get more sales.

SALES: In sales a cycle is to be completed it should be like this;

Visit / call to customer with the knowledge of products, customer may need (before the contact you must do your homework about the requirements of customer otherwise you may waste your time).

If customer is ready to tell you the requirement then get the details of product (correct name) quantity, delivery schedule, and better way to ask him all details in email.

This email should be passed on to coordinator; he will provide the quotation and all this organized by BEL Directors Mr. Khalid mostly, Mr. Faisal and Mr. Tariq. This depends upon stock in warehouse, stock in transit, stock in order etc.

As quotation forwarded to customer continuous contact with customer is essential, otherwise you may lose the order because you are not only supplier in the market. Therefore, follow up will be important, sometime subsequently some issues may occur; this is your responsibility to cater all issues to a possible solution and timely contact to coordinator / Area Sales Manager or; on high level to the Directors.

When successfully you will get all issues solved then get the PURCHASE ORDER (P. O.) duly signed, stamped and numbered, with payment instructions like Advance payment, on delivery, credit 30 days of delivery or as already our company’s policy for that particular customer/company.

You should follow up the invoice preparation with attached delivery challan (D. C.) and all required document for example Certificate of Analysis (CoA) Halal Certificate or any other document already requested in P. O.

 RECOVERY

The most important part is recovery in cases where BEL provides credit term. Sales are hung until the payment received, therefore salesperson should keep notes when to follow up for money should begin and coordinate and collect the information from accounts or recovery desk.

Aforementioned was a general view to draw a picture to the sales person for job responsibilities, now let us concentrate on daily routine of the sales person.

First a salesperson should plan of sales for the month targeting his priority products to selected companies and divide the plan to 4 weekly plans as road map.

Now weekly program will be divided in daily program; every day sales person will submit a plan inclusive of the following;

a)      Companies to visit (if you received a call/email from purchase dept.)

b)      Companies you called and they asked you to visit

c)       Companies you have to follow up for outstanding

d)      Companies you have to follow up for P. O.

e)      Companies you have to solve the issues about quotations

f)       Companies you have to introduce your products

After final visit plan prepared by you; submit this to Area Sales Manager and should discuss the plan detail and if there are some changes due to latest development /information/ instruction from Directors, do it.

You are ready to accomplished your mission and take it as a real mission.

During the visit sometime you will be in need of some information, some documents, some outstanding statements, some delivery status, some stock status, do not hesitate to contact relevant person, Area sales Manager even to the Directors, everyone will be pleased to assist you.   

After visit you should submit report of the task set in the morning, including all details;

Like company / person / product / recovery / quotation / purchase order / any problems / any inquiry / any payment / any demand / future promises / or any news about company they may introduce new items where we can give them any new product / company is going to merge with any other company / even any bad news about strikes, shutdown, etc.

Sales person should take care of some other aspects, during visit; try to get information about other venders and their quoted prices, products, management, locations etc.

Sales person should take care about the information of his territory; he should keep all information safe and should not share with his colleagues until he has been asked by management to do so.

Sales person should avoid visiting warehouse until he has been asked to do so

Sales person should keep his transport vehicle maintained, keep care of water/oil/gas/cleaning

Sales person should submit his transport bill by end of the month for reimbursement

Sales person should be dressed clean and presentable

Sales person should keep his cell in safe custody during the customer visits.

Sales person should present his business card to the official of visiting company and get his too

Sales person should keep record of receiving cheques and handing over person’s name in BEL

Sales person should keep updated outstanding statements of the customers