NESTLE

overveiw

Introduction

The selling process

Conclusion

References

Introduction

Owner Sanjay Chokhani , Vice chair-person

Salesperson Nawaraj acharya

Qualifications Bachelors

Sales person 3

Address Kamal pokhari kathmandu

Office name Chokhani enterprises , Naxal

About the research

Nestle products importers from Indian markets
Research done in an informal manner with unstructured
questionaries

The selling process.

Prospects (target buyers of this organizations

are
Horeca ( hotels )
In this hotel brihaspati , hotel kazee durbar and image del caf are buyers
in lots consuming coffees
Ad hoc shops
Paan pasal
Chemist (honey star in medical shops )
Planned shoppers
Super marts
Groceries
Main buyers includes K.K Mart , Thamel mart , Global store , Food castle etc

The selling process.

Pre approach & Approach

may be from even from buyer making an order call or sales

person going to the buyer

When order is made by the buyer the delivery is made directly
Sales person are sent to kiosk , departmental stores , groceries
to make a customer benefit approach
Sales person are given a black dealer book

Registar book containing Informations about buyers

SAP is created in the dealer book to take order and reorder
from the buyers

The selling process.

Product presentation
The taste and betterment of product is defined why its superior

compared to others
An application is sent to the high consuming buyers

organizations regarding display of the product

After when the application sent is accepted then the product is

presented and the following dealings is proceeded

The selling process.

Handling objections
Problems
Limited salesperson (only 3 staffs) causing delay in delivery
time sometimes
Some products delivered may be damaged due to load
unloading in vans (glassed coffee bottles )
Mouse attacks are seen and damaged piece are sometimes
sent at delivery to the consumers

The selling process.

Handling objections
Solutions
Returning the damaged piece and providing better
compensation to the buyers
Increasing the delivery speed in work increasing and recruiting
salesperson if possibles
If there is decrease in clients meetings are held so that they
formulate better strategies thereby

The selling process.

Recruitment for sales person

no such degree required
Polite while speaking with wholesalers and

retailers
Fluency in speaking ( English not nesseccary)
Capability of riding bikes and a license holder to

go to sites and deal with clients

Closing of sale

At closing of sale factors are considered as :

Compensation and Payment terms
Numbers of outlets
Payments to be made within 30 days of goods release date

Agreement period
The agreement paper has termination period of 3 months from the date

Terms of breach
If the product is highly damaged
The order amounts is changed
If there is third party interference between two parties

The criteria fulfillment leads in closing of sale if all criteria

are as required

Follow up

When a sales person makes contact with a prospect a

relationship has been built, and follow up is how it is
nurtured

its important to get agreement on some next step

each time there is contact

When a sale is made, then a new type of follow up

begins

References

Dads known person

THANK YOU