Sales Champ

Scope
• Objective
• Types of promotions in outbound sales
• Customer types
• Sector wise planning
• Territory planning
• Outbound sales : Process cycle
• Event based promotions
• Way forward
 Objective
• To understand step wise stages of the
outbound sales process cycle focused towards
potential yet untapped areas
• To increase revenue generation through a
planned approach of out bound sales.
 About Outbound Sales—Types of
Promotions done
• Corporate Companies buys different kinds of products for the following

1.Product Promotion
Pharma Companies are the most frequent buyers as they don’t have any
other medium to advertise. Pharma Companies buys according to their
Budgets. From a Pin to a Plane is been purchased.Products are been given to Doctor’s
with the Brand of the Medicine for continuous Brand Reminder.

2.Trade Promotion
Cement & FMCG Sector does a lot of promotion for Trade Schemes to be run all over the country.

3.Consumer Promotion.
This is been done by Consumer Durable Companies in which they provide some free gifts with their
products.

4.Employee Promotion
This is mainly done at the time of Festival Season or Incentive schemes for good Performance.
The quantities are not too high.

5.Festival Promotion.
Companies does lot of Gifting to their clients as well as employees during Festival season like Diwali &
Christmas.
Why Promotional Products works more
in India
• Promotional products do not disturb or bother you!-The acceptance of
promotional products is clearly ahead of classic communication tools.

• Promotional products are remembered by most recipients!–Almost 75% of

all respondents remember the promotional item and the sender, therefore
such items by far better remembered than print and TV ads.

• Promotional items are well liked!–More than 80% of all respondents like to
receive promotional items. They are happy about the products and
evaluate the advertising company as likable.
 Customer Type
• Cold Calls
This is done mainly to find out the company’s profile and the nature of business they
are in…Mostly done to know the potential of the company and whether they are the
right type of Customers to target. Basis this we define the customer as a prospect or
non prospect. Then the prospects are further classified as Hot:Warm:Lukewarm:Cold

• Enquiry Based customer

Because of our relationship and our brand equity we receive enquiries from the
customers directly on phone or on mail. These customers are classified as warm
subject to our product meeting their budget.
• Enquiries from agents
There are specialized agents who deal only in supply of promotional article to
corporates.Each agent has set of fixed Corporates for whom he sources all the gift
articles. Enquiries received from them is classified as warm and lukewarm
• Product Based enquiry
This is done where the customer has decided to offer product in our category. These
customers are classified as Hot.
 Sector Wise Planning
• Pharma Sector
This is a sector where the budget is around 200 crores annually spend only on
promotions. As the Pharma companies have no other medium to advertise and
market their product they spend heavily on different products for creating Brand
Awareness.

• FMCG & Cement Sector

Trade Schemes related products are been purchased in huge quantities by different
FMCG & Cement Companies.

• Banking & Insurance Sector

This companies mainly does gifting at the time of Festive Season and at the time of
Annual function.

• Consumer Durable Companies

This companies buys huge quantities to provide free products with their products.
Companies like Colgate and P&G buys around 20 lacs Face Towel every year.
 Territory Planning

• Territory planning is about the way the given market has to be

approached It can be done on basis of geography or defined
customers(accounts).

• The defined accounts can be further allocated on the basis of

sectors(Pharma,FMCG,consumer durable,tyre.cement)
 Outbound sales : Process Cycle
• Identifying the Company
Company’s potential like Turnover, Listed or Non listed, what type of Promotions they do, Financial
Credibility, Buying capacity etc is been identified.
• Identifying the Right Person whom to approach for Presentation
After profiling the corporate and understanding the need of various depts. we call at the reception and try to
find out the right person(usually HOD and influencers) like Corporate Communication Manager, Marketing
Manager, Purchase Manager, Product Manager etc.
• We take a Prior appointment for a Presentation and visit them.
Most of the times we do take a proper prior appointment and visit them as they are all senior people.
• Introduction about Welspun Retail and what we are in the business of..
We provide a formal introduction about our company and the products. We use catalogues, brochures and
samples as aid for our presentation.
• About their company and the Promotions they do.
We try to find out what kind of Promotional activity they are doing and what are the different products &
services they spend their budget.
• Sales Pitch
After knowing their budget we try to push our products and relate their products with our products and bring
out the benefits and synergy.
• Queries Raised
Once the presentation is given queries such as Delivery time,Pricing,etc is been asked. The most common
query is our price compared to the competition.
• Shortlisiting of the Products
Depending on their budget and the liking of the product they shortlist the product and ask for a Quotation
from us.
 Outbound sales : Process Cycle
• Quotation Format
We provide the quotation to the company mentioning the Company name, Date of Quotation,Sub,Person
name,product,technical specs,MRP,Offered Price,Delivery time,Packaging details,MOQ,Payment
terms,Penalty clause,contact person name,mobile no., email id etc.
• Negotiations
Product & the Quotation is been forwarded by Marketing team to the Purchase Team for negotiations.
We keep a margin of around 10% to 15% for negotiations. Incase of orders where margins are less than the
ABP margins we consult the seniors for the same.
• Purchase Order
Once the order is confirmed we receive the PO of the same where we check the Qty,Pricing,Delivery time
etc.If any discrepancy is there we convey the same to the customer.
• Internal SO made
We make the internal SO where all the information such as PO No.date,Company name and invoicing
add,product,packaging specification,delivery time,payment terms,delivery add etc is been provided.
• Artwork Collected
We provide the specification about the packaging to the client and accordingly the client provides us the
artwork of the same.
• Artwork submitted to Packing Dept
The artwork is submitted to packing dept for sampling purpose.
• Sample Approval from Client
Once the sample is received we get approved of the same from the client.
• Submission of approved sample
The sample approved is been submitted to packing dept for bulk production and for the PR & PO purpose.
 Outbound sales : Process Cycle
• Coordinating for Delivery
Coordinating with the Production team for timely delivery
• Quality Check
Once the material is received we check whether the same is been as per the specification provided.
• CMT & CA made
We make the Customer Master Template and the Credit Limit approval for the dispatch of the client’s
material.
• SAP SO release
Follow up for the SAP SO to be released is done.
• Material Dispatch
Ensuring that once the material is checked the same is been dispatched on time.
• Invoice
Once the material is been dispatched we take the invoice from our accounts team and submit the same to
the client.
• Payment Follow Up
As per the Terms & Conditions we follow up for the payments and collect it.
• Follow up for New Requirement
We asked the customer for the product feedback which was supplied and any new requirement if it is there.
 Important Days or Event Based
Promotions
• Important Days Based Presentation:
We can promote our products through important days which are there in the whole year.
The following days are very important in which we can conceptualize our products accordingly:
1. Republic day & Independence Day—We can create a set of Three Face or Hand Towels which
are in Orange, White and Green colour with a beautiful packing and promote the same.
2. Valentine Day—We can create Heart Pillow in Red colour with a beautiful write up and present the
same.
3. Mother’s Day—2nd Week of May
4. World Heart Day—We can have heart shape Bed sheets Prints .
5. World Diabetes Day—14th November—We can have some kind of Vitamin products for the same.
6. Holi—We can have seven different colours Face & Hand Towels packed.

• This will be marketed differently and we should have the samples at least 4 months
before so that we can convey to the customer that this is a concept based product which
will take 90 days to deliver.

• Concept Based Promotions:

We can tie up with some Car manufacturers for supplying them our Cushion, Neck resters etc.
 Way Forward
• Channel Partners
Tying up with good channel partners as they have a personal relationship with the
client, with a well defined authorization process.
• New Products
New products to be introduced in all different range.
• Geographical Growth
Recruitment of one person from the industry in North & South which can given
business of 5 Crores annually.
• Timelines
Timelines to be matched according to the customer requirement.
• Competitive pricing
This is required to grab high volume orders.
• Back end Support for Sales team
This is required to concentrate more on Business Development.
• Packaging
Attractive packaging of 2 types required for each product.
Thank You