EVALUATEE'S NAME

EVALUATOR'

Trade Coverage
BASIC CALL PROCEDURE STEPS / ACTIVITIES

1 PRE-CALL PLANNING
a. Check coverage based on Call List
b. Objective Settings (AT LEAST 2 OR 3)
2 GREETINGS
a. Smile & greet your customer by name
b. Improve current merchandising
3 IN-STORE COMPLIANCE CHECK
a. Pricing Check
b. Product Freshness & Condition Check - First In, First Out (FIFO)
c. Competitor Activity Check
d. Promo Awareness Check
e. Inventory Check
f. Prepare suggested order based on correct stock weight
4 OPENING & CLOSING OF SALES OBJECTIVES
a. Regular booked brands - Suggested Order
b. Present Promoted/NPI Brands - Pricing, Promos
c. Close the sale

5 DELIVERY & COLLECTION

a. Deliver & Collect payment for Current Order
b. Records and Reports - update call list
6 MERCHANDISING
a. Ensure correct installation of New Prod POSM/Promo Materials
b. Ensure visibility of displayed products
7

BUILDING GOOD CUSTOMER RELATIONSHIP

a. Thank
b. Tell

the customer whole-heartedly

the owner of next visit What specific day and time?

8 CALL ANALYSIS
a. Review & Check Pre-Call objectives if met
b. Analyze what was done right, and improvement needed
DAY'S BUSINESS OBJECTIVES
KPI
Coverage
(Total Stores for today)

ASSESSMENT
TARGET

ACTUAL

COMMENTS

A. STRENGTH
1)

Sell-out (Today) in sticks

2)
Planned Call Rate
Planned Actual Call Rate (%)

3)
Planned Strike Rate
Planned Strike Rate (%)
4)
Calls Outside of Plan (Not in DAR)

N/A

Calls with No transactions (closed) (if any)

N/A

(SALES TRAINING EXECUTION AND EVALUATION REPORT) STEER CHECKLIST & EVALUATION

UATOR'S NAME :

Area:

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Mark with a Check or X

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B. OPPORTUNITIES

C. AGREEMENTS

SIGNED

Date of Field Contact:

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Training Objectives:

Observations/Findings:

CHECKLIST - START OF THE DAY

Activities

CHECKLIST - CLOSING OF THE DAY

Activities

1. Self PREPARATION

1.Finalize all DOCUMENTS/REPORTS

2. Check Vehicle

2. Remit all customer payments with complete

documentation

3. Set OBJECTIVES and Review CALL LIST for the

day

3. Reconcile Vehicle INVENTORY

4. Review ongoing PROGRAMS, REINFORCE

QUALITY EXECUTION

4. CHECK STOCKS' requirement for loading &

POSMs for the next day's route

5. Check STOCKS, POSMs and complete

SELLING TOOLS

5. Evaluate RESULTS vs OBJECTIVES,

PRODUCTIVITY

6. Align any OTHER REQUIREMENTS with

immediate superior

6. RECAP of STEER was conducted with

RSS/TO/AM

D:
EVALUATEE'S SIGNATURE

EVALUATOR'S SIGNATURE

FIELD COACHING REPORT - FOM, SCM

SS NAME:
SM, TM NAME:
REGION:
EVALUATOR:
DATE:
STORE VISIT
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FIELD COACHING

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Knowlegeable of the BCP

Emphasized the BCP before each call
Guided the SM, TM in setting Pre-call Objectives
Reinforced BCP after each call
Explained the importance of each BCP step
Checked accomplished objectives after each call
Checked accomplishment of RCC after each call
Conducted Demo Call
ASSESSMENT

STRENGTHS

IMPROVEMENT AREAS

Coaching Process (Explain, Demostrate, Use, Comment)

Level of Understanding of KPI's and the ability to Explain to the SM, TM

Level of Proficiency on the BCP/forms

Ability to evaluate and identify SM, TM skills for improvement

CONFORME:
SCM/ SUPERVISOR SIGNATURE

EVALUATORS SIGNATURE

NEXt STEPS

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