The Personal Selling Routine Guide is a structured tool designed to help sales representatives maintain consistency, professionalism, and efficiency in their daily operations. It outlines practical steps for engaging customers, managing outlets, and achieving sales targets while upholding company standards and values.
1. Morning Clinic & Daily Action Plan
Every day begins with a performance review and action planning session to assess progress, identify gaps, and set clear objectives. Sales representatives are encouraged to:
- Review daily performance and challenges.
- Plan route coverage and outlet visits.
- Align daily goals with monthly and quarterly sales targets.
2. Outlet Core Activities
A salesperson’s success depends on the strength of customer relationships and consistent sales execution. Core daily activities include:
- Gathering customer contacts and maintaining strong relationships.
- Closing sales with confirmed daily orders.
- Ensuring effective product visibility in all outlets.
- Identifying missing brands and performing brand listings.
- Persuading customers and handling objections professionally.
- Acting swiftly on deliveries and maintaining reliability.
- Building trust, managing customer moods, and avoiding threats or deceit.
- Taking ownership of customer satisfaction and loyalty.
3. Outlet Classification
Understanding market segmentation helps in positioning products appropriately:
| Outlet Class | Market Segment | Product Category |
|---|---|---|
| First Class Outlet | High-income earners | Premium products |
| Second Class Outlet | Middle-income earners | Premium & non-premium products |
| Third Class Outlet | Low-income earners | Mostly non-premium products |
| Wholesale/Retail Outlet | All income segments | All product categories |
4. Route Adherence
Consistent adherence to route schedules and journey plans ensures comprehensive market coverage and efficient customer service.
5. Target Focus
Sales teams must prioritize:
- Numeric distribution
- Daily, monthly, and quarterly targets
- Sales consistency and volume growth
6. Company Major Focus Areas
The guide emphasizes continuous improvement in:
- Product quality and availability
- Competitive pricing and value delivery
- Distribution reach and visibility
- Professional customer service
- Effective promotional execution
- Cost-benefit analysis and profitability management
7. Promotion
Promotion strategies should clearly define forms, procedures, benefits, and purpose — ensuring customers understand the value of each promotional activity.
8. Business Risks
Key risks to monitor include:
| Risk | Possible Impact |
|---|---|
| Excessive expenses | Business collapse or failure |
| High credit exposure (uncollected money) | Cash flow shortage or bankruptcy |
| Over-investment in fixed assets | Limited operating funds |
This template serves as a comprehensive daily guide for personal selling, ensuring sales professionals remain focused, customer-oriented, and performance-driven while minimizing risks and maximizing profitability.
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