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Strategic Business Planning & Advanced Selling

Workbook

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IMPORTANT INFORMATION FOR THE LEARNER

Required submission date:25 th July 2014

We will aim to give you feedback within 8 – 10 weeks from submission provided all material required is made available by you for assessment.

Delivery Address:

Kantar Retail, Ground  Floor, Moraine House

The Braes, 193 Bryanston Drive, Bryanston

Dear Learner,

In case of any queries with regards to your POE or other please contact Carmelita Leopold-George from Kantar Retail on [email protected] or 011-367 9600

Please note it is a requirement of Tiger Brands to gain your line manager’s signature on the below prior to your POE submission. This cover letter should be submitted with your POE.

Your line manager’s signature is required to ensure:

· they are aware of the content that you have covered in the training

· they are aligned to the quality of your submission

· they are able to provide support in areas that you may require further coaching

Line Manager Sign Off of Quality of Workbook:
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SECTION A

Develop customer activity plan.

1. Explain how you would transfer strategy into an actionable activity plan.

2. Who are the various decision-making stakeholders (people or departments) that need to be consulted in the development of the activity plan? Briefly explain what their decision-making role would be.

3. List some of your customer’s specific needs, and explain how you would tailor the activity plan to meet their needs.

4. Describe which existing processes and formats exist to which you need to adhere in the development of the activity plan.

5. Identify the four Interpersonal Styles and list some of the characteristics of each.

6. What are the 6 C’s of Knowledge, and how can they be used in building your Strategic Business Plan.

Communicate agreed customer activity plan to relevant stakeholders.

7. Describe the purpose of your activity plan.

8. List some of the design features of your Strategic Business Plan or Customer Activity Plan, and the benefits that you would communicate to stakeholders.

9. Explain how you would establish communication processes with existing and potential stakeholders and how you would ensure that these are consistent with organisational requirements.

10. How would you address different stakeholders’ needs for information, in addition to time and resource constraints?

11. Using the template below, build a Commercial Proposition that you would present to your customer to assist in achieving one of your top three objectives. State the Big Idea of this Commercial Proposition.

The Big Idea of this Commercial Proposition is to…

Implement and monitor customer activity plan.

12. What procedures and processes would you follow in the implementation of the customer activity?

13. Demonstrate, using the scorecard below, how you would

13.1. Control procedures for the implementation of the activity plan

13.2. Monitor and track the implementation of the activity plan

13.3. Identify discrepancies and irregularities during the implementation process

13.4. Identify and propose corrective action to eliminate poor compliance

13.5. Identify and incorporate new opportunities for the business

Comments for Question 13:

Comments for Question 13:

Review and evaluate customer activity plans performance.

14. What is the purpose of reviewing and evaluating Customer Activity Plan performance on a quarterly basis?

15. Explain how a robust supervision and evaluation process provide for the explanation of variations in activities and results in relation to objectives and quotas.

16. What are some important elements to consider when evaluating results? Evaluate your activity plan against the requirements of your customers and the overall organisation and describe how it can uncover opportunities for continual improvement. Also evaluate it vs. resource usage in your department.

17. Explain how you would identify evaluate and document opportunities to improve the performance of your activity plan

18. Explain how you would implement remedial actions.

Develop and maintain customer specific business plans.

19. List the key elements that you would include in compiling a business plan aligned to customer needs and market characteristics.

20. Explain how you would assess business plans against the financial requirements of customer and supplier.

Develop time and territory management plan to service customer requirements

21. Explain the four steps in the coverage and route planning process to illustrate your methodology around time and territory management in relation to geographies and market demographics.

22. Explain how you would create and maintain a database to monitor the plan.

Develop budget for implementation of customer plans

23. Identify and explain the four steps you would use in compiling a budget

24. How would you go about agreeing the budget with relevant stakeholders and getting it approved?

25. Explain how you would agree it with the customers.

SECTION B

26. Explain how you would review the outcome of the previous call to set objectives for this call and what information you would review, how you will select the appropriate information for the meeting which will meet the objectives of the call.

27. What are the 5 stages of the selling structure? Describe what happens at each stage, and how you would make the sales presentation using this technique in order to address customer specific needs.

28. Explain how during the call you would identify and qualify customer needs.

29. Explain what technique you would use to handle customer objections?

30. Describe how the selling structure ensures that the customer knows their needs have been met and verified.

31. Explain the term ' buying signal,’ the different types, and the appropriate response to them.

32. Explain how you would identify closing signs of the call.

33. Give examples of useful information you can capture in a post-call report to use in preparation for the next visit to the same customer. Ensure you cover the review of the objectives vs. the outcomes as well as the processes you would apply to follow up.

Comments By The Learner Regarding This Workbook

Declaration By The Learner

I hereby declare that this is my own work and is in my own handwriting.

SIGNED AT ON THE DAY OF 20 .

Learner’s Signature

FINDING

First Assessment:     Competent                    Not Yet Competent	Final Judgment:     Competent                    Not Yet Competent
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