Sales Approach Book Guideline

SALES APPROACH BOOK Guideline

Page 01 / 21 What is an Approach Book When verbal explanations are insufficient, this book can serve as a supplementary visual material for sales activities. Sales staff can use this book as a memorandum & an evidence for the customer. It act as a place to keep summaries of complicated product features or benefits that are difficult to remember . Each sales staff should focus on developing his/her own Approach Book. As you develop this book, you will realize how much you can learn from creating such a resourceful material. (Based on your strong & week points)

Page 02 / 21 Benefits Sales staff can use this book as a Memorandum & an Evidence for the customer. It acts as a place to keep summary of product features or benefits that are important to remember.  Provides accurate information to the customer  Provides third party evidence for confirmation of the customer  Provides peculiar information to the customer as per the need  Acts as a visual aid to the customer

Page 03 / 21 Sales Manager’s Approach Book Types Of APPROACH BOOK

RECEPTIONIST’S APPROACH BOOK Page 04 / 21  Product Catalogues  HMSI Price List  Finance/ Exchange Scheme  Accessories Details & Pricelist  New Product details  Booking List/ Delivery Schedule  CSD & CPC Pricelist

SALES EXECUTIVE’S APPROACH BOOK Page 05 / 21 PRICE LIST: Gurgaon (Haryana) OTHER ITEMS TO BE ADDED OTHER ITEMS TO BE ADDED MODEL EX-SHOWROOM INSURANCE REG. AMT TRC ON ROAD 0 % DEP. ON ROAD PRICE PRICE AMT PRICE INSURANCE. (With 0% ACTIVA DIO 46490.00 955.00 2030.00 150.00 49625.00 1254.00 Dep.Insurance) AVIATOR 44015.00 930.00 1975.00 150.00 47070.00 1212.00 AVIATOR (DISC) 47510.00 970.00 2035.00 150.00 50665.00 1272.00 49924.00 CB TWISTER (Kick) 52800.00 1025.00 2145.00 150.00 56120.00 1363.00 47352.00 CB TWISTER (Self Drum) 45255.00 945.00 2025.00 150.00 48375.00 1233.00 50967.00 CB TWISTER(Self Disc) 48160.00 975.00 2075.00 150.00 51360.00 1283.00 56458.00 DREAM YUGA (Kick Alloy) 51320.00 1005.00 2125.00 150.00 54600.00 1337.00 48663.00 DREAM YUGA (Kick Spoke) 46255.00 955.00 2030.00 150.00 49390.00 1251.00 51668.00 DREAM YUGA (Self Alloy) 44750.00 940.00 2000.00 150.00 47840.00 1225.00 54932.00 CB SHINE (Kick Spoke) 48255.00 975.00 2070.00 150.00 51450.00 1284.00 49686.00 CB SHINE (Self Disc Alloy) 48170.00 975.00 2065.00 150.00 51360.00 1283.00 48125.00 CB SHINE (Self Drum Alloy) 54935.00 1045.00 2225.00 150.00 58355.00 1399.00 51759.00 CBF STUNNER 51800.00 1015.00 2150.00 150.00 55115.00 1345.00 51668.00 CB UNICORN 56510.00 1065.00 2230.00 150.00 59955.00 1426.00 58709.00 CB UNICORN DAZZLER 64200.00 1150.00 3680.00 150.00 69180.00 1558.00 55445.00 CB UNICORN DAZZLER DLX 66955.00 1175.00 3800.00 150.00 72080.00 1606.00 60316.00 CBR150 STD. 67980.00 1190.00 3850.00 150.00 73170.00 1622.00 69588.00 CBR150 DLX. 119640.00 1740.00 6050.00 150.00 127580.00 2508.00 72511.00 CBR250R STD. 120670.00 1755.00 6100.00 150.00 128675.00 2526.00 73602.00 CBR250R STD. (T. CLR) 149540.00 2140.00 7020.00 150.00 158850.00 3098.00 128348.00 CBR250R C-ABS 150565.00 2155.00 7100.00 150.00 159970.00 3116.00 129446.00 CBR250R C-ABS (T. CLR) 175535.00 2435.00 8000.00 150.00 186120.00 3558.00 159808.00 176560.00 2445.00 8100.00 150.00 187255.00 3575.00 160931.00 187243.00 188385.00 Product Catalogues Price List Power Punch Sales Target Achievement Sales Need Analysis questions Finance / Exchange Schemes

SALES MANAGER’S APPROACH BOOK Page 06 / 21 OTHER ITEMS TO BE ADDED  Booking List/ Delivery  HMSI & Competition Price List Schedule  CSD & CPC Pricelist  Manpower status  Accessories Details & Pricelist  Roles and Responsibility of  Finance/ Exchange Scheme Niguri-ASTM the Staff  Safety Riding Leaflets  Network Sales Target Sheets  Promotional budget utilization Sales Circular  Activity Plan Vs Actual  Finance data analysis  Advertisement  Transporter & Contact Details  Company Profile of HMSI Dealer  Manpower Training Schedule  Payment Status details as per load Plan Sales Team Target Sheet User Profile Data Let’s Discuss New Product Details Vehicle Stock Report (MTOC)

Page 07 / 21 Let us Discuss in Detail

NEED ANALYSIS Page 08 / 21 How much Are you Which will you like looking for vehicle were *Sample images to invest in Scooter or Motorcycle? you using the new earlier? vehicle? Mandatory Questions What is your How is the Occupation? road How many kilometers do condition in you ride on a your area? daily basis?

PRODUCT BROCHURE Page 09 / 21 Product catalogues provides authentic and trust worthy information to the customer. • HMSI product catalogues will provide all the relevant information to the customer • It is a mini sales talk for a product • Executive should be able to explain the product features mentioned therein • Competition catalogues helps in showing the advantage over an authentic source of information *Sample images

COMPETITOR PRODUCT BROCHURE Page 10 / 21 Photocopy can also be used *Sample images

PRICE LIST: HMSI & COMPETITORS Page 11 / 21 PRICE LIST: Gurgaon (Haryana) *Sample images MODEL EX-SHOWROOM INSURANCE REG. AMT TRC ON ROAD 0 % DEP. ON ROAD PRICE PRICE AMT PRICE INSURANCE. (With 0% ACTIVA DIO 46490.00 955.00 2030.00 150.00 49625.00 1254.00 Dep.Insurance) AVIATOR 44015.00 930.00 1975.00 150.00 47070.00 1212.00 AVIATOR (DISC) 47510.00 970.00 2035.00 150.00 50665.00 1272.00 49924.00 CB TWISTER (Kick) 52800.00 1025.00 2145.00 150.00 56120.00 1363.00 47352.00 CB TWISTER (Self Drum) 45255.00 945.00 2025.00 150.00 48375.00 1233.00 50967.00 CB TWISTER(Self Disc) 48160.00 975.00 2075.00 150.00 51360.00 1283.00 56458.00 DREAM YUGA (Kick Alloy) 51320.00 1005.00 2125.00 150.00 54600.00 1337.00 48663.00 DREAM YUGA (Kick Spoke) 46255.00 955.00 2030.00 150.00 49390.00 1251.00 51668.00 DREAM YUGA (Self Alloy) 44750.00 940.00 2000.00 150.00 47840.00 1225.00 54932.00 CB SHINE (Kick Spoke) 48255.00 975.00 2070.00 150.00 51450.00 1284.00 49686.00 CB SHINE (Self Disc Alloy) 48170.00 975.00 2065.00 150.00 51360.00 1283.00 48125.00 CB SHINE (Self Drum Alloy) 54935.00 1045.00 2225.00 150.00 58355.00 1399.00 51759.00 CBF STUNNER 51800.00 1015.00 2150.00 150.00 55115.00 1345.00 51668.00 CB UNICORN 56510.00 1065.00 2230.00 150.00 59955.00 1426.00 58709.00 CB UNICORN DAZZLER 64200.00 1150.00 3680.00 150.00 69180.00 1558.00 55445.00 CB UNICORN DAZZLER DLX 66955.00 1175.00 3800.00 150.00 72080.00 1606.00 60316.00 CBR150 STD. 67980.00 1190.00 3850.00 150.00 73170.00 1622.00 69588.00 CBR150 DLX. 119640.00 1740.00 6050.00 150.00 127580.00 2508.00 72511.00 CBR250R STD. 120670.00 1755.00 6100.00 150.00 128675.00 2526.00 73602.00 CBR250R STD. (T. CLR) 149540.00 2140.00 7020.00 150.00 158850.00 3098.00 128348.00 CBR250R C-ABS 150565.00 2155.00 7100.00 150.00 159970.00 3116.00 129446.00 CBR250R C-ABS (T. CLR) 175535.00 2435.00 8000.00 150.00 186120.00 3558.00 159808.00 176560.00 2445.00 8100.00 150.00 187255.00 3575.00 160931.00 187243.00 188385.00

POWER PUNCH AND PRODUCT COMAPRISON Page 12 / 21 Healthy competition is good for business • Fair and honest comparison with competition models • Benefit of advantage shall be explained • Acts as an eye opener for the customer • Helps in better handling of customer’s objections • Aids in understanding neck to neck competition within a segment *Sample images

PRICE LIST IS NOT ENOUGH ! Page 13 / 21 Booking Form Performa Invoice Lucrative finance/ exchange scheme facilitates in decision making • Sales executive should be able to explain the focused finance/ exchange scheme • Updated quick reference sheet should be a part of a good sales approach book • Product wise finance/ exchange scheme should be known . *Sample images

A GOAL WITHOUT A PLAN IS JUST A WISH Page 14 / 21 NIGURI ASTM Stock Summary Report What is ageing ? *Sample images

MANPOWER & TARGET DETAILS Page 15 / 21 Human resource is the best and most important resource  For uninterrupted flow of work, it is very important for *Sample images a sales manager to plan and schedule work force availability in advance  Unauthorized and sudden absenteeism is reduced  Proper delegation of work is possible  Each individual is aware of their KRA  Expectation setting is clear and crisp

GAME OF FIGURES Page 16 / 21 Finance Analysis User Profile Data *Sample images

SALES & SERVICE CIRCULARS Page 17 / 21 Circular letter circulates information relating to a company, its products and services etc. to a large number of people at a time. It plays an important role in the growth and development of business. Key information related to: 1. Training (HIe_CLASS Live Date) 2. Promotion(Website, Creative Gallery, POP) 3. Dispatch / Mass Production Schedule 4. Handling Charges 5. Booking directions for the new product *Sample images

PRE DELIVERY SAFETY ADVISE Page 18 / 21 *Sample images

INDUSTRY NEWS & CURRENT AFFAIRS Page 19 / 21 Media talks about us, people talk about us • News articles, comparisons in published in media should be stored as an evidence for the customer • Information regarding CSR activities shall be included • Results of sports/ game events should be presented • Interviews of key company officials shall be highlighted *Sample images

QUIZ Page 20 / 21 Feature Receptionist Executive Sales Manager PRODUCT CATALOGUE MANPOWER TRAINING SCHEDULE TEST RIDE FEEDBACK FORM PRICE LIST NIGURI & RETAIL PLAN-ASTM BOOKING LIST/DELIVERY SCHEDULE COMPETITION CATALOGUES/ FABE SAFETY RIDING LEAFLETS ROLES AND RESPONSIBILITIES OF THE STAFF VEHICLE STOCK REPORT (MTOC) PAYMENT STATUS DETAILS AS PER LOAD PLAN

Page 21 / 21 Do’s Don’ts • Update the book monthly • Handover the book to the customers • Need to be updated as per competition launches as well • Share competition information until unless required • Keep the book tidy • Keep outdated product catalogue • Update Finance Scheme every month • Keep torn out and untidy book • Store within easy reach • Keep the book organised • Executives must maintained book individually