How to use it
- One sheet per visit. Tick each line, note what was found, and file it with the order.
- Clear open issues first. A call that starts with last week’s unresolved short will not go well, whatever the promotion.
- Use it to coach, not to police. On a ride-along, the gaps on the sheet are the coaching points for the drive to the next call.
The reasons behind each line are in our field sales guide, section by section: before the call, at the customer, getting the order right, and after the call. For the shelf terms, see on-shelf availability, planogram and point of sale materials.
Sales visit checklist
One customer, one visit.
Rep
Date
Time in / out
Customer
Account no.
Objective for this visit
Before the visit
| Check | Done |
|---|---|
| Last order and the lines the customer usually buys | |
| Balance, anything overdue and the credit position | |
| Promotions that fit what the customer sells | |
| Open issues (a short, damage, a price query) and the answer ready |
At the shelf
| Check | OK | Issue |
|---|---|---|
| Usual lines on the shelf, with no gaps | ||
| Facings and planogram as agreed | ||
| Prices and price marking correct | ||
| Date codes checked; short-dated stock rotated or reported | ||
| Point of sale material in place | ||
| Equipment (chillers, displays) clean and working | ||
| Stockroom checked against the shelf |
The order
| Check | Done |
|---|---|
| Built from the usual lines, with every shelf gap covered | |
| Relevant promotion offered at the agreed price | |
| Delivery date agreed, inside the order cut-off | |
| Credit position OK, or the office told before the order goes in |
After the visit
| Check | Done |
|---|---|
| Order sent the same day | |
| Notes recorded where the office can see them | |
| Promises logged: samples, callbacks, price answers |
Notes
Next action
Action
By
