Market Development-Sales Promotion and Technical Services

Why Market Development??

– Image building• Company• Products• Self

– Generate Demand Pull from the end consumer– Generate confidence– Create a Buzz

Essential Kit of a Sales Professional

• Diary- Customer Names and Addresses, other details, Daily Journal

• Product and Company Pamphlets, testimonials• Camera• POP Material, Posters• Demo Material- Focused products• Giveaways- if any provided.• Other Essentials

Relationship- The key to success

• Farmers meet on an average 3-4 company executives every day.• Salesman vs. Solutions man• No False Promises- It is suicidal.• Always give the right recommendation, even if it means not

recommending your product. • Follow-up and constant touch.• Relationship with the Local Dealer, Press, Agricultural department officials

and Scientists is also essential.-• Create a win-win situation• Relationship with Competitors

Activities

• Farmer Meeting- Small Group Meeting, Organized Meeting or

Mega Meeting.

• Intensive Farmer Contact Program- Jeep Campaign

• Demonstration

• Spot Demonstration

• Result demonstration

• Field Days

• Crop Cutting Day

Preplanned Farmer Meeting- Key Points

• Concentrate on Quality of Audience rather than Number.

• As far as possible, plan out meetings and personally invite the

attendees.

• Always use Company Banner, Poster

• Make proper arrangements to reflect your seriousness.

• Take good photographs, take few photographs towards the end

of the Meeting.

Intensive Farmer Contact Program

• Vehicle should always be well decorated, preferably paneled. • Mike is essential• Route Plan must be approved by the Regional Head and of this

maximum 15 % deviation would be allowed. • Inform the farmers and local dealer of your program. • Always keep Posters, Pamphlets, Banners, Demo Material and

giveaways for the campaign. • Visit Maximum 5 Villages for IFCP, hold 10 cluster Meetings.• Plan a Circular Route and avoid Criss crossing.

Demonstrations

• Spot demos- For Super Spreader- Needle Test and Barber Spray Bottle.• Result Demonstrations- Focused Products to be demonstrated . • Demonstration Plot Selection is the key.• Always have a control Plot • Two or more products when demonstrated, should always be

accompanied with one plot of single use of each and control. • Encourage Farmer to use the best practices. • Demo Board is A MUST- No Excuse• Field Day and Crop Cutting Day is recommended.

THANK YOU