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| | [[Wiki Home|Back to Wiki Home]] |
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| '''Sales Staff Manual''' | | '''Sales Staff Manual''' |
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| The sales manual provides a useful guide for Sales Account Managers in Flashbay. It covers both basic information and new topics, so should be consulted regularly even by the more experienced sales staff in Flashbay. | | The sales manual provides a useful guide for Sales Account Managers in Flashbay. It covers both basic information and new topics, so should be consulted regularly even by the more experienced sales staff in Flashbay. |
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| If you have any suggestions for additions to the sales manual, or if you need clarification on any of the policies, please email James Roberts, Director of Flashbay, in the first instance. | | If you have any suggestions for additions to the sales manual, or if you need clarification on any of the policies, please contact your Group Leader / Manager in the first instance. |
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| == [[Netsuite]] ==
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| == [[Autotexts]] ==
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| == [[The Price List Tool]] ==
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| == [[Item Code Guide]] ==
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| == [[The Flashbay Website]] ==
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| == [[The Online Customer Centre]] ==
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| == [[Financial Matters]] ==
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| == [[Competitors]] ==
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| == [[Banning a Customer]] ==
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| == [[Artwork and Virtual Proofs]] ==
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| == [[Sending Samples]] ==
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| == [[How to handle customer data]] ==
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| == [[How to be a Better Salesperson]] ==
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| == [[Order Troubleshooting]] ==
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| == [[Fraud]] ==
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| == [[Country Sales Team Specific]] ==
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| == [[Mini Marketing Campaigns]] ==
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| == Special Requests ==
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| Please refrain from making any special offerings above and beyond the Flashbay standard product and service portfolio without written approval from your team leader. What you see on Flashbay's website are the products and services that we sell. Please stick to our STANDARD offering and pay careful attention to the limitations of number of printing colours, delivery times (depending on payment status) etc. etc.
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| The job of a salesperson is to direct the customer’s ambitions and ideas towards our standard product offering, and not vice versa. For example if your customer requires a bespoke flash drive design, advise them that we cannot source the particular model and direct them to the closest matching product we supply highlighting its similarities and advantages.
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| '''Summary'''
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| '''6 WORKING DAYS LEAD TIME APPLIES FROM DATE OF ORDER TO DATE OF DELIVERY (6 working days also applies from receipt of formal payment confirmation, complete data submission for data preload, change of shipping address, receipt of shipping instructions, artwork approval etc.)'''
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| '''Minimum Order quantity is 25 pieces'''
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| '''We do not change the shipping address of an order after it has shipped'''
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| '''We do not part ship orders unless there is a full extra shipping charge on the sales order for the additional part shipment'''
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| '''You require your team leader's written approval if you wish to choose a price below our lowest price level'''
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| '''You are required to schedule a NEW sales order if you wish to add quantity to an order that has already been placed and approved'''
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| '''You may offer free shipping for a customer based on intelligent commercial judgement without written approval if you have passed your trial period. Free shipping should be used in the pre-sales cycle as an effective negotiation tool.'''
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| '''Where special NAND is requested by a customer, you must quote "price list level 7 + cost price of special NAND". Cost prices are available from Operations (operations.cn@flashbay.com). The minimum order quantity for special NAND flash orders is 500 units.'''
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| '''You are required to report any customer problem to Aftersales via email'''
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| | '''[[Netsuite]]''' |
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| '''Before offering any compensation to any of your customers for mistakes, you are required to obtain Aftersales' written approval to do so''' | | '''[[Flashbay Sales Standards]]''' |
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| | '''[[Autotexts]]''' |
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| | '''[[The Price List Tool]]''' |
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| '''Any mistake that is being made by the sales account managers on entering a sales order will result in the sales order being marked ex commission''' | | '''[[The Flashbay Website]]''' |
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| | '''[[The Online Customer Centre]]''' |
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| | '''[[Slack]]''' |
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| == Your Commission ==
| | '''[[Financial Matters]]''' |
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| | '''[[Competitors]]''' |
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| '''New Business - Double the Reward''' | | '''[[Price matching policy]]''' |
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| | '''[[Banning a Customer]]''' |
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| For any new business you generate (defined as 1st order from a new customer above £50.00), you will receive 6% commission based on the first order only. This reward system is designed to better match the effort required for a first time customer and their first order compared to any subsequent order as well as the profit generated from new customer business in general.
| | '''[[Artwork and Virtual Proofs]]''' |
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| Get a lot of NEW BUSINESS and reap the rewards with our 6% commission scheme.
| | '''[[Order tracking tool]]''' |
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| | '''[[Blank unit orders]]''' |
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| '''New Business - Minimum Commission Policy''' | | '''[[Orders with 2GB]]''' |
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| | '''[[Order upgrades to higher capacities]]''' |
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| £10 minimum commission is awarded for all new business orders. £10 minimum commission orders show in green on your commission dashboard.
| | '''[[Orders on hold]]''' |
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| | '''[[Advance payment orders for customers on Credit terms]]''' |
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| '''Existing Customer Commission Scheme''' | | '''[[Screen Print orders with more than 4 colours]]''' |
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| | '''[[Individual Naming (IN), Full Wrap Print (FWP), and Embossing Large Set up (ELS)]]''' |
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| The standard commission amount is 3% of profit generated from your orders.
| | '''[[Volume label]]''' |
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| | '''[[Automatic follow-ups and sample supply]]''' |
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| '''100 days overdue = ex-commission''' | | '''[[Extra Shipping Fee Countries|Extra Shipping Fee Countries (£75)]]''' |
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| | '''[[Shipments to remote areas]]''' |
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| Any sales order which becomes 100 days overdue for payment is automatically marked ex-commission.
| | '''[[Dealing with unassigned territories]]''' |
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| | '''[[Sending Samples]]''' |
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| | '''[[Product categories - Ordering and shipping combinations]]''' |
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| == Minimum Profit Requirement and Minimum Daily Activity Requirement ==
| | '''[[How to Deal with Shipments Outside your Sales Territories]]''' |
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| | '''[[Niche Market Shipping charges]]''' |
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| '''Minimum Profit Requirement''' | | '''[[How to handle customer data]]''' |
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| | '''[[Trustpilot]]''' |
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| All sales account management staff will be set a monthly minimum sales profit requirement – the exact figures will be clearly displayed on your ‘commission dashboard’. Achieving this minimum requirement is an obligation.
| | '''[[Fraud]]''' |
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| If a sales account manager fails to achieve this reasonably set minimum profit requirement two months consecutively, the company reserves the right to terminate their employment with Flashbay Limited.
| | '''[[Country Sales Team Specific]]''' |
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| The monthly ‘minimum sales profit requirement’ is set understandably low.
| | '''[[Flashbay Letter Headed Paper]]''' |
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| | '''[[Special Requests]]''' |
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| '''Adjustment to Minimum Profit Requirement if you are on Holiday''' | | '''[[Your Commission]]''' |
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| | '''[[Minimum Profit Expectation and Minimum Daily Activity Requirement]]''' |
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| Your minimum profit requirement will be alleviated by a factor of half a day for every full day of holiday you take.
| | '''[[Cumulative Minimum Profit Expectation ]]''' |
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| For example:
| | '''[[Holidays|Holiday]]''' |
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| If you take 5 days holiday and have a monthly minimum profit requirement of £9,000.
| | '''[[Customs Authorisation Letter for Logo Usage]]''' |
| 20 working days per month = £9,000 target
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| 15 working days worked = (17.5/20 x £9,000) = £7,875 target
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| | '''[[Customers Who Do Not Want To Be Contacted]]''' |
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| '''Minimum Daily Activity Requirement''' | | '''[[DHL Shipping Requirements]]''' |
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| | '''[[Voicemail Policy]]''' |
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| All sales account management staff will be set a minimum daily activity requirement (MDAR). You will not receive new leads on a given day if you fail to meet your MDAR on the previous working day.
| | '''[[CE marking]]''' |
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| Phone MDAR = 32 unique inbound + outbound customer calls
| | '''[[Flashbay Mentions]]''' |
| Email MDAR = email score of 45
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