Revised Sales and Dist. Arch Sept 16 format_Translated.pptVIP

Sales Distribution - Scope and boundaries To sell and distribute, all Hengan products on a national basis. The process starts with prospecting for customers and includes qualifying the customer, making the sales presentation, closing the sale, shipping the product, securing payment and ends with servicing the account. 销售和分销 - 范围和外延Sales and Distribution – Scope and Boundaries Sales Distribution - What has to change? Coordination of regional sales strategies and tactics with corporate objectives. Reverse declining sales of Anerle and Anle. Effective cross functional communication. Improve through training, the skill base of the sales force and distribution network. Sales Distribution - What has to change? Develop and implement Distributor Certification process Implement a timely and accurate sales forecasting process. Install accountability through measurements reflecting the effectiveness of the sales channels including the sales representative. Incentive plan linked to desired results. Implement the TCT process to drive increased sales. Sales Distribution - Expected Results Increased Revenue Increase significantly the domestic market share by focus on: existing products, new products and new categories Strategic alignment, at national level and regional level. Seamless communication processes Sales Distribution - Expected Results Improved productivity of the the sales channels. Strengthened Hengan image in the market place. Increased distribution coverage. Loyalty of the distributors to Hengan’s products Sales Distribution - Expected Results Timely and accurate sales forecasting. Sales force Accountability (discipline); improved sales channel productivity. Increased distributor performance. Internalization of the TCT process. 改进销售和分销流程的收益Enhanced Sales and Distribution Process Benefit 前6个月内采取的行动Actions occurring in the first 6 months 6-12个月内采取的行动Actions occurring in the 6-12 months 12-18个月内采取的行动Actions occurring in the 12-18 m