The Basic Call Procedures ( BCP)

Marketing and distribution is not an easy task especially when your products are not a basic needs of the people or if your product is new launch and not yet known in the market..but if there’s a will there’s a way…if you are a distributor salesman, here the steps to make your call to be effective.The Basic Call Procedure.

1. Plan
– Plan your work..(your area,territory, your objectives and target.)
– Plan and check the account potential.
– Check your sales tools (invoice, ball pen, sales aid,calculator)
2. Enter Call
– Greet the store owner or the store attendants.
– Ask permission to do the store and warehouse check.
3. Store check
– Check the merchandising position (pricing, shelves display position)
– Check the inventory of your products in the warehouse and in the display area.
– Check competitor’s activities. (pricing and new products)
– Make a suggested order according to your inventory.
4. Sales Presentation
– Present your suggested order to the purchaser.
– present your promo plan if there is.
5. Closing the Sales
– After the sale presentation, give to the customer your sales order plan sheet
to sign and confirm his/her order.
– if there are some clarification be ready to answer.
6. Record and Reports
– After the customer confirm the order, write it down on the invoice (write it
– do the writing at the place where you cannot disturb the traffic of the
7. Layout for stock delivery.
– Give the invoice to your helper for delivery.
8. Delivery and payment
– after your helper deliver the items, collect it immediately.
– check the cash or the check in front of the customer.
– validate the date, the figure, the words on the check payment.
– remember “sales is not a sales unless it is collected, deposited in the bank
and cleared.”
9. Merchandising (re-sale and maintenance)
– display your delivered products on shelves or hanging dispenser.
10. Next Call and “Thank You”
– Give an appreciation and thank you to the store owner or purchaser.
– tell him/her your next visit.
11. Post Call Analysis
– after your call, evaluate the result.(the target and objective whether you
achieve or not, why or how)

About these ads


  1. The BCP was clearly defined in the most simple and concise way. A more detailed explanation of the steps could further enhance the information.

  2. thanks for this pages ! now im ready to my interview !! ^^

Comments RSS TrackBack Identifier URI

Leave a Reply

Fill in your details below or click an icon to log in: Logo

You are commenting using your account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s


Get every new post delivered to your Inbox.