[ A HANDBOOK ON FMCG SALES ] 4. Field Systems 4.1 In the Market 4.1.1 Daily Sales Report(DSR) A typical DSR is illustrated in the figure below: Table. 4.1.1. A Name HQ State Distributor Town Worked Beat Worked Starting Time Finishing Time SKUs SKU 1 Today's opening Stock at DB point Today's Target S.No. Name of Outlet Type 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 Today's orders booked Planned Calls Actual Calls Productive Calls % Productivity New Outlets Note: Category A B C D Type Sales Greater than Rs. 1000 Sales Between Rs. 500 to Rs. 999 Sales Between Rs. 100 to Rs. 499 Sales Below Rs. 100 Grocer/Kirana General store Ice Cream/Cold Drink shop Self Service Store Bakers & Confectioners Others GR GS ICS/CDS SSS B & C O A DSR is the primary tool used by a frontline Sales Person in the Market to book Orders. This also is the primary source of Market information for the company. On the one hand, it gives the sales person focus for the day on areas like Total Calls, Productive Calls, Sales Value, Range Selling and the Day Target. 19 Cat. SKU 2 SKU 3 SKU 4 Units Value Date Month/ J.C. Worked with
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