PEPSI- Sales Trainee Program 百事管理培训生项目

PEPSI- Sales Trainee Program 百事管理培训生项目

EOC- 06’ Sales Trainee ProgramApr,17th 2006

PEPSI- Sales Trainee Program 百事管理培训生项目

Program PurposeWith company business quick developing and sales team rapid expansion, we need qualified talents as sales managers back up. Through this project, we could promote company image and extend brand awareness among the campus.

PEPSI- Sales Trainee Program 百事管理培训生项目

Program ExpectationTo cultivate Sales Trainees become qualified Sales Managers back up.Within 1st year 1. Understand PepsiCo Organization and Culture 2. Be familiar with every aspect of sales operation, such as: MT /TT channel, KA management ,Route management, Sales Development & Planning, etc. 3. Could individually handle customer or responsible for distributor management. Within the later 2 years 1. Quickly become an outstanding sales people in their based city. 2. Master some basic management skill & professional skill.

PEPSI- Sales Trainee Program 百事管理培训生项目

Program ProcessThe First year---SOP learningFor TT & MT Learning 1. Work as MD and DSR in the first month of TT&MT. 2. Learn from the personal buddy (LSR/SO) in the second month of TT&MT. 3. With AUMs support, Trainee will be assign work as LSR doing from the 3rd to 4th month. For KA & TM learning 1. Also will have separate buddy, learn from them for the each functional operation process. 2. Assist KA or TM colleague to deal with daily work.

4 Months

4 Months

TT

MT

KA2 Months

TM2 Months

RSM will be Trainee’s mentor, should have monthly review & appraisal with them.

PEPSI- Sales Trainee Program 百事管理培训生项目

Program ProcessThe 2nd YearAs TT LSR

The 3rd YearAs MT LSR

Min. achievement: 1. Average achievement rate > 100% 2. PDR >= (3,3) 3. Direct selling Customer and DSR mgt. 4. could be SO if achieve 20 tons continuous 6 monthsDuring the whole 3 years: If his/her PDR < 8, he/she will out of company. If he/she has good performance in the 1st year, then he/she could approach internal posting job opportunity.

PEPSI- Sales Trainee Program 百事管理培训生项目

Recruiting ProcessTarget University: SH: Shanghai University Tong Ji University Dong Hua University JS: Nan Jin University Su Zhou University Jiang Nan University ZJ: Zhe Jiang UniversityRecruitment Information release:

Advertisement recruiting information through 51Job/Chinahr/Campus website Connect with the target University’s career coaching center and posting job description on campus Web

Interview Process: the 1st round: Group Discussion (case study) the 2nd round: Role Play the 3rd round: Face to face Interview Attendance: RU /HR / Sales Training

PEPSI- Sales Trainee Program 百事管理培训生项目

Training CurriculumBefore on board Q1 Q2 Q3 Q4

Business Understanding

Boot Camp

Orientation

Shopper Insight & Innovation

Financial Awareness & Cost Control

Competencies and General Skills

Time Mgt

Presentation Skills

Data Analysis

Communica tion Skills

Professional Selling Skills

Route Mgt

Professional Skills

Professional Negotiation Skills

Customer Mgt

Field Coaching

PEPSI- Sales Trainee Program 百事管理培训生项目

Trainee RAM角色：通过三年的轮岗培训，精通各个渠道的操作，成为一名优秀的销售经理。 角色：通过三年的轮岗培训，精通各个渠道的操作，成为一名优秀

的销售经理。 职责： 职责： 1、熟悉MD、DSR操作流程； 2、具备销售代表的基本素质：100%达成率以及掌握各个渠道的销售技巧； 3、具备销售主管的基本素质：100%达成率，重点客户谈判技巧以及理货员的管理能力； 4、具备销售经理的基本素质：卓越的销售技巧以及出色的团队管理能力。 要求： 要求： 1、应届毕业生； 2、本科以上学历； 3、市场、营销、食品等相关专业； 4、具备良好的组织、沟通能力； 5、热情、开朗，并热衷于销售事业； 6、工作地点:上海、浙江、江苏。 Role: Taking three years training program and become a excellent AUM through working practices. Responsibilities: 1. Familiar with MD/DSR responsibility 2. LSR capability with 100% achievement and good skill different channel ability 3. SO capability with 100%achievement and excellent KA negotiation ability, specialized in MD/DSR management 4. AUM capability with Specialized sales skills in all channels /excellent team management. Job Requirement: : 1、Bachelor degree. 2、Mainly majored in Marketing、Sales、Food and other relevant major. 3、Good organization and communication skills. 4、Open、passion and be wild about sales career. 5、Location: Shanghai/ Zhe Jiang/ Jiang Su