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Retail Execution at Your
Fingertips
Salesforce Spring
salesforcedocs
Last updated January
Copyright Salesforce Inc All rights reserved Salesforce is a registered trademark of Salesforce Inc as are other
names and marks Other marks appearing herein may be trademarks of their respective owners
CONTENTS
Retail Execution at Your Fingertips
Retail Execution Planning
Master Data Management
Visit Execution
RETAIL EXECUTION AT YOUR FINGERTIPS
With Retail Execution you as a sales manager can plan store visits for your field reps and analyze
your businesss health across stores You can also use Salesforce Surveys to get insights about your
business from channel partners And as field rep while on a visit you can track inventory take
orders and capture visit details using the Retail Execution mobile app
EDITIONS
Available in Lightning
Experience in Professional
Unlimited and Enterprise
Editions that have Consumer
Goods Cloud enabled
Retail Execution Planning
You can track and manage the performance of stores in your territory You can plan visits for
your sales reps and assign tasks to be performed in a visit Salesforce Maps help you to create
optimized routes for your field reps And with the CRM Analytics app you can increase sales
improve store compliance identify stores at risk and maximize field reps effectiveness You can also use Salesforce Surveys to get
insights about your business from channel partners
Master Data Management
Master data is a combination of legacy data and manually entered and maintained new data Master data is the foundation of
business processes and comprises business rules and functions for users customers regions products and organizational elements
Managing master data ensures consistency and control by providing processes to collect aggregate match consolidate qualityassure
and distribute data
Visit Execution
Execute visits by performing tasks such as check inventory product placement and instore promotions Or you take orders to restock
the inventory or upsell your companys other product offerings You conduct surveys to gather feedback from store staff and
customers
Retail Execution Planning
You can track and manage the performance of stores in your territory You can plan visits for your
sales reps and assign tasks to be performed in a visit Salesforce Maps help you to create optimized
routes for your field reps And with the CRM Analytics app you can increase sales improve store
compliance identify stores at risk and maximize field reps effectiveness You can also use Salesforce
Surveys to get insights about your business from channel partners
Accounts and Contacts in Retail Execution
Use accounts to store information about customers or individuals you do business with Use
contacts to store information about the people you do business with Contacts are associated
to accounts and each retail store in an account can have a different primary contact
EDITIONS
Available in Lightning
Experience in Professional
Unlimited and Enterprise
Editions that have Consumer
Goods Cloud enabled
Manage Your Stores Efficiently
Simplify the way you track stores instore locations and the products sold in these stores by grouping Managing large numbers of
individual stores instore locations and products can be time consuming and confusing Its hard to track which products are sold
in which stores and where products are placed in each store Grouping creates smaller numbers of store groups instore location
categories and assortments making it easy to manage
Retail Execution at Your Fingertips
Retail Execution Planning
Assign a Vehicle to a Rep
Streamline store deliveries by creating vehicleuser assignments for reps When a vehicleuser assignment is active no other
assignment involving that vehicle or user can be activated Also you can add product inventories for vehicles to let reps know the
exact inventory The information about the product inventories help reps meet ad hoc requests from a store
Promotions
Promotions play a significant role in increasing product sales Promotions can be a part of a larger campaign to spread awareness
about a new product or can be a part of a targeted objective
Planogram Set Up
Product placement plays a critical role in attracting consumer attention Examine the planogram task details add a reference image
and associate the planogram with an instore location
Surveys
Create engaging easytouse surveys with a simple editor to collect feedback and information from your users or customers You
can select different types of questions to gather the data that suits your needs After you add a question specify the responses that
participants can choose
Assessment Indicator Definition
Store performance can be measured by a set of parameters These parameters are called the Assessment Indicator Definitions For
example the count of a product on a shelf or product facings on a shelf
Retail Store KPI
In Retail Store KPIs you can define the assessment indicator definition that must be captured for a store group Because the assessment
indicator definition is associated with assessment task definition and store groups to stores Retail Store KPIs are the link between a
store and the tasks to be performed at a store You can also define the expected values of an assessment indicator definition in Retail
Store KPIs
Assessment Task Definition
While on a store visit field reps perform certain activities related to the different aspects of retail execution You can define these
activities as assessment task definitions Assessment Task definition holds information such as name description category and type
of task
Action Plan Template
Action plan template is a reusable framework that you can use to schedule visits where the set of activities to be performed in each
visit remains constant
Get Task Recommendations
Sales managers plan and schedule tasks for visits To maximize profits and deliver brand value its important to create the right tasks
for a visit Einstein Visit Task Recommendation helps you identify the tasks and the assessment indicator definitions that can be
performed on a visit With a single click you can schedule tasks and assessment indicator definitions recommended by Einstein Or
you can choose to review the list and schedule only the most important tasks and assessment indicator definitions
Team Supervisors Roles Responsibilities
Monitor and track the activities of your sales reps to achieve your teams sales objectives Provide guidance to improve a reps
performance and ensure greater customer satisfaction Plan the store visits of your sales reps create storerelated job lists and assign
activities to your sales reps
Activities
Activity is a list of questions or surveys that sales reps can answer during store visits Depending on the visit template added activities
get automatically added to visits that are created using these templates saving you time and effort You can also add products and
customers to an activity to quickly make the activity available to the products and the customers
Visit
A visit is an act where a field rep goes to a retail store and performs certain tasks
Retail Execution at Your Fingertips
Accounts and Contacts in Retail Execution
Substitution Management
With Substitution Management you can maintain service continuity for customers in the absence of reps who handle the account
Define substitutes for sales reps for specific periods and for specific customers The substitute performs key operations for the
unavailable reps customers
Daily Reports
Sales reps and supervisors can use daily reports to analyze track and monitor all field rep activities Daily reports track the productive
time spent on customer visits research and sales and the downtime spent on breaks vacation and private appointments Use daily
reports to improve productivity by tracking the time spent on customer visits Sales reps can use Visit Calendar to create and maintain
daily and weekly visits and update the daily reports for productive and downtime visits
User Tasks
To ensure that you dont miss either a todo or personal action create a user task record You can create a task view and filter a list
of assigned tasks and change the status of a task
Create a Customer Task
You can create a task for a customer only if youre either a supervisor in a customer team or a manager of a customer Create tasks
for a customer by using a customer task template thats assigned to the customer
Asset Management
Assets are items such as refrigerators or freezers that you place at a retail store or customer location to increase your sales As an
assets owner youre responsible for the maintenance repair and other services required for the asset Efficient management of
assets can reduce customer complaints and in turn increase your brand value By actively tracking your assets conditions you can
budget better reduce losses and ensure employee safety
Sales Agreements
Sales agreements enable you to plan your sales and operations better They can help make your business transaction profits and
revenue margins more predictable
Salesforce Maps
With data in a mapbased interface you can visualize and track stores in your territories Give your field reps the visit routes with
minimum travel time and also ensure that the right stores are visited at the right time
Signatures
Admins can configure the signature flow for an object with relevant signatures from multiple roles using signature templates For
example a signature flow that requires a signature from the store manager followed by the signature from the sales rep Customize
the signature flow for processes such as orders contracts and daily reports
Accounts and Contacts in Retail Execution
Use accounts to store information about customers or individuals you do business with Use contacts
to store information about the people you do business with Contacts are associated to accounts
and each retail store in an account can have a different primary contact
The following objects in Retail Execution are associated to an account
Retail Store A retail store must be associated to an account You can group stores from different
accounts to create a store group
EDITIONS
Available in Lightning
Experience in Professional
Unlimited and Enterprise
Editions that have Consumer
Goods Cloud enabled
Contact A primary contact must be associated to an account
Promotions General promotions can be associated to an account
Assortments An assortment can be associated to an account You can also associate an assortment to a store or a store group and
not to an account
Retail Execution at Your Fingertips
Manage Your Stores Efficiently
Manage Your Stores Efficiently
Simplify the way you track stores instore locations and the products sold in these stores by
grouping Managing large numbers of individual stores instore locations and products can be
time consuming and confusing Its hard to track which products are sold in which stores and where
products are placed in each store Grouping creates smaller numbers of store groups instore
location categories and assortments making it easy to manage
Create a Location
Location is the physical addresses of the places where your stores operate
EDITIONS
Available in Lightning
Experience in Professional
Unlimited and Enterprise
Editions that have Consumer
Goods Cloud enabled
Create a Retail Store Group
A group of similar retail stores You can group stores based on similarities such as store size store location and the products sold in
the stores
Create a Retail Store
A store is a place of business open to the public whose primary purpose is to sell retail goods or services onsite This definition
includes showrooms kiosks popups and other temporary locations The store can be leased owned and operated by you or
through an affiliate Create retail store records for store locations You can then create visits for the stores and assign them to field
reps All storerelated visit and order records are available on the stores related list
Associate a Retail Store to Retail Store Groups
You can associate one retail store with multiple retail store groups The store automatically inherits the key performance indicators
KPIs from all the retail store groups Also you can associate one retail store group with multiple retail stores
Create an InStore Location Category
You can create an instore location category to group similar instore locations across a store group For example create an instore
location category of Back Rooms You can then map all back rooms across a store group to the Back Rooms instore location category
Create an InStore Location
An aisle a shelf a payment counter back room or some other location within a store layout You can create an instore location
category to group similar instore locations
Create a Location
Location is the physical addresses of the places where your stores operate
EDITIONS
From the App Launcher find and open Locations and then click New
Enter a name for the location
Select if the location is a site van plant virtual or warehouse
In Visitor Address provide addresses either based on locations or accounts
Enter the longitude and latitude of the location and driving directions if required
Note You can enter longitude and latitude only if you have added the fields in your
page layout
Provide the store location time zone
If a store is part of a chain provide a parent location of the main store
Click Save
Available in Lightning
Experience in Professional
Unlimited and Enterprise
Editions that have Consumer
Goods Cloud enabled
Retail Execution at Your Fingertips
Manage Your Stores Efficiently
Create a Retail Store Group
A group of similar retail stores You can group stores based on similarities such as store size store
location and the products sold in the stores
EDITIONS
From the App Launcher find and open Retail Store Groups and then click New
Available in Lightning
Experience in Professional
Unlimited and Enterprise
Editions that have Consumer
Goods Cloud enabled
Provide a name and a description to the store group
Click Save
Create a Retail Store
A store is a place of business open to the public whose primary purpose is to sell retail goods or
services onsite This definition includes showrooms kiosks popups and other temporary locations
The store can be leased owned and operated by you or through an affiliate Create retail store
records for store locations You can then create visits for the stores and assign them to field reps
All storerelated visit and order records are available on the stores related list
Note A store is a place of business open to the public whose primary purpose is to sell retail
goods or services onsite This definition includes showrooms kiosks popups and other
temporary locations The store can be leased owned and operated by you or through an
affiliate
EDITIONS
Available in Lightning
Experience in Professional
Unlimited and Enterprise
Editions that have Consumer
Goods Cloud enabled
From the App Launcher find and open Retail Stores and then click New
Enter a name for the store
Optional Create a location or search for an existing location
Add the store address
Note This address appears in the field reps visit list And the address gives the location coordinates on Salesforce Maps
Create a location or search for an existing location
Select one of these store types
Regular Store Any standard retail store
Flagship Store The primary store of a chain
Virtual Store An online retail website
Van Store Food truck or delivery business
Set a priority of high medium or low for a store to manage your operations and clientele better
Optional Complete these fields
Operating Hours Select the operating hours for the store You can also create operating hours by selecting Operating Hours
in the App Launcher
Preferred Visit Hours Select the preferred time to visit the store You can also create a preferred time by selecting Operating
Hours in the App Launcher
Delivery Method Select a preferred delivery method such as a pickup truck or a van You can customize the picklist values
based on your business requirements
Payment Method Select the preferred mode of payment such as cash credit or check You can customize the picklist values
based on your business requirements
Retail Execution at Your Fingertips
Manage Your Stores Efficiently
Delivery Frequency Type Select if you want to deliver products to the store daily weekly or monthly
Delivery Frequency Based on your selection of Delivery Frequency Type enter the number of times you want to deliver
products to the store
Select the account that the store is associated with
Select a store group which is required to create a Retail Store KPI
Select a primary store contact person
Save your changes
Associate a Retail Store to Retail Store Groups
You can associate one retail store with multiple retail store groups The store automatically inherits
the key performance indicators KPIs from all the retail store groups Also you can associate one
retail store group with multiple retail stores
From a retail store or a retail store group record page on the Related tab under Retail Store
Group Assignments click Add
Search for and add the required retail store or retail store group
EDITIONS
Available in Lightning
Experience in Professional
Unlimited and Enterprise
Editions that have Consumer
Goods Cloud enabled
Optional Enter a priority order
Priority order determines which retail store group KPIs are applicable for a retail store
Save your changes
Create an InStore Location Category
You can create an instore location category to group similar instore locations across a store group
For example create an instore location category of Back Rooms You can then map all back rooms
across a store group to the Back Rooms instore location category
From Setup go to Object Manager
Enter InStore Location in the Quick Find box
In the Fields and Relationships section select Category In the Category Picklist Values
section you can view the existing categories
EDITIONS
Available in Lightning
Experience in Professional
Unlimited and Enterprise
Editions that have Consumer
Goods Cloud enabled
Click New to add new values
Click Save
Create an InStore Location
An aisle a shelf a payment counter back room or some other location within a store layout You
can create an instore location category to group similar instore locations
EDITIONS
From the App Launcher find and open Retail Stores and then select the retail store for which
you want to add an instore location
Available in Lightning
Experience in Professional
Unlimited and Enterprise
Editions that have Consumer
Goods Cloud enabled
On the Related tab of a retail store record under InStore Locations click New
Enter a name for the instore location
Select the Instore Location Type
Select the planogram associated to the instore location if any
Retail Execution at Your Fingertips
Assign a Vehicle to a Rep
Search and add an InStore Location Category to group similar instore locations across a store group
Select the location of the store
Save your changes
Assign a Vehicle to a Rep
Streamline store deliveries by creating vehicleuser assignments for reps When a vehicleuser
assignment is active no other assignment involving that vehicle or user can be activated Also you
can add product inventories for vehicles to let reps know the exact inventory The information about
the product inventories help reps meet ad hoc requests from a store
Assign a Vehicle to a Delivery Rep
Assign a vehicle to a delivery rep to create a vehicleuser assignment A vehicleuser assignment
helps you to eliminate assignmentrelated confusion and ensure smoother and faster deliveries
to stores
EDITIONS
Available in Lightning
Experience in Professional
Unlimited and Enterprise
Editions that have Consumer
Goods Cloud enabled
Change the Status of a Vehicle User Assignment
When a delivery rep takes an assigned vehicle out for delivery mark the assignment as Active When the delivery rep returns the
vehicle mark the assignment as Complete This way you can ensure that a delivery rep or vehicle has only one active assignment at
any point in time
Add Inventory to a Vehicle
For an active vehicleuser assignment delivery reps can see the inventory available in a vehicle if youve added inventory to it
SEE ALSO
Associate Delivery Task to Action Plan Template
Associate Delivery Task to Shipments
Assign a Vehicle to a Delivery Rep
Assign a vehicle to a delivery rep to create a vehicleuser assignment A vehicleuser assignment
helps you to eliminate assignmentrelated confusion and ensure smoother and faster deliveries to
stores
From the App Launcher find and select Vehicle User Assignments and then click New
Select a user or contact as a driver
Select a vehicle
To create a new vehicle click New Location and select Location Type as Van Then select
Mobile Location and Inventory Location
Enter a planned start date And optionally enter a planned end date
Save your changes
EDITIONS
Available in Lightning
Experience in Professional
Unlimited and Enterprise
Editions that have Consumer
Goods Cloud enabled
Retail Execution at Your Fingertips
Promotions
Change the Status of a Vehicle User Assignment
When a delivery rep takes an assigned vehicle out for delivery mark the assignment as Active When
the delivery rep returns the vehicle mark the assignment as Complete This way you can ensure
that a delivery rep or vehicle has only one active assignment at any point in time
From the App Launcher find and select Vehicle User Assignments
To change the status of an assignment click
or Mark Complete
next to the record and then select Activate
EDITIONS
Available in Lightning
Experience in Professional
Unlimited and Enterprise
Editions that have Consumer
Goods Cloud enabled
Note When you activate an assignment its status changes from assigned to in progress
When the delivery rep returns the vehicle mark the assignment as complete You cant
change the status of a completed assignment
Add Inventory to a Vehicle
For an active vehicleuser assignment delivery reps can see the inventory available in a vehicle if
youve added inventory to it
EDITIONS
From the App Launcher find Product Itemsand select Product Items and then click
New
Available in Lightning
Experience in Professional
Unlimited and Enterprise
Editions that have Consumer
Goods Cloud enabled
Select a product
Select a Location
You can create a location if necessary To create a location thats a vehicle click New Location
and select Mobile Location and Inventory Location and select the Location Type as Van
Enter the quantity that is available in the vehicle in Quantity On Hand
Optional Select the unit of measure
Save your changes
Promotions
Promotions play a significant role in increasing product sales Promotions can be a part of a larger
campaign to spread awareness about a new product or can be a part of a targeted objective
Types of Promotions
You can run promotions at three levels product category individual product and general
promotion
Create a Promotion
Create a promotion and associate it to promotion check tasks
Copy a Promotion
Copy a promotion and modify it per your business needs or reuse a successful promotion
Delete a Promotion
Delete a promotion for an account permanently with all references to products and tactics
EDITIONS
Available in Lightning
Experience in Professional
Unlimited and Enterprise
Editions that have Consumer
Goods Cloud enabled
Retail Execution at Your Fingertips
Promotions
Associate a Promotion to a Product or Product Category
You can associate a promotion to a product or product categories You can also add related files such as banners promotion
specifications pictures and other detailed documents
Associate a Promotion to a Store a Store Group or an Account
You can associate a promotion to a store store groups and accounts to define the promotion channel
Types of Promotions
You can run promotions at three levels product category individual product and general promotion
EDITIONS
Product Category Level
Set the promotion level as Product Category for promotional activities that are running for a
product category For example to clear out stock before winter you offer a discount on all
beverages sold across all stores You can use the product category level promotion check to verify
the percentage increase in sales of the discounted products
Available in Lightning
Experience in Professional
Unlimited and Enterprise
Editions that have Consumer
Goods Cloud enabled
Product Level
Set the promotion level as Product for promotions that are running for specific products For
instance your company launches a new flavor of ice cream To increase product adoption and get early feedback you can offer free
samples in specific stores Run a product level promotion check to track the number of samples consumed and customer feedback on
the samples
General
Set the promotion level as None for promotions that are running without a context of any product or product category For example
to boost overall sales your company instructs all stores in a store group to offer coupons to consumers on purchases above
You can run a general promotion check to ensure that adequate coupons are available for circulation and that banners are placed at
strategic locations
Create a Promotion
Create a promotion and associate it to promotion check tasks
EDITIONS
From the App Launcher find and open Promotions and then click New
Enter a name for the promotion
Provide a description and objective for the promotion
Choose a Category such as advertising sales promotion or publicity
Available in Lightning
Experience in Professional
Unlimited and Enterprise
Editions that have Consumer
Goods Cloud enabled
Note You can customize the picklist values from the Object Manager according to your
orgs requirements
Select the Level for the promotion as either product product category or none
Select a Method for the promotion It can be offering discounts displays and exhibitions of products sampling sessions or free
services You can customize the picklist values from the Object Manager according to your orgs requirements
Mark the promotion as active if required
Select the date range for which the promotion must be valid
Click Save
Retail Execution at Your Fingertips
Promotions
Copy a Promotion
Copy a promotion and modify it per your business needs or reuse a successful promotion
Copy the promotion slogan products tactic and tactic products from a promotion The options
products and tactics selected in the Copied Components section of the child promotion template
are copied to the target promotion
Copy promotions for the same customer or for a different customer under the same sales org To
create a copy for a different customer change the customer in the Anchor Customer field
From the App Launcher select Advanced Promotions
Select the promotion that you want to copy
Click Copy
EDITIONS
Available in Lightning
Experience
Available in Professional
Enterprise and Unlimited
Editions with the Consumer
Goods Cloud
USER PERMISSIONS
Enter a slogan
To copy a promotion
CGCloud KAM OR
CGCloud Sales Support
Select an instore date
Select the anchor customer
Click Save
Tip To create the promotion and modify its settings click Save Edit
The new promotion is automatically assigned a unique name and is set to the planning phase
SEE ALSO
Salesforce Help Assign a Child Promotion Template to a Promotion Template
Delete a Promotion
Delete a promotion for an account permanently with all references to products and tactics
EDITIONS
You cant delete a promotion in these cases
The promotion phase is Committed or ForApproval and the REPromotionLockStatus setting
isnt added in Custom Settings The LockDeletionc field is automatically set to true and the
promotion is locked for deletion
Available in Lightning
Experience
The current phase of the promotion is added in the Value field in the REPromotionLockStatus
setting Then the LockDeletionc field is automatically set to true and the promotion is
locked for deletion
Available in Professional
Enterprise and Unlimited
Editions with the Consumer
Goods Cloud
The promotion is locked LockDeletionc is true irrespective of the phase of the promotion
or values configured in the REPromotionLockStatus setting
USER PERMISSIONS
The promotion has active associations such as order items or activities A warning message is
shown when you try to delete a promotion that has associations
Note To exempt the deletion of promotions in specific phases set the promotion lock status
by using Custom Settings
From the App Launcher find and select Advanced Promotions
Select the promotion that you want to delete
Click Delete
To delete a promotion
CGCloud KAM OR
CGCloud Sales Support
Retail Execution at Your Fingertips
Promotions
Note A promotion after deletion cant be recovered
Click Delete to confirm
SEE ALSO
Salesforce Help Configure Promotion Lock Status
Salesforce Help Add Promotion Lock Status
Associate a Promotion to a Product or Product Category
You can associate a promotion to a product or product categories You can also add related files
such as banners promotion specifications pictures and other detailed documents
EDITIONS
From the App Launcher find and open the Promotions item
Available in Lightning
Experience in Professional
Unlimited and Enterprise
Editions that have Consumer
Goods Cloud enabled
Select the required promotion
In the Related tab of the promotion you can
Add files that field reps can refer to during a visit
Click Add in the Files related list
Select the required files and click Save
Associate the promotion to products or product categories
Click Add in either the Products or the Product Categories related list
Select the required options and click Save
Associate a Promotion to a Store a Store Group or an Account
You can associate a promotion to a store store groups and accounts to define the promotion
channel
EDITIONS
From the App Launcher find and open Promotions
Available in Lightning
Experience in Professional
Unlimited and Enterprise
Editions that have Consumer
Goods Cloud enabled
Select the required promotion
Click Add in the Promotion Channel related list
Search for and add required retail store store group or account
Select the start date from which the promotion is valid
Optional Specify an InStore Location if a promotion is applicable at a specific location For example place a banner near the
payment counter to attract customers
Save your changes
Note If youve associated a promotion at the store level and another one at the store group level both of the promotions
are applicable to the store To remove a promotion for a store delete the association of the promotion from the relevant retail
