National Sales Congress 2016
Contents
Introduction
1
Vision of NASCO
2
Objective of NASCO
2
Period of Review
3
Nominations
3-4
Awarding Categories
5
Entry deadlines and fees
6
Judging Process
7
Competition Calendar
8
Entry Form 2016
9 - 11
Contact
12
Introduction
Sri Lanka Institute of Marketing (SLIM), the National body for Marketing, is delighted to announce its
premier event dedicated to recognize the efforts and performance of Sales Personnel, which is also the
only national level event to recognize and reward the Sales Force of Sri Lanka. NASCO 2016.
This prestigious event has been held for 09 consecutive years, as companies made their nominations of
outstanding sales professionals who were given a training (1/2 day) by an eminent panel of sales
professionals in the industry which was followed-up with a celebration of their success. There was no
process of evaluation by SLIM and all participants were awarded only a certificate. In 2010, SLIM went
one step further, and introduced the inaugural NASCO awards program as an evaluation and selection
of sales champions in various sectors as well as job categories. For the first time, SLIM introduced a
special award for female sales professionals under each category in 2013.
This year the automotive category has been added to the list of awards in addition to few categories
been broken break into sub categories (FMCG, Healthcare and Insurance) for purpose of more clarity &
fairness.
Vision of NASCO
The premier event in Sri Lanka that recognizes sales excellence, rewarding and motivating sales
professionals to achieve greater heights.
Objectives of NASCO
• To raise the standard of sales professionalism in Sri Lanka.
• To recognize and reward the Performance (Capability) and the Potential (Capacity) of sales
Professionals.
• To enhance the profile of the sales profession in Sri Lanka.
Period of Review
The period of review shall be the year ending 31st December, 2015 / 31st March, 2016.
Nominations
Nomination could be made by any organization (Limited Liability Company, Partnership or sole
Proprietorship) duly registered as a business in Sri Lanka and carrying on business in Sri Lanka.
Organizations will be classified as follows.
Fast Moving Consumer Goods (FMCG)

Food
Packaged and frozen foods

Beverage
Diet and non-diet soda, coffee, tea, juices, bottled water

Cosmetics & Household
Personal care items such as cosmetics, fragrances, shampoos, hairsprays, soaps
deodorants, hair coloring; personal care, cleaning products, waxes, detergents, floorcare products, fabric softeners/ paper products, domestic services, mowers, lawn care
services
Financial Products & Services
Credit cards, financial institution and specific products or services including loans, finance,
deposits, mortgage, leasing etc.
Automotive – Vehicles, Related Products & Services
Cars, trucks, motorcycles, gasoline, motor oil, tires, batteries, paint, quick-lube, oil change etc.
Corporate Selling
Sales made between two large companies
Industrial
Machinery, manufacturing plants, materials, and other goods or component parts for use or
consumption by other industries or firms. i.e. building materials,
Media
Broadcasters, magazines, newspapers, web sites, consumer or trade media, radio and television
stations (inc. networks).
Consumer Durables
Audio/Video devices such as TVs, radios, VCRs, cameras, sound systems, and white goods &
brown goods, furniture (product) etc. Kitchen appliances, air conditioners
Telecommunication – Products & Services
Fixed/Mobile products & service providers
Fashion / Clothing
Brand of clothing, eyewear, hosiery, jewelry, foot ware
Healthcare – Products & Services
OTC, drugs, vitamins, first-aid products and devices, hospitals, referral services, dental and
medical care services, chronic, weight loss products etc.


Promoters
Sellers
Insurance
 Life
 General
A&T (Alcohol & Tobacco)
Travel & Leisure
Cruises, hotels, resorts, amusement parks, recreational, airlines, travel tours etc.
IT – Products & Services
Includes desk and portable computers for business/personal purposes (desktop systems,
notebook computers, PDAs, tablets etc.) and computer peripherals for business/personal
purposes (scanners, modems, printers, monitors, etc.) software, groupware, operating systems,
or any other software marketed to consumer or business users.
Modern Retail
Department stores, food retailers, and discount/bulk retailers and store, and/or web site that
specializes in one particular line of products. (i.e. clothing, health food, shoes, pet care, toys)
Awarding categories
An organization may make nominations under the following categories.
Territorial Managers
Territorial Managers should be in the management grade of the organization in the sales function
responsible for a defined geographic territory or a set of customers. They should have at least three
direct reports who are in the other two categories defined below. They are likely to have designations
such as Regional Manager, Area Sales Manager, and Territory Manager etc. (it is essential that the
nominees are designated “Manager”.
Sales Executives and Sales Supervisors
This category is for sales professionals who are in the Executive or Supervisory category of the
organization. They should have at least one direct report of the category defined below.
Front-Liners
This category is dedicated to sales professional with front line sales responsibility.
Note : All nominees MUST have worked in the job category they are being nominated in the same
organization that is nominating them for a period of not less than 12 calendar months as at the end of
the period under review. E.g. 31st December 2015 / 31st March 2016 for 2016 NASCO Awards.
How many nominations may be made?
Each organization may make only the prescribed maximum no. of nominations as stated below.
• Territorial Managers – Two (02)
• Sales Executives and Sales Supervisors – Four (04)
• Front-Liners – Seven (07)
Separate business units under the same legal entity cannot make nominations on their own.
Nomination Process
A separate nomination must be made for each person nominated by the organization. Organizations
are advised to nominate only outstanding sales professionals on the basis of their performance in the
current job and the potential to take higher responsibilities in their organization. The organizational
evaluation must be done by the head of the sales function of the organization and countersigned by
the CEO of the organization.
Entry deadlines & fees
Nomination forms must be handed over to the SLIM Secretariat at SLIM Home, #94, Ananda Rajakaruna
Mawatha, Colombo 10, by 1pm on 30th June, 2016 an official receipt obtained. Each nomination must
accompany a receipt obtained from SLIM for the nomination fees paid by the organization. All entries
will be pre-screened by a panel appointed by the organizing committee.
Nomination fees for NASCO 2016 are as follows. If you would like to pay by cheque, it should be drawn
in favor of “Sri Lanka Institute of Marketing”.
• Territorial Managers
– Rs. 16,000.00 + 2% NBT + 15 % VAT
• Sales Executives and Sales Supervisors – Rs. 13,500.00 + 2% NBT + 15 % VAT
• Front-Liners
– Rs. 11,000.00 + 2% NBT + 15 % VAT
Awards types
•
•
•
Territorial Managers
Sales Executives and Sales Supervisors
Front-Liners
Best Female Award - Out of each category, the best female sales person will be selected for this
award
These awards will include a trophy and a certificate. In addition, all nominees unless disqualified, will
receive a merit certificate, these certificates will be mailed in the months following the awards gala.
Awards criteria

Each category has possible Gold, Silver, and Bronze awards.

No awards will be made if no entry achieves the threshold.

If there is any dispute, the Head of the Judging panel will have the final verdict in casting
vote.
It is possible that a category may produce one, two, three or four winners of any level or perhaps no
winners at all – no matter the number of finalists.
The judge’s scores determine whom to be awarded gold, silver or bronze NASCO 2016 trophy. Each
winning level - Gold, Silver and Bronze - has a minimum score required in order for a finalist to be eligible
for an award.
Note : All decisions on screening & judging made by the Jury and the Organizer are final
Judging Process
Sales Executives and Sales Supervisors:
Judging process will involve a face-to-face interview of the nominees with a sub panel of 3 - 6 judges.
Evaluation of nominees for awards will be on two broad areas;
1.
Performance (Capability) 60% – This refers to how well the nominee has performed in his
current job with respect to his job functions and standards during the 12 months under review.
The nominee must provide oral evidence of the functions allocated to him, standards set for
those and to what extent he has met or exceeded them. The nominee must also be able to
articulate how he achieved these successes with specific examples.
2.
Potential (Capacity) 40% – This refers to the ability of the nominee to move up in the sales
hierarchy to the next higher level. The nominee must demonstrate that he has recognized the
needs of the next higher level and has taken tangible steps to develop his Skills to take up higher
responsibilities. These will include specific requirements of the job as well managerial skills.
Territory Managers:
For applicants under this category judging process will involve a face-to-face interview of the nominees
with a sub panel of 5-10 judges.
Each nominee will be given 10 minutes to present, on 2 main evaluation criteria’s Capacity & Capability
as mentioned above. The judges will ask questions for 05 minutes and individual scores will be entered.
Finally the totaled scores will be presented to the judges for final consent.
Once all interviews are completed, the auditors will tabulate the average scores in descending order
under each category and select the award winners based on the criteria.
Note :
ENTRY FORM 2016
COMPANY INFORMATION
1.
Name of the company:
2.
Business registration no.:
3.
Registered address:
4.
Phone:
7.
Nature of business: (Please tick appropriate)
5.
6.
E-mail:
Fax:
Fast Moving Consumer Goods (FMCG)
☐
Financial Products & Services
☐
Industrial and Agricultural Products and Services
☐
Media
☐
Consumer Durables
☐
Automotive
☐
Fashion and Clothing
☐
Alcohol & Tobacco
☐
Healthcare
☐
IT
☐
Travel & Leisure
☐
Corporate Selling
☐
Modern Retail
☐
Insurance
☐
Telecommunication
☐
NOMINEE INFORMATION
8.
Name:
9.
Designation:
11. Mobile No.:
10. Email ID:
12. Nominated for category: (Please tick appropriate)
Front Liner
☐
Sales Supervisor / Executive
13. Name & Designation of the immediate supervisor of the nominee:
☐
Territory Manager
☐
ENTRY FORM 2016
14. Product/Service brands sold by the nominee :
15. No. of sales professionals reporting to the nominee:
(applicable only for Executives / Supervisors & Territory Managers only)
16. Total value of business under the nominees control:
17. Geographical area or customer segment assigned to the nominee:
18. Job functions – Please list the main job functions of the nominee
a.
b.
c.
d.
e.
f.
19. Performance of the nominee for the calendar year ending 31st December, 2015 / 31st March, 2016
Job function
1.
Sales volume
2.
Sales value
20. Special achievements of the nominee during last year
(Why do you classify this nominee as a top performer in your organization)
%
ENTRY FORM 2016
SIGNATURES
I certify that,
The information contained in this nomination form are true and accurate
The nominee has been working in our organization for the entire period under review in the category in which
he is nominated
The organization will allow the nominee to participate in the interview process as well as the award ceremony
Name (Head of the Sales):
Designation:
Signature with stamp
*Note – Each company should nominate a coordinator to notify all the nominees there respective details, dates and
times for NASCO 2016
Name:
Contact no.:
Email :
Contact
Questions?

Ranga Perera
Project Chairman
Tel

: 0773866143
Chalani Fernando
Officer – Events
Sri Lanka Institute of Marketing
#94, Ananda Rajakaruna Mawatha,
Colombo 10.
Tel
: 0727266988
E-mail
: [email protected]