This is how the process is designed to work:

Salesman physically visits every store in his territory as per a plan called PJCP (Permanent Journey Cycle Plan). The plan would be something like 'Visit Store X every Tuesday, Store Y every alternate Tue.'

Once at the store, the salesman takes a look at the stock carried by the store and then tries to oversell to the owner. They negotiate and the salesman takes note of the order.

Salesman comes back to the office and hands over the order sheet.

On the next scheduled delivery date to the store, the products get delivered to the store.

Salesman collects payment on his next visit to the store and takes the next order.

The biggest problem being faced by the industry today is that of salesmen not following the PJCP. The reasons are many - bad weather, bad traffic, absenteeism, unrealistic plan, lack of motivation etc.

So if the salesman doesn't turn up to take order, the store wouldn't get its stock, which means lost sales for both the store and the manufacturer.