Sales Territory Presentation On “ITC”

About the Organization• ITC was established on August 24, 1910• Indian public conglomerate company headquartered

in Kolkata, West Bengal, India• Among India's Most Valuable Companies by Business

Today. • ITC also features as one of world's largest sustainable

value creator in the consumer goods industry in a study by the Boston Consulting Group.

• ITC also ranks among Asia's 50 best performing companies compiled by Business Week.

Product Line

SOME PREMIER ITC BRANDS

Sales Organization Structure

Sales Trainee

Area Executive

Area Manager

Assistant Manager

Branch Manager

Regional Branch Manager

National Sales Manager

Sales Force Distribution Channel

Distribution Channel

WHOLESALE DEALER

BASE

FACTORY

WHOLESALE DEALER

BASE

RETAILER

CNF

Sales Target……• Quarterly basis(According to population) Below OLP 1 Distributor OLP 1 Distributor FLP 2 Distributor TLP 2-3 Distributor• Sales target decided on past track

Territory Alignment(Jaipur)

• Per Salesman- cover 210 outlets • 1 Market- 35 outlets• 6 working days- 6 market• Timings (Jaipur)- 10-4:30• Area Executive- 12 Salesman• All clear and detailed information by Area

Executive

Salesman Working

• Routing & Zoning

Alignment of routes

3 salesman at one place

For cost efficiency

Role of Salesman• Prospecting- Searching for new outlets• Targeting- Visiting potential outlets• Communicating- Informing about products and offers• An order taker- As per requirement in retail and

convenience outlet • Selling to retailers and convenience outlet• Servicing- Removal of damaged/expired(DND)products• Information gathering- About needs/ preferences of

customers• Allocating- Fixed time to each outlets• Cash collection

Functions of Sales Force• To prepare the marketing plan at the beginning of every

year, taking into consideration the demand, sales, production capacity and customer performance.

• To promote the products through media and advertisement.

• To study the market, competitors’ products and their strategies.

• To make the product available at right time.

Reporting Norms

• Daily Basis or Weekly Reporting

Salesman Team Leader Area Executive

Area Manager

And So on..

Sales-force Information(Jaipur)

Number of sales-force required Personal Care:- 30 Salesman Food :- 80 Salesman Cigarettes :- Different routes Wheat flour and Biscuits have different

salesman apart from those who are in food

Selling Process Salesman takes order

Packaging

Delivery Man

Market

Performance Appraisal• To Salesman Incentives (in value) Operation Vistar• To Area Executives Upon % of growth in sales Apple iphone7

• On the basis of Targets

• Monthly Sales Target• Visibility Target

Monthly Target

• Sales Volume for each product category

• Market share growth rate

Performance of the branch

Training & Development Salesman Training• 45 days training• Verbal Training• 7 days training by going in market along with

experienced person• Then person goes alone• Then decides whether to select that or not

Sales Trainee Training• Work under Area Executive• Visit to small towns & villages• Training Period- 6 months

Others Induction

TrainingOn Job Training

Internal Training

Competency Development

Induction Training

Sales Trainee

Duration: 1 week

Place: HO

For Sales Trainee and AE

Duration: 1 month

In Branch office

Internal Training

Competency Training

Branch Manager recommends AE and AM

for training

Location: Head Office

Duration: 6 Days

Territory Distribution• 1 Distributor- 15-20 km• For rural area- 1 village per 1 distributor

Supply through van in small villages Known as PSR (Personal Sales Representative)

Challenges Or Issues• Issues regarding credit• Over stock• If no salesman in any of the sector then target

remains uncompleted• High price of some of products as compare to

competitor's price of same kind of product• High competition• Shortage of product when high demand

Some More Insights….• Highest competitor- HUL• Second rank in FMCG in India• 0% effect of Demonetization on Company’s

growth• Best Management• No single credit in market i.e no debtors

Turnover(Jaipur)

• Cigarettes- 20-25 cr p.m• Food- 8-9 cr Avg p.m• Personal Care- 1.5-2 cr p.m

Rajasthan’s monthly turnover from Personal Care is 25-30 cr

Some of Negative Aspects• Not having proper margins at outlets• Sometimes stock does not made available at

right time at right place• More focus on sales target rather than

business expansion. (Salesman focuses more on large outlets which purchases in large volume).

• Poor level of motivation among sales staff.

Thank You…….

Presented By:-Garvit ShahHarshita SharmaKomal KhannaKrishna DhootRhythmSonali Gupta