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Marketing Sales Officer SOP
- 1. HPM CROP PROTECTION DIVISION
- 3. SOP – SALES & MARKETING
- 4. What is Sales & Marketing Sales are activities related to selling or the number of goods sold in a given targeted time period. Salespeople are responsible for managing relationships with potential clients (prospects) and providing a solution for prospects that eventually leads to a sale . Marketing encompasses all activities that help spark interest in your business. Marketers use market research and analysis to understand the interests of potential customers. Marketing departments are responsible for running campaigns to attract people to the business' brand, product, or service. marketing is the process of getting people interested in the goods and services being sold.
- 7. WHO IS SALES LOVER ?
- 9. APPOINTMENT OF CHANNEL PARTNERS SALES TARGET COLLECTION TARGET OUTSTANDING RECOVERY KHARIFF /RABI SEASONS PRODUCT’S DEMOSTRATION FIELD WORKS WITH FARMERS RESPONSIBITY
- 10. APPOINTMENT OF CHANNEL PARTNERS Channel / Distributor partners are great for business; they grow both the company and brand allowing you to know that working together is driving increased profits and even more customers to the company. We have Two Type Channel Partners. Retail business is the purchasing of finished goods from manufacturers and direct sales to farmer. Retailer Partners is good for risk-free business and spreading business easily into area
- 11. CHOOSING OF DISTRIBUTOR / CHANNEL PARTNERS 1. Understanding of area of Market ( Credit / Cash ), and Crops, Products Find out the channels specific targets such as geographic focus and business type and demands. See what sort of network they have in place and determine if the size and location suits the business. 3. Distance of Market and future of development of market - Does the channel have a stable for future or not and secure business model or not. 4. Personal & Financial information of Distributors into market - Understand the channels financial position, are they growing? What’s their profit and loss? Cash flow, size, revenue, business with others companies. 5. After matching all distributors information with Company policy criteria for Partnership Mentality, Need to fills the KYC FORM with Annexure which to be verify by State head/ZM before submission to H.O. TEAM for appointment. 2. Target for market - Consider the channels target market and see what sort of successes and failures they’ve had along the way. What is their focus and strategy to get ahead in their market are they aiming to be number 1 or just to grab some market share? What is their knowledge and expertise?
- 12. Requirement of Documents for appointment of Distributor / Channel Partners 2/3 blank cheque of Govt. / Private bank under RBI. 2 Blank Letter head 2 Photo of person Shop’s Address Proof which should be matched with Letterhead address / Licences copies. Gst – Should Be Match With Pan Aadhar Card & PAN Card Bank certificate for signature verification. KYC FORM which show the business details and turnover of the distributors Pesticide and Fertilizer licence with valid date or Challan for apply. Last 3 or 6 months bank statement or last year ITR COPY. 2+2 Reference :- Business Reference + Personal Reference Email ID Mobile NO with Whtsup App. No. If company / partnership , they give MOM ,MOA, Partnership deeds. Etc.
- 13. CHOOSING OF RETAILER PARTNERS 1. Understanding of area of Retail Market in Cash Business Crops, Products 2. Understanding of Distributor Relationship which already appointed and not disturbed by the retailer’s appointments 3. Target for market - Consider the channels target market and see what sort of successes and failures they’ve had along the way. 4. After matching all Retailer’s information with Company policy criteria for Partnership Mentality, Need to fills the SRK FORM BY ONLINE PORTAL.
- 14. Analysis of Appointment of Distributor / Retailer Channel partners Monthly and Yearly review with Sales Team about Target Vs appointment of Distributor and Retailers Channel partners. Monthly and Yearly review the business with New appointment Channel partners. Share the further strategy against Shortfall business and appointment Monthly review of Supply and demands of New appointment Channel partners. Review of relationship with Customer in terms of business.
- 15. Product & Category Information Herbicides (US: /ˈɜːrbɪsaɪdz/, UK: /ˈhɜːr-/), also commonly known as weedkillers, are substances used to control unwanted plants.[1] Selective herbicides control specific weed species, while leaving the desired crop relatively unharmed, while non-selective herbicides (sometimes called total weedkillers in commercial products) can be used to clear waste ground, industrial and construction sites, railways and railway embankments as they kill all plant material with which they come into contact. Apart from selective/non-selective, other important distinctions include persistence (also known as residual action: how long the product stays in place and remains active), means of uptake (whether it is absorbed by above- ground foliage only, through the roots, or by other means), and mechanism of action (how it works). Historically, products such as common salt and other metal salts were used as herbicides, however these have gradually fallen out of favor and in some countries a number of these are banned due to their persistence in soil, and toxicity and groundwater contamination concerns. Herbicides have also been used in warfare and conflict.
- 16. Fungicides are biocidal chemical compounds or biological organisms used to kill parasitic fungi or their spores.[1] A fungistatic inhibits their growth. Fungi can cause serious damage in agriculture, resulting in critical losses of yield, quality, and profit. Fungicides are used both in agriculture and to fight fungal infections in animals. Chemicals used to control oomycetes, which are not fungi, are also referred to as fungicides, as oomycetes use the same mechanisms as fungi to infect plants.[2] Fungicides can either be contact, translaminar or systemic. Contact fungicides are not taken up into the plant tissue and protect only the plant where the spray is deposited. Translaminar fungicides redistribute the fungicide from the upper, sprayed leaf surface to the lower, unsprayed surface. Systemic fungicides are taken up and redistributed through the xylem vessels. Few fungicides move to all parts of a plant. Some are locally systemic, and some move upwardly.[3]
- 17. Insecticides are substances used to kill insects.[1] They include ovicides and larvicides used against insect eggs and larvae, respectively. Insecticides are used in agriculture, medicine, industr y and by consumers. Insecticides are claimed to be a major factor behind the increase in the 20th-century's agricultural productivity.[2] Nearly all insecticides have the potential to significantly alter ecosystems; many are toxic to humans and/or animals; some become concentrated as they spread along the food chain.
- 18. Product growth regulator - growth regulator - (botany) a plant product that acts like a hormone. phytohormone, plant hormone. phytology, botany - the branch of biology that studies plants. auxin - a plant hormone that promotes root formation and bud growth.
- 21. It is a single practice demonstration and used to show the technique of doing things or carrying out new practices, e.g. how to operate tractor, how to apply fertilizer in the field, preparing a nursery-bed, treating seed with pesticides, method of sowing, soil sampling, grafting fruit trees, etc. Agriculture Demonstration into Market
- 22. Field Activities Policy Field activity have to do on every Saturday and upload the picture and information into farmer online portal.
- 23. Complaints & Solutions Type of Solutions- 1.They tell you where you can improve 2.They give you a chance to do something about their unhappiness 3.Discuss with Management team. Type of Complaints- 1. Visit / Demo Complaints 2. Product Complaints 3. Farmer Complaints 4. Accounts relative Complaints 5. Logistic and supply Complaints 6. Promotional Activities Complaints
- 24. Complaints Online Portal Product Complaint : https://hrportal.hpmindia.com/complaint.php Sample Withdrawal : https://hrportal.hpmindia.com/sample_withdrawl.php
- 25. TA / DA EXPENSES Travel Guidelines (Safety & security of employees and Goodwill of Company) for employees to be followed while travelling. . Claim Expenses will be settled by H.O Account team with adjusting of advance/ imprest money if any Every sales employee have to update the TA/DA expenses into HPM Online portal on daily basis Claim Expenses & Report checked by Reporting / State H.O.D and monitoring the same, Accountant will be update the same into SAP Is Claim Exp. Is authenticate Stop for discrepancy and take action against disciplinary, and resolve the same TOUR PLANS WILL BE DEFINE AND APPROVED BY STATE HOD. HE WILL BE MONITORING AND REVIEW THE SALES /COLLECTION / O/S RECOVERY AT AREA, STAFF EFFORTS, ETC.
- 26. SALES GOALS Sales goals are targets geared towards increasing revenue and boosting sales efficiency. Sales goals can be defined from the standpoint of the company as a whole or just for an individual salesperson. Sales goals and achievement, expenses ratio will be review on monthly basis.
- 27. SALES TYPE –SUPER CASH, CREDIT Advantage of super cash sales 1. No risky for Outstanding. 2. Increase of cash flow. 3. Product Branding 4. Nil follow-up for Money from customer 5. Increase Demand of Product and Business 6. NO sales return 7. Reduce TA/DA expenses Cost 8. More time for increasing the business
- 28. A
- 29. COLLECTION GOALS Efficiently collecting payment on current accounts receivable and past-due accounts while maintaining positive customer relationships is the main goal.
- 30. OLD OUTSTANDING & LEGAL Sales & Marketing Team have to monitoring the all Outstanding and reduce the pending/old outstanding of the customers. Sales & Marketing Team have to do liaision work with administrator towards recovery of legal Outstanding by hook or by crook. Sales & Marketing Team’s is responsible recovery of Outstanding( old/Legal) and achievement of sales & collection also. Case filing and monitoring of case will be handle by H.O. LEGAL TEAM and instruct to Sales team for particular action.
- 35. HPM'S KRA/KPI Sales team have to submit KRA/KPI after H.O.D approval into H.R. DEPT time to time, so that at the time of appraisal, all aspect will be review and recognize the performance of Individual / Team performance.
- 37. Important Information, videos, links All Information will be available on https://hpmindia.com/
- 38. 1.Chairman / MD Interview - Corporate Videos Links – Page -1 2. Khushkhera, Samba Plant information Videos Links – Page-2 3. R&D Lab Video Links – Page -3 4. Awards & Recognition Video Links – Page-3 5. NDTV Media Coverage Video Links – Page-4 6.Jashne Youngistan media Video Links -Page-4 7.ABP Media Coverage Video Links – Page-5 8. Insecticide Product Links – Page-6 9. Fungicide Product Links – Page-7 10.Herbicide Product Links – Page-8
- 39. 11.Insecticides Product packaging Videos Links – Page-8 12.Fungicide Product packaging Videos Links -Page-9 13.Herbicide Product packaging Videos Links – Page -10 14.Jingles Videos Links – Page-11 15. SAP HANA Videos Links – Page-15 16. Samriddhi Sambhav 2018 Videos Links – Page-15 17. Radio FM Viedos Links – Page-17 18. Pragatisheel Baithak 2019 –Khushkhera, Nagpur, Rajasthan , Punjab, MP Videos Links – Page-17 19. Days Celebration Videos Links – Page-20 20.Crop Solution Videos links – Page-20
- 40. 1.Insecticide Product Video Links – Page-1 2.Fungicide Product Video Links – Page-2 3.Herbicide Product Video Links – Page-3 Product, Crop, Testimonials Information Links 1.Crop Solution Product Video Links – Page-1&2 1.Testimonials State-wise Videos Links
- 41. Product COA Videos links What is a COA for chemicals? A Certificate of Analysis (CoA) is an important document provided with a range of manufactured products like food, chemicals, research products, and pharmaceutical products. It reports on the quality assessment of the production lot, ensuring that the released product meets the desired quality standards. . Videos link - https://research.hpmindia.com/coa_main_page.php
- 42. Krishi NivaranVideos links Videos link - https://hpmindia.com/kris hi-nivaran.php
- 44. NABL CERTIFICATION NABL is a constituent board of Quality Council of India which provides accreditation to Conformity Assessment Bodies (Laboratories) for a specific scope following ISO/IEC 17025, ISO 15189, ISO/IEC 17043 & ISO 17034:2016 Standards. Videos link - https://hpmindia.com/nabl.php
- 47. AWARD WINNING
- 50. AWARDS & RECOGNITION https://hpmindia.com/awards-recognition.php Over the years, HPM has been honored for delivering excellence in product capabilities, governance, relentless service and inventive spirit Various awards & recognitions received by HPM confirm the achievements, leadership qualities, and impact that team HPM has been vested with.
- 51. OTHER KNOWLEDGE INFORMATION LINKS 2.Technical Booklet - https://hpmindia.com/technical_booklet.php 1. Corporate Profile - https://hpmindia.com/corporate_profile.php 3. Handbill - https://hpmindia.com/handbook.php 4. Product Manual - https://hpmindia.com/hpm_ppt.php 5. Technical PPT - https://hpmindia.com/technicalppt.php 6. Our Publication- https://hpmindia.com/book/images/annual_re port.pdf 7. Handbill / Crop time / Antidote Soft copies is available at I.T. DEPT – MR. JASBIR, State Head will be do printing through taking CDR soft file from him after management approvals.
- 52. https://hpmindia.com/csr- news.php News coverage @ https://hpmindia.Com/ https://hpmindia.com/intern ational-news.php https://hpmindia.com/hpm_i ndia_today.php https://hpmindia.com/krishi- jagran-news.php https://hpmindia.com/theindia nexpress.php https://hpmindia.com/national- news.php
- 54. E-Samadhan@https://hpmindia.com/e_samadhan.php Every single day HPM provides something different for farmers and their crops. Our new E- Samadhan videos are one of them. When the whole world is facing this pandemic problem Corona. No one can step outside. Our field visiting team started Esamadhan Program, in this program farmers can easliy ask their query about their crop. Our work is not only delivered products, We deliver quality, which brings a smile on our farmer’s face.
- 58. The Power of an OATH A solemn promise, often invoking a divine witness, regarding one's future action or behaviour. “they took an oath of allegiance to the king”. An oath is a promise………….........
- 59. SALES REPORT - GRAPH WISE
- 60. SALES REPORT - MONTH WISE WITH DISCOUNTED SALES VALUE
- 61. COLLECTION REPORT - GRAPH WISE
- 62. TARGET SHEET - PAN INDIA
- 63. Virtual Report
- 64. O.S REPORT 31-08-2021QTR AND MONTHWISE
- 65. O.S REPORT 31-08-2021QTR AND MONTHWISE
- 67. Category Wise Sale Report
- 68. Top 10 Selling Product YTD
- 69. Pan India FY-21-22 YTD_Territory wise Plan vs Actual
- 70. RETAIL AND DISTRIBUTOR BUSINESS REPORT
- 73. SALES RETURN SUMMARY REPORT
- 74. Promotional Gift Distribution Report
- 75. N.S.C REPORT
- 76. Sales Invoice & Collection Count Report
- 77. Security cheque for replacement
- 78. 103 PRODUCT WITH 3 TOP TERRITORY REPORT
- 79. TA.DA EXP REPORT
- 80. MARKET MANPOWER AND TURNOVER COMPARSION REPORT
- 81. TA/DA UPDATION FOLLOW REPORT
- 82. ADHERENCE REPORT
- 83. INVENTORY TURNOVER RATIO REPORT
- 84. SKU REPORT
- 86. Near Expiry Stock Status Report