HPM Crop Protection Division SOP - Sales & Marketing Functions

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.

BUDGET /
FORECASTING
PLANNING
APPOINTMENT
OF CHANNEL
PARTNERS
GIVE TRAINING
TO TEAM AND
MONITIORING
OF TEAM
SALES TARGET
COLLECTION
TARGET
OUTSTANDING
RECOVERY
MARKETING /
BRANDING
MARKET /
TERRITORY
DEVELOPMENT
TA/DA EXP
CONTROLLING
STRATEGIC
PLANNING FOR
SEASON
KHARIFF /RABI
SEASONS
PRODUCT’S
DEMOSTRATION
CUSTOMER
RELATIONSHIP
MANAGEMENT
(CRM)
C&F HANDLING
& REVIEW
LIAISION Work
FIELD WORKS
WITH FARMERS
COMPETITOR
INFORMATION
RESPONSIBITY

BUDGETING, PLANNING AND FORECASTING
(BP&F)
Planning, budgeting and forecasting is typically a three-step process for determining
and mapping out an organization's short- and long-term financial goals: ... It may
adjust the budget depending on actual revenues or compare actual financial
statements to determine how close they are to meeting or exceeding the budget.
Planning Process
1] Recognizing Need for Action
2] Setting Objectives – Long Terms or Short Terms
3] Developing Premises - planning premises are also of two
types – internal and external assumptions
4] Identifying Alternatives - innovative alternative
5] Examining Alternate Course of Action
6] Selecting the Alternative
7] Formulating Supporting Plan - Secondary plans help with the
implementation of the main plan.
8] Implementation of the Plan

TYPES OF BUDGET
1- MASTER BUDGET – A master budget is a comprehensive projection of how
management expects to conduct all aspects of business over the budget period, usually
a fiscal year. Most master budgets include interrelated budgets from the various
departments. Managers typically use these subset budgets to plan and set performance
objectives. Master budgets are generally used in larger businesses to keep many
managers on the same page.
2- OPERATIONAL BUDGET– The operational budget covers revenues and expenses
surrounding the day-to-day core business of a company. operating budgets are usually
broken down into smaller reporting periods, such as weekly or monthly.
3- CASH FLOW BUDGET– A cash flow budget examines the inflows and outflows of
cash in a business on a day-to-day basis. It predicts a company’s ability to take in more
money than it pays out. Managers monitor cash flow budgets to pinpoint shortfalls
between expenses and sales.
4- SALES BUDGET- AN ESTIMATE OF FUTURE SALES, OFTEN BROKEN DOWN
INTO BOTH UNITS AND CURRENCY. IT IS USED TO CREATE COMPANY SALES
GOALS.

5- REVENUE BUDGET– consists of revenue receipts of government and the
expenditure met from these revenues. Tax revenues are made up of taxes and other
duties that the government levies.
6- FLEXIBLE BUDGET– Flexible budgets are, as their names suggest variable and
flexible depending on the variability in the results expected in the future. Such budgets
are most useful for businesses that operate in an ever changing business environment,
and have the need to prepare budgets that are able to reflect the many outcomes that
are possible.
7– FIXED BUDGET– Fixed budgets are used in situations where the future income and
expenditure can be known, with a higher degree of certainty, and have been quite
predictable over time.

Differentiate between Sales Forecast and Sales Budget
Sales Budget expresses your intentions/desires. It is the number
you actually hope to get from sales. This is where you ‘want’ to go
– your ultimate sales goal. That sales forecast will help you figure
out what areas are exceeding or not meeting expectations so you
can take action sooner rather than waiting for the end of the year
to see if you meet your numbers.

The 3 main predictive planning methods
are:
1. Forecasting – prediction of future
showings, results, and statistics based on
the past and present-day scores.
2.Scenarios – prediction of the alternative
future. Analysts and marketers try to take
into account each pace of development.
3. Backcasting – prediction of the hoped-
for results and their comparison with the
real scores after a certain lapse of time.

CONCLUSION :-
1. Planning, budgeting and forecasting is typically a three-step
process for determining and mapping out an organization's
short- and long-term financial goals
3. Expenditure Budget presents the estimates in respect of
each under 'Plan' and 'Non-Plan'. Description: It gives a detailed
analysis of various types of expenditure and broad reasons for
the variations in estimates.
2. Manpower & Territory Define means review the manpower
and covering the area with define territory for the a period.

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

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?

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.

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.

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.

Training & Monitoring of Team
ALLOCATION / MAPPING OF TERRITORY WITH SALES
MAN :- A sales territory consists of a group of consumers or
a geographical area assigned to a particular salesperson.
The area allocated to the salesperson contains the
present and the potential consumers of the
organization.
4 WAYS TO MAP SALES TERRITORIES
To save time, be more efficient, eliminate
confusion and increase performance, create
and assign territories for your team using the
following strategies:
1.target market demographics
2.current customers in each territory
3.evenly distributed by number of homes
4.evenly distributed by city / zip

Common Mistakes To Avoid In the Territory
Mapping Phase
Mistake #1: Using limited data – and using the wrong territory management tool.
Mistake #2: Leaving your sales team out of the picture.
Mistake # 3: Getting overwhelmed with spreadsheets.
The round-robin method is best if going after a targeted market.
Geographic distribution is best if you have boots on the ground. With
the new advancements that technology is providing via account-
based marketing, the best method is obviously going to be scattered
among the states aiding in the new territory of adding a time-zone
territory as well.
Here are 5 things to consider when ‘optimizing’ your
territories:
1.Define the most important targets.
2.Weight each target accurately.
3.Calibrate your index.
4.Review your results.
5.Make changes to the territories based on those results.

Market /Customer Visiting
It is a great way for you to do some market
research before you start exporting. A visit
to the market gives you the opportunity to:
meet with potential partners such as
agents and distributors. ... gain a better
understanding of the culture and how
the market conducts business..

 Area & Nature of Markets – Cash / Credit / Both.
 Number of active & Inactive customers
 Potential of customers and markets
 Crop of Area and market.
 Competitors of market.
 Product information / Crop information /Competitors Product pricing and
Schemes.
 Dealing with customers – Sharing of Company Profile, Taking Orders , Billing
tracking, Collection Tracking, O/s Tracking, Product liquation at ground levels,
Distributor /Sub-Distributor information and tracking

A new market is there where isn’t existing
demand, but it could be.
Here are types of market segmentation that
you should take into consideration before
entering a new market:
Geographic segmentation;
Demographic segmentation;
Behavioral segmentation;
Psychographic segmentation;
Occasional segmentation;
Segmentation by benefit;
Cultural segmentation;
Multi-variable account segmentation.
Creating Opportunities into Market

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.

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]

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.

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.

CROP / SEASON WISE INFORMATION
Sales Team have to submit the Crop / Season wise information
towards making strategy , product availability at branch

MOLECULES OF AGRICULTURAL
PESTICIDES AND FERTILIZERS
Sales team to review and submit
the Fungicides, Herbicides,
Insecticides, PGRs market as
Territory level for business
planning and submit into Head
Office for strategy and product
availability at the time of demands

Steps to a More Effective Channel Partner
1.Relationship
2.Take the time. ...
3.Promote together. ...
4.Get social. ...
5.Create a best practices community for channel management. ...
6.Co-invest with your channel partner.

There are several different
ways we share information
with one another.
1. Written / non verbal communication is the
use of Pricing, Scheme, Product information,
meeting etc.
2. Verbal communication is for use dealing
with him, know to him, business aspects,
making professional relationship with him.
3. Visual communication is for use product
demonstration, meetings, company
promotions.

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

Field Activities Policy
Field activity have to do on every
Saturday and upload the picture and
information into farmer online portal.

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

Complaints Online Portal
Product Complaint : https://hrportal.hpmindia.com/complaint.php
Sample Withdrawal : https://hrportal.hpmindia.com/sample_withdrawl.php

TA / DA EXPENSES
The full form TA is Travelling Allowance and DA is Dearness Allowance.
Travelling Allowance: It refers to the amount of money paid to the employee for the
travelling and other expenses during a business tour. It usually includes the price of
travel tickets, hotel bill and other expenses, etc.
Dearness Allowance : It is basically a cost of living allowance which helps people adjust
their living cost.
All Market Team have to fills TA/DA Expenses
into HPM Online Portal daily basis as per
policy
Marketing State’s H.O.D have to verify the
same and State accountant have to update
into SAP and final checking and releasing by
H.O. Account team

TA / DA EXP. MONITORING & CONTROLLING
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.

C&F’S HANDLING & REVIEW
Clearing and forwarding (C&F) agents are experts when it comes to getting the goods
through stock transfer from Branch / Factories / customs formalities coordinating
with the carrier and taking care of all shipping and delivery related activities.
1. After appointment of C&F agent, State head to review all area of warehouse with
Pesticides / Fertilizer product classification with batch-wise neat & clean
2. Monitoring & controlling the Order process, stock delivery, TA/DA updation coordination
with H.O. correspondence taking Sales & Collection O/s Report on daily basis.
3. Monitoring the stock keeping positions, taking monthly physical stock
reconciliation with SAP.
4. Checking the transporter Delivery quotation with C&F agent, C&F services
incl. Godown expenses, office expenses, utilization of space of office,
Godown area.
5.Verifiy the C&F expenses, Secondary freights, sales returns, Demo stock
6. Reviewing & monitoring all liaisioning work with departments, and complete
the same as per deadline of Govt. policy.(Godown licence/ P/L, Samples , etc)

C&F’s Cost, Operational Cost & Review
State head to review and controlling the operational cost of States and give
suggestion / advise to H.O. team for reducing the same time to time.
1. Fixed Cost – C&F’s Commission, Service cost , manpower cost of sales man
2. Variable Cost – Secondary Freight, TA/DA Cost with KM ,Cartage Cost , Loading &
Unloading Cost, Promotional Cost, Demo Cost, ETC.
State head have to submit give monthly, Quarterly, Yearly reports to H.O. with him
suggestion / advise for smooth working into operational.

LIAISION WORK
State leader have to build and maintains mutually beneficial relationships,
facilitates communications and coordinates activities among two or more people,
agencies or organizations. ... They act as technical or subject matter experts for the
person, agency or organization they represent. It is fastest process towards resolve
the issues and break the barriers of business.
1.Liaision work for Agriculture Department with the help of H.O. registration Team.
2.Liaision work for samples withdrawal from labs with the help of H.O.
registration Team, upload into HPM portal.
3.Liaision work for Legal O/s Recovery case with the help of H.O. Team.
4.Liaision work for Promotional works with the help of H.O. Team.
5.Liaision work for Product complaint with the help of H.O.
Team and update into HPM portal.
6.Liaision work for statutory Department( Sales Tax ,GST, Licence Dept, etc)
with the help of H.O. Team.

Review of PC/Endorsement of New Product,
License of Pesticides & Fertilizers
1. State leader have to review the principal Certificate and update the
same as per requirement.
2. State leader have to do the endorsement of new products into
principal certificate and share and inform to the customer.
3. State leader have to monitoring pesticides and fertilizer license’s
validity date and time to time renewal the same with liaison work.
4. State leader have to monitoring and controlling , review the closing
physical stock Vs S.A.P on monthly / Fortnightly / Weekly basis.
5. State leader have to guide him team for using virtual code collection
and time to time review and implementation of company policy into
market with team and customers.

Customer Relationship Management (CRM)
What Is Customer Relationship Management (CRM)?
CRM is often used to refer to technology
companies and systems that help
manage external interactions with
customers.
Major areas of growth in CRM
technology include software, cloud
computing, and artificial intelligence.
Customer relationship management (CRM) refers to the principles, practices, and
guidelines that an organization follows when interacting with its customers. From the
organization's point of view, this entire relationship encompasses direct interactions with
customers, such as sales and service-related processes, forecasting, and the analysis of
customer trends and behaviors. Ultimately, CRM serves to enhance the customer's overall
experience.

RELATIONSHIP TO CUSTOMER
WITH ACCOUNTING
After review of market and appointments of customers or dealing with existing
customers, need given below point practice is enhance the more professionalism
1.First impression is last impression that one
should make, like polite nature with formal
dressing
2.Listening first process into five
stages: receiving, understanding,
remembering, evaluating, and responding.
3.Discussion on market trend, products, crops,
other company strategies, pricing, crops
disease, promotions, product orders,
collections, outstanding, family discussion, etc.
4. Every Invoicing, Collection & Outstanding, recording in your notepad for
monitoring every customers and reconciliation with HPM –H.O. Accounts team.
5. Taking confirmation of stock delivery against Invoiced,
Ledger statement sharing, follow-up collection/
Outstanding, advance scheme discussion, new product
lunching discussion, Promotional work with customers

1.INDENT
2.NRV APPROVALS TAKING
FOR CUSTOMERS
3.ORDER PROCESSING
4.INVOICEING –DIRECT/C&F
5.STOCK DELIVERY REPORT
6.SALES & COLL RECO
7.COLLECTION FOLLOWUP
8.ADVANCE SCHEME
9.OLD OUSTANDING FOLLW-UP
10.LEGAL OUTSTANDING FOLLOW-UP
11.NEAR EXPIRY STOCK BILLING
12.REVIEW OF TARGETS/VS ACHV.
13.EXPENSES REVIEW ON CUSTOMER
14.MARKET STRATEGIC FOR SEASON
15.PROMOTIONAL & OTHER ACTIVITES
CRM PROCESS FLOW

NRV & CREDIT/ DEBIT NOTE,
BALANCE CONFIRMATION
Net realizable value (NRV) is is a common method used to evaluate an asset's value
for inventory accounting.
Credit / Debit note is calculated as per
approved NRV basis and it calculation do
by H.O. Account & Finance Team , First
Verify by State head with him team, after
taking approval from CFO, credit / Debit
note will be update into respective
customer account on quarterly basis.
Sales & Marketing Team have to
check all CN/DN and take balance
confirmation from the customer and
submit into H.O. account team
through C&F Agent.
Sales & Marketing Team have to check inventory liquidity on monthly basis
towards order processing and indent process and force with him moving stock
into market.

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.

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

COLLECTION GOALS
Efficiently collecting payment on current accounts receivable and past-due
accounts while maintaining positive customer relationships is the main goal.

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.

STAFF IMPREST
Staff imprest is advance payment to staff for
petty cash expenses. The term “imprest” can also
refer to a monetary advance given to a person for
a specific purpose.
The Imprest System
The imprest system involves the following steps:
A petty cash fund is established, with a set amount of cash. This is recorded in
the company's ledger.
Any expenses paid through the petty cash fund must be documented with
receipts.
The fund is replenished regularly with disbursement receipts to maintain a
fixed balance.
The fund is monitored closely for any discrepancies between expected cash
(based on documentation) and actual cash. If any discrepancies exist, they are
investigated.

Nature Of Marketing
Marketing is considered to be holistic in nature.
marketing tries to make use of a 360-degree approach to fulfill the goal.
Managerial Function: Marketing is a process that requires officials to manage
product, place, price, and promotion of the business in a holistic manner.
Economic Function: Earning profit and developing a sustainable business is a
crucial objective of marketing.
Social Process: Marketing is a social process that results in the parties obtaining
what they need through the creation and exchange of offerings and values.
Consumer-Oriented: Marketing revolves around fulfilling the needs, wants, and
demands of the customers and earning profits in the process of doing so.
Both Art and Science: It is science as it requires the marketer to understand
customer behaviour and art as it involves using this knowledge along with skills
to create the demand for the offering.
Goal-Oriented: Marketing revolves fulfilling the goals of the business by aligning
it with the customers’ goals.
Interactive Activity: Marketing involves the marketer to actively interact with the
audience at all stages of the business.
Dynamic Process: It makes sure that the business keeps at pace with the
changing business environment, trends, and demands of the customers.
Creates Utility: Marketing aims at providing utility to the customer through four
different means – offering (kind of product or service), time (whenever needed),
place (distribution availability), and possession (ownership).

What are the types of marketing?
1.Blog Marketing
2.Internet Marketing
3.Print Marketing
4.Search Engine
Optimization Social
5.Media Marketing
6.Video Marketing

Different Marketing Strategies
Marketing Plan: Discover what a marketing plan is, why you need to design one, and
the keys to creating a strong plan. Without a marketing plan, a company or brand can’t
reach its goals.
Digital Marketing: Digital marketing is the discipline of marketing which focuses on
developing a strategy solely within the digital environment.
Direct Marketing: Direct marketing is a type of campaign based on direct, two-way
communication that seeks to trigger a result from a specific audience.
Email Marketing: Email Marketing is one of the most profitable and effective
techniques in terms of return. Naturally, it consists of sending emails to your audience,
but make sure to define your segments well in order to be effective.
Mobile Marketing: Mobile Marketing is a broad concept which brings together all
marketing campaigns and actions focused exclusively on mobile platforms and
applications (i.e. smartphones and tablets).
Viral Marketing: Having something go viral is every company’s dream. Viral
Marketing spreads from one person to the next and is capable of going incredibly far
incredibly fast.
Performance Marketing: Performance Marketing is a methodology which applies
various marketing methods and techniques and guarantees advertisers that they only
have to pay for achieved results.
Inbound Marketing: This methodology focuses on creating valuable content to attract
qualified web traffic and work towards the final sale.
Video

Product Branding, Increase network
How to Build a Brand by
Management
Building your own brand
essentially boils down to 7
steps:
1.Research your target audience
and your competitors.
2. Figure out your place in the
market
2.Pick your focus and personality.
3.Choose your business name.
4.Write your slogan.
5.Choose the look of your brand
(colors and font).
6.Design your logo.
7.Apply your branding across your
business and evolve it as you
grow.

Role of Sales team for Product Branding &
Increasing of Business
1.Customer Retention :- Selling is a personal interaction between one human and
another, which is a powerful thing. Never underestimate the personal connection
between two people, and the potential effect this can have on your brand’s reputation.
2.Business Growth :- Sales play a key role in the building of loyalty and trust between
customer and business. Trust and loyalty are the main reasons why a customer would
choose to recommend your company to a friend or family member or write a great
review of your product or service online.
3. Do Marketing and Branding :- Sales Team have to do marketing and field work for
company products and generate the maximum sales from current and new customer.
4. Find-out New Market :- Sales Team have to find new market for increasing the
business .
5. Promotional Activities:- Sales Team have to promotional activities like jeep /
Vehicle campaigning , Farmer meets, Distributors meets, Demo, etc as per
management approval into market for increasing of business and making product
banding.
6. New Product Publicity :- Sales Team have to do publicity of new product with
existing customers, posters, news paper printing, and showing product showing into
market.

HPM'S ANNUAL PERFORMANCE
APPRAISAL

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.

COMPETITOR
INFORMATION
A competitor analysis, also
referred to as a competitive
analysis, is the process of
identifying competitors in your
industry and researching their
different marketing strategies. You
can use this information as a point
of comparison to identify your
company's strengths and
weaknesses relative to each
competitor.

Competitor analysis points
1.Competitor List with business details in area.
2. Price list of top 15-20 Competitor for analysis the product and pricing
3. Technical Product analysis with Competitors data
4. Manpower Analysis with Competitors Data
5. Business Analysis with Competitors Data
6. Factory Analysis with Competitors Data
7.Product Category Analysis with Competitors Data
8. Promotional Activities Analysis with Competitors Data
9. Area Analysis with Competitors Data
10.Vendor Analysis with Competitors Data

Important Information, videos, links
All Information will be
available on
https://hpmindia.com/

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

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

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

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

Krishi NivaranVideos links
Videos link -
https://hpmindia.com/kris
hi-nivaran.php

PRODUCTION-FACILITIES@
https://hpmindia.com/production-facilities.php
https://hpmindia.com/SAMBA-
furmulation-unit.php
https://hpmindia.com/
KHUSKHERA-
plant.php

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

1.https://www.facebook.com/hpmfer
tilizersltd/
SOCIAL MEDIA PRESENCE
2.https://twitter.com/hpm_india
3.https://www.linkedin.com/company/hp
m-chemicals-fertilizers-ltd/
4.https://www.youtube.com/channel/UCJ-
2UOpEeDj6GGtSx15rEYA
5.https://soundcloud.com/user-876024472
6.https://hpmindia.com/blog.php
7.https://www.instagram.com/hpm_india/

OATH CEREMONY MEMORIES
https://hpmindia.com/oath_ceremony.php

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.

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.

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

CSR @ https://hpmindia.Com/
https://hpmindia.com/csr_jammu_plantation.php
https://hpmindia.com/green_chhattisgar_raipur.php
https://hpmindia.com/csr2017.php
https://hpmindia.com/dec-csr2017.php
https://hpmindia.com/arm_wrestling_championship.ph
https://hpmindia.com/clothes_dist.php
https://hpmindia.com/samuhik-vivah.php
https://hpmindia.com/help.php
https://hpmindia.com/wheelchair_khushkhera.php
https://hpmindia.com/girls_adoption.php
https://hpmindia.com/blind_association.php

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.

Promotion Product Presentations
1.https://hpmindia.com/promotion_presentations-
HERBICIDE.php
FUNGICIDE.php
INSECTICIDE.php
PGR.php
BIO_FERTILIZERS.php
ADJUVANTS.php
7.https://hpmindia.com/promotion_presentations_
GRANULARSppt.php

Antidote @
https://hpmindia.com/antidote.php
1. https://hpmindia.com/images/antidote/Fungicide.jpg
2.https://hpmindia.com/images/antidote/herbicide.jpg
3.https://hpmindia.com/images/antidote/insecticide.jpg

1.https://hpmindia.com/pragitisheel
_april_19.php
EVENT ORGANIZED
https://hpmindia.com/u
mnag_utsav.php

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………….........

SALES REPORT - MONTH WISE WITH DISCOUNTED
SALES VALUE

COLLECTION REPORT - GRAPH WISE

O.S REPORT 31-08-2021QTR AND MONTHWISE

Pan India FY-21-22 YTD_Territory wise Plan vs Actual

RETAIL AND DISTRIBUTOR BUSINESS REPORT

Antidote,location,Profile,Crop Timeline Report

Promotional Gift Distribution Report

Sales Invoice & Collection Count Report

Security cheque for replacement

103 PRODUCT WITH 3 TOP TERRITORY REPORT

MARKET MANPOWER AND TURNOVER COMPARSION
REPORT

INVENTORY TURNOVER RATIO REPORT

Near Expiry Stock Status Report

HPM Crop Protection Division SOP - Sales & Marketing Functions

HPM Crop Protection Division SOP - Sales & Marketing Functions

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