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Sales force management by Abdul Gafoor

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One month crash course available for Sales professionals. Contact: shaikgafoor@hotmail.com

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  • DOWNLOAD THIS BOOKS INTO AVAILABLE FORMAT (2019 Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download Full EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download Full doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book THIS can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer THIS is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBooks .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story THIS Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money THIS the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths THIS Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
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  • DOWNLOAD THIS BOOKS INTO AVAILABLE FORMAT (2019 Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download Full EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download Full doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book THIS can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer THIS is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBooks .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story THIS Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money THIS the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths THIS Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
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  • DOWNLOAD THIS BOOKS INTO AVAILABLE FORMAT (2019 Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download Full EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download Full doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book THIS can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer THIS is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBooks .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story THIS Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money THIS the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths THIS Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
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Sales force management by Abdul Gafoor

  1. 1. FMCG SALES FORCE MANAGEMENT FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 1
  2. 2. Sales Force - Design . Recruitment. Selection. Training. Supervision. Motivation & Evaluation. FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 2
  3. 3. Sales Force - Design Sales Force - Size FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 3
  4. 4. Sales Force Size Steps to estimate Sales Force size. 1. Plan the number of towns to be covered. 2. Plan the number of beats to be covered. 3. Plan the number of outlets to be covered. 4. Plan the frequency of coverage. 5. No of outlets per day covered by a sales force FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 4
  5. 5. Sales Force Size Example. 1. Towns planned : 8 2. Beats / Localities per town : 5 3. Outlets planned per beat : 40 4. Frequency of outlets coverage : weekly. 4. No Of outlets per day by a Sales Force :40 5. No Of Days working in a month : 24 FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 5
  6. 6. Sales Force Size 1.Total number of beats : 40 2. Total Outlets Coverage : 1600 3. Total Callage : 6400 FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 6
  7. 7. Sales Force Size Calculate the Sales Force requirement. 1. Total Callage : 6400 2. Per day callage : 6400 / 24 = 267 3. Total Sales Force required : 267 / 40 7 FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 7
  8. 8. Exercise Sales Force Size Calculate the Sales Force requirement. 1. Towns planned : 12 2. Beats / Localities per town : 12 3. Outlets planned per beat : 44 4. Frequency of outlets coverage : weekly. 4. No Of covered by a Sales Force per day : 36 5. No Of Days working in a month : 23 FMCG Sales Force Management by 8 Abdul Gafoor for www.pureoranges.com
  9. 9. Solution Sales Force Size Total number of beats : 144 12 x 12 Total Outlets Coverage : 6336 144 x 44 Total Callage : 25344 6336 x4 Per day Callage : 1102 25344 / 23 Sales Force required : 31 1102 x 31 FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 9
  10. 10. Exercise -2 Sales Force Size Calculate the Sales Force requirement. 1. Towns planned : 22 2. Beats / Localities per town : 26 3. Outlets planned per beat : 26 4. Frequency coverage : 50 % weekly & 50% monthly. 4. No Of covered by a Sales Force per day : 30 5. No Of Days working in a month : 26 FMCG Sales Force Management by 10 Abdul Gafoor for www.pureoranges.com
  11. 11. Solution Sales Force Size Total number of beats : 572 26 x 22 Total Outlets Coverage : 14872 572 x 26 Total Callage : 37180 14872/2 x 4 + 14872/2 x1 Per day Callage : 1430 37180/26 Sales Force required : 48 1430 /30 FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 11
  12. 12. From Part -1 – We know how to calculate number of Sales Force required. The Part -2 – Is about recruitment of experienced sales force. How to select right Sales Force. FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 12
  13. 13. Recruitment Selection Criteria Written test Group Discussion Personal Interview FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 13
  14. 14. Written test Recruitment Job knowledge Written test is to know the candidate’s job knowledge. To what extent the candidate can think and fulfill the job requirement To decide the candidate’s training requirements. To know the candidate’s numerical abilities. FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 14
  15. 15. Recruitment What job knowledge required to a FMCG Sales force. FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 15
  16. 16. Recruitment 1. MARKET MANAGEMENT. 2. DISTRIBUTOR MANAGEMENT. 3. PEOPLE MANAGEMENT. FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 16
  17. 17. Recruitment MARKET MANAGEMENT. SALES MERCHANDISING FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 17
  18. 18. Recruitment DISTRIBUTOR MANAGEMENT. INVESTMENT INFRASTRUCTURE INVOLVEMENT INFLUENCE FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 18
  19. 19. Recruitment PEOPLE MANAGEMENT. ITINERARIES CALLAGE TRAINING MOTIVATION & CONTACTS & PRODUCTIVITY & DEVELOPMENT & INCENTIVES FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 19
  20. 20. Written test Recruitment WRITTEN TEST STARTS NOW FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 20
  21. 21. Written test Recruitment Question-1 Modern distributors is the distributor for a FMCG company. In his town total beats available are 6 and 310 outlets. “A” Class outlets Contributes to 20% , “B’ Class contributes to 31.93 % , From the balance outlets “C” Class contributes to 29.72 % and “D” Class contributes to 70.28 FIND OUT CLASSIFICATION OF OUTLETS FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 21
  22. 22. Written test Recruitment ANSWER “A” Class outlets : 62 “ B” Class outlets : 99 “ C” Class outlets : 45 “ D” Class outlets : 104 FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 22
  23. 23. Written test Recruitment Question-2 Modern distributors has launched a new brand called “ VOGIR”. The Placement norms are “A” Class : 24 pieces, “B” Class : 6, “C’ Class : 3 & “D” Class : 3 pieces in every second outlet. Find out launch quantities. FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 23
  24. 24. Written test Recruitment ANSWER “A” Class : 1488 “ B” Class : 594 “ C” Class : 135 “ D” Class : 156 FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 24
  25. 25. Written test Recruitment Question-3 The launch and off take sale trend as follows. Launch week sale : 2000 Pieces. 2nd week : 2900 pieces. 3rd week : 3000 pieces and 4th Week : 560 pieces. At the end of 4th week 63.38 % of the target achieved. Find out what is the total launch target of “ VIGOR”. FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 25
  26. 26. Written test Recruitment Answer TOTAL LAUNCH TARGET: 13348 FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 26
  27. 27. Written test Recruitment Question-4 During the launch the company has given two successive trade discounts Of 8.33% and 8.33 % to all “A” Class outlets. Find out what is two successive trade discounts of 8.33% and after 8.33 % are equivalent to a single discount . FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 27
  28. 28. Written test Recruitment Answer 15.96 FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 28
  29. 29. Written test Recruitment Question-5 Modern distributors have got 6 salesmen. The total callage & productivity Of 6 as follows. Total calls available pa : 14880. Total calls made pa :14865. Total Productive calls pa :10405 .Total secondary sales pa : $ 2438 thousands. Total Brands sold pa :11873 and range sold pa :35620. 1.Average calls made by per salesman. 2.Average productive calls made by per salesman. 3.Average secondary sales by per salesman. 4.Average secondary sales per week. 5.Average secondary sales per week per salesman. 6.Average brands sold by per salesman. 7.Average range sold per salesman. FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 29
  30. 30. Written test Recruitment Answer Average calls made by per salesman : 2477.5 Average prod calls made by per salesman : 1734.16 Average secondary sales by per salesman : 406333.33 Average secondary sales per week per salesman : 7524.69 Average brands sold by per salesman : 1978.8 Average range sold by per salesman : 5936.66 FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 30
  31. 31. Written test Recruitment Question-6 Total invoices value from company to Modern distributor was $ 1976000 For the total year. The closing stock value at the end of the year$ 20000. M/s Modern distributors investment for the year as follows. Average stock: 2 weeks. Average credit: 8 days. Unpaid stocks : $ 11,000. Due to company : $ 13,000 and due to company : one day secondary sales. Expenses: 2.1 % of gross profit. Calculate : Gross profit. Gross margin. Number of rotations. Investment in stocks in $.Investment in market credit in $. Net investment. Expenses in $. Net margin. Net profit. Return on investment. FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 31
  32. 32. Written test Recruitment Answer Gross profit : 2477.5 Gross margin : 1734.16 Number of rotations : 406333.33 Investment in stocks in $ : 7524.69 Market credit in $ : 1978.8 Net investment in $ : 5936.66 Expenses in $ 5936.66 Net margin : 5936.66 Net profit : 5936.66 ROI : FMCG Sales Force Management by 5936.66 Abdul Gafoor for www.pureoranges.com 32
  33. 33. Written test Recruitment Question-7 M/s Modern distributor operated different trade promotions on one brand. To achieve the target. First 2 months:24 + 1, next 2 months:6 + 1, next 2 Months: 10 + 1 , next 3 months :16.66% and the last 3 months:3 + 1. After all The promotions, the cumulative target achievement was: February end: 18% April end :26% ,august end:78%, November end:83% and December end :91% Calculate : % of different promotions operated. Achievement % V/s time lapse comparison. FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 33
  34. 34. Written test Recruitment Answer 24 + 1 4.17 % 6+1 16.67 % 10 + 1 10 % 3+1 33.34 % February : 18% 16.67 % April :26% 33.34 % August : 78% 66.67 % November :83 % 91.67 % December :91 % 100 % FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 34
  35. 35. Written test Recruitment Question-7 Mr. Rambo, sales officer has been handling M/s Modern distributors since One year. He always feels that the capital is the only requirement to Appoint a new distributor. What are the key factors to be looked to appoint a new distributor.. FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 35
  36. 36. Written test Recruitment Answer Please remember the 4 “ l ” formula. INVESTMENT INFRASTRUCTURE INVOLEVEMENT INFLUENCE FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 36
  37. 37. Written test Recruitment Question-8 Management decided to add one more new town to Mr. Rambo. The town has Got 1000 outlets. 20% outlets weekly coverage,25% fortnightly and the Balance monthly. Mr.Rambo to prepare manpower required to 1000 outlets as the sales Force covers 40 outlets per day and works 24 days in a month. FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 37
  38. 38. Written test Recruitment Answer 1.05 1000 / 40 /24 FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 38
  39. 39. Written test Recruitment Question-9 Mr. Rambo is handling a company depot and always facing the problem of Depot stock management. As per the policy, all the depots should have One week floor stock plus transit days. Mr. Rambo's depots transit time Is one week. Product Opening Target stock for Average sales This is the data of depot stock. NEXT month A 10 27 23 B 15 39 16 Prepare depot indent. C 25 28 31 D 120 169 155 E 16 37 49 FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 39
  40. 40. Written test Recruitment Answer Product Opening Target for Balance Minimum Transit indent stock NEXT month stock floor days stock A 10 27 -17 4 4 8 B 15 39 -24 4 4 8 C 25 28 -3 8 8 16 D 120 169 -49 39 39 78 E 16 37 -21 13 13 26 FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 40
  41. 41. Written test Recruitment Answer What is the formula? Target + floor stock – opening stock = indent FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 41
  42. 42. Training Training & Development FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 42
  43. 43. Training On the job training & Off the job training FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 43
  44. 44. Training On the job training FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 44
  45. 45. Training On the job training Market work Merchandising Competition FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 45
  46. 46. Training Market work Callage & Productivity Credit Management New product launches Coverage Range selling Brands per call Lines per call Width & Depth of distribution Merchandising Trade promotions Stock pressure FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 46
  47. 47. Training Merchandising Displays Brand image windows Shelving Gondolas Backing paper POP Usage Hangers Shelf strips Danglers Posters FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 47
  48. 48. Training COMPETITON Companies Strategy to attack Products Pricing Price cut Displays credit Consumer offer Media Trade promotion Margin Launch Trade media promotions Promotions FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 48
  49. 49. Training Off the job training FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 49
  50. 50. Training Off the job training Reporting Distributor Communication Management FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 50
  51. 51. Training Reporting Daily Reports Weekly Reports Monthly Reports Special reports DSR -TGT V/s Ach Off take report Sales log Sales log Callage &Prod Callage & prod Monthly Business Coverage summary Competition Callage & Prod Target V/s Ach New product launch Target V/s Ach Primaries Primaries V/s Secondary POP Usage V/s Secondary Closing Stock Stock Order Rural Coverage Coverage Rural Coverage FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 51
  52. 52. Training Distributor Management FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 52
  53. 53. Training Distributor Management Investment Infrastructure Involvement Office & Godown Owner Stocks Mechanical and Communication Market credit non units Signatory Due from the company Furniture Controls Advance with company People FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 53
  54. 54. Training STOCKS Minimum floor stock management Damage stocks Range Selling Free samples Proper stocking in Godown Returned stock Re ordering levels More rotations Avoid investment blocks FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 54
  55. 55. Training MARKET CREDIT DUE FROM CO With in limits Submit claims in time. Spread to Maximum outlets Follow up for the pendings Equal to frequency of visit Always have written approval Follow bill to bill system Be within budget Some cases – Regular collection Keep claims copies FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 55
  56. 56. Training INFRASTRUCTURE Proper PJPs for vehicles Vehicle cost management Sufficient & Proper Godown Facilities in Godown Optimal utilization of people FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 56
  57. 57. Training INVOLVEMENT Owner participation Owner Market visits Communication with owner Owner – Stock management Signatory owner Owner – Market knowledge Owner – Credit management FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 57
  58. 58. Training COMMUNICATION Proper communication to Market , Distributor & field force Company plans Product promotions Budgets Investment New Launches Company memos Competition Requirements FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 58
  59. 59. Training Motivation FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 59
  60. 60. Training WIIFM What’s in it for me FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 60
  61. 61. Motivation MOTIVATION Financial Non financial Motivation Motivation FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 61
  62. 62. Motivation CONTINUED IN NEXT PRESENTATION THANK YOU VERY MUCH shaikgafoor@hotmail.com FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 62
  63. 63. Motivation Financial Motivation Incentives Bonus Foreign Trip Gold & Silver ESO Commission FMCG Sales Force Management by Abdul Gafoor for www.pureoranges.com 63

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