ITC Group 11's company profile document summarizes ITC's vision, mission, diversified product categories including food, personal care, cigarettes, paper boards. It describes ITC's sales organization structure and territories. The functions of ITC's sales force include preparing annual marketing plans, promoting products through advertising, and studying markets and competitors. ITC employs strategies like connecting with distributors and agents, promoting products in different areas, and sponsoring events. The document also outlines ITC's recruitment, selection process, training, remuneration structure, and a SWOT analysis.

1. ITC Group 11
Swapna
Sujith
Sunil
Thrupthi
Sweekrithi
Vaishnavi

2. Company Profile

3. About the company
Vision
• To sustain ITC’s position
as one of India’s most
valuable corporations
through world-class
performance, creating
growing value for the
Indian economy and
the Company’s
stakeholders
Mission
• To enhance the wealth
generating capability of
the enterprise in a
globalising
environment,
delivering superior and
sustainable stakeholder
value

4. Diversified Product Categories
Food
( GR 1)
Personal
Care
(GR 2)
Cigarettes
( GR 3)
Bingo
(GR 4)
Paper
Boards
(GR 5)

5. Products

6. Sales organisation Structure
Sales Trainee
Area Executive
Area Manager
Assistant Manager
Branch Manager
Regional Branch Manager
District Manager

7. Sales Territory
• Population
• Standard of living
• Nature of the place

8. Sales Force
• Combination of Fresher and Experienced
• Distributor or ITC
• Strength is ITC

9. 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.

10. Sales Strategies
• To connect with all the wholesalers, the agents and the retails.
• To increase the sales by promoting the product in different places.
• Aims to conduct with all the middlemen’s meeting.
• To make the goods available at right place and at right time.
• Tap the untouched market by expansion.
• By sponsoring many events for promoting the products
• Aiming to set up new sales promotional and advertising activities

11. Sales Force Distribution
Channel

12. Sales Activities
• Appointment of Distributor
• Functions of distributor
• Expenses

13. Sales Promotion
• Television advertisement
• Print ads
• Promotional activities in different camps
• Contest

14. Recruitment
• Assistant under TraineeTop B- Schools
• Sales Trainee
Other
B- schools
• Lateral Recruitment (for
the post of AE) by BM
and HRM
Employee
References and
Consultancy

15. Qualities Expected by ITC
 Integrity
 Intellectual rigour
 A 'will do' attitude
 Team skills
 Ability to think strategically
 High energy
 Creativity
 Leadership

16. Selection Process
Application Screening
Group Activity
Personal Interaction

17. Training and Development
• Induction Training
• On job Training
• Internal Training
• Competence Training

18. Remuneration
• Monthly Sales Target
• Visibility Target
Monthly
Target
• Sales Volume for each
product category
• Market share growth rate
Performance
of the
branch

19. Strength
Strong brand recognition and product
portfolio
Experienced Management
 Diversified Product Portfolio
Established Research & Development
Global market reach
Well established distribution network
Weakness
Dependence on tobacco revenues
 Negative Connection of Tobacco
Low export levels
Brand Proliferation
Opportunity
Low per capita consumption of personal
care products
 Untapped rural Market
Collaboration with foreign players
e-retailing
Threat
Competition both Domestic &
International
Ban on smoking
Competition from unbranded products
High competition from established
companies
SWOT Analysis
2/5/2016
19
Strength
Strong brand recognition and product
portfolio
Experienced Management
 Diversified Product Portfolio
Established Research & Development
Global market reach
Well established distribution network
Weakness
Dependence on tobacco revenues
 Negative Connection of Tobacco
Low export levels
Brand Proliferation
Opportunity
Low per capita consumption of personal
care products
 Untapped rural Market
Collaboration with foreign players
e-retailing
Threat
Competition both Domestic &
International
Ban on smoking
Competition from unbranded products
High competition from established
companies

20. Conclusion
• From our study on Sales organisation of ITC Ltd, we could
analyse the Sales Organization, Sales Strategy, Sales Force
,Recruitment and Induction Process , Territory Allocation
Process and Strategy Reporting Structure and Systems,
Compensation Structure , System of Evaluation , Training and
Development given to sales person, we could also analyse the
Strength, Weakness, Opportunities and Threats for the
company.
• Study helped our team to get practical exposure to the
theoretical concepts we studied in our sales management
class