The document summarizes the sales organization and distribution process of ITC Limited, an Indian conglomerate company. It outlines ITC's product lines and some of its premier brands. It then describes the sales organization structure, distribution channels, territory alignment, roles and responsibilities of salespeople, and the sales process. It also discusses sales force training and development programs as well as performance management and challenges faced.

1. Sales Territory Presentation On
“ITC”

2. 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.

3. Product Line

4. SOME PREMIER ITC BRANDS

5. Sales Organization Structure
Sales Trainee
Area Executive
Area Manager
Assistant Manager
Branch Manager
Regional Branch Manager
National Sales Manager

6. Sales Force Distribution Channel

7. Distribution Channel
WHOLESALE
DEALER BASE
FACTORY
WHOLESALE
DEALER
BASE
RETAILER
CNF

8. 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

9. 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

10. Salesman Working
• Routing & Zoning
Alignment
of routes
3 salesman
at one place
For cost
efficiency

11. 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

12. 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.

13. Reporting Norms
• Daily Basis or Weekly Reporting
Salesman Team Leader Area Executive
Area ManagerAnd So on..

14. 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

15. Selling Process
Salesman takes order
Packaging
Delivery Man
Market

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

17. • 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

18. 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

19. Sales Trainee Training
• Work under Area Executive
• Visit to small towns & villages
• Training Period- 6 months
Others
Induction
Training
On Job
Training
Internal
Training
Competency
Development

20. Induction Training
Sales Trainee
Duration: 1 week
Place: HO

21. For Sales
Trainee and AE
Duration: 1
month
In Branch office
Internal Training

22. Competency Training
Branch Manager
recommends AE and AM
for training
Location: Head Office
Duration: 6 Days

23. 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)

24. 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

25. 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

26. 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

27. 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.

28. Thank You…….
Presented By:-
Garvit Shah
Harshita Sharma
Komal Khanna
Krishna Dhoot
Rhythm
Sonali Gupta