PepsiCo's sales management strategies are focused on delivering sustained growth through empowered employees. The sales manager position requires a bachelor's degree and 5 years of sales experience, managing between 2-3 employees. Sales are planned at the retailer level on daily, monthly, and annual timescales using historical data and qualitative methods. The sales organization is hierarchical, with area and sales managers reporting to the AGM sales manager. PepsiCo recruits from top B-schools and provides internships, using interviews and exercises to select candidates. Compensation includes salary, commissions, bonuses, and rewards. Expenses like auto, meals, and equipment are covered, and recommendations include increasing training to improve sales quality.

1. Sales Management
with special reference
to PepsiCo
Ms. Anu Damodaran, ID No. - AUD0260
Mr. Karan Masiwal, ID No. – AUD0185
Mr. Shamsuddin Sheikh, ID No. – AUD0477

2. Company Profile
• PepsiCo Inc. was established by the merger of Pepsi-Cola and Frito
Lay in 1965.
Strive for honesty, fairness and integrity.
Be the world's premier consumer Products Company
focused on convenient foods and beverages and seek
to produce financial rewards to investors
Provide opportunities for growth and enrichment to
employees, business partners and the communities in
which they operate.
Mission
Visionis put into action
through programs and a
focus on environmental
stewardship,
Activities to benefit
society,
Commitment to build
shareholder value
Management
philosophy
We are committed
to delivering
sustained growth
through empowered
people acting
responsibly and
building trust.

3. Sales Manager Position Requirements
• Qualifications:
• Basic Job Qualifications:
• Bachelor’s Degree
• Consumer packaged goods experience in a direct store delivery
environment.
• Preferred Job Qualifications: MBA or Master’s degree
• Previous Job Experience:
• A minimum of 5 years of people leadership, preferably in a sales
environment
• Previous consumer packaged goods experience.
• How many people he manages:
• Depends whether he/ she is area or territory or unit manager.
Perhaps there are between 2 to 3 within the office and few field
sales people outside the office.

4. Sales Planning & Forecasting
• Sales planning done at retailer point of sales
• Forecasting based on sales planning for future order and
delivery requirements.
• Planning is done on day to day, monthly and annual basis for
sales
Forecasting
Tools
Time Scale
Method
Historical
Demand Data
Qualitative
Methods

5. Organization Of Sales Function
AGM
Sales Manager
Area Sales Manager
Sales Executive
Market Development Executive/
Pre-Sellers

6. Recruitment & Selection
Ads in
newspapers,
company
websites and
institutions
Recruit from
premium B-
schools
PPOs are given
as part of
summer
internships
Group exercise
Interview
Presentation
Situational exercises
Psychometric tests
Recruitment Process
Selection Procedures
Type of training:
• Mock selling
• Problem solving exercises in sales scenario
• Tour of the office, stock places

7. Compensation
• What are the compensation methods?
• Salary, Commission on sales & Cash bonus
• What are the methods of motivation?
• Incentives based on quarterly performance
• Total revenue is the basis for incentive
• Every executive has to add new outlets every year to get incentives
• Tangible, durable and useful items are given
• Certificates, awards and trophies
• Outings, lunch and dinner with senior management
• Foreign trips
• What are the rewards?
• Monthly – Achieving target, extraordinary performance
• Quarterly – Employee of the quarter, contests
• Yearly – Salary increment, grade jump, change of designation, annual
appraisal, annual bonus.

8. Sales Expenses
• The following Sales Expenses are covered by the
company:
• Auto
• Meals
• Hotels
• Office equipment
• Supplies

9. Recommendations and Conclusions
Overall PepsiCo Inc.’s sales activities such as lead generation,
lead qualification, closing, portfolio management, referral etc.
seem to be excellent. They are well aligned with the marketing
activities such as awareness creation, consideration and loyalty.
• They can focus more on training and development aspect to
further improve the quality in the sales activities
• Many companies under-invest in their sales effort, treating
sales like an afterthought to manufacturing, distribution and
financing.
• The best sales forces are professional, well-compensated,
supported with a strong marketing effort and empowered to
act.

10. Thank You!