Y

  YY

1)Size of sales force

a) B2B 45 54
b) B2C 110 102

2)Duties and responsibilities of sales Order taking,order Order taking, order

force delivering, grievance delivering, grievance
handling, a/c handling,
reconcilliation, a/c reconcilliation,
sales report on daily sales report on daily
basis. basis.

3)Whom do they report to Area manager ADM

 Y
 


„his starts from: Ensuring Receipt, Documentation and Follow Up

of all complaints to be take care of within a specified time in
order to achieve the ensure Customer (retailer,distributor )and
Consumer Satisfaction. „he Customer complains directly through
phone or through the sales team(Supervisor,ADM) visiting them.
„ypes of Complaints handled are related to:
Consumer
Signage and Schemes
Supply and Service
Quality of Product
Cooling Equipment
  
 YY
5) Frequency of visit(to
retailer):
a)Customer „wice in a month „hrice in a month
Executive/Supervisor

6).„arget allotted Depends on area, season, Depends on area, season,

Value(Rs) previous year sale, market previous year sale, market
size. size.

7)Frequency of visit (to

distributor): Once in a week „wice in a week
a)Customer Once in two months Once in a month
Executive/Supervisor
b)„DM
Y

  
YY

)Performance evaluation of
sales force.
a)Quantitative
i) Sales volume in value
ii) Sales volume in units
iii) As a % of market potential
iv) No. of new accounts
added
v) No. of lost accounts
b) Qualitative
i) Negotiation skills
ii) Goodwill generation
 CRI„ERIA FOR SELEC„ION OF CHANNEL
MEMBERS
 
YY 

Distributor of other similar Not of pepsi Not of pepsi.

products Can place parle agro Can place parle agro
products etc. products etc
PARAME„ERS Rating(1-5) Rating(1-5)

„erritory

Financial strength 5 5

Experience 4 4

Goodwill 2 3

Coverage 4 3

Size of work force 2 2

Growth 5 4
 ]  Y
]
 
 

Y

   
YY 
Bulk-breaking Varies
Warehousing Yes
„ransportation Road
Market information Customer intelligence,
competitor intelligence,
tastes and preferences of
customers
Maintaining Visual Ensure that products are
merchandising, banners dislayed a/c to planogram
and posters ,checking signboard, wall
painting, rack, stand rack,
counter rack &posters.
Varies
Yes
Road
Customer intelligence,
competitor intelligence,
tastes and preferences of
customers
Ensure that products are
dislayed a/c to
planogram,banners are
passed to retailers
 
Y
 




  YY
Free bottles on crate YES YES
Monopoly discount YES NO
Brands display scheme YES YES
„arget based forfeit YES YES

  YY

1) Lucky Draw Carton No. is sent via sms Carton No. is sent via sms
to company to company
2) Special event Passes of CWG , IPL, Ranji
schemes matches etc
3) Gifts N/A „-shirts,briefcase, and
handbags, caps
Y


1) People buy what they see i.e to attract customers by displaying their
favourite brands or to help the consumers in finding their favourite
flavour or brand
2) „o promote the sale of all brands

3) „o beat the competitors and to

lessen the sale of substitute products
available in the market.

4) „o motivate retailers for effective

utilisation of visicooler for selling
pepsi brands

5) „o utilise time and electricity

6) Easy to place orders
 
YY 
FINANCIAL „ERMS

A) Advance payment
a) to company 1,00,000 1,00,000
b) for refrigerators 5,000 5,000
B) Credit terms and policies

i) Credit amount
a)Company to distributor N/A N/A
b)Distributor to retailer Can provide. Depends on rapport.
ii) Credit period One month(for N/A
retailers)
iii) Rate of interest N/A N/A
C)Discounts provided
i) Cash discount N/A N/A
ii)Quantity discount Variable Variable
Ò logistics
Y

  
YY 

1).Average order size

a). Distributor to company Depend on demand, Depend on demand,
season season
b). Retailer to distributor Depend on demand, Depend on demand,
season season

2)How orders are placed

a).Distributor to company „elephone, direct „elephone, direct
b). Retailer to distributor ordering through ordering through
distributor distributor
representative representative,

3) „ransit time 2days 3 days

  
YY 

4) Frequency of order daily „wice or thrice in a week

1 day stock is maintained 3 days stock is mintained

5) Inventory maintained (frequent visits by the co.͛s
vehicle)

6) Unsold/damaged replaced After shipment stock is not

merchandise replaced

a) Stock keeping a) Stock keeping

7) I„ Used b) Account keeping b) Account keeping
c) Problems handling c) Problems handling
  
YY 

) Modes of transportation Road,Railways Road,Railways

9) Expenses of transportation
a) From company to distributor By company By company.
b) From distributor to retailer By distributor By distributor

10) Warehousing
a) Storage capacity Minimum Minimum
b) Self owned / rent Self owned/rental Self owned/rental

11)Stock keeping is done by Stock keeper Warehouseman/

Stockman
Y
]
 
 ] 
 


Sales quota attainment

Inventory management
Average order size placed
Market coverage(calls made by distributor everyday)
Infrastructure
Volume generated
„hird party audit
Grievance handling
 Y  ] 

]

Y 
 YY
1) Profit margins Profit margins to be Profit margins to be
increased to 2-3% increased to 2-3%

2) Schemes Differences on more Differences on more

schemes for retailers schemes for retailers

more quick in replacing Complaints about the non-

3) Complaints handling damaged or breakage fulfillment of commitment
goods. regarding leakage and
breakage.

4) Credit policy Credit period

  YY

5) Delay in supplying Supplied in commited time commitment of supplying

incentives gift items or incentives is
not carried on scheduled
time.

6) Gap between the Delay in availaibility of

availability of goods when products in may-june when
ordered demand is more
Y  ]Y ]
 




  !
Coverage per day Minimum 40 retailers to be covered
daily
Visual merchandise Visual mechandise to be maintained

Sales promotion Carrying out activities assigned

effectively
 Y  ]



Profit margins to be increased.
Sales person don͛t intimate the schemes to the retailer. So there
should be frequent visits of customer executives to their respective
areas to keep their shopkeepers benefitted with various schemes.
Complaints about the non-fulfillment of commitment regarding
leakage and breakage.

 "



Distributor will provide display of that particular brand to the
retailer
Support to the retailer.sometimes distributor pass on full discount
to the retailer.
 Y

]  
 

1) From company : discounts/incentives given at the end of the

month
2) From retailer : bad debts/run away

Y 
 

1) Rent
2) Salesforce
3) „ransportation
4) Others(police etc.)
ANNEXURES