Challenges of FMCG sales career.

                       

1.Huge number of trade partner .  

As it is vast industry managing a huge number of retailer & wholesaler is very difficult task. Also it is known as multi channel trade partner system.  You will have to look after multiple distributor or super stockiest, wholesaler and retailer . Again looking after modern trade( if any ) is another headache. Maintaining a good relationship with all the correlated channel partners is not so easy. Creation of new problem every day is extra work load.                                                                                                             

 2.Maintaining product visibility .    

You may Sale officer or Area sales manager , maintaining product visibility in your entire territory is not so easy task. Unlimited outlet in different location, multiple product need to visualize in consumer’s eye.  Among huge competition , maintaining  product visibility in market creates puzzle. Again if you cannot visualize your product, then you will lose your market share. So , you need to be very active and sincere 

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3.Motivating your down level.                                                                           

Keeping motivated to your down level sales staff during tough time is another difficult job. During tough time you need to keep motivated your down line and channel partner. As every body is a human being  , they have different psychology, emotion, thinking etc. You have to maintain a balance of all these things along with your business volume.                                                                                                                        

4. Dead stock minimization .                                                                                                        

FMCG products are of short shelf life, regularly monitoring need to avoid expiry in trade channel. Every company has some damage budget , accordingly you will also get damage limit. But always you cannot bring down your actual damage in market. Some time due to slow movement of product , some time due to excess stock in the channel or some time due to seasonal effect like rain, damage control becomes difficult. 

                                                                                                                                    

5. Ready to work in all weather condition.                                                                  

It may be rain or very hot day in summer, going to market is must . You need to visit your market on regular basis, otherwise your competitor may occupy your place. Also you have to look after so many things , like trade scheme, your down level staff etc.

6. Rural distribution is difficult  . 

Due to poor connectivity in rural area, establishing distribution is very much difficult . During rainy season almost 4 to 5 months road remains under water. Narrow and broken road, poor mobile network , lack of proper fooding and lodging facility etc. Another point is that in rural area our trade partner doesn’t prefer quality product ,they prefer high margin product.            

RURAL DISTRIBUTION

  

7.No fixed lunch time or place .   

As you are to move around your territory, their is limited scope that you  will get your lunch in a fixed time or  location. You  will  have your lunch or dinner , even break fast in different location every day. So quality food is a big concern in this case.          

                                                   

8.Need to travel different location.   

Travelling in different area or location is another challenge . Every day you have to travel to a new location. If you  work in  an urban area, then you are lucky. But those , who work in rural area need to face challenge while travelling.   In fact travelling in rural area where connectivity is very poor gives us extra headache .

9. No fixed office 

In sales job you will not have any office , you have to move around different market throughout the month. Distributor’s office is your office. You can conduct meeting and all in distributor’s office . Only once in a month you can go to your office(For a few company and a few people)

 10. managing offrole people is difficult.    

Offrole sales people are those, who work under distributor but their  salary reimbursed by the company. For example PSR/RSA/ISR etc. First thing is,  finding a good person for these role is very tough. Secondly controlling them is not less than a headache. They don’t fear to lose their job and hence they rarely will follow your instruction. They think of distributor’s benefit rather than company benefit. Also if you deduct salary for leave , then they will not be ready to work next month.

You can see the attitude of the PSR, working in casual dress.

                                 

                                 

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