Pls go through this book                          Sales channel means the chain link from Manufacturer’s warehouse to   CFA, Super stockiest or distributor, wholesaler and retailer . By this channel products of a company moves to the end user and money from the end user moves to the company . The means to sell a customer is called a sales channel.. The sales channel is nothing but it is about closing a sale. Basically all the entities that do not work directly for the organization . Sales channel plays a vital role for a company to reach the products to the ultimate consumer . In my previous topic I have explained the features of FMCG and we know it is vast industry, manufacturer cannot bill to the consumer directly .                 Some features of Sales  channel                                                                                                                                                                                             1. Sales

                                                                                                                           Pls read this e book Area Sales Manager’s   top most priority is to deliver sales target . It may   be value sales target or volume sales target . There are multiple process to achieve target. In this topic I will discuss about some of these process.                                             ASM works with three aspect .                                                                                            A. Area:- ASM works in a   defined territory .                         B. Sales :- ASM’s   top most priority is to deliver sales  target.    C. Manager:- ASM need to manage a team of people. 1.Team handling.                                                                                                                 First responsibility an ASM is team handling. ASM is the in charge of a ground   level sales force ( Sales Offic

Pls read this e book                                  PSR/RSA are the key person for effective distribution in FMCG   sales. Different company knows by different names. PSR, RSA, DSM, Pilot salesman etc. PSR is the person who does order booking and payment collection, delivery done by delivery man as per order. In other words PSR visits outlet   to outlet and collects order. Secondly RSA is a person who works with ready stock. He carry’s stock with him and sells outlet to outlet .                                 Role of  PSR and RSA. 1.Order collection. Both PSR and RSA(RSA collects order and delivers on the spot) need   to collect order   from outlet. This is their no 1 responsibility .   After order they need to ensure delivery of goods . They need to visit 30to 40 outlet per day. Need to give service to the outlet , maintain a good relationship with shopkeeper. 2.Payment collection Payment collection is the lifeline of FMCG business . PSR and RSA need to c

                                     FMCG Sales Automation.   By Technology used in fmcg market , I mean to say that technology being used while working in fmcg market, not in corporate office. Majority of the companies are taking manual order , but during last 5 to 7 years some company are starting digital order booking process . We will discuss that process in this topic.  Process of fmcg sales automation :-  First of all it is essential to collect outlet list as per market. Then outlet list file need to be send to central IT team for processing. Now IT team will upload all these outlet data into their server. Again IT team will create user id & password for respective market or distributor. Now IT team will give one device ( Basically mobile) to the respective distributor. Now the distributor’s sales man can access this device with the help of id & password. As outlet list are already uploaded into that mobile , which is connected with the website. Now each and ev

                               Pls read this e book 1.Secondary sales.        Generating secondary sales, is the primary responsibility of a sales officer. Through his distributor he need generate secondary sales. He has to monitor distributor’s salesman, for order collection .He need to ensure that distributor’s salesman takes order from market as per company’s system. Also he need to ensure that distributor’s salesman visit his market on regular basis.  2.Collecting order from distributor.       After secondary sale , it is obvious that sales officer need to take primary order from distributor and make payment to company from distributor. He need to take order for all sku as per market potential basis. Also he need to take order for company’s focus product. If any new product launched by company ,he need to  plan for distributor’s order.  3.Monitoring distributor’s godown                                                            Sales officer has to keep

                               This is the most difficult job in Indian fmcg sales . Your business depends a lot on PSR . But if you cannot find a good PSR then you will suffer . Obviously finding PSR is the distributor’s job . But when distributor will appoint a PSR , then the PSR   will be used by the distributor for his other job .So while appointing PSR , you need to be careful . Now coming to the process of PSR finding. 1.Contact  while working in the market. This is the most efficient process . when you work in the market then you can observe other company’s PSR and you can contact him. As you have find in the market , it will be easily for you to decide his market relationship, market service, market reputation , honesty and all the things you need from a PSR. Observe him for seven days at least. This will give you a complete picture of his working schedule. Also by this time you can build relation with him. At the same time you can follow multiple PSR and you can

                Pls go through the e book You have completed all the joining  formalities now it is the time to face the real world . You need to leave your home by 8 to 8.30 am and reach to your Distributor point by 9 to 9.30.am. Obviously your boss or any senior colleague will be you if not no issue you can go alone. Complete the introduction part and have a discussion with your Distributor about the business , monthly turnover, product line ,number of market he is serving, number of retail outlet, number of wholesale outlet, number of modern trade outlet (if any). Also check with your distributor about his infrastructure like number of salesman, delivery man, delivery unit (mechanized or non mechanized), his godown stock , space and   location. Also check his godown hygienic condition as majority of us deal with food products. Also ask your Distributor if he is having any issues with company like pending claims or any other support communicated by your previous sales pers