How Corona virus changed our lives?                                                                              For sales people Friends we are going through a tough times . Almost all the country gone through lockdown, Human lives are under threat, economies are declining , people around the world are losing their jobs or business . Governments are trying their level best to control corona virus. Now the thing we must understand is that, we should be habituated for co- existence of this deadly virus. We should not think   “end of corona virus”. Now I like to figure out some positive points of corona virus . 1.Pollution is under control. Due to lockdown   factories are not working, train, buses or flight are also stoped.   So pollution from these aspects are limited. Mother nature has got the time to reboot herself. 2. We have learned hygiene once again. Corona virus taught us to maintain hygienic condition , to be clean and do clean our society. To keep

Some common terminologies   in FMCG sales.                                                                                                                                              1. ASM:- Area sales  Manager    2.SO:- Sales Officer      3.ASI:- Area sales in charge                       Details analysis 4.TSI:- Territory Sales In charge 5.TSO:- Territory sales Officer 6.TSM:- Territory sales manager 7.SE:- Sales Executive 8.PSR:- Pre sales representative 9.RSA:- Ready Sales Agent. 10D.SM:- Distributor’s sales  Man     11. CE :- Customer  Executive     12. ZM:- Zonal  Manager                                13. RM:- Regional Manager 14.RSM:- Regional Sales Manager 15. RCM:- Regional Commercial Manager 16. MDM:- Market Development   Manager 17. SDM:- Sales Development   Manager 18.Primary:- Sales from company to distributor or super stockiest. Or   it is the purchase of direct distributor or super stockiest. 19. Secondary:- Sale

                                                     For more details Through out the discussion I have mentioned that , FMCG is daily needing product, recession can’t hamper, people will not stopping buying etc. Then why FMCG company need sales force ? , product can be sold without sales   force. So in this topic I will try to explain why FMCG company need sales force?      1.High competition.                                                                                     In FMCG sector competition level is very high, because from a very small to very big corporate house can enter in FMCG sector. But all the company want their product to move fast . All the company wants same space in the retail outlet but outlet space is limited. Company hires outlet space , gives trade scheme, builds relationship with the retailer. There are so many brands available in a particular category of product. For example, in   Biscuit category so many brands are there in the market. In t

How to minimize damage in FMCG . 1.Right product in right quantity in right outlet .   At the time of sales , sales team should be aware of the above statement. For example, in small pan shop low MRP product need to be given to off take quickly . On the contrary if high MRP products are placed in small pan shop , there is a chance to get expired . Also a high MRP perfume in a small pan shop has a little chance to be sold. As per outlet purchase trend quantity should be optimum.                                                                                                                         2. Outlet’s purchase trend.                                     Outlet purchase trend tells you which products to sold in a particular  outlet.  Suppose in a grocery shop salty biscuits demand is more than any other. In that case if you give him more quantity of Cream biscuit, then chance of expiry will be high.                                                              

How to control dead stock (Damage) in FMCG .                                          For more details   The term “damage” in FMCG means unsold goods. All that goods which the shopkeeper unable to sale or reach to the expiry date   are called damage or stale. Damage are of two types A. Products which do not get sold ,   reaches to the expiry date   B. Manufacturing defects or air leak or breakage during transportation . Now all the goods either from point no A or B , becomes unsalable . Hence the distributor need to take these goods   back from the market. Because if consumer consumes damage goods,   there is a strong possibility of arising   health problem. Distributor again claims the damage goods value from company. This is the main stage where we need to be very careful . All the company verifies the damage quantity before settlement of claim. Some company takes the goods back to CFA or Factory or   destroy at distributor point.   Company may hire any third party auditor t

How to manage trade scheme in FMCG sales.                                                       For more details Scheme means the financial or non financial benefit given by the manufacturer to the distribution channel to promote sales volume.   Some   schemes are , discount , any gift, any free quantity or a   holiday trip.   Suppose a company may give 1 piece free against purchase of 20   piece   or some company may give 2 % extra against purchase of 10 carton or there may be a holiday trip against purchase of some value, like 500000   etc. Scheme operates for 4 channel partners   ,   like super stockiest, distributor, retailer and wholesaler .                                                                          Schemes for super stockiest or distributor are called primary scheme Or scheme given against purchase from company is called primary scheme . These schemes are   not very much difficult to manage. There may be some value or quantity purchase for   a predefined

How to appoint   distributor in FMCG Sales . Distributor is a key pillar   in FMCG industry. Finding a good distributor is key to success in FMCG. Almost all the urban distributor plays a very important role in effective distribution.   So I will discuss some tips to find a   distributor.                                                                                                             1.Relationship .                                  For more details pls read this book                                                                           Using relationship while finding a good distributor can give you better result. If you know some business man , then you can approach them directly. Also you can approach a financial sound person , even if he is not in FMCG sector , you can   appoint him   as a distributor . Discuss   with your friend circle to get good party as a distributor. Personally I have been benefited with this technique. During my 15 years tenu