ROLE PLAY

GROUP -16
HARSHITA SRIVASTAVA ( JL18PG65)

HEMANT AWASTHI (JL18PG066)

Company: HUL

Product: Annapurna atta

I am the territory sales manager of HUL (Harshita Srivastava) and there is consistent complaint
of poor coverage in that area. The dealer ( Hemant Awasthi) is the president of stockiest union
and working since long for the company. But recent performance of the territory sales is very
dissatisfying and that’s the reason I want to appoint new dealer in that area. That’s why I have
called dealer to know the reason behind the poor sales performance and coverage in the area.

Territory sales manager: I have checked the sales report of the area that has been assigned to you
and I have found that the sales in your particular area are consistently declining. And there are
many areas which are not covered and our products are not available in many areas. What is the
reason behind the consistent falling of the sales of our product and poor coverage in the territory?

Dealer: yes I am aware of the fact that the product sales of my area is not going good but the
problem is not from my side it’s just the shops are not demanding our product and shows no
interest in keeping our product, as I am the only dealer in the area I try my best to cover all the
shops and even those shops which are in remote areas.

Territory sales manager: ok, so what you think might be the problem with the product because in
other areas same product is doing well, why shopkeepers are reluctant in keeping the product of
our company

Dealer: there are many competing brand provide profitable margin on their product and also give
bulk deals with other products of their company. So customers prefer that product above us.

Territory sales manager: But I have got the information that you are not providing the product on
time and there is delay in delivering the product every time, which results in declined sales.

Dealer: No, I had supplied the product regularly in my area as you can confirm this. I admit there
was delay one or two times it’s because of some unavoidable conditions.
Territory sales manager: As we are working together since very long and I know you are very
well aware about your area but the results are not at all satisfying and because of the declined
sales company has to bear the losses. And also with the irregular supplies we are losing the
customers.

Dealer: I know and understand that the performance was not at all good in my area, but I have
done my work sincerely.

Territory sales manager: That’s why looking at your past records and your knowledge in the
territory I am giving you the chance to improve the sales of this area and to know what and
where the problem lies, and for this I am assigning a sales person who will assist you and helps
you in covering areas in a better ways.

Dealer : I don’t think so it’s a good idea because it is very difficult for me to divide the work and
make him understand the area and also the profit margins in our company is very limited and it
will be difficult to divide the profit. And I will assure you there won’t be any complaints from
my area and I will manage accordingly.

Territory sales manager: I know there is very low profit margins in our product and I am also
aware about the market condition of you area, don’t bother about your profit margin as the
assistant will be appointed from the company side and there will be no share of profit you’re
your area. And we are just appointing to get better market coverage in this territory.

Dealer: Okay, in that case I have no problem with the assistance and I will assure you for the
better results. Thank you.