Sales

Organization

AKASH SHARMA
Introduction
Largest FMCG company in India.
It has the largest market in soaps, detergents and home care products.
Leading personal products business of shampoos, skincare products, cosmetics, deodorants etc.
The distribution network of HUL is its biggest strength which is stretched across the country and
comprises of over 7000 redistribution stockists covering one million retail outlets.
SALES
MANAGEMENT
IN THE FMCG
INDUSTRY
SALESFORCE
HIERARCHY
Q. What kind of sales organization should HLL design for the current market?
Q. What kind of sales organization should HLL design to cover the rural market of India?
Challenges in rural distribution-
• Large number of small markets
• Poor road connectivity
• Poor availability of suitable dealers
• Low density of shops
• Poor storage system

Organization Structure
Different structures of a sales organization on
International, National, Urban and Rural level.

Hierarchy of the Sales force organization.

Learnings
Sales force design according to current market
structure.

Sales organization structure in rural market.