Nestle

• Factory comes at the top which is resposible for producing the

goods. After that goods are delivered to the distributers.
• Distributers: There are 3 types of distributers.
• Direct
• Handling
• Sub-distributer
Direct: These distributers deliver the goods directly to the shops.
Handling: They distribute to the sub-distributer after that they
deliver to the shops. eg larkana in sukkhur
Sub-Distributer: They distribute to the shops.
Retailer: Retailers get the product from the distributers and then
sale it to the final consumer.
• ASM: Area sales manager (ASM) is responsible for ensuring
that all the products are delivered and are available in the
market. It is the duty of ASM to make sure that goods are
available in the market and easily asseccible by the
consumers. It is then responsibility of the marketing
department to attract the consumers through advertising
towards the product.
• Stocknorms: It is the time frame of a particular product. eg
in 1 day a retailer sales 50 lactogen then for 10 days his
stocknorm would be 500. After that new delivery would br
ordered.
• Nestle gets order from the distributers and after getting the payment
delivers the product.
• General Trade: It consists of the following
• Key Accounts: has seperate team which manages the operations of key
accounts.
• It consists of Large stores with massive sales like Imtiaz, Hyperstar,
Metro, Chase etc
• Lgs(large groceries): These are not too big nor too small. These are
medium range grocery stores.
• WS (wholesale)
• Small Stores: it contains general stores or pharmacies etc
• Petromarts: Small marts at the petrol pumps
• Hierarchy Of Sales Management:
• Zonal Sales Manager

• Regional Sales Manager

• Area Sales Manager