Presented By: Group No.

Akash Deep – 110067

Anurag Kumar – 110074
Gautam Prakash – 110080
Nitish Kumar – 110090
Prakash Kumar -110092
Rishabh Raj – 110100
Ved Prakash - 110117
 AMUL is an Indian Dairy Co operative based at Anand in the state of Gujrat India

 Formed in 1946 It is a brand managed by GCMMF which today is jointly owned by 3.6 million

milk producer in Gujrat.

 AMUL spurred India's white revolution which made the country the world largest milk and milk

producer.

 DR Varghese kurien was founder chairman of GCMMF.

 Existing Sales management at

Products
e
Pasteurized milk isar
transported
transported to regional
to various
milk federation
distributer
factories where dairy
Chilled milk is retailer and
product are produced after
transported from VCC then
and Branded
to the district Union consumer.
where milk is
Pasteurized.
Milk is collected
from the Farmer at
co operative level
and send to
chilling station
 Roles Of Sales Executive
• Sales executive are the key point of contact between an organisation and
its clients.
• Develops relationships with prospects.
• Their work includes reviewing sales performance, negotiating contracts
and packages.
• Researching and recommending new opportunities.
• Recommending profit and service improvements.
• Generating leads.
• Helping determine pricing schedules for quotes, promotions and
negotiations.
 Role Of Sales Force Recruitment
• The process includes analysing the requirements of a job, attracting employees to
that job.
• Screening and selecting applicants, hiring and integrating the new employee to the
organization.
• Effective recruitment processes are crucial in attracting and retaining high quality
staff.
• In recruiting and selecting the right salesforce, manager must ensure that the
persons chosen has the matching ability and talents to sales job.
 A Selection System

Preliminary
Interview Screening

Formal Application

Interview Employment Offer

Reference & Credit Physical

Testing
Check Examination
 Sales Training Program
• Sales training in start of job of 2-months is given.
• It includes class room training and on job training.

Motivation of sales person

• Sales persons are motivated through incentives, prizes and recognitions.

• Promotion on performance basis is one of the best motivating factors for
employees.
 Sales Meeting And Contest
• Different meeting are organised in half yearly basis in different
locations of India.
• Awards like best sales person etc. are given in these sales meeting.

Territory Design

• Territory are mainly designed on the basis of population.

 Daily Sales Target
• There is no daily sales target.

Sales Force Target

• Yearly targets are given.
• These targets are distributed on monthly basis.
 Motivation Of Channel Members
• Channel members are motivated by distribution margins.
• On particular achievement of sales quantity foreign trips and gifts are
also provided.

Channel Conflicts

• Some conflicts like different channel member trying to competing in

same market area.
 Channel Evaluation
• Channel evaluation is done on target achievement basis.