Sales and distribution

management
of Asian Paints
BY:
Abhishek Kumar
Charu Alok
Mritunjay Garain
Nishant Jha
Radhika Kumari
Rajnish Kumar
Tanvi Sinha
Introduction
• Asian Paint was founded in 1942.
• It has become India’s leading and Asia’s third largest paint company,
with a turnover of Rs 193.50 billion.
• It operates in 15 countries and have 26 paint manufacturing facilities
in the world, servicing consumers in over 65 countries.
• Driven by its strong consumer-focus and innovative spirit, the
company has been the market leader in paints since 1967.
• It manufactures a wide range of paints for decorative and industrial
use.
PRODUCTS
 Sales Executives

Brands Service and Retail sales executive Innovation and

Project sales Business
Promotion retailing Development
team
executive executive team
Territory Sales
Sales Officer Officer
Area Sales Manager
 Role of Sales Executives
• Retail Sales Executive: Responsible for the vast network of dealers across the
country and supporting them in growing their business profitably.
• Project Sales Executive: They work with developers, and housing societies to
provide building solutions for paint and waterproofing.
• Services and Retailing Executive: They offer services like painting solutions,
décor and color consultancy to end consumers, helping them make décor choices
for their home.
• Brands Promotion team: This team works to develop each best-selling brand
for Asian Paints – starting from consumer research, communication and
sustenance of each brand’s unique needs.
• Innovation and Business Development team: This team focuses on exploring
new products in décor and introducing them to the market – such as wallpaper
and adhesives in recent years.
 Recruitment Process

Internal Sources External Sources

• Employee Referral • Advertisements
Program • Campus Recruitments
• Internship • Professional Fair
• Computer Rosters
 Selection Process:

1. Aptitude written / online test.

2. Technical interview.

3. HR interview
 Sales Training Program

• Product Knowledge Training

• HR Policy Training (SPARSH)
• Dealer Management Training
 Compensation:
Retail Sales Executive Salary per year
Sales Officer ₹4,52,736/yr

Territory Sales Officer ₹6,26,880/yr

Area Sales Manager ₹19,84,771/yr

Project Sales Executive ₹4,88,784 - ₹5,00,000/yr

Service and retailing executive ₹8,04,000-₹8,40,000/yr

Brands Promotion team ₹8.63,000 - ₹9,28,000/yr

Innovation and Business Development

team ₹5,21000- ₹5,63,000/yr
 Other Benefits
• Health Care and Life Insurance
• Performance Bonus
• Maternity and Paternity Leave
• Vacation and Paid Time off
• Sick Leave
• Employee Discount
• Employee Assistance Program
• Job Training and Tuitions
 Motivation of Sales personnel

• Incentives
• Monthly Performance Appraisal
• Certificates and gift for best performer
 Managing expenses of sales
personnel
Travel Allowances are reimbursed as follow:-
• Overnight Visit
Rs.800 Daily Allowance
Rs.2000 Hotel Expense
2nd AC ticket
• Day visit up to 6 hour Journey
Rs.580 Daily allowance
2nd AC Ticket
 Sales Meeting and Contest
Sales meeting are held twice in a month
• Start of the Month
Following agenda are discussed
Target
Schemes
Strategy
• End of the month
Closing
Retrospection
Finding scopes for improvement.
• Sales contest are held to identify the best performer per quarter.
 Territory Design

• Two Unit in Bihar

Bihar east and Bihar west
Each Unit consist of 10 Territory Each.
 Sales Force target and
Appraisal
• Target
Sales target of present month= actual sales of same month of previous
year*(20 to 25%) growth

Different types of target

• Long term
• Medium term
• Short term
Product Long Term Medium Term Short Term

Tractor Emulsion 10000 lit 2000 lit 600 lit

Ace Exterior 11000 lit 2000 lit 500 lit

Emulsion

Truecare wall putty 11000 kg 8000 kg 1000 kg

• Appraisal
Based on the performance in one financial year the performance rating
is awarded and compensated with higher growth in salary and annual
bonus.
Company Dealership
Distribution Management
Sub Dealer Customer
For Adhesive Division company select the Distributor.
• Benefit for channel Members
Credit Note
Trips( Domestic and International0
 Channel Conflict

Channel Conflict is handled Through one on one meeting keeping

Code of conduct in mind.
Thank you