Presented by:ANKIT DUBEY RAVEENA JAIN MANTHAN TANIA HALDAR DEBOJEET DUTTA

SALES FORCE HIERARCHY

BUSINESS HEAD NATIONAL SALES MANAGER

REGIONAL SALES MANAGER

AREA SALES MANAGER

SALES OFFICERS/EXECUTIVE

MANUFRACTURE

DEPO

INDUSTRIAL BUYER/ONLINE

DISTIBUTOR

MODERN TRADE

GENERAL TRADE

CSD

CUSTOMER

RETAIL

WHOLESALE

RETAIL
CUSTOMER

DISTRIBUTION CHANNEL OF BISLERI

CUSTOMER

SALES FORCE TERRITORY MANAGEMENT

The distributor employs their own salesmen. The salesmen are divided among the territories defined by the distributor. The distributor has 5 routes. Out of the 5 routes, one is the main route and the other four are sub routes. The salesmen are divided amongst these routes. This helps in avoiding horizontal conflict and leads to better focus and evaluation of sales performance of the salesmen. The company sales person makes a visit once every month. Rest of the month every communication regarding stock replenishment, etc. takes place over phone. The person of the company whom the distributors communicate with is the Sales Executive. At times the company deploys its own men to do the distribution job for the Distributor also.

MOTIVATIONAL PROGRAMS USED FOR SALES FORCE BY BISLERI

Incentives for the salesmen A basic salary of around is given irrespective of the performance of the salesman. No incentives are given to the salesmen for distributing Bisleri as no such support is received from the company. So no targets are also fixed for the salesmen as company does not give them any target. The entire distribution runs on the general demand of the market i.e. on the market pull only.

PRICE MARGINS FOR THE PRODUCTS

The schemes given to retailers are usually dependent on company policy. As per the company policy the various schemes are given to the retailers and the amount for the same is claimed from the company. But as per the experience of the Distributor the company doesnt settle the claims soon and takes much longer time for which many distributors have left the distributorship of Bisleri. Special discounts and schemes are given during festivals like Durga Puja and seasons like the marriage season just to boost up the sales volume.

FLOW OF CASH AND CREDIT

The company doesnt give any credit schemes to the Distributors. The Distributor either have to make Advance Payment or else the day on which company delivers stock to them the company people collects the payment. But the distributor offers credit of a maximum period of 3 days to the retailers.