Hindustan Unilever
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The document discusses the sales organization of Hindustan Unilever Limited (HUL), India’s largest FMCG company, highlighting its extensive distribution network of over 7000 stockists and one million retail outlets. It addresses the challenges HUL faces in rural markets, such as poor road connectivity and low shop density, while proposing potential structures for effective sales organization in both urban and rural settings. Additionally, it examines various sales force designs adapted to current market conditions.
Hindustan Unilever
- 2. 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.
- 5. Q. What kind of sales organization should HLL design for the current market?
- 6. 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
- 7. Learnings Different structures of a sales organization on International, National, Urban and Rural level. Hierarchy of the Sales force organization. Sales force design according to current market structure. Sales organization structure in rural market.