ºÝºÝߣ

ºÝºÝߣShare a Scribd company logo

Hindustan Unilever

•Download as PPTX, PDF•
•
Akash Sharma
Akash Sharma

This ppt explains how the sales organisation of the multinational FMCG brand Unilever works. It includes the general strategic and control roles that are there in the FMCG industry. It also presents a flow-chart on Salesforce hierarchy.

1 of 7
Download to read offline
Sales Organization AKASH SHARMA
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.
SALES MANAGEMENT IN THE FMCG INDUSTRY
SALESFORCE HIERARCHY
Q. What kind of sales organization should HLL design for the current market?
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
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.

More Related Content

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.