Sales organization
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HUL is India's largest FMCG company with the largest market share in soaps, detergents, and home care products. It also has a leading personal products business. HUL has a vast distribution network of over 7,000 redistribution stockists covering one million retail outlets across India. The document discusses sales management in the FMCG industry, the salesforce hierarchy, and designing a rural sales organization to address challenges in rural distribution such as numerous small markets, poor road connectivity, low shop density, and inadequate storage systems.
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Sales organization
- 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.