SALES AND DISTRIBUTION MANAGEMENTSALES AND DISTRIBUTION MANAGEMENT

Presented By:Presented By:Susrita Sen (36)Susrita Sen (36)Swati Randhawa (42)Swati Randhawa (42)Teena (43)Teena (43)Avinash Tirkey (44)Avinash Tirkey (44)

...WHY?...WHY?

Organizations large or small are into selling something for their Organizations large or small are into selling something for their survival and growth.survival and growth.

May be product, service, idea (patriotism), a concept or a person.May be product, service, idea (patriotism), a concept or a person.

Robert Louis Stevenson-Everybody is surviving on selling Robert Louis Stevenson-Everybody is surviving on selling something to someone.something to someone.

WHAT?...WHAT?...

Today process of sales management undergone a complete change Today process of sales management undergone a complete change in terms of strategy , practice and technological adoption.in terms of strategy , practice and technological adoption.

Multidisciplinary i.e. sales managers have to perform duties such as Multidisciplinary i.e. sales managers have to perform duties such as recruiting, training, selecting, motivating, forecasting and controlling recruiting, training, selecting, motivating, forecasting and controlling sales people.sales people.

MONSANTOMONSANTO

American-based multinational agricultural biotechnology company.American-based multinational agricultural biotechnology company.

Leading producer of GENETICALLY ENGINEERED seeds, holding 70- Leading producer of GENETICALLY ENGINEERED seeds, holding 70- 80% of market share of various crops.80% of market share of various crops.

Pioneer of Bollgard Technology world wide.Pioneer of Bollgard Technology world wide.

50-50 joint venture b/w Mahyco and Monsanto.50-50 joint venture b/w Mahyco and Monsanto.

Brands of Bt cotton seed:Brands of Bt cotton seed: Paras Atal (BG-II) , Paras Brahma (BG-I&II) laxmi (long staple variety), Paras Atal (BG-II) , Paras Brahma (BG-I&II) laxmi (long staple variety),

Krishna Krishna

Brands of Maize:Brands of Maize: Dekalb Pinnacle, 900M, 900M Gold, Supreme, DKC 984, DKC 9072.Dekalb Pinnacle, 900M, 900M Gold, Supreme, DKC 984, DKC 9072.

What prompted us to chose What prompted us to chose Monsanto….Monsanto….

Agro based company.Agro based company.

Needs efficient S&D network to penetrate Indian rural markets.Needs efficient S&D network to penetrate Indian rural markets.

Products sold at a specific time and not throughout the year.Products sold at a specific time and not throughout the year.

Seamless flow of information in S&D network because demand based production.Seamless flow of information in S&D network because demand based production.

High motivation for the sales force since dealing with uneducated rural High motivation for the sales force since dealing with uneducated rural customers.customers.

Efficient logistics network to penetrate deeper in the rural pockets.Efficient logistics network to penetrate deeper in the rural pockets.

Efficient S&D network to minimize costEfficient S&D network to minimize cost

Sustain in the Competition Dominated market (Syngenta and PHI)Sustain in the Competition Dominated market (Syngenta and PHI)

SALES NETWORKSALES NETWORK

IN MAHARASHTRAIN MAHARASHTRA

MARKET DEVELOPMENT OFFICERS

FROM THE BOTTOM OF THE PYRAMID…

DETERMINING THE MARKET SIZE

GENERATING DEMAND

AT TALUKA LEVEL {EACH DISTRICT HAS 6 OR 7 TALUKAS}

TERRITORY MANAGER {HANDLING A TEAM OF 6 OR 7 MDO’S}

AT DISTRICT/TERRITORY LEVEL

REGIONAL SALES MANAGER

REGIONAL CO-ORDINATOR {COLLECTING AND INTEGERATING DATA FROM ALL TM’S}

ZONAL SALES MANAGER

NATIONAL SALES MANAGER

AT STATE LEVEL{HAVING 2 OR 3 TERRITORIES}

AT ZONAL LEVEL

AT NATIONAL LEVEL

ANY FINAL DESCISION REGARDING SALES AND DISTRIBUTION OF A PARTICULAR PRODUCT HAS TO BE APPROVED BY

FOLLOWING PEOPLE.

NATIONALSALES

MANAGER

PRODUCTMANAGER

CORPORATE OFFICE

DISTRIBUTION NETWORKDISTRIBUTION NETWORK

PLANT BREEDERS SALES NETWORK

QUALITY LEVEL INPUTS PRODUCTION LEVEL INPUTS

R & D UNIT

LOADED IN TRUCKS

PRODUCTION PLANT

DEALERS/RETAILERS

FARMER

PRODUCTS ARE SEGGREGATED ACC. TO THEIR BATCH NO.S AND SENT TO THEIR RESPECTIVE DISTRICTS

DISTRIBUTORS

CARRIAGE AND FREIGHT CENTRESOR

WAREHOUSE / STORAGE

{ONE OR TWO DEPENDING ON THE SIZE OF THE STATE}

CARRIAGE AND FREIGHT CENTRESOR

WAREHOUSE / STORAGE

{ONE OR TWO DEPENDING ON THE SIZE OF THE STATE}

Thank You…Thank You…