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Sales Monitoring & Training System

The document discusses Fortune Food Products' sales and distribution monitoring mechanisms. It describes how the company uses an ERP system to track orders, billing, and SKU-level sales. However, not all distributor data is captured, and some monitoring is still done manually. Representatives also visit markets for feedback. Training for salespeople is mostly done on-field by area sales managers and regional managers. Salespeople can be hired directly by the company or through distributors, and numbers vary with sales levels. Most salespeople receive a fixed salary plus incentives for meeting or exceeding targets, which are usually monetary but sometimes include small appliances. Area sales managers and distributors set sales targets and monitor performance through sales records.

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129 views2 pages

Sales Monitoring & Training System

The document discusses Fortune Food Products' sales and distribution monitoring mechanisms. It describes how the company uses an ERP system to track orders, billing, and SKU-level sales. However, not all distributor data is captured, and some monitoring is still done manually. Representatives also visit markets for feedback. Training for salespeople is mostly done on-field by area sales managers and regional managers. Salespeople can be hired directly by the company or through distributors, and numbers vary with sales levels. Most salespeople receive a fixed salary plus incentives for meeting or exceeding targets, which are usually monetary but sometimes include small appliances. Area sales managers and distributors set sales targets and monitor performance through sales records.

Uploaded by

hack
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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The Monitoring Mechanism:

The Fortune food products are sold across General Trade, Modern trade and E-Commerce.
To handle the monitoring of sales and distribution practices, the company has an IT system
which includes SAP and ERP system.

The ERP system keeps track of the orders, billing and sales etc., SKU wise. Modern trade
does not use the IT infrastructure often and only some distributors data is monitored
through the ERP while others are mostly manual. Apart from this, a company representative
visits the market to collect feedback regarding availability of stock, delivery accuracy etc.

Training and HR Inputs provided to channel partners:

Most of the salespeople are not highly educated and exclusive training program is not that
common. The training is done on field and is taken care by ASM and RM for their respective
sales representatives. On a need basis, some training is also given at the company head
quarters when there are changes in product, process or policy recommended by ASM and
RM. Sometimes, the distributors are also provided with training if required. The decisions
are taken together by ASM and the sales representatives.

Field Force Management

There are distributors to whom the company distributes the products. They in turn sell the
products to retailers or wholesalers through field force consisting of salesperson hired by
the company and by the distributors. The salesperson is either hired by the company
directly or through a consultancy firm. The requirement of salespeople is proportional to the
sales for that period. If sales increase, more people are hired to meet the demand and vice
versa. The role and responsibility of salesperson is same whether hired by company or the
distributor.

Monetary and non-monetary rewards:


Generally, all the salespeople hired are on fixed salary basis and incentives are given for
achieving or exceeding the targets. The incentives are mostly monetary and rarely non-
monetary in the form of utensils, small appliances etc.

Target Setting and Monitoring:

If salespeople are hired by the company, then targets are set by the ASMs. The distributors
set targets for the field force under him/her. The incentives are also taken care by the same
people respectively. The monitoring of sales is through sales records which salespeople
should keep a track of after every deal. The order taking, sales calls, inventory level etc., are
monitored and taken through phone calls, weekly visits or WhatsApp mostly for the retailers
and wholesalers.

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