Salesman Incentive

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Sales and Distribution Management- Term IV

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Sales and Distribution Mangement
Project Report Submission

Salesman Incentive Plan for Modern Trade

Submitted by: Group 9 Section A

Project Report– Term IV

IIMC

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Sales and Distribution Management- Term IV

INDEX

Scope and Methodology………………………………………………………..3 Supply Chain Process…………………………………………………………..4 Classification of Outlets………………………………………………………….5 Role of Sales person in National account stores………………………………6 Role of Sales person in Local account stores………………….……………....7 Current Incentive Plan Followed by ITC……..…………………………………8 Best Practices followed in the Industry………………………………………..10 Proposed Performance Parameters and Incentive structure…………………..11

Project Report– Term IV

IIMC

Page

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Sales and Distribution Management- Term IV

Scope of the Project
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To understand Modern Trade Sales Practices in ITC and the best practices in the industry. Sales executive`s role in Modern Trade, which includes all the activities performed by the sales executive in MT.

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Identification of Key Performance Indicators, which can then be used to draft the Incentive plan.

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Identifying tasks which can be performed to reduce Out of Stock issues Draft an incentive plan for the sales executive.

Methodology
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Sales visits were planned with the executive to understand his role in detail and identify key performance areas.

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Identification of activities relevant to reducing OOS. These tasks primarily involved the sales man`s role in delivering stock, checking the existing stock levels, and coordinating with the distributor and the warehouse to ensure stock availability throughout.

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Identification of key performance indicators. Best practices in the industry and studying the incentive plan of some of the competitors. Draft of the incentive plan.

Project Report– Term IV

IIMC

Page

3

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Sales and Distribution