Area sales manager Guide / FMCG sales & Distribution / Field management

[aiwajima2000]

Hi
I'm working with a pharmaceutical company as Area sales manager handling otc products like Kids health drink a rival competitor for Junior Horlicks & complan. I want to adopt the sales & distribution stratergy followed by fmcg companies like coke, HUL, Marico etc. Can any body provide me good materials on FMCG Area sales manager guide book/ Field management/FMCG sales & distribution module in lines with fmcg operations? Which will enable me to increase our brand presence & share in the market.
I'm already handling a team of 7 sales officers in chennai & rest of tamilnadu. Who are handling distributors & ensuring the product availability in kirana shops , general merchants, chemist, super markets , Dept stores etc. As our company has strong background in ethical selling only and i have no prior exp in consumerisation. I'm looking for some good materials on fmcg distribution module like territory management- coverage and preparing a master coverage plan for each distributors, training our sales officers in field mangament , merchandising , in lines with fmcg distribution.

--------------------------------------------------------------------------------

[vikram chawla]

Originally Posted by aiwajima2000

Hi
I'm working with a pharmaceutical company as Area sales manager handling otc products like Kids health drink a rival competitor for Junior Horlicks & complan. I want to adopt the sales & distribution stratergy followed by fmcg companies like coke, HUL, Marico etc. Can any body provide me good materials on FMCG Area sales manager guide book/ Field management/FMCG sales & distribution module in lines with fmcg operations? Which will enable me to increase our brand presence & share in the market.
I'm already handling a team of 7 sales officers in chennai & rest of tamilnadu. Who are handling distributors & ensuring the product availability in kirana shops , general merchants, chemist, super markets , Dept stores etc. As our company has strong background in ethical selling only and i have no prior exp in consumerisation. I'm looking for some good materials on fmcg distribution module like territory management- coverage and preparing a master coverage plan for each distributors, training our sales officers in field mangament , merchandising , in lines with fmcg distribution.

--------------------------------------------------------------------------------

i hope this is helpful to you...
follow the link

Marketing Project on Coca Cola India.

[arun.pratim]

thanks____________________________________________ ___________

[naps2c]

thanks!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!! !!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!