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About Sales and Distribution Management
This document discusses issues and recommendations related to Nestle's sales and distribution channel in Gurgaon, India. It identifies issues such as distributor salesmen being overloaded with work due to a large number of SKUs, lack of incentives for overall sales achievement, poor product visibility at outlets due to unmaintained displays, and complaints from retailers about expired goods and delayed payments. Recommendations include assigning separate salesmen for different product categories to reduce workload, providing incentives based on total sales and number of bills/outlets, incentivizing merchandisers based on performance, and establishing a complaint window for retailers and distributors while conducting frequent market audits. Implementation challenges around costs, performance evaluation subjectivity, and potential for excessive
Detailed Information
| Author: | ['sourabh_a'] |
|---|---|
| Publication Year: | 2009 |
| Pages: | 9 |
| Language: | English |
| Format: | |
| Price: | FREE |
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