[ A HANDBOOK ON FMCG SALES ] S.no Functional area 5 CFA/SD Employee Motivation, rewards and recognition Tasks Stock inventory management Getting involvement of the CFAs/SDs Setting service standards and implementation of standards Damaged & Expired Stocks management 6 Market Intelligence 7 MIS & Reporting Understanding the needs of the Market & Opportunities present Keeping a close tab on competition Ensure that the required MIS Reports are received, analyzed and solutions are implemented 3 Area Planning Area Planning consists of the following: 3.3 Coverage Plan 3.3.1 Coverage Master Plan The Coverage Master Plan gives an overall picture of the area in terms of Super Distributors, Distributors, Outlets, Manpower and Infrastructure. It is important to review the progress on Master Plan from time to time.It also gives an idea of the estimated Sales and Manpower Cost to Sales Ratio. Table. 3.1.1.A S.No SSO HQ town SD AREA 1 Ghaziabad 2 Ghaziabad Meerut 3 Bareilly 4 Bareilly 5 Agra 6 Mainpuri 7 Kanpur 8 Jhansi 9 Varanasi 10 Varanasi 11 Gorakhpur 12 Gorakhpur 13 Lucknow 14 Lucknow 15 Dehradun Bareilly Shahjahanpur Agra Mainpuri Kanpur Jhansi Varanasi Allahabad Gorakhpur Gorakhpur Lucknow Faizabad Dehradun 16 Dehradun Rudrapur No. of Towns Covered Ghaziabad 35 26 22 15 15 20 8 18 16 24 199 No. of Distributors 40 27 23 20 13 17 13 13 21 28 215 Total Cost of two ASMs No of SSO 1 1 1 1 1 1 1 1 1 1 10 No of SR 2 1 2 1 1 1 1 2 2 1 1 1 2 1 1 1 Tentative cost of SSO 15,000 15,000 12,000 10,000 12,000 10,000 12,000 12,000 15,000 14,000 Tentative cost of SR 17,000 7,000 16,000 7,000 8,000 7,000 7,000 14,000 15,000 7,000 7,000 7,000 18,000 7,500 8,000 8,000 Total cost 39,000 38,000 20,000 17,000 19,000 24,000 34,000 26,000 40,500 30,000 Expected Business 50,00,000 50,00,000 25,00,000 25,00,000 25,00,000 37,50,000 50,00,000 37,50,000 50,00,000 37,50,000 21 1,27,000 1,60,500 2,87,500 387,50,000 60,000 3,47,500 232,50,000 1.49% 15 Cost Percentage
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