[ A HANDBOOK ON FMCG SALES ] CONTENT 1. 2. 2.3. 2.4. 2.5. 3. The FMCG Sales & Distribution Overview Organizational Structure 2.1. Organogram 2.2. Job Description and Personal Profile – SR/TSI/SO Job Description and Personal Profile – ASM Job Description and Personal Profile – RSM Job Description and Personal Profile – NSM Area Planning 3.1. Coverage Plan 3.1.1. Coverage Master Plan 3.1.2. Key Town Master Plan 3.2. PJP(Permanent Journey Plan) 4. 4.1. Field Systems In the Market 4.1.1. Daily Sales Report (DSR) 4.1.2. Retailer Card 4.1.3. Merchandising Kit/Use of POS/Visibility 4.1.4. Planogram 4.1.5. Order Book 4.1.6. ASM Market Visit Report 4.2. At the Distributor 4.2.1. Distributor Monthly Stock & Sales Report (DMSSR) and Inventory Management 4.2.2. Distributor Appointment Process 4.2.3. Distributor Termination process 4.2.4. Claim settlement process 4.2.5. Damage and Expiry Policy 4.2.6. Order Generation Process 4.2.7. Distributor ROI 4.3. At the Super Stockist 4.3.1. Order Generation Process 4.3.2. Inventory Management 4.3.3. Outstanding Management 4.3.4. Super Stockist ROI 1
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