Sales & Distribution Management

Sales, according to me is the most boring job in the world, it has no purpose in relation to life. Its completely a by product of the capitalistic world we live in. Having said that, as a system I find it truly fascinating because their main purpose is to convince people to buy their product or service.

The term sales management relates to the process of planning, directing & controlling selling activities which are conducted in a business.

There is common misconception that sales is a completely separate aspect of a business. Whereas in-fact, sales comes under the concept of Marketing.

Since Lipton is backed by two giants HUL & Pepsi, it has a group of talented individuals handling their sales management

The main sales & distribution objectives of HUL are as follows:

-To achieve their sales targets

-To make sure that effective & efficient dealers are chosen.

-Constant evaluation of their dealers.

-To maintain good relations with their distributors.

-To make sure the product reaches the consumers on time in all target locations.

-Use of appropriate promotion strategies to increase sales.

In HUL, there is no personal selling involved, products are wired through intermediaries and are sold to these intermediaries.