Itc ppt
- 3. About the company Vision • To sustain ITC’s position as one of India’s most valuable corporations through world-class performance, creating growing value for the Indian economy and the Company’s stakeholders Mission • To enhance the wealth generating capability of the enterprise in a globalising environment, delivering superior and sustainable stakeholder value
- 4. Diversified Product Categories Food ( GR 1) Personal Care (GR 2) Cigarettes ( GR 3) Bingo (GR 4) Paper Boards (GR 5)
- 5. Products
- 6. Sales organisation Structure Sales Trainee Area Executive Area Manager Assistant Manager Branch Manager Regional Branch Manager District Manager
- 7. Sales Territory • Population • Standard of living • Nature of the place
- 8. Sales Force • Combination of Fresher and Experienced • Distributor or ITC • Strength is ITC
- 9. Functions of Sales Force • To prepare the marketing plan at the beginning of every year, taking into consideration the demand, sales, production capacity and customer performance. • To promote the products through media and advertisement. • To study the market, competitors’ products and their strategies. • To make the product available at right time.
- 10. Sales Strategies • To connect with all the wholesalers, the agents and the retails. • To increase the sales by promoting the product in different places. • Aims to conduct with all the middlemen’s meeting. • To make the goods available at right place and at right time. • Tap the untouched market by expansion. • By sponsoring many events for promoting the products • Aiming to set up new sales promotional and advertising activities
- 12. Sales Activities • Appointment of Distributor • Functions of distributor • Expenses
- 13. Sales Promotion • Television advertisement • Print ads • Promotional activities in different camps • Contest
- 14. Recruitment • Assistant under TraineeTop B- Schools • Sales Trainee Other B- schools • Lateral Recruitment (for the post of AE) by BM and HRM Employee References and Consultancy
- 15. Qualities Expected by ITC Integrity Intellectual rigour A 'will do' attitude Team skills Ability to think strategically High energy Creativity Leadership
- 16. Selection Process Application Screening Group Activity Personal Interaction
- 17. Training and Development • Induction Training • On job Training • Internal Training • Competence Training
- 18. Remuneration • Monthly Sales Target • Visibility Target Monthly Target • Sales Volume for each product category • Market share growth rate Performance of the branch
- 19. Strength Strong brand recognition and product portfolio Experienced Management Diversified Product Portfolio Established Research & Development Global market reach Well established distribution network Weakness Dependence on tobacco revenues Negative Connection of Tobacco Low export levels Brand Proliferation Opportunity Low per capita consumption of personal care products Untapped rural Market Collaboration with foreign players e-retailing Threat Competition both Domestic & International Ban on smoking Competition from unbranded products High competition from established companies SWOT Analysis 2/5/2016 19 Strength Strong brand recognition and product portfolio Experienced Management Diversified Product Portfolio Established Research & Development Global market reach Well established distribution network Weakness Dependence on tobacco revenues Negative Connection of Tobacco Low export levels Brand Proliferation Opportunity Low per capita consumption of personal care products Untapped rural Market Collaboration with foreign players e-retailing Threat Competition both Domestic & International Ban on smoking Competition from unbranded products High competition from established companies
- 20. Conclusion • From our study on Sales organisation of ITC Ltd, we could analyse the Sales Organization, Sales Strategy, Sales Force ,Recruitment and Induction Process , Territory Allocation Process and Strategy Reporting Structure and Systems, Compensation Structure , System of Evaluation , Training and Development given to sales person, we could also analyse the Strength, Weakness, Opportunities and Threats for the company. • Study helped our team to get practical exposure to the theoretical concepts we studied in our sales management class