SALES AND DISTRIBUTION MANAGEMENT

Presented By:
Susrita Sen (36)
Swati Randhawa (42)
Teena (43)
Avinash Tirkey (44)
...WHY?

Organizations large or small are into selling something for their

survival and growth.

May be product, service, idea (patriotism), a concept or a person.

Robert Louis Stevenson-Everybody is surviving on selling

something to someone.
WHAT?...

Today process of sales management undergone a complete change

in terms of strategy , practice and technological adoption.

Multidisciplinary i.e. sales managers have to perform duties such as

recruiting, training, selecting, motivating, forecasting and controlling
sales people.
 MONSANTO
American-based multinational agricultural biotechnology company.

Leading producer of GENETICALLY ENGINEERED seeds, holding 70-

80% of market share of various crops.

Pioneer of Bollgard Technology world wide.

50-50 joint venture b/w Mahyco and Monsanto.

Brands of Bt cotton seed:

Paras Atal (BG-II) , Paras Brahma (BG-I&II) laxmi (long staple variety),
Krishna

Brands of Maize:
Dekalb Pinnacle, 900M, 900M Gold, Supreme, DKC 984, DKC 9072.
 What prompted us to chose
Monsanto….
Agro based company.

Needs efficient S&D network to penetrate Indian rural markets.

Products sold at a specific time and not throughout the year.

Seamless flow of information in S&D network because demand based production.

High motivation for the sales force since dealing with uneducated rural customers.

Efficient logistics network to penetrate deeper in the rural pockets.

Efficient S&D network to minimize cost

Sustain in the Competition Dominated market (Syngenta and PHI)

 SALES NETWORK
IN MAHARASHTRA
FROM THE BOTTOM OF THE PYRAMID…

AT TALUKA LEVEL {EACH DISTRICT HAS 6 OR 7 TALUKAS}

DETERMINING THE MARKET DEVELOPMENT GENERATING

MARKET SIZE OFFICERS DEMAND

AT DISTRICT/TERRITORY LEVEL

TERRITORY MANAGER {HANDLING A TEAM OF 6 OR 7 MDO’S}

 {COLLECTING AND INTEGERATING
REGIONAL CO-ORDINATOR DATA FROM ALL TM’S}

AT STATE LEVEL{HAVING 2 OR 3 TERRITORIES}

REGIONAL SALES MANAGER

AT ZONAL LEVEL

ZONAL SALES MANAGER

AT NATIONAL LEVEL

NATIONAL SALES MANAGER

ANY FINAL DESCISION REGARDING SALES AND DISTRIBUTION
OF A PARTICULAR PRODUCT HAS TO BE APPROVED BY
FOLLOWING PEOPLE.

NATIONAL
SALES
MANAGER

PRODUCT
MANAGER

CORPORATE
OFFICE
 DISTRIBUTION NETWORK

PLANT BREEDERS R & D UNIT SALES NETWORK

QUALITY LEVEL INPUTS PRODUCTION LEVEL INPUTS

PRODUCTION PLANT

LOADED IN TRUCKS
 CARRIAGE AND FREIGHT CENTRES
OR {ONE OR TWO DEPENDING ON
THE SIZE OF THE STATE}
WAREHOUSE / STORAGE

PRODUCTS ARE SEGGREGATED ACC. TO THEIR BATCH NO.S

AND SENT TO THEIR RESPECTIVE DISTRICTS

DISTRIBUTORS

DEALERS/RETAILERS

FARMER
Thank You…