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Human Resources ITC Project - 1 - V2.0

This document summarizes a benchmarking study of HR policies in the FMCG sales industry. Key areas evaluated include selection & recruitment, induction & training, performance management, promotions & appraisals, and rewards & recognition. Interviews were conducted with sales representatives from HUL, J&J, Marico, and Godrej. The analysis found that Marico and HUL had the strongest policies overall, with well-structured selection, training, career management, and incentives. In contrast, J&J lacked structure in some areas. The document recommends that companies focus on better training, equal recognition for sales staff, and defined transfer policies.

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Shreya Mishra
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15 views

Human Resources ITC Project - 1 - V2.0

This document summarizes a benchmarking study of HR policies in the FMCG sales industry. Key areas evaluated include selection & recruitment, induction & training, performance management, promotions & appraisals, and rewards & recognition. Interviews were conducted with sales representatives from HUL, J&J, Marico, and Godrej. The analysis found that Marico and HUL had the strongest policies overall, with well-structured selection, training, career management, and incentives. In contrast, J&J lacked structure in some areas. The document recommends that companies focus on better training, equal recognition for sales staff, and defined transfer policies.

Uploaded by

Shreya Mishra
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as PPT, PDF, TXT or read online on Scribd
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BENCHMARKING OF HR POLICIES IN THE FMCG INDUSTRY

Shreya Mishra Roll No 127 SIMSR, Mumbai

Agenda

Objective Key Parameters of Evaluation Methodology Benchmarking Analysis Areas of Recommendation

Objective

To study the HR policies of the sales force in the FMCG sector. To analyze and recommend areas of improvements based on the comparative analysis.

Key Parameters of Evaluation


SELECTION & RECRUITMENT

INDUCTION & TRAINING


PERFORMANCE & CAREER MANAGEMENT PROMOTIONS & APPRAISALS

REWARDS & RECOGNITION

Methodology

Telephonic Interview Meeting the distributors and company sales force Feet on Street Informal Questionnaire Moments of Truth

Moment of Truth: HUL

An Interaction with Mr. Narendra Kumar Jain, Sales Officer


Stringent

selection & recruitment criteria.

Well

structured training program

Large

incentives like international trips, gold chains and the like

Moment of Truth: J&J

An interaction with Mr. Ajay Singh, Area Business Incharge


Well

structured training program selection and recruitment criteria

Unstructured

Average

rewards and recognition policies

Moment of Truth: Marico

An Interaction with Mr. Ranganathan , Territory Sales Officer (TSO)

Well structured selection criteria Well structured and well defined training program MIDAS

Good career management and appraisal policies


Excellent rewards and incentive policies

Moment of Truth: Godrej & Boyce

An Interaction with Mr. Mahesh Prasad Area Sales Manager


Very

well structured appraisal system rewards and recognition policies

Excellent

Not

a well defined selection criteria

Benchmarking Analysis
Parameters under consideration Selection & Recruitment Marico HUL Godrej & Boyce Johnson & Johnson

Induction & Training

Performance & Career Management

Promotions & Appraisals

Rewards & Recognition

Areas Of Recommendation

Need of better structured training programs Equal recognition to be given to sales personnel Well-defined transfer policies

THANK YOU !

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