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Sales and Distribution Assignment 1

The document discusses the sales organization structure of Hindustan Unilever Limited (HUL), India's largest fast-moving consumer goods company. HUL divides the country into 4 regions headed by regional managers to manage sales operations. Each product division is self-sufficient and headed by a vice president. Over time, HUL's distribution network has evolved from using wholesalers to a system of registered wholesalers, redistribution stockists, and third-party carrying and forwarding agents to improve customer service while reducing costs.

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Abhishek kumar
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478 views5 pages

Sales and Distribution Assignment 1

The document discusses the sales organization structure of Hindustan Unilever Limited (HUL), India's largest fast-moving consumer goods company. HUL divides the country into 4 regions headed by regional managers to manage sales operations. Each product division is self-sufficient and headed by a vice president. Over time, HUL's distribution network has evolved from using wholesalers to a system of registered wholesalers, redistribution stockists, and third-party carrying and forwarding agents to improve customer service while reducing costs.

Uploaded by

Abhishek kumar
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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SALES ORGANIZATION STRUCTURE

The structure of the sales organization is the way in which the sales department is a
structure to carry out the entire sales process. This may include business
development, cold calling, lead generation, incoming sales call processing, etc. A
good sales structure is essential to increase/maintain a high conversion rate.
It is a department of the company within the logistics that designs the company
according to the sales requirements. The sales organization is responsible for the
sale and distribution of goods and services. The sales unit is represented as a legal
unit.
Sales Organization Structure (Flow Chart) - HUL
HINDUSTAN UNILEVER SALES ORGANIZATION STRUCTURE

Hindustan Unilever Limited is India's largest Fast-Moving Consumer Goods


(FMCG) Company. HUL and Group agencies have approximately 15,000
employees, consisting of 1200 managers.
The fundamental principle figuring out the corporation shape is to infuse velocity
and flexibility in decision-making and implementation, with empowered managers
across the organization’s nationwide operations.
 Board is headed by way of the Chairman, and comprising 5 entire time
Directors and five independent non-executive Directors. The day after day
operations are supervised with the aid of the National Management
comprising the Vice Chairman, Managing Director (HPC), Managing
Director (Foods) and the Finance Director.

 Divisions each division is self-sufficient with committed sources and assets


in income, advertising, industrial, and manufacturing. The two divisions are
further reorganized into categories.

 Typically, every class and every characteristic - Sales, Commercial,


Manufacturing - is headed with the aid of a Vice President. They with their
respective Managing Director contain that Division's Management
Committee.

 For coping with income operations, HUL divides the country into 4 regions,
with regional branches in Delhi, Kolkata, Chennai and Mumbai. Headed via
a Regional Manager, they include Regional Sales Managers and Area Sales
Managers, assisted by devoted area forces, comprising Sales Officers and
Territory Sales Incharges.
 In Marketing, every class has a Marketing Manager who heads a group of
Brand Managers devoted to every or a collection of manufacturers.

 The industrial team of a Division is answerable for its deliver chain control.
There are teams committed to sourcing, making plans and logistics.

 Each Division has a national manufacturing base, with every manufacturing


facility peopled with the aid of teams of Production, Engineering, Quality
Assurance, Commercial and Personnel Managers.

What is a Sales Process?


A sales process is a series of degrees, each consisting of a fixed of repeatable steps
that your sales reps carry out to transform a capacity patron from being a cause a
paying client. It acts as a road-map to hold your group participants heading in the
right direction in order that they constantly realize what to do next without
hesitation.
Sales Process of HUL
HUL’s distribution network has advanced with time. The first phase of the HUL
distribution network had wholesalers putting bulk orders directly with the business
enterprise. Large retailers also placed direct orders, which comprised nearly 30 per
cent of the full orders accumulated.

The company salesman grouped some of these orders and located an indent with
the Head Office. Goods were dispatched to these markets, with the enterprise
salesman as the consignee. The salesman then accumulated and allotted the
products to the respective wholesalers, against cash fee, and the cash changed into
remitted to the agency.

The consciousness of the second one segment, which spanned the decades of the
40's, become to provide favored merchandise and excellent provider to the
agency’s customers. In order to reap this, one wholesaler in each marketplace was
appointed as a “Registered Wholesaler,” a stock point for the business enterprise’s
merchandise in that marketplace. The organization salesman still covered the
marketplace, canvassing for orders from the relaxation of the trade. He then
disbursed shares from the Registered Wholesaler through distribution devices
maintained by way of the company. The Registered Wholesaler system, therefore,
expanded the distribution attain of the organization to a larger wide variety of
clients.

The highlight of the third segment turned into the idea of “Redistribution Stockist”
(RS) who changed the RWs. The RS changed into required to provide the
distribution units to the enterprise salesman. The second characteristic of this
period turned into the establishment of the “Company Depots “gadget. This
machine helped in transshipment, bulk breaking, and as a stock point to minimize
stockouts on the RS degree. In the latest past, a sizable trade has been the
alternative of the Company Depot by a gadget of 1/3 birthday celebration Carrying
and Forwarding Agents (C&FAs). The C&Fas act as buffer inventory-points to
make certain that stock – outs did not take place. The C&FA machine has
additionally led to fee savings in terms of direct transportation and decreased time
lag in delivery.
The maximum essential benefit has been improved customer support to the RS.
The function accomplished through the Redistribution Stockists includes:
Financing stocks, providing warehousing facilities, providing manpower, offering
service to outlets, imposing promotional activities, extending indirect coverage,
reporting sales and stock information, demand simulation and screening for transit
damages.

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