q Product
& Category : FMCG
-Personal
/ Consumer Care
-Health
Care
-Baby
Care
-Foods
& Beverage
-Home
Care
q Infrastructure
-Appointment
of Distributor
-Outlet
-Classification of Outlets
-Route
& Beat
-Distributor Health Card
-Restructure
of Route / Beat
-Deployment
-Territory
Development
-Distribution
Module
q Distributor
Management
-Inventory Management
-Godown
Utilization
-Investment
& Returns
-General
Discussions
-Setting
KRA’s
q Salesmen
/ Field Force
-Planning
of The Day
-Identifying
Areas to work
-Route
/ Beat Productivity
-Evaluation
of Day’s work
-Identifying
potential
-Planning
Objectives
-Reward
& Recognition
-Managerial
Observations
q Market
Work
-Territory Understanding
-Product
Detailing
-Setting Approach
-Merchandising
-Market
Audit
-Claim Management
q Market Observation
-Things
to do
-Approach in Market
q Tools
for effective Sales & Distribution
-Coverage
& Effective Coverage
-Tracking
Lines per Call
-Product
Distribution / Penetration.
-Sales
Plan
-Outlet
Review
-S&D
Plan as per Classification
-Time
per Call
-Service
Frequency
-Per
Capita Sales / Consumption
-Outlet
Density
q Rural
Market Strategy
-Understanding Territory
-Distributor Planning
-POP wise Strata
-Assortment Planning
-Key Brand Distribution
-New Market Expansion
q Data
Management
-Data
at different levels
-Data
Analysis
-Advantages
of Data
q Forecast
-Process
-Tools
q Planning
& Organizing
-Planning
& Organizing
-Execution
q Team
Management
-To
Do
-Approach
q Resource
Utilization
-Cost
Consciousness
-Attrition
q Depot
Management
-Depot
/ C&F Operations
-Sales
Function
q Cross
Functional Interaction
-Logistics
/ Supply Chain
-Marketing
q Abbreviations’
-Words
used in FMCG
-Meanings
q Organized
Trade
-Modern
Trade
-E
– Tailing / Commerce
-TOT
& Initials
-Operations
-Execution
Back end
-Execution
on Field
-Planning
-Guidelines
-SSO / Standalones
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