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Sales Plan Ppt

Sales Plan Ppt

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Published by ramesh lonkar
sales plan
sales plan

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Published by: ramesh lonkar on Aug 25, 2009
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03/05/2013

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HUL South Mumbai

<2010-11> Sales Plan

AGENDA
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Introduction Opportunity statements strategic positioning Organisational structure Analysing sales situation & distribution network sales strategies Sales plan objective Sales force management Setting field sales force objective Sales budget

INTRODUCTION
v India’s largest consumer products company and was formed in 1933 as Lever Brothers India Limited. v Industry and market share: The Rs 1,190-crore LUX, with 17 % share, is the second largest after Lifebuoy (17.5 %) v Conclusion from market research: Market share dropped in each of the five quarters even as the overall soap market, according to ACNielsen, grew 18% in the year to Rs7,967 crore. v Major competitor v Current trends in the market
<2010-11r> Sales Plan

OPPORTUNITY STATEMENT
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Promotional strategy and various campaign conducted by the competitors. LUX international HUL – Distribution network.

<2010-11r> Sales Plan

STRATEGIC POSITIONING
Market opportunity Available in different variants Per capita income l Competitive edge Positioning LUX as a superior brand Generate more value
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<2010-11r> Sales Plan

Organisational structure
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HUL team Distributors team

<2010-11r> Sales Plan

Analysing sales situation

Growing at least with the market growth rate is very important.

<2010-11r> Sales Plan

ANALYSING DISTRIBUTION NETWORK
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Distribution at Urban Centres (South Mumbai): Factory Company warehouse Sales Officer T.S.I. Distribution Agency Retail Big Departmental Stores

Sales strategies
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Strategy for Modern retail outlets: 80-20 rule Harnessing Information Technology: Advertising and promotional strategy: Pioneering new channels: Out of home – vending machine Point of purchase Health & beauty services –Lakme salons

Sales plan objective for 2010-11

Improving Sales Performance

Analysis

Sales Planning Results !

Execution

Sales plan objective
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Sales force management Analyzing Sales Performance by District (South Mumbai): Analyzing Sales Performance of Distributors: Analyse Sales Performance of Territory sales in charge.

Cont...
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Setting field sales force objective Develop Sales Strategies and Tactics for each variant in The Lux basket: Developing a Quarterly Action Plan:

Sales budget
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Budgeting by percentage of sales method: Salesperson performance Reports and Budget Analysis for Year 2009-10: Territory wise budget allocation: Quarterly Budget Allocation for 2010-11:

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Questions

<year> Sales Plan

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