Sales Management & Business Development

Group Assignment

Group 1
Aditya Chourasia 02
Harsh Verma 03
Aatifa Siddiqui 04
Abhishek Bhardwaj 05
Abhishek Kumar Yadav 06
Adarsh Jain 07
…………………………………………………………………………………………………..
The company that we have chosen for the group project is Johnson & Johnsons (Baby Care).
First-line executives or AVPS play the role of both customer relation managers and people
managers at Johnson & Johnsons. The FLM's role is to keep the sales management team
focused on the right business priorities. The FLM's role is to successfully align the other
FLM success drivers-team size and structure, sales manager characteristics and competencies,
manager selection processes, development programs, support systems, performance
management processes, and motivation programs and rewards- the effectives of a sales
manager are how he performs himself and motivates others to perform on the field. 70% of
the time sales representatives are on the field. There is no better way to know about the
handling of a manager than from his sales representatives.
During the course of our market research to find out about the sales process of Johnson and
Johnson we came across different shops and pharmacies situated at Ghaziabad, and Noida.
From there we collected information about different products and distributors. We came to
know that there’s only one distributor in the whole Ghaziabad district.
There are around 1100 retail outlets in Ghaziabad district and 900 in Noida where the
Johnson and Johnson’s baby care products are being delivered and sales representative has to
provide the baby care product in around 40-45 different outlets each day.
While sales manager is most of time out of reach, we contacted a bunch of sales
representatives and distributors to understand the company's hierarchy.
Johnson and Johnson Baby care products are in demand such as shampoo, cream, powder,
and oil. The cream has the highest demand amongst all other baby care product as informed
by the salesperson and retailers.
Salesforce of UP West Zone, Ghaziabad District

Mr. SANKALP MISHRA

FLM (Sr. Sales Manager)
Gaziabad

Mr. Krishna Mr. Kuldeep Mr. Vinod

(Sales Representative) (Sales Representative) (Sales Representative)
(Ghaziabad) (Ghaziabad) (Ghaziabad)

TEAM OF 16 DISTRIBUTORS

In the course of our research, we found out that Mr. Sankalp Mishra is the Sr. Sales
Manager of the Ghaziabad District and other NCR regions who is looking after Sales and
Distribution in different districts of NCR along with taking care of channel management
and Business Development of Johnson and Johnson.
In Ghaziabad district, he’s handling a team of three person these are Mr. Krishna, Mr.
Kuldeep and Mr. Vinod who are handling the different zonal regions of Ghaziabad like
Vasundhara Zone, Mohan Nagar zone, Kavi Nagar zone, Vijay Nagar zone and City
zone.
Mr Kuldeep, Mr Krishna, and Mr Vinod are handling the team of 16 distributors which
looks after the different zones in Ghaziabad.

Practices of First Line Manager at Johnsons & Johnson

1) Towards Salesperson-
 The sales manager has to build his sales force. Generally, they employee senior
secondary qualified people with good communication skills.
  The salesperson at the entry-level is brought to the marketplace for training with the
executives where they get in terms with how to sell, where to sell and whom to sell.
This training period goes on for approximately 7 days, after which they have to be in
contact with the stores in need and provide the stock accordingly. The training period
is minimal and is done to let the sales representatives have awareness of the
marketplace and buying behaviour of the stores. Apart from this a salesperson has to
attend training sessions once in a month to maintain regular improvement.
 The salesman receives a distribution target for the day, how many bills and packs they
have to make.
 A sales Manager knows that sometimes market conditions are up and down. They
have to motivate their team on how to achieve the targets. Sometimes they have to be
friendly with them so that they express their thoughts.
A salesman at Noida sector 62 Mr. Lalit says that Management is good, they help
them whenever they are facing any problem. The most enjoyable part of the job is
when they work hard and achieve my targets and gets applaud by their team members
and seniors in a meeting.
 The first line manager at Ghaziabad District gives his salesperson an incentive of Rs.
6950/- on completing the targets of 15-16 lakhs.
 The Salesman at Noida sector 62 and other areas gets monthly target, which they need
to complete on priority basis. If they achieve the target, they get bonuses and gifts.
Like on completing a sales target they receive Induction gas, pen stands, diary, etc.
 The sales manager has fixed specific market for salesman.
 A salesperson undergoes through a tight schedule. His day starts with visiting the
distributor point at Abhay Khand-4, Indirapuram, where the sales representative has
to collect the bills and then they visit the market. After marketing, at the end of the
day they had to return back to the distributor’s point and submit the collected amount.
The salesperson has to report to the sales manager twice in a month.
 The leads are provided by Johnson and Johnson Area business in charge. Mr. Sankalp
Mishra who is the senior sales manager in charge, handles the UP-west zone-
Ghaziabad district provide the leads to the sales representatives.

2) Towards Customer-
 The sales representative believes in nurturing the relationship with the prospects that
is why they uses polite, kind behaviour with the buyer/retailer which ensures long-
term business with the store as told by Mr. Krishan. This behaviour and the good
listening skills with the customer ensure that any problem faced by the buyer is
quickly resolved by the representative, which gives the company feedback of effective
after-sales.
 Special schemes are provided to the regular stores which keep the business on-going
for long such as Mr. Khanna provides 3.5% discount ranging the sales given by the
store weekly, we got to know that the demand for the oil, shampoo, and powder are
 higher in the marketplace so to keep their sales up, they provide this kind of discounts
so that the retailer can push the selling ahead.
 The sales representative talk at places with high customers and deals with them to
provide the front racks so that the customer has an eye for the product, the Himalaya
products which are in competition with Johnson n Johnson varies their sales from
place to place like Himalaya has higher sales in Indirapuram region but in Noida, the
front racks are filled with Johnson n Johnson gift packs.
 The sales representative visits the stores on a weekly basis and takes the order from
the customer. Most of the stores we visited had no problems with the salesforce
because they told us that J & J always provide the products in time, efficiently.

3) Towards business-
From company to Field
 The first task of the company is to complete the needs of the buyer which is done
every week so that the buyer doesn’t need to contact the distribution point.
 The administration of the product supply is done monthly when the sales manager
visits the distribution point, and he evaluates how the supply is being done by the
representatives.
 The company representatives work with the marketing strategies as well where they
ask the retailer to keep their products at the front or to provide them the front rack.
 They provide petrol expenses and Health insurance to the salesperson.

From field to the company

 The sales representatives, first task in an early day is to visit the distribution point at
Abhay Khand-4, Indirapuram for reporting their sales draft, with that they mention to
the company any problems related to the stock or with the store which is having a
problem with the products.
 The sales manager takes of matters like funding in light of new products so that their
promotional strategies and the non-personal communication done by the company
such fliers, pamphlets can work well.
 The sales manager also has a responsibility to provide feedback for subordinates to
their superior, such as target is achieved or not, ground report, market analysis etc.
 First Line Manager we contacted-
1. Mr. Sankalp Mishra
Contact- 9652466111

 Salesperson we contacted-
2. Mr. Krishan Choudhary
Contact- 9818306214
3. Mr. Kuldeep
Contact- 9149387393
4. Mr. Shanky Sarasvati
Contact- 9711938941
5. Mr. Lalit
Contact- 8595322833
6. Mr. Gouranga Chakravarty
Contact- 9818342282
7. Mr. Aayush
Contact- 7503382209