ART OF

SELLING

DECEMBER 30

NESTLE
Authored by: WALEED SAJID

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Table of Contents
1) visit sales &marketing department of any well-established & renowned FMCG
manufacturing & marketing organization and get following information.....................3
Structure of Sales...........................................................................................................3
Sales & Marketing Manager......................................................................................4
RSM (REGIONAL SALES MANAGER)................................................................4
Current Product Portfolio..........................................................................................5
Distribution setup.......................................................................................................6
2) visit sales &marketing department of any well established & renowned business to
business manufacturing & marketing organization and get following information......7
Structure of sales & marketing department of Jugnu................................................7
B) Role of Sales Executive........................................................................................8
C) Current product portfolio......................................................................................8
D) strategies for long term relationship with customer they adopt...........................9
E) Suggestions...........................................................................................................9
3) visit any renowned services marketing firm that is providing services to their
consumers and extract the following information.......................................................10
Brief note about their business................................................................................10
Satisfaction of employees........................................................................................10
Counter their competitors activates.........................................................................10
Physical evidence they have....................................................................................11
Own analysis so they improve their business..........................................................12

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 1) visit sales &marketing department of any well-established &
renowned FMCG manufacturing & marketing organization and get
following information.
Structure of Sales & Marketing department
Structure of Sales

Factory

Direct Dist. Handling Dist.

Retailer Sub-Distribution

End Consumer Retailer

End Consumer

Structure of Marketing Dept.

Marketing
Division

Customer or Sales Dept. Distribution Research &

Relation Dept. Dept. Development
Dept.

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Sales & Marketing Manager
The Marketing Manager Babar Hussain Khan role is to drive
the growth, profit, and share for Nestle brand by leading the
mining of consumer insights that create a sustainable
competitive advantage. He will lead a team of Marketing
Associates, consumer communications planning, and short
and long-term business planning processes. He also has
responsibility to direct report to CEO directly.

RSM (REGIONAL SALES MANAGER)

The RSM has a responsibility to ensure primary (stock invoicing) & secondary sales and
Achieved Targets.

JOB FAMILY GENERATING DEMAND

JOB ID Regional Sales Manager

REGION/COUNTRY Pakistan
LOCATION Zones/Regions

COMPANY Nestle Pakistan

DEPARTMENT Sales

POSITION TITLE Regional sales Manager

DIRECT REPORT TO Zonal Sales Manager

Main Purpose of Job

Responsible for being a key point of contact for all sales operation related aspects (e.g.,
Field Sales, Distributions etc.) within assigned geographical “Region/Territory” and
deliver set objectives/targets.

Ensure achievement of agreed targets/KPI’s for the assigned Region

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Develop and implement field sales plan for the assigned region.
Effectively manage distributions/customers & their operations.
Responsible to provide quality and on-time information.
Responsible for the execution of the channel category plans at the outlets as per the
channel

Ensure adherence to all company principles and policies.

Key Points

Current Product Portfolio

Food & Beverages Nutrition

Dairy Non-Dairy

Cerelac
Milk Pak Juices NSS
Everyday Water IMF (Infant Milk
Nido bonyad chocolates Product)
Lactogen & Nan

Distribution setup

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  Offices for DOR with order bookers on daily list to reviewing previous day
prioritized action.
 Distribution Manager & ASM of Nestle meeting with distributors to align targets
of weekly & monthly basis.
 Warehouse self-assessment.
 Stock reconciliation on daily basis at warehouse.
 Vans dispatch status check at morning for deliveries.
 Monitor the status of un-released stocks at warehouse.

Focus areas

Loading bay
Equipment area
Empty pallet area
Dock (Inbound &
Outbound)

2) visit sales &marketing department of any well established & renowned business
to business manufacturing & marketing organization and get following
information.

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 Structure of sales & marketing department of
Jugnu

CO-Founder

Junior project Manager Product Assistant

manager deployment & manager manager
support customer

Associate project
manager

TSO

Employees

B) Role of Sales Executive

ENSURED ACHIEVEMENT OF AGREED TARGETS

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DEVELOP AND IMPLEMENT FIELD SALES PLAN

MEETING WITH CLIENTS AND DISTRIBUTORS

MAINTAIN ACCURATE RECORDS FROM SALES FLOW APP

REVIEWING SALES PERFORMANCE

NEGOTIATING CONTRACTS AND PACKAGES

C) Current product portfolio

They sell hundreds of products in a low retail price and they partnership with some of
brands as well to support local shops. Ex…

 Cadbury dairy milk

 Nestle products
 Juices
 Beverages
 Nutrition
 Food snacks
 P&G products
 Soaps & Shampoo

D) strategies for long term relationship with customer they adopt

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Jugnu aims to offer a portfolio of products and services that evolve with customer
demands. They offer a low retail price of the products in the market to support local
based shops. They also target groceries and super stores and give them huge discounts
and bundles. They grab 65% of Lahore market. By identifying consumer trends early
and acting quickly to capture them, they are on forefront of b2b emerging companies
now in Pakistan.

E) Suggestions

 Company should pay attention towards their promotional activities they should go
for television as advertising medium in order to create awareness of their brand.
 Company should try to eliminate their week ends for further growth.

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3) visit any renowned services marketing firm that is providing services
to their consumers and extract the following information.

A) Brief note about their business

Almas have gone on the far side the standard role of a fashion distributor to make
associate exciting and inventive looking experience. From street to useful apparel,
their agents precede, style & manufacture items from round the region, following the
strain of the style landscape to bring you the absolute best of seasonal trends and
build several their own. Every item line in store has been carefully selected to let the
private variety of the user through. They have a variety number of Men and Women’s
Clothing.

B) Satisfaction of employees
Their employees are well trained enough to satisfy their customers. As I also visit
multiple of times for shopping, I feel much satisfaction there. Their employees are
well trained enough to know how to interact and communicate with customers.
Managers also reviewing their reports on daily basis to know how they facilitate to
the customers.

C) Counter their competitors’ activities

 Timely innovate, adopt the change rapidly and bring innovation edge in their
outfits.
 Price is according to the quality they are offering.
 Offering formal and casual garments of both Men & Women under one roof.

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D) Physical evidence they have

Channels

Direct Selling Channel

/
Shortest and Simplest form of Dist Channel
/

Location

Lahore

Karachi

Islamabad

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E) Own analysis so they improve their business

 They must increase their product line for grapping more market share.
 Never stop on innovation and focus on saying to dream big, do more and
grow.
 Company should move towards other geographical regions in Pakistan as still
there is market gap and company can successfully fill this gap by exploring
opportunities in that region of Pakistan.
 Company must improve the efficiency of their channel as currently they are
just putting their products in their own outlets they should move towards
retailers for their products.

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