SALES TRAINING

Best For Freshers, & Sales Candidates who want to grow their career in in Fmcg Companies

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FMCG SCHEME CALCULATOR - www.imcjob.in

 

1+1 = 50.00%

2+1 = 33.33%

3+1 = 25.00%

4+1 = 20.00%

5+1 = 16.66%

6+1 = 14.29%

7+1 = 12.50%

8+1 = 11.11%

9+1 = 10.00%

10+1 = 9.09%

11+1 = 8.33%

12+1 = 7.69%

13+1 = 7.14%

14+1 = 6.66%

15+1 = 6.25%

16+1 = 5.89%

17+1 = 5.55%

18+1 = 5.26%

19+1 = 5.00%

20+1 = 4.76%

 

Example: -If the scheme is 11 + 1, then it will be calculated as

11+1 = 12 Therefore 1÷12 ×100 = 8.33%

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CALCULATION FOR ROI - www.imcjob.in

 

FORMULA FOR R.O.I

GROSS PROFIT - EXPENSES = NET PROFIT = NET PROFIT / INVESTMENT × 100%

www.imcjob.in

THINGS TO BE CONSIDERED IN

 

 

INVESTMENT

Paid-Up-Stocks

Closing Stocks

Claims

Credit in Market

Damages

Goods in Transit

Balance Amount with Companies

 

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EXPENSES

Office Expenses

Salary to Staff Salesman-Delivery Man & Helper

Electric-Telephone-Internet Cost

Stationery

Maintenance & Vehicle Depreciation

Bank Charges

Cash Discounts

Godown Rent

Misc.... Exp

 

 

 

HOW TO INCREASE R.O.I

  • Reduce Expenses
  • Decrease Outstanding in market
  • Reduce Market Credit
  • Liquidation of slow moving stocks, near expiry Stocks, dead stock (run scheme by taking company approval)
  • Timely submission of claims in the company
  • Increase New Outlets
  • Increase Secondary (range selling)
  • Focus on high margin Sku's
  • Group working to increase coverage
  • Try to control Infiltration & rate cutting
  • Try to prepare stock norms as per distributor’s area
  • Cover high volume outlets along with the distributors
  • Reduce Investment Cycle (It should not create secondary loss)
  • Try to rotate Stocks Primary against Secondary reducing stock level and increasing secondary (if dbr is having 15+ days stocks bring it to 7 days)
  • No extra commitment should be given to the Distributor
  • Checking bank limits, manpower costing, space allotted of the Distributors

    www.imcjob.in

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SALES TRAINING INDEX

  1. Introduction in Fmcg
  2. Abbreviations Used In Sales (FMCG)
  3. Sales Procedure
  4. Train the Trainee (Salesman, Sales Officer)
  5. Calculations (ROI Calculation) SCHEME Calculations
  6. Distributor Management + How to Increase ROI
  7. How to prepare for interview + Questions Asked in Interviews
  8. Professional Resume Free

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