Sales management is the practical application of sales techniques and management of a firm's sales operations. Tata Chemicals Pvt. Ltd. is a huge company with a variety of products in its portfolio. Managing the sales of such a huge organization is not easy. There have to be dedicated people working on the sales management of every product.
Tata Chemicals Pvt. Ltd. has a very efficient sales management system. It has product sales managers, regional sales managers and area sales managers who overlook the sales operations. It does not employ direct sales strategies, but works with a wide network of distributors to sell its products.
'Tata Salt Lite' was planned to be rolled out in phases and as such, at the time of its launch it was distributed only in the Tier-1 and Tier-2 cities. So, the sales management system was not very complex. But as any company and product grows, the distribution network becomes wider and wider and the sales management system becomes more and more complicated. Tata Chemicals Pvt. Ltd. made their sales management system very robust as it had planned exceptionally well at the time of the launch of 'Tata Salt Lite' to account for its future growth, thus creating no problems whatsoever during the course of growth. It now is poised to become the most consumed salt product in India, and having seen its sales management's efficient performance, there is not much doubt on how it will perform.
Tata Chemicals Pvt. Ltd. has a very efficient sales management system. It has product sales managers, regional sales managers and area sales managers who overlook the sales operations. It does not employ direct sales strategies, but works with a wide network of distributors to sell its products.
'Tata Salt Lite' was planned to be rolled out in phases and as such, at the time of its launch it was distributed only in the Tier-1 and Tier-2 cities. So, the sales management system was not very complex. But as any company and product grows, the distribution network becomes wider and wider and the sales management system becomes more and more complicated. Tata Chemicals Pvt. Ltd. made their sales management system very robust as it had planned exceptionally well at the time of the launch of 'Tata Salt Lite' to account for its future growth, thus creating no problems whatsoever during the course of growth. It now is poised to become the most consumed salt product in India, and having seen its sales management's efficient performance, there is not much doubt on how it will perform.