Hiring the Sales Force

Hiring the sales force

Mother dairy has tie ups with 30 distributors in areas of Noida, Greater Noida and Delhi region. Customer Executives (CE) are not allotted more than 6 distributors each. The salespersons (PSR) from each of these distributors report to CE. There are about 3-4 PSR under each distributor. The sales force is planned at a regional level. There is a difference in how the FSLM and PSR are recruited.

Recruitment οf FSLM:

The FSLM are recruited by the Regional HR and the Regional Sales manager. These are usually MBAs from premium B-Schools or having sales experience of more than 5 years. Sources of hiring the FSLM are:

• B-Schools

• Sales personnel from non-competing firms

• Internal transfers (promotion of Senior Sales Executive)

• Sales personnel from competitors

Training of FSLM:

MBA graduates from top B-school undergo the Management Trainee program where they learn about:

• Company values and ethics

• Product and Market information

• Selling processes

• Technology usage

• Management skills

Experienced professionals are trained in advanced selling skills in addition to what management trainee are trained in.

Recruitment οf PSR:

PSR are hired by distributors and then final call is taken by the ASM. These are employed on Mother Dairy’s payroll and reports to the distributors and the CEs. These are generally referred by the existing PSRs or are the sales persons of