In an effort to beef up its sales and distribution network, Hindustan Lever has devised a three-tiered structure for its sales force.
Speaking to newspersons, M S Banga chairman of Hindustan Lever said, "We have set up separate sales force for selling our products in the market."
The first tier includes sales staff looking after the modern trade and the top end of the urban market. The second-tier staff will handle different categories in which the company is present in. The third tier will look after the rural market.
"The strategy will enable us to deepen and widen our distribution network., Banga explained. Citing an example MK Sharma, vice chairman, Hindustan Lever said, For a retail outlet like Foodworld, a single sales person can look after the needs of the customer and it does not require different people of different businesses to cater to one customer. Also, it offers opportunity for bargaining power as HLL offers a whole host of products."
