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A Sales person "Dumps" stocks in Outlets, thus to reach Targets & Commission. As a sales manager do you justify? If Yes, Why? If No,Why? :-)

Question in Detail:-

A Sales person (Usually in FMCG or DIstribution company) "Dumps" stocks in Outlets, thus to reach Targets. As a sales manager do you justify it?

 

If Yes, Why?

If No,Why?

 

:-)

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تم إضافة السؤال من قبل Sidvin Shetty , Trade Marketing Executive , Al Khayyat Investments
تاريخ النشر: 2015/01/24
ALAMGEER HUSSAIN HASHMI
من قبل ALAMGEER HUSSAIN HASHMI , REGIONAL SALES & OPERATIONS MANAGER , Uth Healthcare Pvt., Ltd

Yes,in order to reach the targets if you need to push little more stocks to your stockist it is O.K.But you have to take your stockist into confidence that you will do extra effort to liquidate these stocks.If you stand to your commitment and liquidate his stocks at the earliest after your final losing and target fulfillment then he will in future be a part of this process otherwise it will be failure. 

Ibrahim Hussein Mayaleh
من قبل Ibrahim Hussein Mayaleh , Sales & Business Consultant and Trainer , Self-employed

You have to be carefully with dumping stock in your outlets as this me exhaust them with stock that they need along time to resell. The most healthy structure is to have a clear pattern in the buying behavior of your outlets: either stable or growing. This will make it easier to have a good forecasting for the coming periods.

Divyesh Patel
من قبل Divyesh Patel , Assistant Professional Officer- Treasury , City Of Cape Town

No, they should wait till70% of the stock is sold. You don't want the outlet to sit with over stock.

مستخدم محذوف‎
من قبل مستخدم محذوف‎

If No, Why?

 

 

  The fraud

VENKITARAMAN KRISHNA MOORTHY VRINDAVAN
من قبل VENKITARAMAN KRISHNA MOORTHY VRINDAVAN , Project Execution Manager & Accounts Manager , ALI INTERNATIONAL TRADING EST.

April is the month which require a lot of funds for pending  commitments and many kind of obligations like tax etc., it is a priority to recover the long pending receivable also.  some kind of dumping of the stocks at the retail outlets will help to generate additional sales, so that the earlier payments can get released a little bit faster also.  Usually, though it lacks a certain level of control over sales,  sales manager's turn a blind eye over this matter- as he has to meet the sales targets and also with a view to ease  pressure from the finance and accounts section indirectly to get release the earlier payments from the clients.

Vinod Jetley
من قبل Vinod Jetley , Assistant General Manager , State Bank of India

This is a common practice, especially around March. No justification (except that it happened last year too.)

Yaser Mazen Al Bony
من قبل Yaser Mazen Al Bony , Store manager , Alfuttaim Group - F&F

Yes, the outlet concept is discounted concept, which mean its about displaying high volume of product to maximize the sale per Sq ft. , also abuosley its required some how to deliver the discount message for the customer.

AKHIL THALIKKUNNATH
من قبل AKHIL THALIKKUNNATH , Area Sales Executive , Team Thai

Yes, Stock Dumping will not done in every counter, but counters with high potential only.It must be cleared off in the nxt month

Michael Geoffrey Agdeppa
من قبل Michael Geoffrey Agdeppa , Collections Officer , Honda Motor Sports Inc

communication skills,that can communicate to other persons and has a self confident.he/she know what is the background of what he/she selling.

Gulamhaidar Kadari
من قبل Gulamhaidar Kadari , Sales Manager , Al Kharji LLC

Strongly No.

Sales person should sale right quantity to the outlet, and should have knowledge of what is right quantity.

For achieving target one should think of proper vertical and horizontal distribution.

Saeed Ahmed Awan
من قبل Saeed Ahmed Awan , Chief Accountant , TGP International DMCC

its depend on the product moving and the situation.

 

No:

if promotion is going on its completely wrong to dump the stock with customer without there requirements.

Yes:

in case of slow moving and cash sales it will be highly recommended to dump the stock with customer 

 

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