Project Guidelines August 2010

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Sales & Distribution Sales & Distribution Management Project Management Project

Welcome to theWelcome to theOrientation Session onOrientation Session on

Project Trimester: August Project Trimester: August- -September, 2010 September, 2010

Faculty:Faculty:- - Maninder Singh Maninder Singh

Contact: [email protected]: [email protected]


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Project Title Project Title

An analytical study of the inter and intraAn analytical study of the inter and intra

industry Distribution effectivenessindustry Distribution effectiveness

The project should be a comparative analysisThe project should be a comparative analysis

of two players each belonging to one sector of two players each belonging to one sector

(FMCG / Pharmaceutical / consumer (FMCG / Pharmaceutical / consumer durables / IT hardware industrydurables / IT hardware industry ).).


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POSSIBLE IN DU STRIESPOSSIBLE IN DU STRIES

1) FMCG

2) P harmaceuticals

3) C onsumer Durables

4) IT Hardware

5) Telecom


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What you have to do?What you have to do?

Select one business sector & then chose at least two competitors from each of them

a. Prepare a Synopsis

b. Questionnaire

For collecting data, you will have to meet thedealers / distributors / retailers / whole sellers / supermarkets / modern retail outlets and employees of the organizations in the Sales &

Marketing Department as well as collect other secondary data


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1 To understand the current distribution functioning of two different industries intotality

2 To assess the Distribution Effectiveness of the players chosen by a critical and comparative analysis of the different

players

3 To carry out a detailed study of Logistics Network involved in distribution

ObjectivesObjectives


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Focus AreasFocus Areas

1 Channel Structure2 The expectations of the Channel Members from

the Company and vice-versa.

3 Functions performed by different channel members

4 Criterion used for their selection

5 Financial Terms6 Performance Appraisal of Channel Members

7 Logistics Management


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CEC Assessment Assessment

1 P roject Synopsis

2 T he quality of information (depth,

accuracy, authenticity )3 T he project report (written )

4 P resentation & Viva-voce

5 Attendance


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Synopsis Synopsis

Is a summary given in brief terms thatIs a summary given in brief terms that

covers the major points of a subjectcovers the major points of a subjectmatter.matter.


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Distribution of Marks Distribution of Marks

Attendance 30

P roject R eport 35

P resentation & Viva 35

TOT AL 1 00


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Project Plan Project Plan

Week Date Agenda0 P roject Briefing / G uidelines

1 Discussion on P roject Synopsis

2 Discussion on P roject status and data

collected

3 Discussion on P roject status and datacollected

4Discussion on data collected andsubmission of Draft P roject R eport (Hard

copy )

5Discussion on Draft P roject R eport ,Submission of Deliverables

6 P resentation and Viva


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Project Synopsis Format Project Synopsis Format

1. T itle of the project

2. Business sectors chosen & players

identified for the study3. Information sources

4. Data C ollection Tools

5. Q uestionnaire/ Discussion guidelines tobe used for data collection


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1.1. M inimizes the number of contacts needed for reachingM inimizes the number of contacts needed for reachingconsumers .consumers .

2.2. Break the bulk and cater to tiny requirementsBreak the bulk and cater to tiny requirements

3.3. Supply products in suitable assortments (matching segmentsSupply products in suitable assortments (matching segmentsof supply with segments of demand )of supply with segments of demand )

4.4. P rovide salesmanshipP rovide salesmanship

5.5. Help in price mechanismHelp in price mechanism

F unctions P erformed by the C hannelsF unctions P erformed by the C hannels


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6.6. Look after a part of physical distribution and financingL ook after a part of physical distribution and financing

7.7. Assist in merchandisingAssist in merchandising

8.8. P rovide market intelligenceP rovide market intelligence

9.9. Act as change agents and generate demandAct as change agents and generate demand

10.10. Take care of the flows involved in distribution .Take care of the flows involved in distribution .

F unctions P erformed by the C hannelsF unctions P erformed by the C hannels


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C hannel O bjectives that firms commonly seek C hannel O bjectives that firms commonly seek

11 E ffective coverage of the target marketE ffective coverage of the target market

22 E fficient and cost effective distributionE fficient and cost effective distribution

33 E nsuring that consumers incur minimum exertion inE nsuring that consumers incur minimum exertion inprocuring the product .procuring the product .

44 Helping the firm to carry on manufacturingHelping the firm to carry on manufacturinguninterrupted, the company is confident that theuninterrupted, the company is confident that thechannels will take care of sales .channels will take care of sales .

55 P artnering the firm in financing and subP artnering the firm in financing and sub- -distributiondistribution

tasks .tasks .


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SalesSales11 Sales structureSales structure

22 R ole of personal sellingR ole of personal selling

33 Q uota assignmentQ uota assignment

44 Territory designingTerritory designing

55 Size of sales forceSize of sales force

66 P erformance appraisal of sales forceP erformance appraisal of sales force

77 P ush and pull factorP ush and pull factor

88 Training procedureTraining procedure

99 Brand maintenanceBrand maintenance


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Best Of Luck

B est of Luck B est of Luck

Project Guidelines August 2010

Documents

Transcript of Project Guidelines August 2010