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13925895 Sample Report on Asian Nerolac Paints123

13925895 Sample Report on Asian Nerolac Paints123

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Published by: milojatinko on Sep 22, 2009
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10/19/2012

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 SALES AND DISTRIBUTION PROJECT 
 
Sales (Pre & Post) & Distribution’ effectiveness:A comparative study of Asian Paints Ltd.&Nerolac Paints Ltd.
 
Under the guidance of: Submitted by:Prof. Maninder SinghRam KambojGroup no. B2138 Reeva SharmaNeha SatijaTinku ShokeenGaurav ChawlaSaurav Gulati
 
 EXECUTIVE SUMMARY 
 
IIPM
 
SALES & DISTRIBUTION MANAGEMENT PROJECT
This project aims to study the distribution channels, sales network and service patterns of the paint sector through an analytical and comparative study of two leading companies- NerolacPaints India Ltd. (NPIL) and Asian Paints Ltd. (APIL). The project also tries to bring out theshortcomings, if any, in the present system and thus recommends suggestions to improve thesame. The project also gives insights into the various financial terms, norms of the sales andservice departments as per the guidelines of the paint industry.The project was designed after detailed discussion with the company officials on three parameters i.e. distribution network, service network and sales functioning. The project alsoincludes the insights given by the dealers and officials of the company. “
The sample size of 6  for channel members and that for the sales people was 2, for each company”.
Firstly, the project discusses the distribution network of the two companies and the functionscarried out by the channel members. Asian Paints being the largest paint manufacturer inIndia definitely has a wider reach and more number of dealers than Nerolac.The project also covers the financial terms of the company with the dealers and that of thedealers with the customers.Secondly, the project discusses the sales functioning of the two companies, which includesaspects such as the hierarchy of the sales department prevalent in the company; theresponsibilities and functions of the sales force, their performance appraisal structure etc.Finally the project covers the service network of the two companies which deals with theafter sale services and their effectiveness provided by both the companies and variouscomplaints and queries are handled by them
PAINT SECTOR- ASIAN PAINTS & Nerolac Paints
 
IIPM
 
SALES & DISTRIBUTION MANAGEMENT PROJECT
ACKNOWLEDGEMENTS
We are very thankful to the entire dealer, service, and sales network of Nerolac IndiaLimited and Asian Paints Limited for their cooperation, without which completion of this project would not have been possible.We are extremely grateful to
Mr. NAGENDRA K. SHARMA ( Project Sales Manager,
 Nerolac India Ltd
,
 New Delhi),
. Mr, ASHISH VERMA decorative sales
,Nerolac PaintsIndia Ltd., New Delhi)
Mr. MOHIT AGGARWAL (Project sales Manager,
Asian paintsIndia, New Delhi) and
Mr
,
Mr. ANURAG PANDEY
(
Decorative Sales Officer
, AsianPaints India Ltd., New Delhi) for sharing with us all the details of the project and providingus with valuable insights about sales, distribution & servicing function. We would like tothank them for the patience shown by them and being of such a great help to all our queries.
We would also like to express our gratitude towards our professors, for giving us an opportunity to do this project on sales and distribution and for being the guiding light through the completion of this project.
PAINT SECTOR- ASIAN PAINTS & Nerolac Paints

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