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Sales & Distribution Report

Sales & Distribution Report

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Published by: zouku on Nov 11, 2009
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The Indian Institute of Planning & Management
Project Trimester
(Spring Summer 2008-10)
Sales and Distribution Management
“Sales and Distribution” Effectiveness:A Comparative Study of Tata Sky & Airtel DTH.Submitted by:(GROUP NO.HR263)-
Gaurav Soni (16)Kumar Deepak (24)Sanya Gulati (49)Saurabh Mishra (51)
 
 
DTH industry Group No. - HR 
-263
 EXECUTIVE SUMMARY 
Over the years back as we all know cable TV was everywhere, but thetwo three years back a new technological revolution happened anddirect to home satellite television came into existence and as dayspasses by DTH sector in India has developed with the availability of more brands, better quality products and better service.Our research facilitates designing an overall sales and distributionmanagement strategy for a DTH sector after an in-depth study andanalysis of two established brands in the DTH business sector: TataSky and Airtel DTH (India). The objective of our research was:
 To compare the sales and distribution effectiveness (QuantitativeResearch).
 To carry out a detailed study of “Logistics Network”
 To design a comprehensive sales system. The data collected for the research involves the use of both primaryand secondary sources. Primary data is based on the findings from thecompany personnel with the use of tools like questionnaires anddiscussions. This data is further substantiated by the use oappropriate secondary sources like internet and books.
TATA SKY & AIRTEL DTH
2
 
 
DTH industry Group No. - HR 
-263
In this project we went through interviewing the retailers, distributorsand management officials of Tata Sky and Airtel DTH covering most of the regions of Delhi and NCR. After all the research and analysis work done during the course time of this project we came to the conclusion that Tata Sky sales is moreeffective than that of Airtel DTH, but even then there is a great roomfor improvement available for them.
TATA SKY & AIRTEL DTH
3

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