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Sales and Distribution Project Guidelines

The document outlines guidelines for a project at the Fore School of Management involving analysis of sales and distribution strategies for various industries. Students will be divided into eight groups, each analyzing one of eight industries. Groups must study changes in the target market and consumer behavior over seven years. They must also trace distribution channels, analyze the impact of modern retail, and obtain dealer agreements. Regarding sales, groups must evaluate organizations, recruitment, training methods, and compensation structures. Groups will analyze the market leader and one challenger, recommending changes to the challenger's strategy. Interim and final reports are due on specified dates in July and August, with presentations in the last week of August.

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Kartik Joshi
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58 views1 page

Sales and Distribution Project Guidelines

The document outlines guidelines for a project at the Fore School of Management involving analysis of sales and distribution strategies for various industries. Students will be divided into eight groups, each analyzing one of eight industries. Groups must study changes in the target market and consumer behavior over seven years. They must also trace distribution channels, analyze the impact of modern retail, and obtain dealer agreements. Regarding sales, groups must evaluate organizations, recruitment, training methods, and compensation structures. Groups will analyze the market leader and one challenger, recommending changes to the challenger's strategy. Interim and final reports are due on specified dates in July and August, with presentations in the last week of August.

Uploaded by

Kartik Joshi
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd

FORE SCHOOL OF MANAGEMENT SDM PROJECT GUIDELINES

The purpose of the project is to provide the students with an opportunity to integrate and apply the concepts of Sales and Distribution Management to the development of a real world experience in the Indian environment. The class will be divided into eight groups and will carry out a detailed analysis through secondary sources, market visits and interviews of the following industries: 1. Personal care products. 2. Newspaper Circulation. 3. Pharmaceuticals. 4. Air conditioners. 5. Life Insurance. 6. Water purifiers. 7. Mobile services (not handsets) 8. Electric appliances like fans, mixers, irons, toasters. The details required are: General A study of the changing environment for the industry over the last 7 years. Changes in target market profile and consumer behaviour Distribution Marketing flows considered important by the customers for the category. Trace the route back from retailer to manufacturer to determine levels of distribution. Consider the other entities that helped the product reach the final retail outlet, the activities that they performed and the possible remuneration that they received. Impact of modern retail on distribution Trade margins and other discounts. Copy of dealer/distributor agreement Level of cooperative advertising Sales Sales organisation and territory design Ranking of skill sets required for sales staff by supervisors. Recruitment and selection of sales people. Effectiveness of different training methods for sales staff. Compensation structure with aim of finding ratio of fixed and variable and effect on morale. Method of prospecting and reporting with degree of sales force automation. While the emphasis would be on the market leader in the category, each group should also pick on one challenger who has impressed the group with its sales and distribution strategy. They should also recommend changes in the sales and distribution strategy of the challenger. The date for the submission of the final report covering all the aspects is 21st August with an interim report covering the general and the sales portion by 17th July. Each group will make a presentation of 15 minutes with a question answer session of 10 minutes in special sessions which will be scheduled for this purpose in the last week of August.

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