Sales and Distribution

2
2.1

INTRODUCTION

PRODUCT SELECTED
In continuation with the part 1 of the project, the product shortlisted are

Chocolates.
2.2

COMPANY SELECTED
The company selected under the chocolate and the confectionery segment is

Nestle. Company level analysis of Nestle has been carried out in this report based on
the objectives mentioned below.
2.3

OBJECTIVES

The objectives of the study includes company level analysis on:

The competitive landscape.

The company distribution strategy.

Competitive advantage gained w.r.t distribution strategy.

The return on investment provided to the different channel intermediaries.

The KRA of sales persons

To suggest any recommendations or improvements

2.4

METHODOLOGY OF STUDY

The methodology of study involved:

Interacting with specific channel members of Nestle. viz. store outlets, dealers
to understand the company policies & practices.

Secondary research by studying the company, its products etc for above
mentioned objectives.

2.5

LIMITATION OF STUDY

The limitations of the study are:

Specific data for chocolates at the aggregate level i.e. at organization level was
difficulty in obtaining.

The channel members were hesitant in sharing the data.