SALES AND DISTRIBUTION

MANAGEMENT

PRESENTED BY:-
MANSI BHAMBRI
BBA 4550/06
 OBJECTIVES
 To know about the company.

 To know the brand perception.

 To know the acceptance of the brand.

 To know the quality of the products.

 To know the services provided.

 To know the promotion strategies of the company.

 To know the after sales services.

 ABOUT THE COMPANY
 Nokia has established itself as the market and brand leader in
the mobile devices market in India.

 India is a very important country for nokia and is amongst the

top three markets for it globally.

 Nokia has been working closely with operators in India to

increase geographical coverage and lower the total cost of
ownership for consumers

 The company has also launched seven nokia “concept stores”

Bangalore,Delhi,Jaipur,Hyderabad,Chandigarh,Ludhiana and
Chennai.
 Recent Achievements for Nokia
India
 Ranked the 4th in the most trusted brand survey by brand equity
-2007

 Ranked the no. 1 in the durables segment for the 2nd consecutive
year by business world in its annual survey on most respected
companies in India – 2006

 Nokia was named the 'Brand of the Year' at the Confederation of

Indian Industry (CII) Brand Summit held in Chennai on 16 and 17th
February, 2005.

 Nokia India won the Golden Peacock Award 2004 for the Nokia
1100, which was selected as the most innovative product in the
telecom segment
 PRODUCT STRATEGY
Nokia products are divided into five categories for five
separate markets:
 The Explore line is the technical leadership product line. 
These are the N-series phones which push the boundaries of
what a phone is.

 The Live and Classic lines are the broad appeal products. 
These can be inspirational in nature, supporting one particular
feature very well, or style oriented.

 The Achieve line is focused on the enterprise.  These are the

E-series phones and smart phones. 

 The Entry line is focused on low end phones and emerging

markets. 
 GLOBAL BRAND STRATEGY
 NOKIA CORP., the world’s largest cell phone maker, is going
global with its advertising, a first for the company, as it tries
to create a stronger, more-unified identity in the increasingly
tough cell phone-branding war.

 Effective messaging creates emotional connections with your

audience. True-to-the-brand evocative messaging creates a
want-to-know-more, lean forward reaction. A strategy that
focuses the consumer on a single key product difference
creates an industry conversation Nokia could own.

 Instead of expressing one best difference in their products

over those of the competition, Nokia decided an additional
thousand reasons are better than one great one. Not only
that, but as Pekka Rantala, senior vice president of marketing
for Nokia’s multimedia business teases.
 SUPPLY CHAIN MANAGEMENT

Integrating CR practices into our business

 Our aim is to ensure that environmental, ethical, and
health and safety issues, as well as labor practices, are
not separate add-on features, but are embedded within all
our sourcing processes, including supplier selection and
relationship development. We expect those companies in
our supplier network to take a similar approach.
 Openness and trust are important aspects when working
together with suppliers and driving compliance. Some
suppliers have well-developed corporate responsibility
programs, while others need more support. The methods
used to promote ethical considerations among our
suppliers include the Nokia Supplier Requirements, face-
to-face meetings, assessments, contractual agreements,
training programs, and supplier-focused events.
 Building a strong relationship with
our suppliers
Our sourcing activities can be divided into two categories:

 Direct sourcing takes care of the material supply for Nokia

products, such as components, parts, packaging, contract
manufacturing, software development, and research and
development.

 Indirect sourcing covers equipment such as office furniture and

computers. It also includes services like catering, IT consultancy,
and marketing which purchase for our own consumption.

 Our supply base management process is summarized in Figure 1.

Environmental and ethical considerations have been integrated
into all the applicable processes. Supplier assessments play a key
role in the supply base management process.
 ANALYSIS

 THEY HAVE GOOD QUALITY – 1 YES 2 NO

YES – 90% NO – 10%

100

80

60
YES
40 NO

20

0
 DURABLE 1 YES – 85% 2 NO – 15%

90
80
70
60
50 YES
40 NO
30
20
10
0
 ARE YOU SATISFIED WITH THE CELL PHONES? 1 YES
– 55% 2 NO – 45%

60

50

40
YES
30
NO
20

10

0
 INTERPRETATION
 MOST OF THE CONSUMERS ARE SATISFIED WITH NOKIA
CELL PHONES.
 FEATURES ATTRACTING THEM THE MOST ARE:-
1 EASILY AVAILABLE
2 DURABLE
3 GOOD QUALITY
4 STYLE
 BUT THERE ARE STILL SOME CONSUMERS WHO FACED
PROBLEMS AND FEEL THAT IMPROVEMENT IS NEEDED IN
NOKIA HANDSETS.