SALES AND DISTRIBUTION

MANAGEMENT
Group Members :

GOUTAM MAJI (Group Leader)

DEEPAK KUMAR
SAGAR KUMAR
PARVEEN SINGH CHANDEL
SASHANK SHEKHAR SINGH
 Highlight Points
The main characters are :

 Manmohan Singh, Material Manager, XYZ Motors Ltd.

 Pradeep Sharma, Marketing Manager of Steel Tubes Co.

 An OVERVIEW
In this case study Manmohan Singh wants to
meet Pradeep Sharma to discuss an important strategic issue
regarding reliable supplier of rectangular steel tubes for
making chassis base frame of vehicles and for long term
relationship also. After heard Manmohan’s proposal
Pradeep replied that he will revert within one week after
talking to his superior.
Q1. What do you think about Manmohan’s
proposal ?

 Yes, it is a good proposal for both the organization to make

long term partnering or collaborative relationship for
mutual benefits.
 This proposal will help both the organization to integrate
the processes of two companies to improve quality and
delivery and bring down the costs.
 If CEO of Steel Tubes Co. gets agree with Manmohan’s
proposal then it helps to disclose the details of cost and
profit margin.
 It also disclose all the information to each other so that their
teams from both the organizations can work together to find
solutions to problem like costs, quality and delivery.
 Q2. If you were Pradeep, how would you
present this proposal to your CEO ?

 Proposal :

 On the basis of Supply.

 On the basis of Cost.

 On the basis of Profit Margin.

 Everything should be Disclosed.

Q3. How will you negotiate with Manmohan,
assuming the CEO agrees ?

 As a Marketing Manager of the company consider on the

following aspects :

 Demand of the Company.

 Supplier of the company.

 Making potentials customer and profitable deals.

On the basis this we can talk to our CEO and

convince him where our company can generate profit
and send a quotation to XYZ CO.CEO as compare
to the other competitors price should be minimum.
 SUMMARY
This case is all about partnering relationship between two
organizations. From this case study what we concluded that
Manmohan’s proposal brings benefits for both the
organizations in term of profit, sale, supply and delivery and
so on and also helps to reflects a long term relationship
between them in the sense of to disclose everything
regarding the costs and profits.
THANK YOU