PGP 2: Term 4: Sales & Distribution Management: Group Project Guidelines

Instructions:

1) Each group is required to select two brands, one from each of the following categories:
a) Automobiles / Consumer Durables
b) FMCG
2) For each of the above, visit a Distributor to study the Distribution system of the product
from the Producer to the end-Consumer through general trade outlets (i.e. not Modern
Trade Outlets like Big Bazaar). The Universal Flows in the Channel may serve as the
basis for the study.
3) For each of the above, visit the Area Sales Office of a firm in the category to understand
how sales of different SKUs are promoted
a) Through the Channel
b) To the end-Consumer

For this consider one Economy, one Value-for-Money and one Premium segment SKU.
The sales push needs to be analyzed based on the systems used, promotional strategies,
territory management, personal selling and sales-force management.

4) A report on the above studies is to be submitted by each group; word limit 4800 words;
12 pages; Times New Roman; Font size 12; double aligned; spacing 1.5.
5) The report should indicate work done by each group member clearly.
6) Report is to be submitted by mail by 11:59:59 pm of _______________

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