Symbiosis Institute of Business Management, Hyderabad

Assignment

Subject : Sales Force & Channel Management

Faculty Name : Dr. Dikkatwar Date of submission: 27.3.2020

1. Assume that you have been hired as a marketing consultant by a firm. This firm want to
launch (*) category. As a consultant you have to offer advice in following area. (you may
take appropriate assumptions pertaining to target market, geography, company
resources, company’s prior background)
• Distribution Channel structure
• Managing this distribution channel (selection of intermediaries, roles played by
them, channel incentives)
• Sales strategy
• Sales presentation methods
• Sales organization structure
• Sales forecasting methods you will use for estimating targets
• Territory formation
• Bases for setting targets
• Sales compensation (key efforts you want to reward, structure of compensation
plan in terms of salary, incentives, bonus, etc.)
*Category allocation (chose any one option) is shown in the table below. The marks are for
justification behind choice not for the choice made.
PRN Name of student Name of THE category
18021141033 DEBARGHYA DAS Edible Oil
18021141062 LOPAMUDRA BAG Cosmetics
18021141098 SANJAY KUMAR SIJUI Pet food
18021141133 ANISH KUMAR GUPTA Air conditioners