PART 1

General Distribution Strategy:

1. Parle-G: - Product Placement: Parle-G, a popular glucose biscuit, is widely distributed,
including traditional grocery stores. May have a strong distribution network.
supermarkets and convenience stores.
- Mass Distribution: Due to its large-scale appeal, Parle-G may focus on wide distribution to
reach a larger consumer base.
2. Parle Crackjack: - Audience: Crackjack, a sweet cookie, may have a strategy targeting
children and families.
- Retail Partnership: Products may be available in stores that offer snacks and confectionery,
including local and urban grocery stores.
3. Parle Kismi: - Distribution by segment: As a toffee brand, Kismi can focus on distribution
channels that cater to sweets and confectionery.
- Impulse Buy Locations: These can be strategically placed near checkout counters and
checkout locations to encourage impulse purchases.
Countryside vs. Urban market distribution:
Rural market:
1. Parle-G: - Local grocery store: Widely spread small scale distributed in rural areas with an
emphasis on distribution through local stores.
- Village Fair/Market: Participate in local events to increase brand awareness.
2. Parle Crackjack: - Rural School: Distribution may include a connection with a school or
educational institution.
– Village Snack Shop: Located in a small shop where snacks are easily available.
3. Parle Kismi: - Local sweets shop: Targets local traditional sweets shops.
– Mobile Van: Specialized van for distributing products in remote areas.
City Market:
1. Parle-G: - Supermarkets and Hypermarkets: Extensive presence in major retail chains.
– Online platform: E-commerce sales to urban consumers.
2.
Parle Crackjack: - Modern Retail: Available in large stores to suit urban tastes.
– Online Retail: Present on an easily accessible e-commerce platform.
3. Parle Kismi: - Urban confectionery store: Sold at high-end confectionery stores and
Western confectionery stores.
– Shopping malls and complexes: Located in a high-traffic area.

International Markets:
1. General Approach: - Localization: Adapt flavors and packaging to local tastes.
- Import/Export: Depending on the market, products may be locally manufactured or
imported.
2. Market-specific strategies: - Understanding cultural preferences: Customized marketing
and sales strategies based on local customs and preferences.
– Collaboration: Partnership with local distributors or retailers to increase market
penetration.

PART 2
Personal Selling Process:
1. Prospects: - Identify potential customers or markets for Parle products.
– Identify potential customers using data, leads, and market research.
2. Before approaching: - Gather information about your prospects and understand their
needs.
– Plan your approach strategy based on the information you collect.
3. Approach: - Contact potential customers and introduce them to Parle products.
– Make a positive first impression and build relationships.
4. Presentation: – Introducing the features and benefits of Parle products.
– Customize presentations based on customer needs and preferences.
5 Handling Objection: - Handling Customer Concerns and Objections.
– Provide additional information or clarification to address your concern.
6. Sold Out: - Encourage customers to make purchasing decisions.
– Answer all questions and ensure concerns are resolved.
7. Follow-up: - Post-sales communication to ensure customer satisfaction.
– Build long-term relationships and resolve post-purchase concerns.
Key features required for Parle sellers:
1. Product Knowledge: - Thoroughly understand Parle products, their features, and benefits.
2. Communication Skills: - Effective oral and written communication to convey
information.
 3. Customer Focus: – A customer-centric approach to understanding and meeting customer
needs.
4. Adaptability: – The ability to adapt to different customer personalities and preferences.
5. Negotiation Skills: - Skills in negotiating conditions for successful transactions.
6. Problem Solving Skills: – Ability to address customer concerns and find solutions.
7. Resilience: - Deal with rejection and maintain a positive attitude even in difficult
situations.
Determining Sales Quotas: Sales quotas are goals that a sales team or individual is expected
to achieve within a certain period.

Setting sales quotas can involve a variety of factors.

1. Historical Data: - Analysis of past sales performance to set realistic and achievable goals.
2. Market Potential: - Assessment of market demand and potential for Parle products.
3. Product launch or promotion: – Adjust allocation to a specific product launch or
advertising campaign.
4. Territory Analysis: - Consideration of geographic factors and potential sales in different
regions.
5. Budget Limits: – Quota adjustments to common budget goals and limits.
6. Individual Performance: - Evaluates the abilities and past performance of individual
salespeople.
7. Market Conditions: – Adjusts odds based on current economic and market conditions.

PART 3
Training Process:
1. Onboarding: - New employees typically go through an onboarding process that introduces
them to the company's culture, policies, and procedures.
2. Product Knowledge: - Comprehensive training on Parle's product portfolio, including
details on ingredients, manufacturing processes, and packaging.
3. Sales Training: - Dedicated training for your sales team on effective sales techniques,
understanding customer needs, and handling objections.
4. Customer Service Training: - Training on providing excellent customer service, handling
inquiries, and addressing customer concerns for customer-facing roles.
5. Safety and Compliance Training: - Ensures employees are aware of safety protocols,
quality standards, and regulatory compliance related to the food industry.
 6. Technology Training: - Training in the use of specific tools, software, or technology
platforms used within the company.
7. Soft Skills Development: - Develop interpersonal skills, communication skills, and other
soft skills essential for effective teamwork and customer interaction.
Monitoring process:
1. Performance Metrics: - Establish key performance indicators (KPIs) for each role and
regularly monitor employee performance against these metrics.
2. Sales Metrics: - For sales teams to monitor metrics such as sales goals, conversion rates,
and customer satisfaction.
3. Quality Control: - Implementation of quality control processes and monitoring of product
quality at various stages of production.
4. Feedback System: - Establish regular feedback mechanisms, including performance
reviews, to provide constructive feedback to employees.
5. Mystery Shopping: - Conduct periodic mystery shopping or customer satisfaction surveys
to evaluate the quality of customer interactions.
6. Training Effectiveness: - Evaluate the effectiveness of training programs through
feedback and performance improvement strategies.
7. Compliance Audit: - Conduct audits to ensure employee compliance with safety
standards, ethical guidelines, and legal compliance.
8. Continuous Improvement: - Regularly review processes and identify areas for
improvement in both training and operational aspects.

PART 4
Parle's STP (Segmentation, Targeting, Positioning): Segmentation: 1.
Rural Market: - Demographic Segmentation: – Target rural consumers based on
demographics such as age, income level, and family size.
- Geographic Segmentation: - Focus on specific areas with large rural populations and tailor
your products to local preferences.
2.
International Market: – Cultural Segmentation: – Adapting the product to the cultural tastes
and preferences of the international target market.
- Income and Lifestyle Segmentation: - Customized offers based on the income level and
lifestyle of eligible international customers.
Targeting: 1.
Rural Market: - Target Audience: - Rural families with a focus on affordability and
nutritional value and individuals.
 - Sales Channels: - Leverage local grocery stores, village festivals, and community events to
improve access.
2.
International Markets: – Target Audience: – Products customized to specific international
consumer segments, taking into account factors such as age, lifestyle, and cultural
preferences.
- Sales Channels: - Leverage a combination of local retail stores, supermarkets and e-
commerce platforms based on international market preferences.
Positioning: 1.
Rural Market: - Value and Nutrition: - Nutrition at affordable prices with Parle products,
especially Parle-G A snack for rural families that is positioned as a high-value item.
- Local connections: - Highlights the familiarity and tradition associated with pearl products
in a rural context.
2.
International Market: - Quality and Diversity: - Parle products are available in high quality
products with different flavors to suit diverse international tastes.
It will position itself as a quality snack.
- Global Appeal: - Highlights the global appeal of Parle products while maintaining an
authentic connection to the company's Indian heritage.
Note: - Product Customization: Parle can customize products to suit local tastes,
preferences, and eating habits, both in rural and international markets.
– Marketing Communications: Marketing messages customized to the specific cultural and
social context of each market.
- Sales Strategy: Adjust sales strategies based on local and international market
infrastructure and preferences.

PART 5
Common input modes: 1.
Export: - Description: - Sell products directly to international markets.
- How to use Parle: - Parle can choose exporting as an entry method by shipping products
directly to international distributors, retailers, or consumers.
2.
Licensing and Franchising: -Description: -Allowing foreign companies to use his Parle
brand and manufacturing process for a fee.
- How to use Parle: - Licenses or franchises can be used to enable local businesses to
manufacture and sell Parle products in international markets.
 3.
Joint Venture: - Description: - Form a partnership with a local company in your target
market.
- How Parle can leverage: - Parle can joint venture with local food manufacturers or retailers
in international markets to benefit from local expertise and market knowledge can be tied.
4.
Strategic Alliance: - Description: - Formation of a partnership with an existing company in
a target market for mutual benefit.
- How to use Parle: - Collaborate with local distributors, retailers, and nutritional
supplement companies to strengthen your market presence.
5.
Only subsidiary: - Description: - Creation of a subsidiary wholly owned and controlled by
the parent company.
- How to use Parle: - Parle may decide to establish its own subsidiaries in international
markets, giving it complete control over operations and marketing.
Examples of Parle's modes of entry in two international markets: 1.
US - Licensing and Franchising: - Approach: - Parle is a brand and recipe Partner with a
local food manufacturer that can obtain a license, or enter into a franchise agreement with an
existing food chain.
- Justification: - Leverage local expertise while minimizing the risks associated with
establishing a business in a new and competitive market.
2.
United Arab Emirates (UAE) - Exports and Joint Ventures: - Approach: - Parle will first
export its products to the UAE and then locally can establish joint ventures with distribution.
Or set up a retail store.
- Reason: - Test markets through exports before forming strategic partnerships to effectively
manage cultural nuances and regulatory requirements.
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