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SALES MANAGEMENT

PROJECT- BBA 7A

BY:
MUHAMMAD JAWWAD
SARAH ZUBAIR
MUHAMMAD FAISAL
EMAD AHMED
USAMA IDREES
INTRODUCTION
Ismail Industries Limited, incorporated
in 1989, is the largest confectionery
company in Pakistan
It is manufacturing a wide range of
confectionery, biscuits and snacks
under the brand names of CandyLand,
Bisconni and Snackcity respectively.
Also pursued backward integration by
launching AstroPack, a unit for
manufacturing Cast Polypropylene.
INTRODUCTION- CONTD
Ismail Industries Ltd export to more than 30
countries around the globe
including USA, Europe, Australia, Africa, F
ar East and the Middle East
They have strong business relationships
with customers in these countries for over
15 years
R&D Department: to keep update with the
latest trends in the industry
Strict Quality Assurance Programs are
conducted at all levels so as to ensure
proper and safe product delivery to the
consumers
MISSION
We aim to offer high quality products to
our consumers by remaining the most
technologically advanced company in
our field. We strive to be brand
leaders in all the categories that we
compete in. We wish to have a
substantial presence outside of
Pakistan, through export and local
manufacturing.
It has advanced and sophisticated
technology and is the only confectionery
manufacturer in Pakistan to invest in such
an extensive range of machinery.

At Bisconni they produce a wide variety of
biscuits and cookies.
Major player in the biscuit industry
in Pakistan in a very short span of time
Continuously expanding its range of
products.




Snackcity- latest expansion in food items
in 2006
Invested in the worlds best machinery to
manufacture potato chips- Kurleez and
other savory snacks.
Five delicious and exciting flavors of
Kurleez-Special Salted, Spicy Mint, Mirch
Masala, Barbeque Blast and Catchy
Ketchup.
SALES DEPARTMENT
ORGANIZATION CHART
CEO
Mr. Muhammad
Ismail
Director Marketing
Mr. Miftah Ismail
Marketing
Manager
Business
Development
Manager
Sales Manager
Director
Production
Mr. Munsarim Saif
Director Finance
Mr. Maqsood
Ismail
National Sales Manager
Regional Sales Manager
Zonal Sales Manager
Area Sales Manager
Area Sales Executive
Sales Executive
Sales Officer
Sales Rep
Distribution Sales Officer
Salesmen
Sales Manager
Responsibilities of
Sales Department-
Ismail industries Ltd
Sales Target Achievement

Suggest and implement a clear sales
plan to achieve assigned monthly
targets
Conduct monthly sales review
meeting with team besides visiting
base station's market thrice a week
and assigned territories at least once
a month.
Ensure that secondary sales / primary
sales obtained are according to the
potential of area / station / territory.

Sales Planning
Ensure proper target allocation among
distributors and sales team in line with
the actual potential. Never less than the
assigned targets.
Ensure that monthly sales Plan is
focused on category wise achievement.
Ensure that the investment of distributors
and credit given in market is always in
line with company's terms of business
agreed with the distributor.


Sales Forecasting
Ensure efficient forecasting for timely
and sufficient availability of desired
stocks in view of seasonal
adjustments of demand.

Sales Operations
Ensure timely submission of following:
1. Sales Team expenses.
2. Distributor claims; damage / schemes /
incentive.
3. Copy of Sales targets assigned to distributors /
sales force
4. Sales Team / Own monthly PJP.
5. Copy of any communication with sales team /
distributors.
6. Sales related reports.
7. Full and final settlements for distributors / staff
8. Appointment information regarding distributors /
staff

Market Intelligence
Prompt reporting of competitor's
activities, current price structures, new
launches and prevailing trade offers.
Ensure, prompt submission market
intelligence report by out-station
visiting sales staff.

Team Management
To select and recommend the right
person "As required" in coordination
with line manager.
To keep the team motivated and
focused on target achievement.
Monitoring & Team Building of the
sales force.

Policies & Procedures
Ensure that all operations performed
are in line with policies & procedures
of the company
Inter-departmental
Communication &
Coordination
Ensure smooth communication with
regard to situation with line manager,
distributors and trade.
Ensure that all worthwhile market
intelligence is shared with line
manager and marketing
Training & Coaching
Identification and recommendation of
training programs for team and
respective followups
REPORTS TO BE
GENERATED
Daily - Sales Target Achievement Report (STAR)
Daily - Booker-wise Productivity Report (PR)
Daily - Market Visit Report (MVR)
Weekly - Market Intelligence
Report (MIR) covering competition's trade /
consumer targeted activities
Fortnightly - Trade Offers
Report (TOR) comparing SKU wise trade offer
with competition to identify areas for
improvement
Monthly - Itinerary (PJP)
Monthly - Distributor's Return On Investment
report (ROI) covering investment, stock and
claims
Monthly - Distributor's Closing Sales & Stock
Report (CSSR)