The Goal of Distributors in

There Sales Target

Achievement
(Management Theses)
Submitted to: Mr. Sanjeev Tandon
(Academic Coordinator INC Ajmer)
Submitted by: Vikas Mishra
 About Organization
 The Worlds Largest Beverage Company
 Celebrating 120th year of successful working
 It enrich more than one million customer
everyday
 Advertiser of the year in 2003, for all media
ad-campaign THANDA MATLAB COCA-
COLA
 About Products
Coca-Cola serves in India some of the most
recalled brands across the world, which includes
names such as Coca-Cola, Diet Coke, Sprite,
Fanta, along with the Schweppes product range.
The acquisition of Thumps Up brought some of the
leading national soft drinks like Thumps Up,
Limca, Maaza, Citra and Gold Spot under its
umbrella. To add to this, Kinley mineral water was
launched in the year 2000.
 Objective
1) The main objective of Project to find out the
strategies of distributor in there sales target
achievement.
2) To give a flavor of team work, organizational
culture, result orientation, complexities in
achieving the desired results.
3) Targeting marketing and selling efforts.
4) It provides a platform to show our talent and
gives us direct exposure.
 IMPORTANCE
 To understand the whole product range.
 To understand distributors perception and
requirement.
 To generate a social network by constant
interaction with various distributors.
 To understand distributor, distributor
objective, strategies of different distributor
etc.
 METHODOLOGY
 Sampling Unit: My sampling unit is the
distributor’s of Jaipur city.
 Sample Size: 15
 Sampling Method: Convenience Sampling
 Type of Data Collection: Primary
 Data Collection Instrument: Schedule
 Data Collection Method: Personal
interview
 LIMITATION
 Lack of product knowledge.
 We are not getting enough time from our
company for this Project.
 This Project is limited for specific area. (Jaipur)
 Many distributors whom I interact are not ready to
fill the questionnaire.
 Distributors of the town are not much educated
so they don’t take interest in this kind of activities.
 RESULTS or FINDING
Q1. How much your sales target?

10 2 20 Up to 1 lack
20 1 to 5lack
5 to 10 lack
10 to 15 lack
48 more than15 lack
 RESULTS or FINDING
Q2. Do you achieve your target?

50 50
45
40
35 34
30 Rearly
25 Always
20 Mostly
16
15
10
5
0
 RESULTS or FINDING
Q3. According to you which are the most
useful tool in your target achievement?
40 40

35 35
30
Advertisement
25 25

20 Cash Discount

15 Secondry
10 Scheme

5
0
 RESULTS or FINDING
Q4. Are you satisfied with your strategies?

32

Yes
No

68
 RESULTS or FINDING
Q5. Why did you choose this company?
40 40

35
30
Networking
25 Service
20 20 20 Scheme
15 Margin
12 All
10
8
5
0
 RESULTS or FINDING
Q6. Is there any problem in understanding the
schemes / plans of Coca-Cola?

20

Yes
No

80
 RESULTS or FINDING
Q6. If yes then is your problem related to
schemes / plans promptly solved?

10

Yes
No

90
 RESULTS or FINDING
Q7. Do the marketing executives give proper
response to your problems?
80 80

70
60
50
Yes
40
No
30
20 20

10
0
 RESULTS or FINDING

Q8. Should Coca-Cola add anything more to

its promotional schemes?
Ans. All the people whom I met are giving the
positive answer as we also know that every
body in this world is not satisfied with the
existence things.
 RESULTS or FINDING
Q9. Should someone from company side be
sent to collect the related information from
the customer?
Ans. In this question also the people say that
it is better if some body is coming to collect
the information from the customers as they
also don’t have time to go and collect the all
information.
 SUGGESTIONS
 Existing customers must be frequently contacted
and send well wishing mails, cards, etc. it is a well-
known fact that “a satisfied customer is a brand
ambassador for the product or services he is
satisfied with”.
 Distributor’s staff should be trained properly for
spreading information about Products and
Services.
 Distributor should someone be sent to collect the
necessary information.
 SUGGESTIONS
 Coca-Cola should start training for distributors
which help them in target achievement.
 Distributors should improve their customer care
facility.
 Distributors should give more facility to there
Outlets.
 Distributors should give credit facility also.
 FINAL REPORT
Submitted to: Mr. Sanjeev Tandon
(Academic coordinator INC Ajmer)
Presented by: Vikas Mishra
 TASK\TARGET
 Meeting With All Employees of the company
and know there work profile.
 Balance Confirmation from Vendors.
 Balance Confirmation from Distributors.
 To understand the process of Claims
Settlement of the Distributor.
 Making Cash Discount Agreements (HVO).
 TASK\TARGET
 Making MER of weekly sales projection.
 Close these MER after receiving actual
sales volume from the ASM.
 Make the excel sheet of investment
deceleration.
 Weakly records maintain of the Distributors
Claims.
 STRATEGY
 Firstly I divided every task in to parts
according to its length.
 Every evening I noted down my work of
whole day.
 Than I planned for next day task.
 I made my daily target and I work until the
task accomplish.
 CLAIMS PROCESS
 ASM (Area Sales Manager) declares the
schemes which they offered to there
distributors.
 Than MER are raised by Financial Executive
through an online program ‘cola’ (ERP
Software) for the scheme declared by ASM.
 These MER are approved sequentially by
SM (Sales Manager, FM (Finance Manager)
and by AGM (Area General Manager).
 CLAIMS PROCESS
 Then distributor-wise Top-Sheet generated
for 2 weeks bucket for the MER rose and
distributors submits there claims through
that Top-Sheet with the help of SE (Sales
Executive) of there area.
 Then submitted claims checked by the
Finance department. They checked all
attachments with the claim like Bills,
Discount Card and Stock docket.
 CLAIMS PROCESS
 Than they match claim with the MERs and
limits for the same. If the claims are within
the limits, they are allowed otherwise they
are restricted to there maximum limit.
 After this process they get approval from
AFM.
 Ones they got approval than credit notes
generated and these credit notes approved
by FM.
 CLAIMS PROCESS
 After FM approval the entire data for such
claim and credit note is dumped into an
excel file by the Finance Executive.
 With the help of that excel file the distributor
gets there credit amount.
 HVO PROCESS
 Firstly ASM send HVO agreements of his
area in which he send projected volume.
 Than these agreements entered in excel
sheet.
 Than we made MER of these agreements in
Cola-Live (Online Software).
 After this they send actual volume of the
outlets.
 HVO PROCESS
 Than these actual volume also entered in
excel sheet and Cola-Live.
 Than the actual amount credited in the
particular distributor’s account.
 Till now I entered the agreements worth Rs.
1,07,59,918 in excel and in Cola-Live.
Weekly Sales Projection and Actual
 Firstly the AFM give budget for every ASM’s
area.
 According to that budget ASM send there
secondary schemes details which they give
in his area.
 Than these schemes entered in Cola-Live
this process is known as making
UMBRELLA MER.
Weekly Sales Projection and Actual
 Than the ASM send the projected sales
volume of the distributors of his area for that
particular week.
 Than these projection entered in Cola-Live.
This process is known as making MER.
 Than the MER No. entered in excel sheet in
which schemes are written.
 At the end of the week ASM send the actual
sales volume.
Weekly Sales Projection and Actual
 Than these volume entered in those MER
which was raised earlier.
 Than the actual amount credited in the
account of the distributors.
 Till now I made worth Rs. 1,00,00,000 sales
projection and actual MER.
 ACHIEVEMENTS
 During the 4 month of my SIP I have had a
few rich and mentionable achievements
getting opportunity to work with HCCBPL-
(MNC) IN FINANCE in itself was an
achievement.
 My first achievement was very different. My
company guide provided me 2 week make
the calls to all vendor for balance
confirmation. I complete this
 ACHIEVEMENTS
 I have done lots of tasks as a financial executive.
Like making HVO Agreements, Raising MER and
Making credit notes.
 In my SIP initially any target or task are not
defined. So I was done my work according to the
company guide directions.
 Till now I have made Cash Discounts Agreements
of worth Rs. 10759918 and the total volume is
2587739. I also Rose MER worth Rs. 10000000.
 ACHIEVEMENTS
 During first 3 week of my SIP my company
guide told me that I have to meet with 5-10
employees par day to know there work
profile so met all the employees of finance
department.
 In OJT I learnt many work profile like
Purchases, Transportation, Supply Cain
Management, Asset Management, Legal
form work and Receipts from debtors.
 LIMITATIONS
 TIME CONSTRAINTS
 NO SUPPORT FROM COMPANY FOR
THE M.T.
 TIME CONSUMING
 CONVINCING DISTRIBUTOR
 WEATHER CONDITION
 DISTANCE PROBLEM
 LEARNINGS
 Its very big opportunity for me does SIP in a
multinational company. It is first time when I
am entered in the Corporate.
 As the accepted by me I have learnt lots of
things from this organization.
 Now I am aware from the corporate, how
person survive in the company. Why
company do the huge investment on the
society.
 LEARNINGS
 IN the OJT I have learn how to settle claims of
distributor, why companies need balance
confirmation from vendor, what type of records are
maintain by the company to smooth functioning of
the claims settlement process.
 At the limited time I have to perform lots of tasks at
the OJT. And also make the reports on the
management thesis. At this time I learned how to
coordinate all the works similarly.