Amity International Business School, Noida (U.

P)

Assignment of Sales and Distribution Management

Subimtted To:Mr. Nitin Garg

Submitted By:Gaurav Agrawal A1802012284

Q1. Study the direct selling methods used by Eureka Forbes. Discuss the strategy adopted by this company. Strategies of Eureka Forbes in India Forbes followed the globally tried and tested direct selling strategy popular in India Awareness about the product in the Indian market before it sold Eureka as a brand Sales personnel were highly motivated and targeted the right people Continuous innovations in the basic product motivated the customers to buy Sales people were trained to be customer friendly Demonstration of the product at the customers place Due to the attractive product features, design and layout, it had huge demand

The service Customer service network Various schemes offered by Eureka Forbes: Annual Maintenance Contract Operation Red Zone and Mobile service for customers from specific places Water labs Customers from specific places could access CRC Service was guaranteed within 48 hrs

Retail Marketing Efforts Launch of Tornado vacuum cleaners and Aquaflo water purifiers. Cater to the Industrial segment. 5% of the sales through dealer network. Tremendous potential To double its revenue. Rate of growth in the dealer network. To increase the products visibility. High reputation through customer-dealer relationships.

Customer Centric Approach

ITC LIMITED
District Manager Regional Branch Manager Branch Manager Assistant Manager Area Manager Area Executive Sales Trainee

Wholesale Distributor

Distribution Channel

Q3. Study any organisation of repute and prepare the job description of their sales representative.

SALES REPRESENTATIVE JOB DESCRIPTION (HUL) JOB TITLE: Sales Representative General Summary: Achieves maximum sales profitability, growth and account penetration within an assigned territory and/or market segment by effectively selling the companys products and/or related services. Personally contacts and secures new business accounts/customers.

CORE FUNCTIONS: Promotes/sells/secures orders from existing and prospective customers through a relationship-based approach. Demonstrates products and services to existing/potential customers and assists them in selecting those best suited to their needs.

DETAILS OF FUNCTION: Establishes, develops and maintains business relationships with cu rrent customers and prospective customers in the assigned territory to generate new business for the organizations products/services. Develops clear and effective written proposals/quotations for current and prospective customers. Expedites the resolution of customer problems and complaints. Makes telephone calls and in-person visits and presentations to existing and prospective customers. Analyzes the territory/markets potential and determines the value of existing and prospective customers value to the organization. Creates and manages a customer value plan for existing customers highlighting profile, share and value opportunities. Plans and organizes personal sales strategy by maximizing the Return on Time Investment for the territory/segment. Supplies management with oral and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services. Keeps abreast of product applications, technical services, market conditions, competitive activities, advertising and promotional trends.

 Participates in trade shows and conventions.

REPORTING:

Reports directly to the Sales Manager and other heads as per the matrix structure.

Q4 Interview any 3 distributors of FMCG product in your area and find out their sales strategy Brand:- Goyal Herbals For over two decades, Goyal Herbals restricted its presence mainly in the Uttar Pradesh Region in the Herbal Oil and other herbal products segment. This year it went for a market expansion across the country. They have a plan to capture all the top 3 markets in the Herbal Oil and herbal products segment in the country. It has recently entered the almond oil market in NCR and simultaneously made foray into herbal and energy capsules segments in Rajasthan market. Goyal Herbals markets herbal products such as cool oil, essence oils, oils for joints and pains and other herbal products. Goyal Herbals wants to get into bigger markets and have bigger shares in those markets. The company is also expanding its product portfolio further to match rival offerings particularly those of Himgange and Navratan. For the first 15 years of its existence, hair oil (Himratan) was the only Herbal Oil product that Goyal Herbals offered. While the product portfolio has been growing, Goyal Herbals has plans to reach out to newer markets - but the strategy here is more product-specific. In Alomond oil, it will initially concentrate only on four markets - UP, its home ground; the NCR region and Rajasthan; Bihar, which it entered a year ago; and Madhya Pradesh, where it moved in a little more than a year ago. They have no plans to go everywhere with Almond oil. What's the need to get into those markets that already have strong co-operative brands? Their objective of getting into newer locations is not to make Goyal Herbals larger, but to ensure that there is a large viable distribution network and consumer brand to ensure presence.