Major parts of the study are as under

1. Firms product-market details, Organisation structure linking up to Structure of FSLMs

office, administrative and functional relationships with various internal
departments/functions and external channel partners
2. Detailed role of each role set member of FSLM
3. Linking of marketing strategy and sales and distribution strategy in the firm for the product
market studied by you.
4. Annual sales planning process; finalizing the FSLM objectives and targets in detail for sales,
promotion, coverage, profit etc.
5. How the plan is getting implemented: Sales operation, Sales programs, Sales Force
Management- selection, development, compensation, territory management, motivating
and managing performance, evaluation and control.
6. Sales documentation, auto
7. mation information and analytic management