Training Report

TRAINING REPORT
Name- Ashish Tyagi
Designation- Executive Trainee
Area—South Delhi
Distributor—Krishna Trading Co.
Head Quarter—Delhi
Mentor- Mr. Dharmender Kr. Singh ASM
Mr. Pradeep Kesar ASM
Month – April – July ‘10
Submitted To
Mr. Rajesh Rastogi
RSM
Emami Ltd.
MONTH 1ST REPORT
NAME--- ASHISH TYAGI
DESIGNATION--- EXECUTIVE TRAINEE
HEAD QUARTER—DELHI
a. Key learning:
1. Market working norms of SISS
Acc to me what I have learned in the period of shadowing the SISS, following are the working norms of a SISS
a. Reporting time at distributor point – 9.30 a.m
b. Initiation of market – 10.00 a.m
c. A SISS must follow his beat plan. He also has to keep a copy of his beat plan duly made by
the concerned ASO.
d. At least 40-45 shop should covered in a day
e. Proper time should be given to each retailer
f. All products must be vocalized along with their pictorial representations (if possible show
them the real product so that they can feel that)
This practice has to be followed even if the customer is denying giving order.
g. Fair margin and proper schemes should be given to the retailer.
h. Previous complaints must be solved and new inconvenience or complaints must be listened.
i. Commitments made in past must be fulfilled.
j. Commitments must be true. No fake or false commitments should be made.
k. An informal relationship must be maintained with retailer.

l. SISS need to keep an eye on the shelf in shop.
m. If our product is found dirty or hidden behind other products, SISS should clean that and
place at an eye sight place.
n. Orders must be taken in DSR(Daily Sales Report)
2. SISS ROLES AND RESPONSIBILITIES
ROLE:
The only role of the SISS is to maximize the sales of the Company and that is to be under Company’s rules
and regulation.
RESPONSIBILITIES:-
a. Maintaining a good and healthy relationship with retailers.
b. Passage of complete and fair schemes to retailers.
c. Fulfilling the commitments made in past.
d. No fake or false commitments.
e. Promoting merchandizing.
f. Take order in DSR.
g. Promotion of each and every brand of EMAMI.
h. Providing proper time to each retailer

3. KEY ELEMENTS AIDING PURCHASE BEHAVIOR OF RETAILER.
Elements that promote purchase are
∞ Brand name and image
∞ MRP of product.
∞ Schemes and margin
∞ Delivery time of order
∞ Relationship and bonding between retailer and SISS.
∞ Special discounts like cash discounts.
∞ Extra support like display of products.
∞ Advertisements
∞ Seasonal changes
4. BEST PRACTICES OF SALES (Observation of other Company’s representatives in the market)
a. There should be separate catalogue for product and a separate DSR. SISS found it
difficult to adjust with the current DSR as very customer wants to see the product and at the
same time he delivers the order while seeing them at back.
b. Provision for Company uniform.
c. Like P&G, there should be a palm top in our SISS’s hand.
d. A proper sales tool kit, that can include bag, product catalogue, samples.
e. Other FMCG firms put more emphasis on window dressing; the same strategy should be
followed by EMAMI In a more innovative way of display.
B. SALES (ACTUAL FIGURES)
Target Achievements % Achievements
Calls available 1028 1028 100%
Calls made 1028 1028 100%
Calls Productive 1028 409 40%
Total lines sold 2250 1750 77.7%
Focus Product Sales 3,10,000 3,25,000 104%
Total sales per month 3,50,000 4,54,580 129.8%
C. KEY RECOMMENDATIONS/SUGGESTIONS TO IMPROVE EFFICIENCY/EFFECTIVENESS
1. Improved incentive plan: - Like as ASO’s there must be a slab wise incentive plan for SISS.
This slab procedure will motivate them to go for more sales.
2. TRAINING CLASSES: - there should be some training classes for SISS.
3. MOTIVATIONAL LECTURES: a bi-monthly meet with ASM, RSM, HR manager and their
motivational lectures can help in improving the efficiency.
4. Window Display, hoardings:-Sales cannot be done only by SISS efforts,he needs some
supplements that can help in raising the demand of product. Like other FMCG company’s there
must be some window display and big hoardings.
5. Competitiveness: - Make them more competitive and improve internal bonding as a team .These
can be done by organizing some sports activities or some counseling sessions.
6. Permanent Display: - there should be a provision for permanent window display.
D. Brand feedback
1. Poor design of Sona Chandi Chawaynprash. Rat can easily cut the jar.
2. Glycerin soap dissolves very fast.
3. There was a shortage of NRCT all through the season and that put a poor impression on sales of other
products of EMAMI too.
4. Glycerin soap also didn’t get the support of proper advertisement.
5. Boro Plus And Fair and Handsome is enjoying the monopoly in their respective segment.
MONTH 2ND REPORT
A. Key Learning
1. Roles and Responsibilities of Distributor

Role :-
Distributor is a very important person for the company. it is the medium via which a company
forces its product in market. It maintains the stock and distribute it into retailers.
The role of the distributor is to assist and cooperate with firms in attaining their main objective i.e. attaining
maximum sales and coverage.
Responsibilities
a. maintaining required infrastructure

b. maintaining proper stock
c. run proper schemes in market
d. proper submission of claims at right time
e. maintain proper supply
f. proper coordination and cooperation with Sales Officer
g. maintain godown norms
2. Whole Sale Vs Retail Management
Whole sale Management
a. Whole seller ask for a proper benefit so that he can also sell the products to retailers,to make him
comfort a proper discount should be given to the wholesaler, like cash discount.
b. Quality relation should be maintained
c. All the programs run by company should be conducted.
d. Wholesaler should be motivated by the distributor and ASO to sale our goods.
Retail Management
a. visibility should be maintained

b. if there is some damages or expiry products those should be replaced as early as possible.
c. If company Is providing display that should be given to the retailer
d. Proper visiting need to be done even if the retailer is not willing to give order.
3. how do you increase the field efficiency from Month Actual
Following practices will be conducted by me in future to improve my efficiency -

a. On finding the retailer busy, I will pass him and cover other outlets and will make sur that I came
back to him before he closed his shop.
b. Now I knows that by which time which shop of market get closed , so I will cover those outlets
early which closes earlier.
c. If still I failed to make all outlets covered I will try make order on phone.
4. How would you increase coverage and distribution in the area?

I will give priorities to following activities to improve coverage and distribution-
a. I will track the competitor’s activity and respond to that effectively and also send reports to my
superiors.
b. I will try to resolve the disputes in between retailers and distributor.
c. I will try to increase the availability of all available SKU’s on all outlets (after analyzing the type of
market And type of customers visits that outlet
d. If a retailer is not giving order just because of cash payment I will try to make the distributor ready
to give him credit as per the capability of retailer.
e. After analyzing the frequency of order made by the retailer, their visits will be decided. weekly or
bi-weekly coverage will be done as per their frequency.
f. Order through phone calls will also be implemented
g. Unidentified shops will be identified
Calls made 863 863 100%
Total lines sold 3200 2160 67.5
Focus Product Sales 2,00,000 2,65,000 132%
Total sales per month 3,00,000 3,52,609 117.5%
Key recommendations/suggestions to improve efficiency/effectiveness
a. There should be some loyalty program for consumers and retailers like it is for the whole sellers.
b. Permanent display
c. Many unmarked areas like metro, bus stops, malls need to be marked for the advertisement.
d. Big hoardings should be used.
e. Various events and activities needs to be run by time to time.
Brand Feedback
a. Emami-Malai Kesar cold Cream has picked its market.

b. Vasocare Petroleum jelly is also receiving a very good response in market
c. Retailers are complaining for the MRP of BPAC, however the sale is not that much effected, but can be
effected in near future.
d. Pricing of FAH is getting highly appreciation from market.
e. No positive response towards the Glycerin Soap.
MONTH 3RD REPORT
1. How could you have increase sale in your area?
Ans. I have increased my sale by applying under written applications

a. By resolving disputes between Retailers and wholesaler.
b. By ensuring my regular market visits
c. By searching new and unidentified shops
d. By communicating exact scheme to retailers
e. By focusing on retail market and placing maximum SKU of our Brands on maximum shops.
f. By managing my roadmap so that I can cover all shops before they got busy or they close their shop.
2. What is Daily Work Management that you have done every month/week/fortnight/daily?
Ans. Firstly I broke my monthly targets into weekly and then convert them to daily target.
I give lot of my time in managing my road map so as to ensure proper coverage.
I set my target SKU wise.
On a daily base I select my focus sku to place.
Fulfillment of commitments made by me to retailer was my first priority.
I regularly check my sales graph and put mre emphasis on the SKU where I was lagging.
How to make my relation more committed was another priority.
I regularly take inputs from my ASO and also have a regular talk with other SISS.
3. What are the role and responsibilities of SISS vis-à-vis ASO ?
Ans. Fundamental role of both SISS and ASO is same i.e maximizing the sale in the area and that is to be in the Company’s
Policy.
a. SISS communicates company Schemes in market, ASO ensures the proper regulation of schemes.
b. SISS liquidate stock in market; ASO ensures better liquidation and also ensures proper stock in distributor’s
godown.
c. ASO set targets for SISS and make them work to achieve their targets
d. ASO ensures proper claim deposit of distributor.
e. ASO helps SISS in maintaining relation of SISS with both retailer and distributor.
f. SISS brings order and ASO ensure the proper functioning of distribution channel.
4. How do you ensure better
a. Merchandising in area you work
ans. i. I tried to convince the retailer to place my brand at eye sight shelf.
ii. I motivate them to promote our brand on others.
Iii .I uses posters and dangle for brand promotion.
iv. By placing maximum of the SKU’s in shop.
v. I calls them to place our brand in group not to place in scattered fashion.
b. Better retail satisfaction in you area.
i. By running actual schemes
ii. By taking their damages and replacing expiry products.
iii. By providing them regular and timely visits.
iv. By ensuring timely delivery of orders.
v. By providing them posters and dangles for promotion.
5. Complete job learning of three months working as a SISS.
JOB LEARNING
1. Roles and responsibilities of SISS.

2. Working Norms of SISS.
3. Roles and responsibilities of ASO
4. Roles and responsibilities of Distributor
5. Knowledge about our brand and their competitors.
6. Whole sale Management
7. Importance of DRCP, DSR.
8. Importance of relationship of SISS with Retailers
9. Approach of SISS
10. Mindset of Distributor.
11. target setting
12. Importance of merchandising.
Calls made 821 821 100%
Total lines sold 2468 2654 107%
Focus Product Sales 250000 346100 138%
Total sales per month 400000 452794 113%
Key recommendations/suggestions to improve efficiency/effectiveness
f. There should be some loyalty program for consumers and retailers like it is for the whole
sellers.
g. Permanent display
h. Many unmarked areas like metro, bus stops, malls need to be marked for the
advertisement.
i. Big hoardings should be used.
j. Various events and activities needs to be run by time to time.
Brand Feedback
a. Emami-Malai Kesar cold Cream has picked its market.

b. Vasocare Petroleum jelly is also receiving a very good response in market
c. retailers are complaining for the MRP of BPAC, however the sale is not that much
effected, but can be effected in near future.
MONTH 4th REPORT
NAME--- ASHISH TYAGI
DESIGNATION--- EXECUTIVE TRAINEE
HEAD QUARTER—DELHI
A. Key Learnings
1. Roles and Responsibilities of an ASO
Role
Maximizing sale of company
Responsibilities –
a. Maintaining and developing Relationship with existing customer
b. Acting as a contact between a company and its existing and potential markets
c. Gathering market information
d. Splitting target in between SISS
e. Communicating proper schemes in market
f. Maintaining sales record(sending closing stock weekly)
g. Submission of claims(damage, secondary schemes,siss salary,incentive etc..)
h. Maintaining proper stock at distributor’s godown
i. Tracking competitors activity and conveying the important information to
ASM/RSM.
2. Splitting Targets Brand wise/town wise/distributor wise
Target is basically distributed on the basis of market and season.
Seasonal items are given more importance while setting targets like in winter
BPAC, MKCC, VCPJ, SCCP are given much of the share in total target.
Market also plays an important role in splitting target brand wise.
Some markets are more suitable for small SKU’s where some are better for big SKU’s. Targets are
distributed keeping the SKU’s the market demands..
3. Splitting Target SISS wise
Targets are divided on the basis of the capability of Market,
SISS is covering and the experience of that SISS…
Giving Harishanaker a large share of target is of no use because
his market doesn’t have that much caliber similarly giving S.N. Jha
small share is also not good as he has full coverage of whole sale…
so he has given the major part of target..
4. Differentiating roles and responsibilities of ASO and SISS
a. SISS communicates company Schemes in market, ASO ensures the proper regulation of schemes.
b. SISS liquidate stock in market; ASO ensures better liquidation and also ensures proper stock in
distributor’s godown.
c. ASO set targets for SISS and make them work to achieve their targets
d. ASO ensures proper claim deposit of distributor.
e. ASO helps SISS in maintaining relation of SISS with both retailer and distributor.
f. SISS brings order and ASO ensure the proper functioning of distribution channel.
A. SISS MANAGEMENT
Find Attachment
B. KEY Recommendations
• Permanent display
• Many unmarked areas like metro, bus stops, malls need to be marked for the advertisement.
• Big hoardings should be used.
• Like as ASO’s there must be a slab wise incentive plan for SISS. This slab procedure will motivate
them to go for more sales.
MONTH 5th REPORT
A. Key Learnings: What do your understand on(to submit a qualitative and quantifiable report) on the following:
1. How do you plan for improving coverage & distribution of territory ?
Ans. Improvement in coverage and distribution in the given territory is an important job for an ASO. As
per my learning and my own consent I go through these under written plan.
At the very initial point of time I did the complete geographical mapping of my territory, new potential
retailers were found out and proper visit and supply to these outlets were maintained. Proper tracking of
these new potential retailers was done. Previous disputes with retailers were solved. A clear instruction to
all SISS was given to search out new outlets. Some needed changes were also done in the beat plan. A
proper DRCP was prepared and provided to all SISS. Cycle supply man was also hired to make supply
possible in that area where motor vehicle were failed to make supply.
2. How do you ensure distributor ROI be kept at optimum levels ?
Ans. A proper ROI to distributor is needed to keep the distributor interested in our Company’s distribution.
Following were the steps taken to ensure the optimization of ROI.
1. By minimizing the stock of distributor, if it is exceeding to company norms.
2. By generating the secondary sales.
3. By concentrating more on retail outlets.
4. Controlling of passage of C.D.
5. By liquidating seasonal items so that investment can’t get blocked.
3. How do you ensure better merchandizing and visibility in your area ?
Ans. merchandising and visibility of products put an extra force on its sale.
Following steps can be taken to improve merchandising and visibility in area…
a. By making use of posters , banners,danglers,wobblers etc..
b. By maintaining the company palnogram of merchandising.
c. By positioning our product as per the category in the outlet.
d. By putting products in cluster, fragmentation of products should not be carried out.
e. By placing all sku’s on outlets or maximizing the presence of SKU’s.
f. By tracing competitor’s activity and timely responding to their activity.
4. MIS and competitive analysis – What/How do you analyze data to improve sales ?
Ans. Any action can only be successful if it is well planned and a great plan can only be designed when
there is enough information available and that is to be at the right time.
MIS i.e management information system helps in getting all those data and information.
Basically information is quite beneficial in setting up targets and then analyzing the performance.
Data can be analysed on the following basis..
a. At first Previous year sale is checked and the current target is compared to that..
b. Then the beat wise sale is retrieved it helps in concentrating on the potential markets where more
force can be put.
c. Salesman wise sale of previous months and the potential of their markets are also considered.
d. Last year schemes and the media support at that time can also help.
e. MIS also helps in comparing the plan to actual performance of the month.
f. A regular trace on achievement is possible with the help of MIS.
5. How did you ensure the sales targets? Reasons for achieving/not achieving targets.
Ans. Achievement of target is only possible when comparatively there is more secondary sale.
a. So at first, secondary sale is estimated in comparision to the primary targets.
b. These secondary targets are divided in between SISS.
c. These SISS wise targets are then divided on the weekly basis and then weekly targets are divided
on the daily basis.
d. Focus SKU’s targets are also set up and daily tracing of the achievement of all targets is done.
e. Weekly meeting are organized to discuss on the target and achievement.
B. SISS Management
ANS. ACHEIVEMENT SHEET ATTACHED
C. Territory Management (Area wise performance)

1. No. of distributors managed
Ans. One distributor---Krishna trading Co.
2. No. of total outlets managed by the above distributors
Ans. 1230 outlets
3. No. of market working days
Ans. 6 days in a week
4. Any specific issues with respect to distributors’ management/work.
Ans. No issue with distributor, A little problem with supply was there but now it is solved.
5. Any specific issues with respect to SISS management/work.
Ans. No specific issue
D. Distributor Management (Top 3 distributors only)
Distributor 1
Target Achievement %Achievement
Total sales volume 12.88 15.16 117%
Focus product .56+10.45 3.12+10.48 123%

performance
=11.01 =13.60
(NRCT+NRO)
E. Key Recommendations/ Suggestions to improve efficiency/ effectiveness
1. There is need of revision of SISS’s salary
2. Provision for permanent display.
3. Use of big hoardings for advertisement.

F. Brand Feedback
1. Customer are complaining against cutting problem of NRO pouch
2. A mix up response to BPISTC.
3. NRO has got a good opening.
4. Quality of Zandu Honey adversely affects the sale of Chawayanprash.
MONTH 6th REPORT
Key Learnings: What do your understand on(to submit a qualitative and quantifiable report) on the following:
per my learning and my own consent I go through these under written plan.
possible in that area where motor vehicle were failed to make supply. A new beat at Ratiya Marg is also
added this month to extend the coverage.
10. By liquidating seasonal items so that investment can’t get blocked.
3. How do you ensure better merchandizing and visibility in your area ?
Ans. merchandising and visibility of products put an extra force on its sale.
Following steps can be taken to improve merchandising and visibility in area…
g. By making use of posters , banners,danglers,wobblers etc..
h. By maintaining the company palnogram of merchandising.
i. By positioning our product as per the category in the outlet.
j. By putting products in cluster, fragmentation of products should not be carried out.

k. By placing all sku’s on outlets or maximizing the presence of SKU’s.
l. By tracing competitor’s activity and timely responding to their activity.
a. At first Previous year sale is checked and the current target is compared to that..
b. Then the beat wise sale is retrieved it helps in concentrating on the potential markets
where more force can be put.
c. Salesman wise sale of previous months and the potential of their markets are also
considered.
d. Last year schemes and the media support at that time can also help.
e. MIS also helps in comparing the plan to actual performance of the month.
f. A regular trace on achievement is possible with the help of MIS.
g. Daily SISS tracker is used to improve better knowledge about SISS’s performance.
5. How did you ensure the sales targets? Reasons for achieving/not achieving targets.
Ans. Achievement of target is only possible when comparatively there is more secondary sale.
f. So at first, secondary sale is estimated in comparison to the primary targets.
g. These secondary targets are divided in between SISS.

h. These SISS wise targets are then divided on the weekly basis and then weekly targets are divided
on the daily basis.
i. Focus SKU’s targets are also set up and daily tracing of the achievement of all targets is done.
j. Weekly meeting are organized to discuss on the target and achievement.
G. SISS Management
ANS. ACHEIVEMENT SHEET ATTACHED
H. Territory Management (Area wise performance)
6. No. of distributors managed
Ans. One distributor --- Krishna trading Co.
7. No. of total outlets managed by the above distributors
Ans. 1230 outlets
8. No. of market working days
Ans. 6 days in a week
9. Any specific issues with respect to distributors’ management/work.
Ans. No issue with distributor,
10. Any specific issues with respect to SISS management/work.
Ans. No specific issue

I. Distributor Management (Top 3 distributors only)
Distributor 1
Target Achievement %Achievement
20.39 23.46 115%

Total sales volume
Focus product 2.17+15.4 3.76+11.60 87%

performance 1
=15.36
(NRCT+NRO) =17.58
J. Key Recommendations/ Suggestions to improve efficiency/ effectiveness
K. Brand Feedback
5. Customer are complaining against cutting problem of NRO pouch
6. A mix up response to BPISTC.
7. NRO has got a good opening.
8. NRXT is having tough competition from Himagange.

TRAINING REPORT
Month – April – July ‘10
Key Learnings
5. Roles and Responsibilities of an ASO
Role
Maximizing sale of company
Responsibilities –
• Responsible for primary and secondary sales targets.

• Responsible for key account business and implementation of company policies in the market.
• Responsible for outlet expansion and product merchandising in the channels.
• Responsible for distribution system and sales performance.
• Responsible for secondary sales force coordination.
• Responsible for reporting competitor’s activities in the market and implementing activities to counter
the same.
• Responsible for training frontline sales people on various aspects of sales like merchandising, FIFO,
range selling etc.

per my learning and my own consent I go through this underwritten plan.
possible in that area where motor vehicle were failed to make supply.
15. By liquidating seasonal items so that investment can’t get blocked
8. How did you implement the Secondary Scheme of NRCT?
Ans. I personally approached my all whole sellers and motivate them to buy more and more of NRCT. Last Year
scenario was also discussed with them and the Secondary scheme was explained to them in detail.
Retailers were also approached and secondary scheme (72+10 pcs) was also passes to them.
g. At first Previous year sale is checked and the current target is compared to that..
h. Then the beat wise sale is retrieved it helps in concentrating on the potential markets where more
force can be put.
i. Salesman wise sale of previous months and the potential of their markets are also considered.
j. Last year schemes and the media support at that time can also help.
k. MIS also helps in comparing the plan to actual performance of the month.
l. A regular trace on achievement is possible with the help of MIS.
m. Daily SISS tracker is used to improve better knowledge about SISS’s performance.
10. Main Highlights Of Training Period
1. Execution of FAH Seconadry Scheme
2. Execution of SCCP Seconadry Scheme
3. Execution of NRCT Seconadry Scheme
4. Execution of HFR Seconadry Scheme
5. Execution of MPPB Seconadry Scheme
6. Execution of BPPHP Seconadry Scheme
7. Lauching of BPISTC
8. Launching of MKCS
9. Launching of HFR MAX
10. Acquisition of Zandu Sales
11. Implementation of OUTREACH.

12. FAH Display
11. Learning from Training Period
1. Claim Process
2. SISS Management
3. W/S Management
4. Scheme Circulation
5. Maintenance of Documents over Distributor point.
6. ALL Formal Reporting
a. Closing Stock
b. Launch Report
c. SISS TGT
d. SISS TGT VS ACHV
e. Cumulative Report
L. Key Recommendations/ Suggestions to improve efficiency/ effectiveness
Feedback and review by ASM on the report and

overall performance (with date and Signature)
Feedback and review by RSM on the report and

overall performance (with date and Signature)

Training Report

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TRAINING REPORT

Name- Ashish Tyagi

Designation- Executive Trainee

Distributor—Krishna Trading Co.

Mentor- Mr. Dharmender Kr. Singh ASM

Mr. Pradeep Kesar ASM

Month – April – July ‘10

Mr. Rajesh Rastogi

NAME--- ASHISH TYAGI

DESIGNATION--- EXECUTIVE TRAINEE

1. Market working norms of SISS

a. Reporting time at distributor point – 9.30 a.m

b. Initiation of market – 10.00 a.m

d. At least 40-45 shop should covered in a day

e. Proper time should be given to each retailer

g. Fair margin and proper schemes should be given to the retailer.

i. Commitments made in past must be fulfilled.

j. Commitments must be true. No fake or false commitments should be made.

k. An informal relationship must be maintained with retailer.

n. Orders must be taken in DSR(Daily Sales Report)

2. SISS ROLES AND RESPONSIBILITIES

a. Maintaining a good and healthy relationship with retailers.

b. Passage of complete and fair schemes to retailers.

c. Fulfilling the commitments made in past.

d. No fake or false commitments.

f. Take order in DSR.

g. Promotion of each and every brand of EMAMI.

h. Providing proper time to each retailer

Elements that promote purchase are

∞ Brand name and image

∞ Schemes and margin

∞ Delivery time of order

∞ Relationship and bonding between retailer and SISS.

∞ Special discounts like cash discounts.

∞ Extra support like display of products.

4. BEST PRACTICES OF SALES (Observation of other Company’s representatives in the market)

b. Provision for Company uniform.

c. Like P&G, there should be a palm top in our SISS’s hand.

Target Achievements % Achievements

Calls available 1028 1028 100%

Calls made 1028 1028 100%

Calls Productive 1028 409 40%

Total lines sold 2250 1750 77.7%

Focus Product Sales 3,10,000 3,25,000 104%

Total sales per month 3,50,000 4,54,580 129.8%

C. KEY RECOMMENDATIONS/SUGGESTIONS TO IMPROVE EFFICIENCY/EFFECTIVENESS

2. TRAINING CLASSES: - there should be some training classes for SISS.

6. Permanent Display: - there should be a provision for permanent window display.

2. Glycerin soap dissolves very fast.

MONTH 2ND REPORT

1. Roles and Responsibilities of Distributor

a. maintaining required infrastructure

2. Whole Sale Vs Retail Management

Whole sale Management

a. visibility should be maintained

3. how do you increase the field efficiency from Month Actual

Following practices will be conducted by me in future to improve my efficiency -

4. How would you increase coverage and distribution in the area?

B. SALES (ACTUAL FIGURES)

Target Achievements % Achievements

Calls available 863 863 100%

Calls made 863 863 100%

Calls Productive 863 424 49%

Total lines sold 3200 2160 67.5