...A Grounded Exploration of Sales and Distribution Channel Structures in Thirteen Industries in India Leading to a Classification Scheme Dr Prathap Oburai, Marketing Area, Indian Institute of Management, Ahmedabad, India. Email: prathap@iimahd.ernet.in, prathapoburai@yahoo.co.in Phone: 0091-79- 2632 4942 Professor Michael J Baker. University of Strathclyde, Glasgow, United Kingdom This paper is a revised version of a competitive paper reviewed and accepted for presentation at the Academy of Marketing 2004 conference, July 06-09, Cheltenham, University of Gloucestershire Business School, England, United Kingdom 1 A Grounded Exploration of Sales and Distribution Channel Structures in Thirteen Industries in India Leading to a Classification Scheme Abstract Innovation is a fundamental virtue of marketing. In this paper, a case is made to promote the use of innovative and novel combinations of research methodologies to derive new insights of business phenomena. This study is an attempt to understand and explain the sales and distribution channel structures in thirteen different industries in India. The investigation adopted a mix of case research and grounded theoretic research methodologies in exploring the subject under scrutiny. The study offers a classification scheme for grouping marketing channels into homogenous clusters based on similarity/dissimilarity using multivariate multidimensional mapping techniques. This scheme offers to explain the...
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...What is Sales Forecasting? Explain various methods of sales forecasting. How the right technique of sales forecasting is selected. Ans. Sales Forecasting means to predict the future expected sales of the product in the market on the basis of previous sales and prevailing market conditions. It is the central part of the strategic planning process. It may be either short-run to decide the various production schedules or long-run to plan the expansion of the plant. Sales Forecast literally means sales predictions. Any industry needs to predict future sales time to time to plan their production of a particular model or for unit expansion and for many more factors. Sales Forecasting can be done by different methods depending on the factors that can affect sales volume. Top-Down Approach : This approach is also been called as breaking down approach. In this approach, sales forecast is being done at corporate level or at strategic business unit level. Steps followed in this approach are as follows: 1. This approach starts with a forecast of general economic conditions. It includes a forecast of gross national product along with projection of consumer and wholesale price index, interest rates, unemployment level, government expenditures, etc. 2. Estimate the industry’s total market potential for a product category. 3. Determine the current market share of the company. 4. Forecast sales for the product. 5. Use the sales forecast for operational planning and...
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...Curriculum Vitae – Ms Sharon RAGAT Ms Sharon RAGAT DALTRON (PNG) LTD P.O BOX 1711 BOROKO NCD Email: sharonr@daltron.com.pg / sragat@gmail.com Direct Ph.#: 302 2203 Mobile:DG / Bmob : 72317045 / 76852865 Date of Birth: 31st July 1977 Gender: Female Marital Status: Married (2 Children) Religion: Adventist Home Province: East New Britain Work Experience: Daltron (PNG) Ltd FINANCE DEPARTMENT_ Financial Reporting Team 15 April 2013 – CURRENT Duties involved: • • • • • • • • • • • Daily Run of Day End Run Month end /Year end Rollover Balance Sheet reconciliation All Daltron Bank Accounts Reconciliation Intercompany reconciliation Month end standard and adjusting Journals/GL Update Preparation of Payroll Journal for Contract and Non Contract staff Daily Monitor and reconciliation of Cash Ageing Analysis Timely update Cash Receipts for All Cash and Trade Debtors Identify and receipting of all Direct deposits Perform other duties directed by the Financial Reporting Team Leader and Manager Finance Accounts Officer Work Experience: Teachers Savings & Loans Society Ltd FINANCE & ACCOUNTING DIVISION 14 Dec. 2010 – 12 April 2013 Duties involved: • • • • • • • • • • • • • • Data entry/Process journal entries - General Ledger accounts Balance Sheet reconciliation Raise and update Journals Liaise with Commercial banks for short term liquid investments (IBD) and raise Payment Voucher Daily Electronic Transfer of Cash to various TSL Bank accounts Prepare daily Cash Position Report for C.E.O...
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...Sales and Distribution Plan Remember, the primary goal of the marketing plan is to get people to buy your products or services. The Sales and Distribution part of the marketing plan details how this is going to happen. Traditionally there are three parts to the Sales and Distribution section of the marketing plan, although all three parts may not apply to your business. 1) Outline the distribution methods to be used. How is your product or service going to get to the customer? For instance, will you distribute your product or service through a Web site, through the mail, through sales representatives, or through retail? What distribution channel is going to be used? In a direct distribution channel, the product or service goes directly from the manufacturer to the consumer. In a one stage distribution channel it goes from manufacturer to retailer to consumer. The traditional distribution channel is from manufacturer to wholesaler to retailer to consumer. Outline all the different companies, people and/or technologies that will be involved in the process of getting your product or service to your customer. What are the costs associated with distribution? What are the delivery terms? How will the distribution methods affect production time frames or delivery? (How long will it take to get your product or service to your customer?) If your business involves selling a product, you should also include information about inventory levels and packaging...
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...required by law Profit and Loss statement. Each company code represents an independent accounting unit. Several company codes can use the same chart of account. Assignment Company code to company Company code to Credit control area Company code to Controlling area Company code to financial management area • (An FM Area is organizational unit which Plans, Controls and Monitors funds and commitment budgets) Controlling area to financial management area Controlling area to Operating Concern. Sales Organization • The highest-level of organizational unit in SD is Sales Organization. • Responsible for Distributing goods and services, Negociation sales conditions, Product liability and other customer rights of recourse. • Sales organization is also used to take for example a regional, national or international. • A sales organization assigned to a company code. Distribution Channel • Distribution Channel represents strategies to distribute goods and services to customer. • DC is assigned to a sales organization. The assignment is not unique. • You can share Customer, Material and Condition master data by maintaining a reference/common DC. Division • A Division is used to group material and services. A material can have only one Division. Abhishek Parihar SAP SD Certified Consultant E-Mail: abhishekparihar@rediffmail.com SAP SD IMP NOTES • • • • • We can make Customer- specific agreements for each Division, for example regarding partial deliveries or pricing within Division. (In...
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...A REPORT ON SALES AND DISTRIBUTION OF ITC HOTELS Submitted by: Ankush Redhu (16) Anup Sharma (18) Anupama Umakanth (19) PART I ITC Hotels Ltd. is the company chosen for the purpose of this study. With over 100 hotels in more than 90 destinations, ITC Hotels has set new standards of excellence in the hotel industry in accommodation, cuisine, environment and guest safety. As one of India's most dynamic hospitality chains, ITC Hotels has set standards for excellence in the hotel industry by pioneering the concept of branded accommodation. First to introduce branded cuisine, its restaurants Bukhara, Dakshin and DumPukht are renowned for their delicious and authentic Indian cuisines from the different regions of India. With its exclusive strategic tie up with Starwood for its top of the line premium brand the 'Luxury Collection', the group is strengthening its international marketing stance. ITC Hotels was also instrumental in bringing the 'Sheraton' brand to India, with which it enjoyed a three-decade exclusive partnership. ITC Hotel's properties are classified under four distinct brands:- LUXURY COLLECTIONIn 2007, ITC Hotels entered a new phase in its collaboration with Starwood Hotels & Resorts. ITC Hotels now has an exclusive tie-up with Starwood in bringing its premium brand, the 'Luxury Collection', to India. These are seven-star super deluxe and premium hotels located at strategic business and leisure locations. WELCOMHOTELS It offers five-star...
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...Effect of Channels of Distribution on the Sales of a Product CHAPTER ONE Introduction 1.1 Background to the Study Most producers do not sell their goods directly to the final users between them stands a set of intermediaries performing a variety of functions. The process of distribution of goods involves all human and physical means which aid the smooth transfer of such good from the manufacturer to the final consumer. Nickeil (1998) The growing of distribution is a key strategy variable in marketing management. In deed, if one look at the major strategy of the marketing mix – product, price, promotion and distribution, the greatest potential for achieving a competitive advantage now lines in distribution. Distribution still offers a new frontier for competing usefully especially if the emphasis is placed on the design and management of superior marketing channel systems to provide excellent customer services. Yet design optimal marketing channel system to boost sales, formulating innovative distribution strategies and management channels system effectively is no simple task. To day, companies are faced with choice of distribution path or strategy that will make product readily available to potential customers. Achumba (1994). Also the need for other institutions or intermediaries in the delivery of good is sometime questioned, particularly since the profits they make are viewed as adding to the cost of product which may eventually slow down sales of the product. The...
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...users between them stands a set of intermediaries performing a variety of functions. The process of distribution of goods involves all human and physical means which aid the smooth transfer of such good from the manufacturer to the final consumer. Nickeil (1998) The growing of distribution is a key strategy variable in marketing management. In deed, if one look at the major strategy of the marketing mix – product, price, promotion and distribution, the greatest potential for achieving a competitive advantage now lines in distribution. Distribution still offers a new frontier for competing usefully especially if the emphasis is placed on the design and management of superior marketing channel systems to provide excellent customer services. Yet design optimal marketing channel system to boost sales, formulating innovative distribution strategies and management channels system effectively is no simple task. To day, companies are faced with choice of distribution path or strategy that will make product readily available to potential customers. Achumba (1994). Also the need for other institutions or intermediaries in the delivery of good is sometime questioned, particularly since the profits they make are viewed as adding to the cost of product which may eventually slow down sales of the product. The concept of distribution refers to where and how product and services to be offered for sale and all essential mechanism and logistical supports for the transfer of goods and services as well...
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...users between them stands a set of intermediaries performing a variety of functions. The process of distribution of goods involves all human and physical means which aid the smooth transfer of such good from the manufacturer to the final consumer. Nickeil (1998) The growing of distribution is a key strategy variable in marketing management. In deed, if one look at the major strategy of the marketing mix – product, price, promotion and distribution, the greatest potential for achieving a competitive advantage now lines in distribution. Distribution still offers a new frontier for competing usefully especially if the emphasis is placed on the design and management of superior marketing channel systems to provide excellent customer services. Yet design optimal marketing channel system to boost sales, formulating innovative distribution strategies and management channels system effectively is no simple task. To day, companies are faced with choice of distribution path or strategy that will make product readily available to potential customers. Achumba (1994). Also the need for other institutions or intermediaries in the delivery of good is sometime questioned, particularly since the profits they make are viewed as adding to the cost of product which may eventually slow down sales of the product. The concept of distribution refers to where and how product and services to be offered for sale and all essential mechanism and logistical supports for the transfer of goods and services as well...
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...Sales and Distribution Channel Structure of Madura Garments Group B9 Ishan Agrawal (11P081) Jaya S Choubey (11P083) Kumar Rahul(11P087) Abhishek Narayan (11P145) Madhur Paul (11P147) Contents Madura Garments 3 Background 4 Louis Philippe: 4 Van Heusen: 4 Allen Solly: 4 Esprit: 4 Planet Fashion: 5 Madura Fashion & Lifestyle Channel Structure 6 Data on the Channel Structure of Madura Fashion & Lifestyle 8 New Product Development 10 Market Overview 13 Product positioning: 13 Product pricing 13 Competitor Channel Strategy 13 Process followed 15 Issues in Channel Strategy 16 Issue: Selecting Channel Members 16 Issue: Fostering Channel Member acceptance of the new products 16 Issue: Stocking and Visual merchandising 17 Issue: Maintaining Product Differentiation 17 Recommendations: 17 Issue: Product Positioning: 17 Issue: Product line expansion 17 Issue: Sales Organization and Sales Culture: 18 Sales Culture: 18 Personal Selling Process: 19 Recruitment, Selection and Training of Sales Personnel 21 Step 1: Manpower Planning 21 Step 2: Sourcing activity 21 Internal Sourcing 21 External Sourcing 21 Step 3: Approval 22 Training and Development :- 22 Probation Appraisal Forms: 22 Territory and Quota Management 23 Evaluation of Sales Personnel 24 Challenges faced in implementing recommendations: 26 What can be done to address these challenges? 26 References 27 Madura Garments Background ...
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...Sales and Distribution Management Program Credit Course Code : PGPM : 3 : SL MM 606 Class of Sessions : 2012 : 30 Objective To make the student aware of issues related to sales force management focusing on ―selling‖ as a tool of Marketing Communication. The study of Channel Management offers an appreciation of logistics of information and goods, and exposes students to the types of systems required to optimize organizational efficiency through this function. Learning Objective: The aim is to prepare students to manage sales and channel teams for different types of selling, with the purpose of enhancing value based output and productivity Learning Outcomes: REFERENCE BOOKS Sales Management - Decisions, Strategies and Cases. 5ed Marketing Channels: A Relationship Approach Sales & Distribution Management Sales Management Sales and Distribution Management – Text & Cases Retailing Management – Text & Cases, 2 nd AUTHOR / PUBLICATION Richard R Still, Edward W Cundiff, Norman A, P Govoni- PCI Coughlan, 7th ed IUP Panda / Sahadev Havaldar / Cavale. Tata Mcgraw Hill - 2007 Pradhan, Swapna. Tata McGraw-Hill - 2006 e Faculty teaching the subject in all PGPM Campuses should refer Articles, Journals, Websites. Detailed Syllabus Introduction: Emerging Trends in S & D, Linking S & D Role & Responsibility of Sales person: - Cross Functional Linkages, Types of selling, Value Proposition, Lifetime Customer Value Creation- Key Accounts Management. Selling Skills: Communication...
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...on the sales and distribution strategies of FMCG products in Rural India.” Rationale Rural marketing and rural penetration are very key issues in FMCG companies today. With heavy penetration of all FMCG categories in urban India and with a highly fragmented market in most categories, the only way the categories can show substantial growth is through penetrating deeper and deeper into rural India. This involves creating product awareness, creating brand awareness, generating trials and facilitating repeats. In the whole process, sales and distribution of these products forms the backbone. The dynamics of selling FMCG products in rural areas is very different from urban areas, especially because media has a lower reach in these areas and Cable & Satellite penetration in these areas is quite low. Hence the sales and distribution function of a company will largely determine the fate of its products in rural areas. Therefore it will be very interesting to study what works for a category in rural areas and whether such learnings can be applied across categories to facilitate growth in rural areas. Scope The project would comprehensively cover S&D issues in rural India and will try to address them. Some of these issues are: Channel design and channel features Retailer profiling and retailer management Operational design associated with channel management S&D- Reach, availability and visibility Selling strategy and sales force design ...
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...OR DISTRIBUTION Lab FOR v2.0 NOT FOR SALE OR DISTRIBUTION Placeholder for inside cover and copyright page © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LL NOT FOR SALE OR DISTRIBUT © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LL NOT FOR SALE OR DISTRIBUT © Jones & Bartlett Learning, LL NOT FOR SALE OR DISTRIBUT © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LLC © Jones & Bartlett Learning, LLC Copyright © 2014 by Jones & Bartlett Learning, NOT FOR SALE OR DISTRIBUTION LLC, an Ascend Learning Company. All rights reserved. OR DISTRIBUTION NOT FOR SALE Instructor Lab Manual www.jblearning.com © Jones & Bartlett Learning, LLC. NOT FOR SALE OR DISTRIBUTION. ...
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...Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LL NOT FOR SALE OR DISTRIBUT © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION Student Lab Manual © Jones & Bartlett Learning, LLC © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LL NOT FOR SALE OR DISTRIBUT Auditing IT Infrastructures for Compliance © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION IS4680 © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LL NOT FOR SALE OR DISTRIBUT © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett©Learning, LLC Learning, LLC, an Ascend Learning Company Bartlett Current Version Date: 11/21/2011 © Jones & Learning, LLC Copyright 2013 by Jones & Bartlett www.jblearning.com! NOT FOR SALE OR DISTRIBUTION NOT FOR SALE OR DISTRIBUTION All Rights Reserved...
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...LLC NOT FOR SALE OR DISTRIBUTION © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION © Jones Bartlett Lab #2© Jones &SALE ORLearning, LLC Vulnerabilities to &SALE ORLearning, LL AligningBartlett DISTRIBUTION Risks, Threats, and NOT FOR DISTRIBUT NOT FOR COBIT P09 Risk Management Controls © Jones & Bartlett Learning, LLC Introduction © Jones & Bartlett Learning, LLC NOT FOR SALE OR DISTRIBUTION NOT FOR SALE OR DISTRIBUTION Ask any IT manager about the challenges in conveying IT risks in terms of business risks, or about translating business goals into IT goals. It’s a common difficulty, as the worlds of business and IT do not inherently align. This lack of alignment was unresolved until ISACA developed a framework called COBIT, © Jones & Bartlett Learning, LLC first released in 1996.Jones & Bartlett Learning, LLC © ISACA is an IT professionals’ association centered on auditing and IT governance. This NOT FOR SALE OR DISTRIBUTION The lab lab will focus on the COBIT framework. NOT FOR SALE OR DISTRIBUTION uses the latest two versions: COBIT 4.1, which is currently the most implemented version, and COBIT 5, which is the latest version released in June 2012. Because COBIT 4.1 is freely available at the time of this writing, the lab uses this version to © Jones & Bartlett Presentation is done making use of a © Jones & Bartlett Learning, LL present handling of risk management. Learning, LLC set of COBIT control NOT FOR SALE OR NOT COBIT...
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