Business Development

Date: 01/ 09/2011

Project report

of

Sales and distribution management

Submitted To:

Prof. Bidyanesh Mishra

Submitted By:

Group no.-05

Abhas Amar (01)

Aniket Kumar (06)

Chandra Prakash(09)

Gargi pragya(11)

Surbhi Priyadershini(44)

PGDM IIND YEAR

CIMP

Acknowledgement

First and foremost, We extend our heartiest gratitude to Chandragupt Institute of Management Patna for giving us an opportunity to work on this project entitled “Sales and distribution management at Alkem laboratories”. It has been an enriching experience for us to undergo our project in Alkem. It helped us in understanding the sales and distribution management at organisational level .We would like to express our sincere thanks to all who have supported us during the project.

We extend our sincere gratitude and thanks to Professor Bidhanesh Mishra for mentoring and guiding us throughout our project Without his constant guidance and support, it would not have been possible for us to complete the project in time.

We also take the opportunity to thank everyone for giving their valuable time, suggestions and genuine answers for the questions intended for primary data collection at Alkem Laboratories. Last but not least, Wet thank all others for their support in completion of this project as a part of our academic curriculum.

Group-05

Sales and Distribution management

PGDM- IInd year

Chandragupt Institute of Management Patna

Contents

Sl.no. | Chapter | Page no. |

1 | Introduction | 4 |

2 | Organisation sales structure | 8 |

3 | Role and responsibilities | 8 |

4 | Sales force objective | 9 |

5 | Type of selling | 10 |

6 | Sales planning | 11 |

7 | Sales territory | 12 |

8 | Sales quota | 14 |

9 | Sales budgeting | 15 |

10 | Logistics and distribution | 16 |

11 | Recruitment and selection | 17 |

12 | Training and development | 22 |

13 | Sales force evaluation | 23 |

14 | Limitation | 24 |

14 | Learning | 25 |

Introduction

Alkem...