Dealers Incentive Management and Revenue Budgeting at Tata Motors

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DEALER’S INCENTIVE MANAGEMENT AND REVENUE EXPENDITURE BUDGETING. FINAL REPORT

4/15/2011
TATA MOTORS CVBU
BY PRIYANKA GOEL - 10BSPHH010562

An Interim Report

ON

DEALER’S INCENTIVE MANAGEMENT
&
REVENUE EXPENDITURE BUDGETING

BY
PRIYANKA GOEL (10BSPHH010562)

A Report submitted in partial fulfillment of the requirements of MBA program of ICFAI Business School, Hyderabad

Submitted To
Mr. KAMLESH AGARWAL (HEAD (ACCOUNTS),TMLDC MUMBAI CV)
Ms ANJALI KANORIA (MANAGER (ACCOUNTS), TMLDC MUMBAI CV)

Mr. KAUSHIK BHATACHARYA
FACULTY GUIDE

AUTHORISATION

A report submitted in partial fulfillment of the requirements of MBA Program of IBS Hyderabad With the help of Ms Anjali Kanoria, Manager (accounts), RO-CVBU and Mr.kamlesh agarwal, Head (accounts).

ACKNOWLEDGEMENT

The sense of contentment and elation that accompanies the successful completion of this project would be incomplete without mentioning the names of the people who helped me in accomplishing this project, people whose constant guidance, support and encouragement resulted in its realization.

I am highly indebted to ICFAI BUSINESS SCHOOL HYDERABAD for providing me with the opportunity to be able to do my Summer Internship in TATA MOTORS-CVBU. My earnest thanks to my company guides, MS ANJALI KANORIA, MANAGER (ACCOUNTS), for her valuable guidance and support in ensuring me a free hand during the course of the work. Heartfelt thanks to all the staff members of TATA MOTORS who patiently helped me through out this project, always supported my ideas and for having been my inspiration in every other venture, even though it stole much time of their busy schedule.

I owe much to my faculty guide Prof. KAUSHIK BHATTACHARYA.ICFAI Business School Hyderabad for the inspiration and guidance which enabled me to take up work which made me learn new things and concepts.

This project would not have seen the light of the day but for their sustained direction, supervision and continuous encouragement that saw me sail through the difficulties that I faced.

TABLE OF CONTENTS

1. EXECUTIVE SUMMARY7-8

PART A:

2. ABSTRACT9
3. INTRODUCTION10-11
* ABOUT THE COMPANY.10
* DEALERS11
4. MAIN TEXT12-20
* TYPES OF CLAIMS12-14
* Timelines for claim submission & settlement15
* Claim settlement15
* Previous Scenario16
* INITIATIVES UNDERTAKEN TO OVERCOME THE ABOVE DISADVANTAGES.16 * Current Scenario17
* Automatic monthly off take/retail incentive payouts.18 * Online incentive claim tracker.18-19
* How does this tracker help??20
* Different types of frauds undertaken by the dealers20

5. CONCLUSION 21
6. BIBLIOGRAPHY21

PART B
1. ABSTRACT22
2. INTRODUCTION23-24
* ABOUT THE COMPANY23
* REVENUE EXPENDITURE 24
3. MAIN TEXT25-33
* VARIOUS HEADS OF REVENUE EXPENDITURE :25
* OBJECTIVES26
* Factors considered26
* Methodology27-28
* INTERPRETATION AND ANALYSIS29-31
* THEORITICAL FRAMEWORK.32-33
4. LIMITATIONS34
5. FINDINGS,CONCLUSION AND RECOMMENDATION.34
6. BIBLIOGRAPHY34
7. ANNEXURE35-41

EXECUTIVE SUMMARY

I, PRIYANKA GOEL, student of IBS HYDERABAD have been working for TATA MOTORS –commercial vehicle business unit for my SUMMER INTERNSHIP PROGRAM(SIP). Tata Motors Limited is India's largest automobile company It is the leader in commercial vehicles in each segment More than half a century of impressive presence and Tata Motors continues to provide India with top of the line commercial vehicles. Tata Motors is India's largest and among the world's top five medium and heavy commercial manufacturers. The primary objective of undertaking the Dealer’s incentive management is to understand the entire working of the incentive system...
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