Sales and Distribution Management

Topics: Marketing, Retailing, PepsiCo Pages: 28 (8768 words) Published: February 9, 2011
PEPSICO SALES AND DISTRIBUTION IN HYDERABAD

SUBMITTED TO
X`X`

Prof. MURALI KRISHNA

SALES AND DISTRIBUTION MANAGEMENT - TERM PROJECT

1 P submission: a e s & D i s 2009 Date|of e p s i c o S 11lth September, t r i b u t i o n M a n a g e m e n t

CONTENTS
INTRODUCTION ............................................................................................................................................. 4 Why Pepsico ? ............................................................................................................................................... 4 PEPSICO INDIA............................................................................................................................................... 5 PEPSICO HYDERABAD .................................................................................................................................... 5 FACILITIES AND INFRASTRUTRE ................................................................................................................ 7 PEPSICO’S PRODUCT PORTFOLIO .................................................................................................................. 7 SALES & DISTRIBUTION MANAGEMENT ....................................................................................................... 8 SDM OBJECTIVES: ...................................................................................................................................... 8 SALES OFFICE FUNCTIONS:........................................................................................................................ 9 SALES PROCESS ....................................................................................................................................... 10 SALES STRUCTURE ................................................................................................................................... 10 DISTRIBUTION STRATEGIES: ........................................................................................................................ 12 PRE SALES ................................................................................................................................................ 13 ON SPOT DELIVERY SYSTEM OR READY SALES ........................................................................................ 15 TYPE OF DISTRIBUTION ............................................................................................................................... 16 ORDER PLACEMENT PROCESS ................................................................................................................. 17 ISSUES OF ALLOCATING TERRITORIES ......................................................................................................... 18 CHANNEL DESIGN AND CHANNEL PARTNERS ............................................................................................. 20 CHANNEL MEMBER SELECTION METHOD .................................................................................................. 21 DISTRIBUTORS ......................................................................................................................................... 22 MERCHANDISERS .................................................................................................................................... 22 SCOPE OF INNOVATION IN CHANNEL MANAGEMENT ............................................................................... 22 TYPICAL ISSUES OF CHANNEL CONFLICT ..................................................................................................... 23 WAREHOUSING ........................................................................................................................................... 26 LOGISTICS & TRANSPORTATION ................................................................................................................. 27 PRIMARY LOGISTICS...
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