Sales Distribution

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  • Topic: Unilever, Marketing, Hindustan Unilever
  • Pages : 22 (6053 words )
  • Download(s) : 119
  • Published : May 28, 2013
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ACKNOWLEDGEMENT

No work is a work of individual. This project is not an exception to it. I owe a sense of gratitude to the co-operation and support of all those people who have let me understand what is needed from time to time for completion of this project. It is very difficult to prepare a project especially when someone is new for this experience. Without any help or guidance it is not easy to achieve this given task. So I would thank all the patrons of this project. I am thankful to HUL having given me an opportunity to work with them and make the best of my internship. Firstly, I am thankful to Mr. Mahesh Jagadale (TERRITORY SALES OFFICER) HUL OOH who inspired me and guided me throughout the period of my internship Project Work that enabled me to successful completion of the report. I am also grateful to PROF.PRAKASH PATEL, And PROF. NEELU NAKRA Faculty CKSVIM college of management - VADODRA for his continuous and deliberate discussion on the topic and indeterminable burden taken by him in helping me during the project. I extend my thanks to Dr. RAJESH KHAJURIA (Director – CKSVIM College of management) for providing all the necessary facilities in bringing out this project report Last, but not least I am thankful to my parents who motivated me throughout this project work, The preparation of this report would not have been an easy task without the help and support of my parents. And I m thankful to all the customers who gave their precious time and insights without which the completion of this project has not been envisaged. HETAL R. SHAH

EXECUTIVE SUMMARY
Hindustan Unilever Limited has been a major player in Indian beverage market, with its strong brands of tea like TajMahal, Lipton etc. and in coffee with its brand BRU. With its brand Lipton, HUL marked its entry into vending solutions market a decade earlier. Out-of-Home as this market is termed was at that time had Nestle as the only major player.HUL in past decade has grown immensely and is now second largest player in this market. Assigned in Ahemdabad, the main objective was to understand the “Channel management”. For the fulfillment of this objective, I first studied the vending solutions market during the process of sales lead generation and its management. This gave me a firsthand experience of the market, its trends, and intricacies. In order to understand the distribution network process, I designed a questionnaire and did a survey in Ahemdabad. The survey revealed some of the facts like distributors are quite satisfied with the policies of HUL, but the customers are not that satisfied with the service provided by the distributor to them. Further, factor analysis of the collected data was done, which revealed that, CHANNEL DESIGN PROCESS depends upon n three main elements. 1. Type of available business intermediaries.

2. The number of intermediaries needed.
3. Terms and responsibilities of each channel member.
This research study holds its importance in the sense that these results can be further utilized by the company to design its channel more effectively. Lastly, I also explored opportunities for the company, in big corporate located at Ahemdabad. The survey of the region revealed a very lucrative opportunity for the company to develop its business

INDEX
CONTENT PAGE NO. Director Recommendation……………………………….. Certificate…………………………………………………….. Declaration…………………………………………………… Acknowledgement…………………………………………… Executive Summary………………………………………….. CHAPTER- 1: INTRODUCTION

1.1Introduction to study…………………………………………. 1.2Objectives of the study……………………………………… 1.3Scope of the study……………………………………………… 1.4Importance of the...
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