Sales Management: LiftActiv Anti-Wrinkle and Firming Cream

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Sales Management Assignment 3

Product VICHY Laboratories- LiftActiv Anti-wrinkle and firming cream

Submitted to: Prof. Parag Shah.

By Dhiraj Katara FSB 1 – 61412 Date-5th May, 2011.


Executive Summary
There has been a considerable increase in the sales of medicated cosmetic in India. Vichy is a very prominent brand which manufactures high quality cosmetics and other toiletries. The following report is based on LifeActiv which is VICHY Laboratories anti aging cream The main focus of the report is to gain a better understanding on the different aspects to be taken into consideration in the process of Marketing and selling of a product in an assigned territory. The chosen territory is the city of Mumbai. The product is targeted at women within the age group 30-60 in the middle or high income level. The marketing strategy adopted is mainly to develop a strong chain of chemists and dermatologists to market and sell Vichy products. A sales force of 5 representatives is proposed to undertake selling and promotional activities. A detailed training and development schedule is discussed for the salespersons clearly defining their roles and territories. The benefit statements of the customer are prepared under different response modes to help us understand the value that the product can offer to its end user. Preparation of the project time line is done evaluating the time which will be taken by the territory manager at each and every step of the process. To evaluate the performance of each sales person a Monthly Information report is prepared. The closing materials give the information about the terms and conditions of the purchase order; it provides us with the proforma invoice and regulations followed by the organization.


Table of Contents.

Sr. No. 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21

Topic Introduction Industry Analysis Company overview Product Description Product Segmentation Customer profile Product Sales Channels Product Market Grid Job Profile of Salesman Job Description Training Document Benefit Statement Comparative Analysis Market Development Plan Territory Allocation Sales Call Sheet Sales Force Calculation Financials Monthly Information System Project Time Line Closing Material

PageNo. 4 4 4 5 6 7 8 9 10 10-11 12-13 14 15 16-18 19 20-21 22 22-30 31 32-33 34-43


Cosmetics are conventionally bundled into three categories — skin lightning, moisturizing and anti-aging. Anti-aging products are used in modern times to reduce the physical appearance of aging such as wrinkles, sun spots and skin damage. Some anti-aging products are geared toward middle-aged people to reverse the effects of aging. Other products are marketed as preventatives to slow or stop aging before it begins. These products address the problem of preventing, reversing or slowing the effects of aging among people. Some well-known treatments have been in use for centuries, while others have only just been introduced. People's desire to look younger has boosted the anti-aging products market into a multibillion dollar industry.

Industry Analysis
Market research firm ACNielsen puts the anti-aging cosmetic market in India at over Rs 100crore. Though just over 3% of the country's Rs 3,000-crore skin care market, the anti-aging segment is the fastest growing at 93% year-on-year. Although the modern Indian consumers are opening up to the western products, it is important to take notice that the larger consumer is still of a traditional mindset. There has been strong influence of ayurvedic and home remedies for the ordinary Indian consumer when it comes to skin care and beauty. The Indian anti aging segment is flooded with many products from domestic and international markets. This Industry is facing a major threat from the substitute treatments like Botox, Anti Aging pills, Ayurvedic products of brands like Himalaya and Shenaz Hussain, Skin Therapy Clinics like KAYA, specialized health...
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