Sales and Distribution of McDonalds Rs. 1,500.

00
1 51

Introduction: The primary goal of this Sales Management project is to provide information about the various activities performed of the sales and distribution process by Mcdonalds. This project has been designed to highlight the information about the channel distribution, selection of channel member, order processing, warehousing, financial term and transport in respect of distribution process and sales, targets assigning, responsibility, performance appraisal in respect of Sales functioning. Regarding the Mcdonalds projects, we have got the primary data through co-officials. During our meeting with these people we came to know about the channels of distribution of the product. In this point they told us that for the local consumer, the channel of distribution is from the organization to Distributor to Retailer and at consumer, where as for central Organization it is Organization to C&F to distributor to Retailer and at last to Consumer. In Mcdonalds, they have Superstroker in place of C&N, but the functions of both are same. The organization provides with certain discounts to its end retailer. While choosing an outlets an organization has to keep certain factors in mind like Godown facilities, registered office, Van, Trucks, Three-wheelers for transport etc. These organizations have a target to be completed in an annual basis. They engage sales person for these tasks that are given a target for a month. They are given certain responsibility like supply goods, make new customer, report about the sales. These organizations dont give dealership to everybody. Firstly they see that the person is financially strong and capable of successfully handling all the work of that organization. Number of Pages of Project Report: 74 Package Includes: Synopsis/Project Proposal + Project Report Project Format: Document (.doc) Table of Contents of Project Report: Acknowledgement Preface Executive Summary Objectives of the Project 1. Business Sector and Organization 2. Background and History of McDonald's 3. McDonald's India - History - Timeline - McDonald's Indian Strategy - SWOT Analysis - The Marketing Mix 4. Literature Review A. Sales and Distribution Management B. Sales Management - Formulation of Sales Strategy -- The Promotional Tools/Strategies C. Logistics Management D. Product Life Cycle 5. Marketing Strategies: Stages - Introduction Stage - Growth Stage - Maturity Stage - Decline Stage 6. Findings and Analysis - Distribution Channels - Functions performed by different channel member - Selection of Channel Members - Financial Terms and Conditions - Order Processing - Warehousing - Physical Movement of the goods 7. Sales Functioning - Factors taken into account while assigning targets and territories - Targets - Responsibilities of the Sales person - Performance Appraisal - Management Responsibility -- Purpose -- Scope -- Responsibility -- Method - Customer focus - Quality Policy - Planning - Quality Objectives - Quality Planning

- Responsibility, Authority and Communication - Management Representative (MR) 8. Management Review - General - Review input - Review Output - Records and Forms - Responsibilities and Authority - General Manager - Production Manager - Quality Control Manager - Store & Material Incharge - Purchase Incharge - Training & HR - Product Testing Laboratory Incharge - Marketing and Sales Manager - Management Representative 9. Resource Management - Purpose - Scope - Responsibility - Method -- Provision of Resources -- Human Resources - Infrastructure - Work Environment - Instructions - Records and Forms 10. Limitations 11. Recommendations 12. Bibliography

The Indian Institute of Planning & Management

Project Trimester
(Spring Summer 2008-10)

Sales and Distribution Management

Sales and Distribution Effectiveness: A Comparative Study of Tata Sky & Airtel DTH. Submitted by: (GROUP NO.HR263)-

Gaurav Soni (16) Kumar Deepak (24) Sanya Gulati (49) Saurabh Mishra (51)

DTH industry Group No. - HR-263

EXECUTIVE SUMMARY
Over the years back as we all know cable TV was everywhere, but the two three years back a new technological revolution happened and direct to home satellite television came into existence and as

days passes by DTH sector in India has developed with the availability of more brands, better quality products and better service. Our research facilitates designing an overall sales and distribution management strategy for a DTH sector after an in-depth study and analysis of two established brands in the DTH business sector: Tata Sky and Airtel DTH (India). The objective of our research was: To compare the sales and distribution effectiveness (Quantitative Research). To carry out a detailed study of Logistics Network To design a comprehensive sales system. The data collected for the research involves the use of both primary and secondary sources. Primary data is based on the findings from the company personnel with the use of tools like questionnaires and discussions. This data is further substantiated by the use of appropriate secondary sources like internet and books.
TATA SKY & AIRTEL DTH

DTH industry Group No. - HR-263

In this project we went through interviewing the retailers, distributors and management officials of Tata Sky and Airtel DTH covering most of the regions of Delhi and NCR. After all the research and analysis work done during the course time of this project we came to the conclusion that Tata Sky sales is more effective than that of Airtel DTH, but even then there is a great room for improvement available for them.
TATA SKY & AIRTEL DTH

DTH industry Group No. - HR-263

ACKNOWLEDGEMENT

We would like to express our gratitude to all the dealers, distributors and the corporate officials of Airtel DTH and Tata Sky for their kind support and assistance while furnishing the required informations. We also express our gratitude and thanks to Prof. Maninder Singh for their invaluable cooperation, continued support and guidance as well as healthy criticism throughout resulting works. Their able guidance, encouragement and valuable suggestion led our way pass easily through most difficult period during this Sales Project. We would also like to thank the faculty and staff ofIIPM because without their help this project would not have been completed.

TABLE OF CONTENTS
S No. Topics Page No.

1. Methodology.....5 2. Company Background..8 3. Findings Data Analysis and Conclusions... 14 4. Recommendations....32 5. Sales Reporting System.33 5. Bibliography.35 6. AnnexureMETHODOLOGY

Business Sector:
In order to study the sales and distribution effectiveness of two organisations we decided to take the DTH Industry. ....36

Organisations identified for the study:

Under the Footwear Industry the two organisations which we are going to study are: Tata sky Airtel DTH

Objective:

The main objective of the study can be divided into following heads: Monitoring Systems.

To compare the Sales and Distribution Effectiveness (Quantitative research). To carry out a detailed study of Logistics Network: Mode/s, Costs and

To design a comprehensive sales reporting system for the chosen business

sector.

Data Collection:
Data collection will be done from both Primary as well as Secondary sources. Primary data collection: It will be collected by In-Person Interviews as well as Telephonic Interviews of various personals/managers working in the organisation and dealers/retailers etc. Secondary data collection: From newspaper, magazines, libraries and websites.

Research Design:

The research is descriptive type and accordingly the design is formulated so that precise and relevant information may be gathered.

Sample design:
The research will be conducted by interviewing various Organisational officials and the Dealers, Retailers and Franchisees.

Sampling: Simple random and Convenient.

Method Adopted: Personnel Interviews Field: Delhi and NCR regions.

.

Sample Size:
The target will be to interview at least 4 distributor of each company and as many officials as possible.

Data analysis tools and technique:

Bar Graph).

COMPANY BACKGROUND
Tata Sky History:
Tata Sky, an 80:20 joint venture between Tata Sons and the Star group, provides satellite television services to Indian viewers. The company was incorporated in 2004 and offers a range of media and entertainment options to customers. The TATA Group is one of Indias largest and most respected business conglomerates. It comprises diversified businesses in sectors such as materials, engineering, services, energy, information systems & communications, consumer products and chemicals. The Group and its enterprises have been steadfast and distinctive in their adherence to business ethics and their commitment to corporate social responsibility. This is a legacy

COMPANY BACKGROUND
Tata Sky History:
Tata Sky, an 80:20 joint venture between Tata Sons and the Star group, provides satellite television services to Indian viewers. The company was incorporated in 2004 and offers a

range of media and entertainment options to customers. The TATA Group is one of Indias largest and most respected business conglomerates. It comprises diversified businesses in sectors such as materials, engineering, services, energy, information systems & communications, consumer products and chemicals. The Group and its enterprises have been steadfast and distinctive in their adherence to business ethics and their commitment to corporate social responsibility. This is a legacy