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8/11/2019 Sales Dept_Ismail Industries Ltd
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SALES MANAGEMENT
PROJECT- BBA 7ABY:
MUHAMMAD JAWWAD
SARAH ZUBAIRMUHAMMAD FAISAL
EMAD AHMED
USAMA IDREES
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INTRODUCTION
Ismail Industries Limited, incorporatedin 1989, is the largest confectionerycompany in Pakistan
It is manufacturing a wide range ofconfectionery, biscuits and snacksunder the brand names of CandyLand,Bisconni and Snackcity respectively.
Also pursued backward integration bylaunching AstroPack, a unit formanufacturing Cast Polypropylene.
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MISSION
We aim to offer high quality products toour consumers by remaining the most
technologically advanced company in
our field. We strive to be brandleaders in all the categories that we
compete in. We wish to have a
substantial presence outside ofPakistan, through export and local
manufacturing.
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It has advanced and sophisticated
technology and is the only confectionerymanufacturer in Pakistan to invest in such
an extensive range of machinery.
At Bisconni they produce a wide variety of
biscuits and cookies.
Major player in the biscuit industryin Pakistan in a very short span of time
Continuously expanding its range of
products.
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Snackcity- latest expansion in food items
in 2006 Invested in the worlds best machinery to
manufacture potato chips- Kurleez and
other savory snacks.
Five delicious and exciting flavors of
Kurleez-Special Salted, Spicy Mint, Mirch
Masala, Barbeque Blast and Catchy
Ketchup.
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SALES DEPARTMENT
ORGANIZATION CHART
CEOMr. Muhammad
Ismail
Director MarketingMr. Miftah Ismail
MarketingManager
BusinessDevelopment
Manager
Sales Manager
Director
ProductionMr. Munsarim Saif
Director Finance
Mr. MaqsoodIsmail
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National Sales Manager
Regional Sales Manager
Zonal Sales Manager
Area Sales Manager
Area Sales Executive
Sales Executive
Sales Officer
Sales Rep
Distribution Sales Officer
Salesmen
Sales Manager
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Sales Target Achievement
Suggest and implement a clear sales
plan to achieve assigned monthly
targets
Conduct monthly sales review
meeting with team besides visitingbase station's market thrice a week
and assigned territories at least once
a month. Ensure that secondary sales / primary
sales obtained are according to the
potential of area / station / territory.
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Sales Planning
Ensure proper target allocation amongdistributors and sales team in line withthe actual potential. Never less than theassigned targets.
Ensure that monthly sales Plan isfocused on category wise achievement.
Ensure that the investment of distributors
and credit given in market is always inline with company's terms of businessagreed with the distributor.
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Sales Forecasting
Ensure efficient forecasting for timelyand sufficient availability of desired
stocks in view of seasonal
adjustments of demand.
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Sales Operations
Ensure timely submission of following:1. Sales Team expenses.
2. Distributor claims; damage / schemes /incentive.
3.Copy of Sales targets assigned to distributors /sales force
4. Sales Team / Own monthly PJP.
5. Copy of any communication with sales team /distributors.
6. Sales related reports.7. Full and final settlements for distributors / staff
8. Appointment information regarding distributors /staff
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Market Intelligence
Prompt reporting of competitor'sactivities, current price structures, new
launches and prevailing trade offers.
Ensure, prompt submission marketintelligence report by out-station
visiting sales staff.
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Team Management
To select and recommend the rightperson "As required" in coordination
with line manager.
To keep the team motivated andfocused on target achievement.
Monitoring & Team Building of the
sales force.
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Policies & Procedures
Ensure that all operations performedare in line with policies & procedures
of the company
I t d t t l
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Inter-departmental
Communication &
Coordination Ensure smooth communication with
regard to situation with line manager,
distributors and trade. Ensure that all worthwhile market
intelligence is shared with line
manager and marketing
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Training & Coaching
Identification and recommendation oftraining programs for team and
respective followups
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REPORTS TO BE
GENERATED Daily - Sales Target Achievement Report (STAR) Daily - Booker-wise Productivity Report (PR)
Daily - Market Visit Report (MVR)
Weekly - Market IntelligenceReport (MIR)covering competition's trade /consumer targeted activities
Fortnightly - Trade OffersReport(TOR)comparing SKU wise trade offerwith competition to identify areas forimprovement
Monthly - Itinerary (PJP)
Monthly - Distributor's Return On Investmentreport (ROI)covering investment, stock andclaims
Monthly - Distributor's Closing Sales & StockRe ort CSSR
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