HISTORY OF ORGANISATION Balaji as got a very interesting story of its journey from its birth to hitherto.

The promoter of the Balaji was from a small village of Jamnagar district known as Dhundhoraji. The promoters of the company were Mr Mahkhaji Bhai, Mr Bhikhu Bhai, Mr Chandu Bhai, and Mr Kanu Bhai. In 1982, they started their sole proprietary business in Astron Cinema in a from canteen. At that time the Astron cinema was famous cinema of Rajkot. The canteen name Balaji become its kind of first canteen in Rajkot to provide snacks especially made from the potato chips. The canteen was known for its good quality and taste. Due to some reason the astron cinema was closed and canteen also has to be closed. As the Virani familys livelihood was based on this canteen so they decided to prepare potato chips and packed in the plastic bags and start selling of it. It was the first time in Gujrat where potato chips were available in the plastic bags. The Virani parivar as taken these risks and they got a success in it. The Balaji real birth took place in that way. Then after the family increased the production capacity and they started to make wafers in Desi-Tawda which was less oily and health conscious. After getting little success company build its production plan, which was, build on International standard in food Industry.

After that Balaji as never seen behind and gone achieving their goal one-by-one. At present Balaji is a market leader in snack industry as Gujarat could compete the Balaji. They have won the trust of customer. They are considering King in the taste and their product are based on value for money concept.

An Organizational Structure of Firm

Meaning:An Organization is a stable, formal and social structure that takes resources from the environment and processes them to produce outputs. This technical definition focuses on three element of The organization transforms there organization. Capital and labors are primary factors of production provided by environment. imports into product and services in a production function. The product and service are consumed by environment in return for supply inputs. An organization is more stable than an informal group in terms of longevity and routines. Organization is also social structure because they are a collection of social elements, much as a machine has a structure -a particular arrangement of value cams, snacks and other parts. A more realistic behavioral definition of an organization is that it is a collection of rights privileges, obligation and responsibilities that are delicately balanced over a period time through conflict and conflict resolution. An organization is also consider as a skeleton of the company, which as got vein of blood, through which the authority and responsibility is been transfer. An organization also describes the various levels of the management its each part of

the body. An organization is of three types; line organization, line and staff organization and functional organization. As per Balaji wafers Pvt. Ltd. Is consent it is wing Line and staff organization. Balaji wafers Pvt., Ltd is based Hindus Undivided Family concept but than also professionalism is been seen more its organization. No bias is been seen and positing in the organization is given as per the qualification and requirement of the firm.

Balaji has always kept flexibility in its organization and has changed time by time as per requirement and situation has demanded. In Balaji wafers Pvt. Ltd., we can clearly see no sign of unstable and unfruitful organization instead it as got all the qualities which we have discuss above which any idol firm should possess. Now, let us see organization structure of the firm.

Vice chairman

Managing Director

General Manager



Production R&D & Technical Director Marketing & Sales Department Personal Management Finance Manager

An

Organization

Department

of

Sales

Organization:
Sales department is community same respect, cadre and status as other department in organization are getting sales is a blood for any organization and sales department works as a veint transfer these blood to final customer for survival of the company. Sales department only generates revenue for the company and the sales department is only department in organization which as a direct contact with its customer. It is also a sales department which as a direct contact with its customers. It is also sales departments, which help the company to reach its policies to the customers. In short, no organization or company can be said a complete organization until its sales organization is

strong enough to face the market. Balaji as got a strong sale organization and a great cooperative culture and environment inside the sales organization, which brings prosperity to the company and also to its final customers, by getting them product whenever they need.

Sales Organization

Chairman

Managing Director

General Manager

Marketing Manger

Sales Manager

Assistant Sales Manager

Territory Sales In charger

Sales force

Responsibility Functions of the Individual

constituting the sales department

1 Sales Manager:There is one sales manager in sales organization structure of the Balaji. It works directly under the guidance of the marketing It decides manager. It has a role of doing sales forecasting for the company. It decided the total sales demand of the company. sales manager also prepares a budget for respect you. 2 Assistant Sales Manager:Assistant sales manager assist the function of the sales manager and develops the action plans for the goals, which is been set by the sales manager for respective year. It is the work of sales manage to convert the sales target in to a achievable task by preparing an appropriate sales plan assistant sales manager also do other foot the like recruiting, selecting and motivation of their sales force. 3 Territory Sales In charge:Territory Sales In charge are been assigned with respective territories of the companys market. The main work of the territory sales In charge is to attain the goal or target which is been assigned to their respective territory. 4 Sales force:Sales forces are directly working under the territory sales in charge and their work is to bring orders and achieve a individual forgotten policies of the sales in consent with the top management. The

in their respective field. They also as to communicate company policies to the channel members and also as to see that policy or working in a manner.

Product Related Policies

Product line of the firm
Product line of the firm means company, products which company is giving to them consumers in various width and length. Product line plays various crucial roles in the success of the company. If the product line, width and breath are smaller thats mean the company is offering a limited products and covering limited segment of that sector of giving industry. Product line also plays very crucial role in building marketing strategies. If the product line is big and strong than it will not leave any gap for the competitor to cover that segment of the customers. Therefore that company will able to stratify all needs of its customer and all the segment of tits respective market. Policies on the width of a product line e classified as either shortly lien or full line. The company following a short line policy handles only part of a line, while the company with full line policy handles all or most of the items making up a line. Balaji wafers pvt. Ltd. product lien cant be Sid a full product and same way it is not a short product line. As per snack Industries

present product market analysis is consent the companys product line is sufficient and covering the need all segment of its customers. As wider is the product line the more risk is spread. If we see companys product Line Company in potato wafers segment is offering two types of product, masala wafers and nonmasala. Same in chip segment they are offering banana chips and various variants of chavana, which is made out of potato. They are also offering solid snack items in their product line also. Such line Chana-Dal, Vatana etc. In future company is thinking of offering so items in their product line. It will take a time but the goal is not far for the company said as per the company recourses. Pricing Policies:Pricing policies play a great role for making the future and building firms growth. The sale executive role in formulating pricing policies is advisory but all sales executives are responsible for implementing pricing policies. Traditionally, price has operated as the major determinant of buyer choice. This is still the case in poorer nation, among poorer groups and with the commodity type products. All though nonprice factor have become more important in recent decades, price still remain one of the most important elements determining market share and profitability. Many companies do no handle pricing well. They make this

common mistake. pricing is too cost oriented, price is not revised often enough to capitalize and market changes, price is set independent of the rest of the marketer mix rather then as an entrancing element of market positioning strategy and prices not varied enough for different product items, market segment, distribution channels and purchase occasions. Balaji wafers as never though exploiting customer and always as charged legitimate price from their customer. They believe that if nation will developed, that only we will develop and therefore it is our rights to help the nation in its growth to appreciate and growth. Balajis pricing policy can be seen its vision itself. As companys vision is shown that company want their customer to get a quantitative and qualitative food or companys product in the very less price of Rs. 5. Companys main objective of its pricing policy is also to serve the children of the nation that is lower level segments children who cannot spend more than Rs. 5 for their snack food. They also concerned about the childs growth, as India is lacking in nutritional food for lower level of society and so company is helping the nation by providing them a nutritional food in just Rs. 5. Sr. No. 1 2 Weight (gms.) Wafer 35 40 Potato Premium Pouch of simple & Carton Carton 48 36 204 198 4.25 5.50 5.00 7.00 Items Quantity Packing Unit Price Packing Unit MRP (Rs._

3 4 5 6

75 200 40 80

masala Potato simple & masala Potato simple & masala Banana Banana & masala Chevdo

Carton Carton Bunch Bunch

20 8 20 10

170 136 85 85

8.50 17 4.25 8.50

10.00 20.00 5.00 10.00

simple

7 8 9 10 11 12 13 14 15 16

40 90 200 1000 2500 Pouch 40 40 100 100

Farali Farali Farali Farali Farali Namkeen Chana, Vatana, Mag dal Chana Vatana Mag dal Chana dal,

Bunch Bunch Bunch Packet Packet Bunch Bunch Bunch Bunch Bunch

20 20 10 1 1 30 20 20 10 10

80 140 120 60 150 25 48 66 56 67

4 7 12 60 150 2.40 3.30 5.60 6.70

5.00 8.00 15.00 70.00 160.00 1.00 3.00 4.00 7.00 8.00

dal,

Vatana mix Mag dal, Shing Bhujia, Ratlami sev Chana Vatana Mag dal Chana Vatana Mag dal Sing Simple Masala Simple

17 18 19 20 21 22 23

200 200 1000 1000 40 40 100

dal,

Bunch Bunch Packet Packet Bunch Bunch Bunch

5 5 1 1 20 20 10

50 60 45 57 52 52 52

10 12 45 57 3.20 3.20 5.20

12.00 14.00 50.00 60.00 5.00 4.00 6.00

dal,

24

100

Masala

Bunch

10

58

5.80

7.00

Policy on pricing relative Competition. Every company has a policy regarding the level in which its product is priced relative to the competitions. IF competition is price based, a company sells product at the same price as its competitors. Let us see what Balaji wafers as policy regarding their price of products. Pricing Under the Competition Not many manufacturers, at least those with sales forces, willing price under the competitions. As snack industry in India is consent is growing at 22% per annum and competition is increasing day by

day by present of MNCs and also entrance of new companys with new key success factors. Balaji as never worried before and also they are optimistic about future regarding their market competition from goals. at fewer prices. Balaji as always charged a minimum and their price is based on more value Balaji, price is lowest available price in snack food industries in their respective products. Policy on Pricing Relative to costs Every Company has a policy regarding the relationship between its products price and the underlying costs. Long run sales revenues must cover all long-run costs, but short-run sales revenues dont have to cover short run costs. Company has to predetermine its pricing policy regarding Covering of the cost and profit. Balaji company is covering two types of cost and also doesnt in the mind the penetration price policy. Let us see which types of cost company is including.

1) Full cost pricing Under full-cost pricing, no sale is made at a trice lower than that covering total costs; including variable cost and allocated fixed costs. The reasoning is that if short run sales revenues cover short-run costs, they also cover long-run cost. Companys pricing policy is also including the total cost; fixed & variable as in this production process.

Promotion Policy Promotion cost includes all the cost which company include in selling its good through promotional tools i.e. Advertising, personal selling etc. Balaji company is investing less money on the advertising through media and they do a little investment is banner and sponsorship adds to help the retailers in their selling process. As Balaji has got a great brand loyalty of customers as per Gujarat is concerned. So, they have newer invested money behind the television advertisment. 3) Geographical Pricing Policies: One pricing policy of particular interest is that of who should pay the freight for delivering the product to buyers. The answer to this question is important to the sales executives, because it affects price quotations to buyers in different geographical areas. The further away the customer is from the factory, the greater are the freight charges for a given size order. No, matter what policy the company adopts, freight differentials are reflected one way or another in price quotation. Balajis market share is vast and they also got a objective of uniform price policy in the market. After Gujarat they have covered Maharashtra market. Their also the product is getting at Rs. 5. So the company has to adopt uniform transportation another policy. At present Balaji is covering only two market or only west zone in which Gujarat market, Maharastra they will launch their product in Rajasthan in near future. So the company delivers the pricing policy at present.

Sales Forecasting Techniques: A sale forecasting method is a procedure for estimating how much of a given product can be sold if a given marketing program is implemented. No sales forecasting method is fool proof each is subject to some error. Some methods are unsophisticated such as the jury of execution opinion or the poll of sales force opinion. Well-managed companies do no rely upon a single sales forecasting method but use several. If different methods produce roughly the same sales forecast, then more confidence is placed in the result. But if different methods produce greatly different sales forecast then the sales situation merits further.

Balaji is facing a situation in which they are always remaining behind than their market demand. Even after adopting highly automatic plant and producing 13000 kg of potato products a day they are not able to fulfill the total demand of their respective market. So the Balaji as never needed to do their sales forecasting that doesnt mean company is not doing sales forecasting. The company using following for the sales forecasting. 1) Jury of Executive Opinion There are two steps in this method (1) High running executives estimate probable sales and (2) an average estimate is calculated. In Balaji top level management and sales manager study the market condition and factor which could affects their sales and after that comes to a particular sales figure conclusion. 2) Projection of Past Sales:The projection of past sales method of sales forecasting takes a variety of forms. The simplest is to set the sales forecast for the coming year at the same figure as the current years actual sales or the forecast may be made by adding a set to last years sales, or to moving average of the sales figures for several past years. Balaji is also using projection of past sales method to ascertain the current year sales. Their sales are high in the months of July to December. In that particularly October is the highest sales month. So the company is past year sales figure to ascertain current year sales.

Choice of Basic selling Style:The function of sales management includes the task of organizing, planning and implementing the sales efforts so as to achieve corporate goals related to market share, sales volume and return on investment. Task are performed by a sales manager both within the organization and outsides the organization.

All over the Gujarat the 13 dealers are present of Balaji wafer. Their work is to get order from retailer and to provide the goods as per the order. The basic selling style of Balaji wafer is of trade selling. In which they use to take order from their customer and in exchange to provide goods as per the order. Balaji salesman doesnt do any developmental or missionary selling. Their work is routine. They have to see the quarries and the problems of the customers. They have to work with the respective dealers in their field.

Determination; of sales force size:Management makes its second key decision personnel selling strategy when it decides the size of the sales force. Having determined the kind

of sales person that best fits the companys need, management now determines how many are required to meet the sales volume and profit objectives. If the company has too few salesperson opportunities for sales and profit go unexploited, and if it has too many excessive expenditures for personal selling reduce net profit. Balaji wafers is believing to handle a very less number of sales force but whatever number of sales force they are handling they most be enough capable of achieving companys target. So the company uses a work load method to determine the size of the sales force. Work load method In the work load method the basic assumption is that all sales personnel should solder equal workload. Balaji also decides the total work load of the company and divides its adequately among its sales force. In deciding the work load company considers the demand of the product in its various part of market and balance sales force as per market demand is assigned in different zones and work is also divided as by respective zonal demand.

Distribution policy:Distribution policies are important determinants of the functions of the sales department. The choice of a particular marketing channel or channels sets the pattern for sales force operations, both geotropically and as to the customers from whom sales personnel solicit orders. The decision on the number of outlets each distribution level affects the size and nature of the sales organization and the scope of its activities. Policies on Marketing channel:One of the most basic of all marketing decision is that on marketing channels. Few manufactures use only one marketing channel most, use two or more. Decision on marketing channels is required more often than is commonly suppose. The obvious occasion is those following the initial organization of the enterprise and when making addition to product line. At this time the desirability and appropriateness of different channels option are evaluated. Decision on channel is crucial as it decide depend on channel size of passing product from various level and finally getting to custom. Channel strategy is also needed to decrease the cost of and increase the availability of product in huge quantity . Balaji is doing business in the consumer non-durable products and their product is of impulse FMCG type. So distribution most is strut for such type of company. Distribution Channel of Balaji Company is a four level distribution channel and company is using vertical channel of distribution. distribution

Let us see the channel of the Balaji Company. Manufacture

C & F agent

Stockiest / wholesaler

Dealers

Retailers

Customers

Channel Member:-

Clearing and Forwarding Agent: Clearing and Forwarding Agent is the person in the channel who does all the paper work and forwarding the goods to the further channel member is stockiest. They take a commission on their work of clearing and forwarding the goods. Balaji wafer Pvt. Ltd has got their clearing and forwarding agent as Katariya Enterprise. The Katariya is only C & F agent in Balaji Company for doing clearing and forwarding work. They get 2% commission in return for their service. Whole seller /Stockiest:Whole seller or stockiest are the person who stocked the product in huge quantity. They buy the product from manufacturer in huge quantity and supply the product to further channel as per the need. The company have four distributors is the Gujarat State and one distributor for Maharastra. Let us see the four distributor of the Company. Name/Company Katariya Enterprise Katariya Enterprise Sawmi Lilasa Enterprise Katariya Enterprise Katariya Enterprise Zone Saurastra Zone (Rajkot) Saurastra Zone (Other than Rajkot) Kutch-Bhuj Gujarat (South, North & Central) Maharastra

Dealers:Dealers are the person who have predefines assigned territories and as to sales that territory only. They sales their good to the retailer and store the goods as per their demand and capacity. The company as get 10 dealers all over the Gujarat sates which are covering almost every retailer in the market. Let us see the various dealer of the company. Dealers Vimal Agency Akash Agency Ramji Sales Agency Jemini Enterprise Atmiya Sales Agency Ashwiny Agency Nathaji Agency D.K.Sales Agency Prathill Sales Agency Balaji Sales Agency Retailers:Retailers are the person who buys the goods from the dealers as per their sales and demand and sell the product to the final customer in exchange they get a return in the form of commission. As per Balaji is consent, they have got highest retailer in the Gujarat in the snack food Industry. Balaji product can be found any were in the super store to small Chali Wala in the city. Territory Junagadh Porbander Surendranagar Ahmedabad Rajkot Amreli Rajkot Rajkot Ahmedabad

Policies on distribution Intensity

Choice of marketing channels is interviewed with policy on distribution; decisions are made on the desired number of outlets. Once the policy on distribution intensity is the sales executives responsibility is to interpret and implement. The sales executives his or her subordinates and often even the field sales personnel most decide to use or not to use particular distribution outlet. Mass Distribution:The company following a policy of mass distribution aims for maximum sales exposure by securing distribution through all those outlets from which final buyer might expect to purchase the product. Balaji marketing and Sales department vision is to make available its product to customer whenever they need. The product availability should not form away from the customer reach anytime when they need product. Therefore the company as not only distributed its product in food stores but also Balaji product can also be found out in medical store to fulfill the hungry of patients. From we could easily analysis that how the company have done mass distribution of its product. At present also they are no testing ideal and think of increase their distribution of the product even in vegetable markets and store.

Channel Function and Flow:A marketing channel performs the work of moving goods from producer to consumer. It overcomes the time, place and possession gaps that separate goods and service from those who need or want them. Some function constitute a forward flow of activity from the company to the customers other function constitute backward flow customers to the company still other occur in both direction. The question is not whether various channel function need to be performed they must be but rather, who is to perform them. channels have three things in common. All They use up scarce

resources, they can often be performed better through specialization and they can be shifted among channel member. Marketing function, then are more basic than the institutions that perform them at any given time. Changes in channel institution largely reflect the discovery of more efficient way to combine or separate the economic function that provide assortment of goods to target customers. Channel members of Balaji is also helps the company to complete various functions which are important for the company for decision making are handle by channel member. This helps the company to complete these functions more effectively & efficiently rather than working in isolation.

Now let us see various functions, which are performed by the channel member. Marketing Research. Marketing Research is a process of gathering information from the market and to further scrutinize, disseminate and analyze this information to take various decision. Channel Members helps to gather information about potential and current customer, competitors, and other forces in the market environment. Balaji Channel Members helps the company to carry on the research and also provide valuable information, which can be helpful for research and making decision. Communication and Contact As Channel Members are directly connected with the final customers, so they can help in communicating company policies to the final customers. They also help the company for implementation of various scheme and promotion which company undertakes to takeover the competition.

Balaji channel member helps the Company to do advertise through the banners, bill boards for the product. They prepare & help the company to implements certain schemes in the market. Customizing Channel Member also do the function customization and keeps customers happy on behalf of the company. They reach agreements on price and other terms so they transfer of ownership or procession can be effected. They customize the deal as per the customer needs.

Negotiation Company like Balaji always fill shortage in production in compared to their Market demand. At that time channel member do a negotiation with the manufacture to get or assigned more stock in their respective territory. Physical Distribution and Storage Channel members help the company to cut their cost of logistic and transfer the logistic cost to channel of distribution. They build huge warehouse which even the company doesnt possess and help the company to cut down the storage cost. In Balaji the produce goods are not kept more than 5 hours in their compound. All the storage is been done by the Kataria Transport Corp. They are handling all the logistic system of the company. Kataria have build a huge warehouse opposite stock to the companys production unit.

Financing and Risk Taking Channel Members acquire the funds to finance inventories at different level in the marketing channel. They help the company to keep less working capital and by that less blocking of money in the working capital. Balajis stockiest are also providing money of goods in advance before the actual delivery of the product and due to these the company is able to block less money in working capital. Service Company also builds service policy to serve their customer problems and acquire them with solutions. In Balaji, the dealer also takes back which have got default in their packing or due to any other reasonable reason. They also serve the customer to get solve their problems from the company. Types of Power in Channel Relationship Power has been described as the last dirty word. It is easier for most of us to talk about money than it is to talk about power. People who have deny it, people who want it try not to appear to be seeking and those who are good at getting it are secretive about how they get it. A power is a natural process in any group or organization. To know how its acquired and exercised we need to learn organizational behavior. Although we have heard the phrase that power corrupts, absolute power corrupts absolutely, power is not always bad. As one another has noted most medicines can kill if taken in the wrong amount

and thousands, die each year in automobile accident, but are dont abandoned chemicals or cars because of the dangers associated with them. Rather, we consider danger incentives to get training and information that will helps us to use there forces productively. The same applies to power. Its reality of organizations life and is not going to go away. Moreover, by learning how power works in organizations, you will be better able to use your knowledge to help you be a more effective manager. Power refers to a capacity that A has to influence the behavior of B, so that B acts in accordance with As wish. As we organization divides the work among the various levels and directs them in one direction to complete the goal. Any dilution in the work by one level from standard can create chaos to achievement of goal. Therefore, authority is assigned at each level to complete the given responsibility. Sales department is also assigned with the target and equal authority to achieve these targets in form of their responsibility. On the back of sales department the growth of the organization and company is depend so they have got huge responsibility to be part in the firms growth. Balaji is also assigning full authority to their sales organization to carry on their works. But as per our observation, Balajis sales organization is not misusing their power on their channel member. Instead of that they are using their power for the growth their channel members which directly becomes a part of companys growth. In Balaji two types of power are been used by the company which an a under

Expert Power:Expert power is influence wilded as result of expertise, special skill or knowledge expertise has become one of the most powerful sources of influence as the world has become more technologically oriental Balaji is giving their exertive to the channel member to how to do their daily work properly. There are converting their channel member into a professional unit which helps the company to achieve their goal. Information Power: Information power comes from access to and control over information. People in an organization who have data or knowledge that other need can take those other dependent on them. Sales organization of Balaji has constant touch with the changes company laws and food adulteration act practice. So the company as also information on the consumer behavior and other related to final consumer through constant research in the market. So the company shows this information win their channel member to guide then properly.

COORDINATION

OF

POERSONLAL SELLING

WITH

OTHER

MARKETING ACTIVITIES In todays competitive organization as become a human body and each level in the organization are becomes its different functions. No

one department can work is with the other department and the dependency as created n the organization for work synergically. Let us see how Balaji sale organization and other department work in coordination. Sales and Production Coordination of sales and production actual is essential, where as at one time producer was started only after orders were on hard, today most production is in of future sales. Sales and Research and development as become a strategic department for the firm to complete in the market and to overcome its roads. Sale department products a exact information of customer by the sales organization. Balaji as got same need for the product and R & D makes the product according to specific instruction working cultures. Sales and Purchasing Purchasing is a crucial task for the Balaji as some of the raw-material of Balaji is seasonal product and its purchasing in bulk is only suitable option and profitable dealing for the company. The sales and purchasing department cooperates as sales

departments provides figure regarding sales forecasting , so that adequate stocks of raw material, fabricating parts and other items can be processed in advance to run production smoothly.

Sales Departments External Relation Philip kotler with his traditional 4ps has added additional 2ps known as public relation and political relation to survive in this high competitive market the firm has to establish a relation with the external bodies. Let us see a Balaji is maintaining external relationship with its environmental bodies. 1) Final Buyer Relations Final Buyers, whether ultimate consumers or industrial users, are the most important public that any marketer strives to please. The competitive free enterprise system is based on the promise that customer wants must be satisfied, individual customer prosper when their products contribute to end. Balaji see that its customer doesnt face with situation of the unsatisfaction with the product tastes and its availability in the market. 2) Industry Relations Although trade associations have different objectives, two are of special interest to sales & executives (1) to interpret the industry and its problems to outside publics and (2) to encourage companies to act in the public interest. Balaji is also helping the whole economy & industry to solve the industrial problem collaboratively & collectively. Balaji also takes part in group advertisement, and also company has authorized its name in industrial group. They are also a first company to be a member of USA Snack Food Industry.

Government Relations Government lays down the rules and regulations under which business operate. Rules and regulations affecting the sales dept. are continuously modified with shifts in judicial and administrative interpretations. Balaji also keeps a good govt. relations by implementing the laws of food act as per govt. guidelines they also pay taxes as per govt. norms in time keeping ethical base in the mind. Balaji is also going with the rules of packaging, which are implemented by the govt. build by the govt. in the snack food industry. Educational Relations The Sales department has a sizable stake in educational relations. Schools serve as training ground for future dealers, distributors, sales personnel, and sales executive. Balaji keeps very, close relations with the educational institutions. They give a cordial & warmth welcome to their organizations to get training in various departments. Company also assisting many schools for their day-to-day transaction to get education in the society. Press Relations The press public consists of writers and editors of newspapers, magazines, trade journals, news services, radio and television stations and other media. On favorable media comments about a company, its policies, products, or personnel image not only damage a companys They are giving nitrogen-packaged food to customer considering health standard

reputation but impede its selling efforts. Bad publicity makes its difficult to make sales and increase the cost of retaining customer. publicity makes it possible to obtain sales at less expense. Balaji also good press relations with local newspaper like Gujarat Samachar, Jansata, Sandesh, Divya Bhashkar etc. Good

Policies on Distribution intensity.

Choice of marketing channels is intertwined with policy on distribution intensity. At each level of distribution, decision is made on the desired number of outlets. Distribution intensity a major roles in the success companies sales growth. adopted mass distribution. Mass Distribution The company following a policy of mass distribution aims for maximum sales exposure by secondary distribution through all those outlets from which final buyers might expect to purchase the product. Balaji is doing business law involvements well. The Balaji customer is also any age group person, which wants to feed its hunger, can purchase the product. Also, competition is stuff in the snack food industry and these for the Distribution intensity makes product available to the final customer at its convenience and need, Balaji

product non-availability at time of its need could lose the customer for the company. So, in such case the Mass Distribution is only available tool to get succeed in the market. Balaji is been successful in doing mass distribution. And as per company resource, the company is able to distribute the product anywhere, were its customer can ask for the products. Sales force Management Sales force management is a specialized type of personal management, whether personnel management focuses upon sales, production, or office workers, the same set of problem needs considering, but each problem varies in nature and importance. Sales personnel of necessity are given fever rank than production or office worker to a considerable degree, they are relied upon as individual to plan and control their own activities. Most sales personnel visit the home office only infrequently and centralized direction of their activities making by phone and mail. The salespersons job provides limited opportunity for face to face contact and supervision, so sales personnel offer references to as account administrators or territory manager. Balaji is also efficiently using their sales force and increase their sales force so much powerful that it can work in bad to worst situation. They also able satisfy their sales force with the company policies. Sales Job Analysis

Sales Job Analysis is the critical first step in modern sales force management. Sales job requires systematic collections and study of information on particular sales jobs, such as that of territorial sales person. It involves determining the jobs objections and what the It answers such person holding the job should do to recall them.

question as to whom does this person report? Who report to this person? What products there person sales? What information should this person gather? Sales job analysis in additions, elects details on specific duties & responsibilities, relations with customers, relations with other sales department and company personal, and the others. In Balaji personnel department is done the job analysis after a thorough discussion with the sales dept. Sales Job description (1) The key output of sales job analysis is the job description. As sales job description is an organized factual statement conveying the report relationship of a persons job to other jobs. (2) The job objectives (3) Duties and responsibilities and (4) Job Performance. In Balaji sales job description is made after a detail study of the requirement of the job. Job specification Preparing a complete and accurate sales job description is simple compared to preparing a complete and accurate sales job specification the duties and responsibilities problem of the job description is focused upon to determine the qualification that an individual need to perform the job satisfactively. This set of qualification is called job

specification. In Balaji, a salesman must be graduate, and should be able to communicate in local language. Recruitment and Selection In simple terms recruitment is understood as the process of searching for and obtaining application for jobs from whom the right people can be selected. Recruitment It is the process of finding and attracting capable for employment. The process begins when new recruits are sought and ends when these applications are submitted. The result is a pool of applicants from when new employee are selected. In Balaji, recruitment is done by Newspaper, applicant bank, colleges etc. Selection Selection is the process of picking individual with required qualifications and competence to fill job in the organization. At the heart of a successful sales force is the selection of effective representatives. Selecting Sales representative is simple of one knew what traits to look for. One good starting point is to study their customer and to see that what traits will be needed in sales man to handle them as per companys business nature. Most customer say they want representation to be representative to be honest, reliable, knowledgeable and helpful selection in Balaji wafers is done as per standard rules and steps adopted by the industry.

Conclusion
Balaji is turned into the needs of the comman man, giving him value for money product based on taste and quality for hungry and immediate food available at given time. Balaji is launching its new product on the base of the consumer enduring and base of the consumer and growing need for snake food. Even though in launching of new product companys basic ingredient taste and quality is prime factor. Companys sales distribution which stored unsystematically has converted and developed itself in a systematical and technical system which as help the companys loyal customer they need anytime any where in Gujarat. Companys sales and distribution is been seen same as system of MNCs company like HLL and P&G. In the past the company sales & distribution well end suite with the goal and need of the final consumer receptively. GUIDELINE As after studying the sales and distribution system it is hard to final a place where the company need a change in their work. Eventhogh the company can makes its present sales and distribution more and hitech by using information system. On the base of study and feasibility following suggestion are given to the company. * Company can use a supply-chain management system to develop both backward and forward value chain to develop its firm for 21st century. The company can reduce a distribution cost

by using supply chain management and can be competent. * Company should bring a proper training programme for its sales force and channel member to properly understand companys vision, which they can help to achieve by becoming equal participant in growth process. * Company should either develop a new distribution system or horizontally develop its present sales and distribution and to cover large super and hypermarket, which are, now become a reality rather dream. * Company should develop a micro level or route plan, which could easily cover the entire outlet where company can sell its product with less distribution cost. * Company is growing very good in gujarat, so that it should think to develop market in other states.