Beruflich Dokumente
Kultur Dokumente
SUBMITTED BY:
Neha Kapoor
MBA HR
BIMM
INDUSTRY GUIDE:
Mr. Shashank Teotia
Manager- HR
INTERNAL GUIDE:
Prof. T.J.Vidyasagar
EXECUTIVE SUMMARY
The project was conducted for identifying the training needs of the sales force at
Mother Dairy Fruit and Vegetable Pvt. Ltd. The sales force is constituted of 160 Sales
Executives (SE) and Junior Sales Executives (JSE). This project was conducted for a
period of 2 months dating from 2nd June, 2008 to 1st Aug, 2008.
The project began with an understanding of the sales job: the tasks involved and
the skills required for performing them. The information regarding the same was collected
from secondary as well as primary sources.
The secondary sources were Job Descriptions, books and websites.
The managerial staff as well as the sales executives of each vertical were
interviewed for a better understanding of the work and key responsibilities of the JSEs
and SEs. A comprehensive list of Knowledge, Skills and Abilities was collated for each
vertical on basis of the responses of the interviewees.
This list was circulated among the executive sales force as well as the Area Sales
Managers. The Sales Executives and the Junior Sales Executives were asked to give
themselves a rating on each skill, on a scale of 1 to 10. Their seniors were asked to rate the
executives in a similar manner on the basis of their performance at work.
These ratings were then analysed in order to determine the competencies that need
to be emphasized for training of the sales executives. The recommendations were made on
the priority and content of training needs for each department. These training needs have
been defined further in this project.
INDEX
Chapter no.
1.0
Chapter title
INTRODUCTION
1.1
1.2
2.0
2.1
2.2
2.3
3.0
3.1
3.2
3.3
3.4
NDDB
MDFV(P)L: COMPANY PROFILE
PRODUCT PROFILE
MDFV(P)L STRUCTURE
4.0
LITERATURE SURVEY
4.1
4.2
4.3
4.4
4.5
5.0
5.1
5.2
6.0
OBJECTIVES OF STUDY
SCOPE OF STUDY
RESEARCH METHODOLOGY
6.1
6.2
6.3
6.4
TYPE OF RESEARCH
SAMPLING
DATA COLLECTION TECHNIQUES AND TOOLS
TOOLS FOR ANALYSIS
7.0
7.1
7.2
8.0
9.0
CONCLUSIONS
3
Page no.
10.0
RECOMMENDATIONS
REFERENCES & BIBLIOGRAPHY
ANNEXURES
CHAPTER 1
INTRODUCTION
1.0 INTRODUCTION
1.1 RATIONALE OF THE STUDY
Continuous changes in the external environment demand that organizations must
continuously strive for higher levels of performance, which can be in terms of greater
productivity, increased efficiency and higher quality of goods and services.
Training is an organized activity for increasing the knowledge and skills of existing
or future employees for doing specific jobs with proficiency. It involves the development of
skills that are usually necessary to perform a specific job.
A training needs assessment is conducted to ensure that there is a need for training
and to identify the nature of what a training programme should contain. The assessment
provides the information needed for developing a training program that is based on the
learning needs of the participants. It, thus, increases the relevance of the training and the
commitment of the learners.
The project on identification of training needs at Mother Dairy Fruit & Vegetable
Pvt. Ltd. was carried out to identify the knowledge, skills and abilities (KSA) that the sales
executives require to perform their job and the skills that they require training in, to improve
their effectiveness in fulfilling the set targets.
Training sales force is even more important in organizations like MDFV(P)L, which
are marketing-driven. That is because their major goal is to sell profitably and training can
increase the performance of salespeople, resulting in increased sales
defined as those things which are done to help salespeople gain mastery in the skills,
concepts, behaviors, and attitudes that will enhance their expertise in influencing prospects
to make positive purchasing decisions. Sales training concentrates on how prospective sellers
and buyers interact. It provides tools and techniques that help salespeople learn what they
must know in order to persuasively present their goods or services to buyers in terms that
buyers will understand and ultimately respond to.
as a KSA for a Human Resources Specialist position. To respond to this KSA, you should
indicate what human resources rules and regulations you are familiar with, discuss how
you applied these rules and regulations in the work environment, and describe other
significant situations you were involved in where you applied these rules and regulations.
Skill - the proficient manual, verbal, or mental manipulation of data or things. For
example, having skill with operating personal computers could be used as a KSA for an
Office Automation position. To respond to this KSA, you should indicate what type of
personal computers you have operated, discuss the various types of software programs
you have used, and describe how these programs were used in your work environment.
Ability - the power or capacity to perform an activity or task. For example, having the
ability to use a variety of laboratory instruments could be used towards a Laboratory
Technician position. To respond, you should describe the types of laboratory instruments
you have used, discuss the types of assignments you completed using the laboratory
equipment, and describe the impact using the laboratory equipment had on your work
environment.
second largest producer of rice, wheat and fruits and vegetables. India also produces
caustic soda and soda ash, which are required for the production of soaps and detergents.
The availability of these raw materials gives India the location advantage.
Labor cost comparison: Low cost labor gives India a competitive advantage. India's
labor cost is amongst the lowest in the world, after China & Indonesia. Low labor costs
give the advantage of low cost of production. Many MNC's have established their plants
in India to outsource for domestic and export markets.
Presence across value chain: Indian companies have their presence across the value
chain of FMCG sector, right from the supply of raw materials to packaged goods in the
food-processing sector. This brings India a more cost competitive advantage. For
example, Amul supplies milk as well as dairy products like cheese, butter, etc.
development, market research, awareness campaigns, free samples and product promotions
(2)
CHAPTER 2
INDUSTRY/ SECTOR PROFILE
10
India is one of the major food producers in the world and has the potential of being
the biggest with the food and agricultural sector. The government has accorded the Food
Industry, a high priority, with a number of fiscal reliefs and incentives, to encourage
commercialization and value addition to agricultural produce, for minimizing pre/post
harvest wastage, generating employment and export growth.
The country has 1/10th of the world's arable land at around 160 million hectares,
which is higher than China. The country produces over 500 million tonnes of agricultural,
horticultural and dairy produce annually, thus making it one of the world's largest food
producers. India is the 2nd largest vegetable and 3rd largest fruit producer in the world. India
currently produces about 50 million tonnes of fruit (about 9% of the world's production) and
about 90 million tonnes of vegetables (11% of the world's production). With India's food
production likely to double in the next decade, there is an opportunity for large investments
in food and food processing technologies, skills and equipment. A developed food
processing industry would not only reduce wastages, but would also increasingly fetch
remunerative income to farmers.
2.1 FOOD PROCESSING INDUSTRY:
A dominant segment of the food industry, food processing is estimated to be worth
US$ 115 billion. It comprises agriculture, horticulture, animal husbandry, and plantation(3).
Segmentation of different sub-sectors in food processing industry:
Sub-Sectors
Dairy
Fruit &
Vegetable
Grains &
Cereals
Fisheries
Meat &
Poultry
Packaged
Foods
Products
Whole Milk Powder, Skimmed milk powder, Condensed milk, Ice cream,
Butter and Ghee, Cheese
Beverages, Juices, Concentrates, Pulps, Slices, Frozen &
Dehydrated products, Potato Wafers/Chips, etc
Flour, Bakeries, Starch Glucose, Cornflakes, Malted Foods,
Vermicelli, Beer and Malt extracts, Grain based Alcohol
Frozen & Canned products mainly in fresh form
Frozen and packed - mainly in fresh form, Egg Powder
Snack food, Namkeens, Biscuits, Ready to eat food, Alcoholic and Nonalcoholic beverages
11
SUBSECTORS
Growth
rate of the
market
SizeOutput/
Value
MEAT &
PACKAGED
FISHERIES
POULTRY
FOODS
20%
10%
20%
US$ 13
million
6.4 million
tonnes
8%
BEVERAGES
27%
Extent of
Processing
37%
2%
1%
12%
Share of
Organised
Sector
15%
48%
5%
80%
77%
Only 2.2% of fruits and vegetables are processed in India compared to up to 75% in
many developing countries.
In comparison, about 35% of milk and 26% of marine products undergo processing.
At US$ 300.67 million, the juice and juice drink category is among the fastest
growing segments of the approximately US$ 2.38 billion packaged beverages
category.
12
13
2.2.2 STRUCTURE
At present the food processing sector employs about 1.6 million people directly and
about 35 million people indirectly.
In 2004-05, food processing sector contributed about 14% of manufacturing GDP with a
share of Rs. 2,80,000 Crores. Of this, the unorganized sector accounted for more than
70% of production in terms of volume and 50 % in terms of value.
The Indian food processing industry is largely unorganized and has few plants with small
scale economies.
About 80 per cent of milk produced in the country is in the unorganized sector and the
remaining 20 per cent is shared equally by cooperative and private dairies. However,
some co-operatives, such as the Gujarat Co-operative Milk Marketing Federation in milk
with its Amul brand of dairy products, have transformed certain sub-sectors.
Major international companies such as Nestle, Cargill, Unilever, Danone, PepsiCo and
Cadbury are already present in India contributing to the organized segment.
Over the last few years, there has been a positive growth in ready to serve beverages,
fruit juices and pulps, dehydrated and frozen fruits and vegetable products, tomato
products, pickles, convenience vegetable-spice pastes, processed mushrooms, and curried
vegetables.
14
According to the 'India Food Report 2008', investments to the tune of US$ 23.5 billion
are in the pipeline to be made in the food processing industry over the next three years.
Significantly, processed food exports have increased from US$ 6.98 billion in 2002-03 to
US$ 20.51 billion in 2006-07, recording a whopping 193.83 per cent growth rate.
The opportunity for growth is huge when seen against the fact that while a mere 1.3 per
cent of food is processed in India, nearly 80 per cent of food is processed in the
developed world.
2.1.4 OUTLOOK (4)
The domestic processed-food market, at US$115 billion in FY 2006 is expected to grow
to US$310 billion by FY 2015.
India aims to increase its share of world trade in this sector from 1.7% currently (US$7.5
billion) to 3% by 2015 (US$20 billion).
Rapid growth in organised retail (> 20% p.a.) with a variety of retail formats being
developed.
2015
8
30
20
35
15
Threats
Affordability and cultural preferences of fresh food.
High inventory carrying cost.
High taxation.
High packaging cost.
Source: Ministry of Food Processing Industries, Annual Report 2003-04
2.5 PROFLIE OF KEY PLAYERS
PLAYER
Britannia
Industries
Ltd.
SEGMENT
Bakery
Products
PRODUCTS
Biscuits,
flavoured milk,
dairy
whitener, ghee,
bread, cake
and rusk
Dabur
India Ltd.
Beverages
and Culinary
Hindustan
Unilever
Ltd.
(HUL)
Beverages,
Staples,
Dairy, Snack
Foods
Parle
Agro Pvt.
Ltd.
Beverages
and Bottled
Water
Fruit juice,
cooking pastes,
coconut milk,
tomato puree,
lemon drink
and honey
Tea, instant
20
MTR
Foods Ltd
Snack Foods,
Ice creams
crushes, chips
and papads
Ready-to-eat
curries and
rice, ready-tocook gravies,
frozen foods,
ice creams,
instant snack
and dessert
mixes, spices,
pickles and
papads
CHAPTER 3
COMPANY AND PRODUCT
PROFILE
21
Mother Dairy New Delhi was set up in 1974 under the Operation Flood
Programme, to overcome Delhi's severe milk shortage.. It is now a wholly owned subsidiary
of the National Dairy Development Board (NDDB).
3.1 NDDB
The NDDB was created in year 1965 so as to endorse, finance and support producerowned and controlled organizations. It was formed with a purpose to strengthen farmer
cooperatives and support national policies that were favourable to the growth of such
institutions. It was found to replace existing exploitation with empowerment; tradition with
modernity and stagnation with growth. Its main aim was to transform dairying into an
instrument for development of Indias rural people.
3.1.1 NDDB STRUCTURE
NDDB has the following subsidiaries:
Indian Immunologicals Ltd., Hyderabad
Indian Dairy Machinery Company Ltd., Anand
Mother Dairy Fruit & Vegetable Pvt. Ltd., New Delhi
3.2 MOTHER DAIRY FRUIT & VEGETABLE PVT. LTD. : COMPANY PROFILE
Mother Dairy Fruit & Vegetable Pvt. Ltd. (MDFV(P)L), New Delhi was incorporated on
24th March, 2000. It deals with the processing, marketing, sales and distribution of milk and
milk products, fruit and vegetable and edible oil through a vertically integrated network
under the Mother Dairy brand, the Safal range of fresh fruits & vegetables, frozen vegetables
and fruit juices and Dhara range of edible oils at a national level through its sales and
distribution networks for marketing food items.
Mother Dairy sources its entire requirement of liquid milk from dairy cooperatives.
Similarly, Mother Dairy sources fruits and vegetables from farmers / growers associations.
Mother Dairy also contributes to the cause of oilseeds grower cooperatives that manufacture/
pack the Dhara range of edible oils by undertaking to nationally market all Dhara products.
3.2.1 MISSION
22
2,00,000 outlets. The brand is currently available in the following variants: Refined
Vegetable Oil, Refined Soybean Oil, Refined Sunflower Oil, Kachi Ghani Mustard Oil
and Filtered Groundnut Oil. Mother Dairy has also launched extra virgin Olive Oil under
the Daroliva brand.
Products
Fresh Milk
The Products Division is responsible for the marketing, sales and distribution of:
All dairy products (except fresh milk) under the Mother Dairy brand
Horticulture SBU
It is responsible for marketing, sales and distribution of Fresh Fruit & Vegetables
THE STRATEGIC BUSINESS UNITS OF MDFV(P)L
MDFV(P)L
Dairy &
Food
Produc
ts
Safal Products
Dhara Edible Oil
Ice Creams
Butter & Cheese
Curd, Lassi &
chaach
Horticult
ure
Fresh
Fruit &
Vegetabl
e
Fresh
Milk
Fresh Milk
Packet
Loose
25
Grocery Chain Products (GCP): The products that can be kept in a room
temperature like, ultra heated milk-tetra pack, Dhara Vegetable Oils, Olive Oil and
Ghee are catered to. It generates highest revenues.
Ice Cream and Frozen Products (IFP): The business operates at -170 C. The
products are ice creams and Safal products like Frozen Peas, Frozen Corn and Hot
Snacks.
Modern Retail Format (MRF): This verticals deals with the modern retail markets
like hyper markets. The primary function of this vertical is to do Channel
Management and Shelf management. It ensures availability of Mother Dairy products
in all the hyper markets like Reliance stores, Big Bazar, Subhiksha etc.
Mother Dairy Food Services (MFS): This vertical explores the consumption
opportunities out of home. It targets varied range of institutional customers. Private
institutions like star hotels, schools, office canteens, air caterers and hospitals.
Government institutions like Paramilitary forces, CSD, Hospitals, Airports, ITDC,
IRCTC, Pragati Maidan.
Butter & Cheese (BC): Here the business operates at 40 C. The products are Butter
and Cheese which constitute to a major business. The shelf life of the products is
from 6 months to 9 months.
FRESH: The business operates at 40 C. The shelf life of the products is low. It deals
with the products like Chaach, Dahi and Lassi.
27
CHAPTER 4
LITERATURE SURVEY
28
Decline in productivity
Changing technology
Education
Education has Theoretical orientation
Education is no bar
Development
Development involves conceptual ideas
operations.
Training is presumed to have a formal
education.
Training needs depend upon lack or
deficiency in skills.
Training is a narrower concept focused on
and ambition.
Development is a broader concept focused
knowledge.
Development
competence
perspective.
Development aims at overall personal
seeks
and
skills
to
develop
for
future
Helps people identify with organizational goals and understand and follow
organizational policies
Improves morale
Skills: Skills imparted during a training programme maybe basic operational skills,
motor and psychomotor skills, interpersonal or people skills etc.
Education: It aims at teaching theoretical concepts & develop a sense of reasoning and
judgement. Education is more important for managers and executives than for lowercadre workers.
Decision Making & Problem Solving Skills: They focus on methods and techniques
that help define and structure problems, collect and analyse information, generate
alternative solutions and take appropriate decisions
4.4 THE T
32
The Sales Force was segregated as per their divisions for this stage.
6.3 DATA COLLECTION TECHNIQUES AND TOOLS
Primary Data collection was done using three tools:
Rating Scales: Ratings were given to identify the skills gap and hence the training
needs.
Secondary Data: Company annexure, Websites, Books, Job Descriptions.
6.4
6.4.1 MODE
Mode is that value which occurs the maximum number of times i.e. has the
maximum frequency.
It represents a majority of the total population.
6.4.2 ARITHMETIC MEAN
It is the value obtained by adding together all the observations & by
dividing the total by the number of observations.
Formula: X= X1+X2+X3+..XN
N
It represents the average rating for each skill.
33
CHAPTER 6
DATA ANALYSIS AND
INTERPRETATION
34
KSAs
Analytical Abilities
Claim Handling
Communication
Complaint Handling
Computer Skills & Reporting
Systems of the organization
Distribution Management
Follow Up Skills
Market Expansion
Monitoring & Training
PSMs & DSMs/ Man
Management
Organizational Policies &
Processes
Product Knowledge
Selling Skills
NUMBER OF PEOPLE
WHO IDENTIFIED
THE SKILL
7
6
10
7
9
PERCENTAGE OF
TOTAL RESPONSES
36.8%
31.6%
52.6%
36.8%
47.4%
16
5
7
8
84.2%
26.3%
36.8%
42.1%
31.6%
3
3
15.8%
15.8%
35
KSA
Priority
Selling Skills
Distribution Management
Follow Up Skills
Claim Handling
Market Expansion
Complaint Handling
Analytical Abilities
Communication
10
11
NUMBER OF PEOPLE
WHO IDENTIFIED THE
SKILL
4
4
6
5
37
PERCENTAGE OF
TOTAL
RESPONSES
24.24%
24.24%
36.36%
15.15%
51.52%
21
7
4
8
3
78.79%
39.39%
24.24%
36.36%
9.09%
18
54.55%
24.24%
5
9
6
5
15.15%
45.45%
42.42%
15.15%
Skill
Priority
Selling Skills
Claim Handling
Product Knowledge
Distribution Management
Communication
Analytical Abilities
Negotiation
Presentation/ Personality
Follow Up Skills
38
BC PRIORITISED LIST
Skill
Rank
Distribution Management
Selling Skills
Planning
Communication
Follow Up Skills
KSAs
Analytical Abilities
Claim Handling
Communication
Complaint Handling
Computer Skills &
Reporting Systems
Distribution
Management
Interpersonal Skills
Market Knowledge
Negotiation
Organizational Policies
& Processes
Product Knowledge
Selling Skills
NUMBER OF
PEOPLE WHO
IDENTIFIED THE
SKILL
3
3
4
2
PERCENTAGE OF
TOTAL RESPONSES
42.86%
42.86%
57.14%
28.57%
28.57%
71.43%
1
4
5
14.29%
57.14%
71.43%
42.86%
5
1
71.43%
14.29%
40
Skill
Rank
Distribution Management
Communication
Negotiation
Selling Skills
Analytical Abilities
Market Knowledge/ Product Know
Organizational Policies & Processes
Complaint Handling
Claim Handling
Computer Skills & Reporting Systems of the organization
1
2
3
4
5
6
7
8
9
10
KSAs
NUMBER OF
PEOPLE WHO
IDENTIFIED THE
SKILL
41
PERCENTAGE OF
TOTAL
RESPONSES
Analytical Abilities
28.57%
Communication
28.57%
Competitors' Knowledge
28.57%
42.86%
Distribution Management
71.43%
Follow Up Skills
42.86%
Interpersonal Skills
28.57%
Market Knowledge
42.86%
57.14%
Negotiation
42.86%
Product Knowledge
28.57%
Selling Skills
71.43%
Modern Trade
14.29%
Presentation/ Personality
14.29%
JOB DESCRIPTION
A. JOB INFORMATION:
Job Holder:
Location:
Company: MDIL
Function: Butter & Cheese & Beverages,
Grade:
FRESH,
Functional Reporting: ASM / SSE
43
Fiscal discipline with respect to RS claims budgets approved & T&E claims.
D. JOB SPECIFICATIONS:
Education:
Graduate
Experience:
1+ Years
Training:
Negotiation Skills
Selling Skills
Distribution Management Skills
Merchandising
44
Skills/ Abilities:
Assertive
Process driven
Analytical
Good Communication
IPR with retailers, distributors, coworkers
Follow up skills
Willingness to implement / learn
E. SCOPE OF JOB:
AREA
TARGET/ MEASURE
JOB DESCRIPTION
JOB INFORMATION:
Job Holder
Company: M.D.I.L
Location:
Function: MFS
Grade:
45
Ensure effective customer service to the key accounts in terms of timely delivery,
complaint resolution etc.
Ensuring maintenance of records with respect to the Assets placed in institutions
and escalate technical problems to the BDO.
Ensure timely recovery of payments for direct company Accounts.
G. JOB SPECIFICATIONS:
Education:
Experience:
3 - 5 years.
Training:
Skills/ Abilities:
H. SCOPE OF JOB:
AREA
TARGET/ MEASURE
4 5 Crores
Average 175 MT
46
Metro / 5 7 Districts