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INTERNSHIP LEARNING

Job description: Pre-Selling System: This is the most widely used system amidst the beverages industry. It forms a part under Direct Distribution Network. The system makes sure that there is not any gap between the organization and the customers. It helps to reduce the flaws related to sales and distribution, customer relationship, product availability to make it hands reach, and to increase the market share. Pre-Seller: The person who occupies the bottom line position in the organization and who has direct relationship to the consumers is called the Pre-Seller. He does the primary job of taking orders, adding new customers to the organization, retaining existing customers, making them aware of all the products, their types, day to day schemes, offers, ensures customers satisfaction on the product and the company on the whole. He explores new outlets, outplays the competitors in terms of his effectiveness and efficiency in the market. We students, as instructed by the organization guide performed the works of the Pre-Seller in order to increase the penetration by means of more billing and thereby increase the organizations market share. The following are the works performed by the Pre-Sellers: Outlet visit as per Permanent Journey Plan (PJP): Each Pre-Seller is assigned a certain route (area) at Madurai and given specific number of outlets to be visited frequently during his journey as a Pre-Seller in the organization. The PJP is the total number of outlets to be visited each day which enables him to have a continued rapport with the customers leading to a good customer relationship. Daily Market Report (DMR): It is a sheet which by default contains all the outlet names that comes under the particular Pre-Seller. His work is to note down the queries, suggestions and feedbacks of customers for each and every day and report the same to the organization at the end of the days work. Cooler Execution: Here the Pre-Seller has to take proper of the cooler and the products. He has to arrange all the Coca Cola products in the coolers as per the Right

Execution Daily (RED norms), COLOJ K i.e Cola items (Diet Coke, Coca cola, Thumsup), followed by Lemon items (Sprite and Fanta), Juice category (Nimbu Fresh and Maaza), and Kinley Water and Kinley Soda. He also checks the cooler purity in which he examines whether the cooler contains only Coca Cola products. Then he has to attach the Profile Brand Strips and price strips to the cooler according to the COLOJ K order.

Outlet Execution: Pre-Seller should put a display on all the Coca Cola products by means of a) Shelf Display: The products are displayed in shelves at the shops.

Domain Information:

Area: P.T.Rajan Road

Pre Seller: Mr. BALAGURU

Total No of outlets: 239 Total No of outlets after splitting process: 110 (Waiting for approval)

Outlets Segmented according Coke norms:

1) Platinum outlets 0 2) Diamond outlets 6 3) Gold outlets 25 4) Silver outlets 13 5) Bronze outlets 85

Trade channels:

a) Convenience outlets 102 b) Grocery stores 22 c) Eating & Drinking I 3 d) Eating & Drinking II 2

Existing issues in my route:

Problems at Retailers end The retailers complain that they receive damaged goods while delivery, says that immediate payment is difficult. Delivery of goods is unsatisfactory since the delivery process remains irregular. Frequent visiting of outlets should be taken care of. There are problems prevailing in replacement of damaged items.

Issues on Schemes and Offers Spot schemes or daily schemes are preferred rather than periodic schemes, because VAT is not there for periodic schemes. They perceive that the competitors give more offers and discounts than Coca Cola.

Problems at Pre Sellers end The number of outlets is too high so penetration percentage remains too low even if they cover 50% of outlets. The delivery of goods is improper, i.e. the delivery is not made effectively and efficiently. There is only one vehicle has been allotted which is not enough for delivery. Competitors strategies like, low pricing, good number of schemes and offers for CSD/water bottles makes the growth bit low.

Permanent Journey Plan (PJP):

Average no. of outlets visited per day = 40.

Orders taken

On an average approximately 80 cases orders are taken per day which comes to 480 cases per week. The number of outlets which is been billed for a day comes to around 30.

Target The weekly and monthly target for my route is 500 and 2500 cases respectively.

Other general issues found

Identification of outlets was carried out with the guidance of my Sales Team Leader (STL) on June 2nd. New outlets added: 1. Pavalam Juice 2. SPS stores 3. Srinivasa stores

Have made an attempt for Signage at Lady Doak College. Daily Market Report (DMR) Made sure of Availability, Activation and Visibility.

1. Calculated entry and exit RED score for some outlets with the help of my pre-seller which are, I. II. III. IV. Muttys Bakery Eswari Cool Bar PKM Agency Boomiselvi Cool Bar

V.

Waalai Restaurant

Suggestions:

PJP can be made more effectively by arrangement of shops area wise. Can provide signage or good amount of schemes for selective which has market to sell more number of cases. Delivery should be made much stronger by starting early from the depot which will turn out profitable and outplays competitors too. Inspections can be made frequently to the underperforming routes.

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