Report by RAVI JOGI FSB 1 60434

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EXECUTIVE SUMMARY
Clinic Plus shampoo is one of the leading products in the category of shampoos in India. It is the market leader in its genre of manufacturing shampoos. This project includes the various Sales Management related aspects of marketing important for long term benefits for a company. Performance of Clinic Plus shampoo as compared to other competitors is evaluated in the Indian market. This report includes company's profile, Clinic plus shampoos description, its competitors, competitive analysis, market segmentation, projected sales for next two years, etc. A territorial sales manager has been assigned Mumbai as its territory and has been given the work of marketing and selling the product. A 10 member team has been recruited for this purpose. All the required learning's and aspects related to the job has been listed in the report

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TABLE OF CONTENT
Sr. No. 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 Particulars About Company Job Description and Job objective Product Market Grid Sales Force Requirement Territory Allocation Job Profile of a Sales Person Call Sheet Product Description Product Segmentation Competitors Profile Comparative Analysis Benefit Statement Market Development Plan Performa Invoice MIS Report Training Document Projected Sales Budgetary System Page No. 4 8 11 12 13 15 17 19 20 21 24 29 30 34 36 39 42 43

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ABOUT THE COMPANY

INTRODUCTION
Hindustan Unilever Limited (HUL) (BSE: 500696) is India's largest fast moving consumer goods company. The Anglo-Dutch company Unilever owns a 52% majority stake. HUL was formed in 1933 as Lever Brothers India Limited and came into being in 1956 as Hindustan Lever Limited through a merger of Lever Brothers, Hindustan Vanaspati Mfg. Co. Ltd. and United Traders Ltd. It is headquartered in Mumbai, India and has employee strength of over 15,000 employees and contributes to indirect employment of over 52,000 people. The company was renamed in June 2007 as Hindustan Unilever Limited. Hindustan Unilever's distribution covers over 1 million retail outlets across India directly and its products are available in over 6.3 million outlets in the country, nearly 80% of all retail outlets in India. It estimates that two out of three Indians use its many home and personal care products, food and beverages.

BRANDS
HUL is the market leader in Indian consumer products with presence in over 20 consumer categories such as soaps, tea, detergents and shampoos amongst others with over 700 million Indian consumers using its products. Sixteen of HULs brands featured in the ACNielsen Brand Equity list of 100 Most Trusted Brands Annual Survey (2008). According to Brand Equity, HUL has the largest number of brands in the Most Trusted Brands List. It has consistently had the largest number of brands in the Top 50, and in the Top 10 (with 4 brands). The company has a distribution channel of 6.3 million outlets and owns 35 major Indian brands. Its brands include Kwality Wall's ice cream, Knorr soups & meal makers, Lifebuoy, Lux, Pears, Breeze, Liril, Rexona, Hamam and Moti soaps, Pureit water purifier, Lipton tea, Brooke Bond (3 Roses, Taj Mahal, Taaza, Red Label) tea, Bru coffee, Pepsodent and Close Up toothpaste and brushes, and Surf, Rin and Wheel laundry detergents, Kissan squashes and jams, Annapurna salt and

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atta, Pond's talcs and creams, Vaseline lotions, Fair and Lovely creams, Lakm beauty products, Clear, Clinic Plus, Clinic All Clear, Sunsilk and Dove shampoos, Vim dish wash, Ala bleach, Domex disinfectant, Modern Bread, Axe deo sprays and Comfort fabric softeners.

LEADERSHIP
HUL has produced many business leaders for corporate India; one of these, Manvinder Singh Banga, has become a member of Unilever's Executive (UEx). HUL's leadership-building potential was recognized when it was ranked 4th in the Hewitt Global Leadership Survey 2007 with only GE, P&G and Nokia ranking ahead of HUL in the ability to produce leaders with such regularity.

DIRECT SELLING DIVISION

HUL also runs Hindustan Unilever Network (HULN), a direct selling business arm. Under HULN, health products are marketed by AYUSH in collaboration with Arya Vaidya Pharmacy, Coimbatore; beauty products by Aviance; home products by Lever Home, and male grooming by DIY .There are also premium products for beauty salons and others.

HUL Mission
Unilever's mission is to add vitality to life. We meet everyday needs for nutrition, hygiene, and personal care with brands that help people feel good, look good and get more out of life.

HUL Vision
To earn the love and respect of India, by making a real difference to every India

SWOT ANALYSIS
Strengths: Strong brand portfolio, price, quantity & variety. Innovative Aspects. Presence of Established distribution networks in both urban and rural areas. 3400 distribute. 16 million outlets over the world.
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700 million customer base. Strong R&D of the company Highly skilled human resource. Corporate Social Responsibility(CSR) Weaknesses: Strong Competitors. Low exports level (at present). Changing consumption pattern. High advertising costs.

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JOB DESCRIPTION
'FMCG' - fast moving consumer goods - covers everything from toiletries and cosmetics to TV's and hi-fi. Therefore, the choice and variety of FMCG sales jobs is also very wide. You can also work at every level from sales representative or executive right through to sales director. As a sales representative or 'rep', it would be your job to sell your company's products or services. You would be responsible for finding and winning new customers, as well as looking after existing customer accounts. You could specialize in one area of consumer goods, such as toiletries or sports goods. Depending on your market, your customers might be wholesalers, shops, businesses, manufacturers or individuals within your specific geographical area. Your day-to-day tasks are likely to include: Keeping in contact with existing customers in person and by phone. Making appointments with and meeting new customers. Agreeing sales, prices, contracts and payments. Meeting sales targets. Promoting new products and any special deals. Advising customers about delivery schedules and after-sales service. Recording orders and sending details to the sales office. Giving feedback on sales trends.

Hours and Environment You may often choose your own working hours, as long as you meet sales targets. However, your hours could be long and irregular, with a lot of travelling time, possibly abroad. When not on the road, you could be based in a local or regional sales office, or you could work from home. Given the travelling, a driving license is important.

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Skills and Interests To succeed at FMCG sales, you'll need: Excellent sales and negotiation skills Good communication and 'people skills' Confidence, motivation and determination The ability to work well on your own and also as part of a team Good organizational and time management skills The ability to deal with rejection Attention to detail The ability to develop in-depth knowledge about your products and markets Good business sense and a professional manner. Annual Income Figures are intended as a guideline only. Basic starting salaries can be between Rs.15, 000 and Rs.20, 000 a year. With experience this can rise to between Rs.35, 000 and Rs.40, 000. Top salaries can reach 100,000 or more. Many companies offer a basic salary plus commission, although some FMCG sales reps earn commission only. Job adverts usually show the potential total salary including commission, known as 'on-target earnings' or OTE. Salaries may also include company car, petrol allowance and bonus schemes Key Competencies

Planning and organizing Persuasiveness Adaptability Verbal and written communication Negotiation Stress tolerance Goal driven

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Education and Experience

Knowledge of relevant computer applications Knowledge of principles and practices of sales Knowledge of customer service principles Knowledge of basic business principles Experience in sales Experience in making presentations Proven ability to achieve sales targets

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PRODUCT MARKET GRID

Mrkt Quantity 400 ml 220ml 90 ml 8ml

GROCERY MALLS SUPER DEPARTMENTAL MEDICAL RAILWAY ONLINE WHOLESALERS STORE MARKET STORE SHOP STATION

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SALES FORCE REQUIREMENT

The salespersons will report to the regional sales manager that has been appointed for Mumbai. It is the responsibility of the salesperson to give an account of every sale or every visit they make to the sales manager in Mumbai. GOREGAON ANDHERI BANDRA DADAR TOTAL SALES CALL PER MONTH 2 1 3 3 3 2 1 15

GROCERY MALL SUPER MARKET DEPARTMENTAL STORE MEDICAL SHOP RAILWAY STATION WHOLESALERS TOTAL

8 3 4 3 15 1 2 36

10 4 3 3 13 1 3 38

6 4 5 4 18 1 3 41

10 5 4 6 16 1 2 44

34 16 16 16 62 4 10 148

GROCERY MALL SUPER MARKET DEPARTMENTAL STORE MEDICAL SHOP RAILWAY STATION WHOLESALERS TOTAL

SALES CALL PER YEAR 24 12 36 36 36 24 12 180

TOTAL SALES CALL IN A YEAR 816 192 576 576 2232 96 120 4608

TIME TAKEN IN HOURS 1200 1200 1200 1200 1200 1200 1200

No. OF SALESPERSON 0.68 0.66 0.48 0.48 1.86 0.08 0.1

The sales person works for 5 hours per day.

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TERRITORY ALLOCATION

TERRITORY GOREGAON ANDHERI BANDRA DADAR

MARKET TO BE COVERED 36 38 41 44

No. OF SALESPERSON 2 2 3 3

TOTAL

159

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The territory given to each salesman is according to their capabilities of covering maximum areas with satisfactory result. Hence 2 sales people are being allotted Goregaon and Andheri. Prime areas like Bandra and Dadar have the best sales people with all the best qualities. As these areas are bigger than Andheri and Goregaon more sales people will be required to cover all the stores in that particular area. This would help in increasing the sales of the product. The territory manager should motivate the sales person by giving incentives on achieving the sales target set by the territory manager. This would boost the energy level of the sales person which would in return help in increasing the sales of the product.

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Job profile of the sales person

EDUCATION QUALIFICATION A commerce graduate. Good knowledge of marketing product. Good communication skills. Proper knowledge of computers.

RESPONSIBILITIES Sales person as their firm's ambassador to the public, have to explain the company's s sales policies, attitudes and aims in a way that will bring credit to the firm They are also liaison officers between the firm and client, the latter being anyone from a housewife to a pharmacist. Sales person introduce wares or services by means of brochures and samples, answer relevant questions about products or services and take down orders. It is also the responsibility of sales person to give advice, to advertise campaigns, to set accounts and credit and to work out possible problems with sales. Sales person are also continuously recruiting new clients. Sales person that are successful normally move into positions of sales managers, branch manager or even directors of companies. Due to the geographical distributions of clients, representatives are normally expected to travel considerable distances, in order to cover the area for which they are responsible. Firms either supply sales person with a company vehicle or subsidies the transport costs. Sales person subsequently spend very little time in the office and work irregular hours.

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Requirements Sales person must have a neat appearance and the ability to interact easily with others on a social level. They must be able to communicate fluently and be able to catch and hold the attention and interest of their clients. Sales person must have an enthusiastic personality and be able to maintain a high working standard. Sales person must be understanding and pleasant when dealing with clients. Tact and diplomacy are essential characteristics that will facilitate their work. Since work of this nature may be very exhausting and often frustrating, perseverance and tenacity are required to cope successfully. Sales person can work at any company or firm that develops or sells products or services. Because sales persons usually work on a commission basis they cannot work for themselves.

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CALL SHEET

Call Sheet Date: Client Details Name: AddressSr No.

Contact No: Email: Budget:

Interested in Product Type: Clinic Plus Strong and Long Health Shampoo Clinic Plus Strong and Long Natural Shampoo Clinic Plus Strong and Long Anti Dandruff Shampoo

Quantity :

Remarks:

Follow Up Required:

Next Contact Date:

Attended By:

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Call sheet is about determining whats of value to your client and how to provide a solution that meets this value criterion. The main goal in speaking to a customer or a dealer through call sheet is always to: Gather information. Build rapport. Set next steps. Call sheet helps a lot to know about the actual views of the customers and helps in finding the area of improvement expected by the customers. After gathering all the information, the necessary changes are to be made which would help in increasing the sales of the product.

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PRODUCT DESCRIPTION
For most Indians, the first interaction with shampoos has been Clinic Plus. Over time, it has evolved to keep in step with the changing needs of consumers by constantly renovating its offering to make sure it is the best solution for the eternal desire of having long hair for both mom and daughters. Every woman desires long hair be it the mother or the daughter. Clinic Plus has 'do-good' ingredients which provide constant care like a mother does in every wash. It nourishes the hair from inside and makes it strong from within which helps it become progressively longer and more beautiful from outside. Clinic plus shampoos, conditioners and other hair care products are sold in 69 countries worldwide It is available in three variants: Clinic Plus Strong and Long Health Shampoo: It contains milk protein lock which builds hair strength from inside and hair becomes visibly longer with regular usage. Clinic Plus Strong and Long Anti-Dandruff Shampoo: Germ guard formula effectively removes dandruff by attacking dandruff causing germs. Clinic Plus Strong and Long Natural Shampoo: This shampoo has ayurvedic ingredients. Neem extracts naturally clean your hair and Tulsi oil helps maintain your hair's natural color.

Key facts
The largest selling Shampoo brand in India. The most widely distributed Shampoo brand in India. Positioned as the 'Hair Expert'. Clinic Plus was a leading brand of Unilever, marketed in more than 50 countries in Asia, Latin America, the Middle East and North Africa. It was launched in India in 1964. In the initial years in India, Clinic plus was a cosmetic beauty shampoo. Within ten years of its launch in India Clinic Plus launched a tonic shampoo for dandruff, which was the first antidandruff shampoo in India. In the India, Unilevers goal was to position clinic plus as a brand that understood the problems faced by women and their needs and preferences.
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Hindustan Unilever launched the Gang of Girls website in June 06. Indias first online girl community concept.

SEGMENTATION
Clinic plus shampoo has been segmented into three sections as per the customers requirements. Originally Clinic plus was lunched as a cosmetic beauty shampoo. Then within ten years according to the market requirements clinic plus segmented its product in three parts and launched one by one. The three segmented products of clinic plus shampoo are: Clinic Plus Strong and Long Health Shampoo.

Clinic Plus Strong and Long Natural Shampoo.

Clinic plus Strong and Long Anti Dandruff Shampoo.

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Competitors Profile:
Clinic plus shampoo is a Hindustan UniLever product. The main competitors of the product are: Pantene. Head & Shoulders.

PANTENE
Pantene is arguably the most famous name in hair care, but just how long has Pantene been around, and what has gone into making it such a recognized authority on beautiful hair? Weve gone back to the beginning to illuminate some of the milestones in Pantenes rich heritage. In 1947 Pantene was born. Inspired by the ingredient panthenol, Pantene, owned by Swiss drug company Hoffman-LaRoche, makes its debut as a premium hair care line across Europe, replete with glass bottles and prestige scents. In 1960 it leaps to America. Demand from European travelers in the United States drives American retailers to import Pantene from Switzerland. The shopping in New York City gets even better when Pantene launches exclusively in upscale establishments like the Waldorf Astoria and Saks Fifth Avenue. Pantene changed to new packaging with its iconic gold cap. 35 years later, women still remember gold-capped Pantene. In the early 80s, Pantene expands its product lineup while elevating Pantenes scientific expertise and health as the foundation for beautiful hair with the new Pantene tagline The Care and Feeling of Beautiful Hair. Pantenes Dont hate me because Im beautiful campaign becomes one of the most famous and memorable campaigns and taglines in hair care advertising history. And with its acquisition of Pantene in 1985, Procter and Gamble expands Pantenes distribution on a massive scale, making the hair care technology of Pantene accessible to women everywhere.

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In early 90s Pantene makes its way across the globe, launching in Australia, New Zealand, Central and Eastern Europe, the Middle East, North Africa, Latin America, Korea and Japan. A staggering array of hair care and hairstyling product offerings and a stronger focus on hair health make the Pantene Pro-V tagline Hair so healthy it shines recognizable all over the world. In 1995 Pantene becomes a Billion Dollar Brand. Pantene continues its run as a premium hair care brand and media darling with endorsements from the Golden Door Salon, Ford Models, Club Evian, Milan Fashion Week, Vogue, Allure and Cosmopolitan. Pantene revolutionizes its approach to hair care by making products that cater to the look you want. With over 100 hair care and hairstyling products in the United States alone, Pantene delivers on all your hair care needs and possibilities! After years of extensive research and development, Pantene launches its most comprehensive and groundbreaking offering yetcustomized solutions all based on hair structure. If you know the hair you have, Pantene will give you the hair you want. Pantenes parent company, Procter & Gamble, defines sustainability as ensuring a better quality of life for everyone, now and for generations to come. By adopting a three-pronged approachproduct, production and corporate social responsibilityP&G can make these sustainability goals and successes possible. To date, P&G has made some significant progress, but theres still more to be done: Improve Through Production: Since July 2002, P&G has reduced energy usage by 48%, CO2 emissions by 52%, waste disposal by 53%, and water usage by 52%. P&G aims to improve the environmental profile of all operations, with goals to deliver an additional 20% reduction per unit production in CO2 emissions, energy consumption, water consumption and disposed waste from P&G plants, leading to a total reduction over the decade of at least 50%. Improve Through Responsibility: Improving lives around globe is a crucial part of P&G strategies. Goals include enabling 300 million children to live, learn and thrive, preventing 160 million days of disease, and saving 20,000 lives by delivering 4 billion liters of clean drinking water through our Childrens Safe Drinking Water Program. Improve Through Products: P&G strives to delight consumers with sustainable innovations that improve the environmental profile of its products. With a goal to develop and market

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$50 billion worth of sustainable innovation products, P&G is on its way with $13.1 billion sold since July 2007. For now, these accomplishments represent steps in P&Gs long journey to become a more sustainable company, a feat that was recognized in 2009 & 2010 by the Corporate Knights, who named P&G as a top 100 sustainable company.

HEAD & SHOULDERS

Since 1950, head & shoulders has been at the forefront of scalp and hair science, significantly advancing the treatment of dandruff. Along with professional advice and expert insight we have a wide range of products to care for your scalp and nurture your hair. At head & shoulders they have some of the brightest people in the business working with them to help give them a better understanding of dandruff, its causes and treatments. Some of the experts: Dr. Marta Rendon, at the forefront of dermatology. Dr. Rene Rust, passionate about creating beautiful hair. Jim Schwartz, head & shoulders scientist and scalp expert. International celebrity stylist, Ben Skervin. Dr. Marta Rendon, at the forefront of dermatology. The biggest benefit is no more dandruff! Dermatologists recognize that regular use of head & shoulders is one of the most effective ways to help eliminate dandruff and its signs, including a tight, itchy scalp. However, head & shoulders dont feel, or smell, like what you might expect from an antidandruff shampoo. Instead of an unpleasant aroma, there are fresh, zingy scents and the rich formula leaves hair manageable and feeling soft. head & shoulders is gentle enough for daily use even on hair thats colored leaving hair fresh and deeply cleansed and your scalp in good condition. Head & Shoulders shampoos are complemented by a conditioner that is rich in intensive moisturizer. And there are enough products for every kind of hair, from fine to frizzy, damaged to limp.

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Comparative Analysis:
CLINIC PLUS Initiation Head Office Products 1971 Mumbai Clinic Plus Strong and Long Health Shampoo. Clinic Plus Strong and Long Natural Shampoo. Clinic Plus Strong and Long Anti Dandruff Shampoo PANTENE 1995 Mumbai Color preserve shine Blonde expressions Flat to volume Dry to moisturizer Smooth vitality Frizz control Moisture balance Shine enhance 7.5% 55, 000 98 50-60 1/5 HEAD & SHOULDERS 1997 Chennai H&D clean and balanced H&D for men hair retain H&D smooth and silky H&D silky black H&D cool menthol H&D anti hair fall H&D itchy scalp care H&D complete care for dry scalp

Market Share Retail Outlets Price / 200 ml Sales (in million liters.) After use effect( as per survey)

25% 1.7 million 88 80-90 2/5

15% 1 million 139 60-70 4/5

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Pantene
Ease of Application: After Use Effect: Fragrance:

Clinic plus
Ease of Application: After Use Effect: Fragrance:

Head & Shoulders

Ease of Application:

After Use Effect:

Fragrance:

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MARKET SHARE

Market Share

Clinic Plus Pantene Head & Shoulders

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COMPARATIVE SALES IN MILLION LITRES.

250

200

150

Head & Shoulders Pantene

100

Clinic Plus

50

0 2007 2008 2009 2010

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AFTER USE EFFECT

After Use Effect

Clinic Plus Pantene Head & Shoulders

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Benefit Statement:
The biggest benefit is no more dandruff! Dermatologists recognize that regular use of Clinic Plus is one of the most effective ways to help eliminate dandruff* and its signs, including a tight, itchy scalp. However, Clinic Plus dont feel, or smell, like what you might expect from an anti-dandruff shampoo. Instead of an unpleasant aroma, there are fresh, zingy scents and the rich formula leaves hair manageable and feeling soft. Clinic Plus is gentle enough for daily use even on hair thats colored leaving hair fresh and deeply cleansed and your scalp in good condition. Clinic Plus shampoo is complemented by a conditioner that is rich in intensive moisturizer. And there are enough products for every kind of hair, from fine to frizzy, damaged to limp

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MARKET DEVELOPMENT PLAN

A market development strategy targets non-buying customers in currently targeted segments. It also targets new customers in new segments. A marketing manager has to think about the following questions before implementing a market development strategy: Is it profitable? Will it require the introduction of new or modified products? Is the customer and channel well enough researched and understood? The marketing manager uses these four groups to give more focus to the market segment decision: existing customers, competitor customers, non-buying in current segments, new segments. Marketing plan & its strategies makes product race in competitive situation and executes brand image, which gives loyal customers to the company. It helps the product to make its independent identity offer diverse brands after considering local uses.

Here are some marketing objectives:

Increase product awareness among the target audience by 30 percent in one year. Inform target audience about features and benefits of our product and its competitive advantage, leading to a 10 percent increase in sales in one year. Decrease or remove potential customers' resistance to buying our product, leading to a 20 percent increase in sales that are closed in six months or less.

Market Overview of overall shampoo industry

Hair shampoos are targeted at: Upper middle class. Now, also middle class and house wives. Upper class rural customers. Teenagers- they are the major segment.

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The frequency of shampoo usage is very low. Most consumers use shampoo only once or twice a week. In many cases, these products are used on special occasions such as weddings, parties, etc. Some customers use shampoos only to address a specific problem such as dandruff or when they need to condition their hair. About 50% of customers use ordinary toilet soaps to wash their hair. About 15% of customers use toilet soaps as well as shampoo for cleaning their hair. Brand loyalties are not very strong. Consumers frequently look for a change the brand, particular in fragrance. An Indian needs more shampoo for wash (average 6 ml) compared to 4 ml in Western countries as most Indian women have long hairs. Most consumers do not use shampoo daily. Southern market is predominantly a sachet market, accounting for 70% of sachet volumes. In contrast, shampoo bottles are sold in the Northern markets. Shampoo market size in India: Size of shampoo market- 930 Cr. Anti-dandruff shampoo- 20% of above. Sachet sales- 70% of above. Shampoo awareness in India: Urban areas 90%, accounting for 80% of shampoo sold in the country. Rural areas 80%, accounting for 20% of shampoo sold in the country. Shampoo usage: Per capita consumption of shampoo in India 13 ml. Per capita consumption of shampoo in Indonesia 160 ml. Per capita consumption of shampoo in Thailand 330 ml.
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Shampoo penetration in India: All India shampoo 14% Urban 40% Rural 10% Growth in shampoo market: Average growth over last few years -> 20 Expected average growth over the next few tears 25% METHODS ADOPTED TO PROMOTE THE BRAND NAME OF CLINIC PLUS Actresses as spokespersons Co-marketing Some of these films were made exclusively for retailers like Wal-Mart and were telecast in-store Sponsor for fashion shows INNOVATIVE AND UNIQUE STARERGIES IMPLEMENTED BY CLINIC PLUS IN INDIA Hindustan Unilever launched the Gang of Girls website in June 06. Indias first online girl community concept. Gang of Girls site pushed online and via TV and print. Lots of media mentions as it as a successful branded space. Direct contact with target audience. o Gang of Girls events at 60 college festivals, malls and multiplexes across India. Clinic plusgangofgirls.com benefited from redirect from Clinic plusnaturals.com. o This site has 100,000 registered users and very similar features. Hindustan Lever claims 2,500,000 registrations to Gang of Girls site -25,000 girl gangs 200 million hits 12-13 million page views every month. They use 4 Ps strategy: Product. Pricing. Place. Promotion.
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Hence interacting with customers is the best approach to increase the sales of the product. 2 sales men should be allocated to the malls which has saloons provided that they have their tie-ups with the particular saloon. Other strategy is that they should keep on introducing promotional offers like buy one get one free, on buy of 400 ml of shampoo get 90 ml free and so on. Creating brand awareness by extensive advertising with the help of celebrities. Introducing more and more advantageous features of the product to benefit the customer. Distributing samples to consumers so that people come to know about the taste of the product and the quality. This would help in increasing the sales of the product and gives an upper hand on the competitors

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PROFORMA INVOICE/ PURCHASE ORDER:

PURCHASE ORDER INDIA Pvt Ltd.

DATE: P.O. #

02-05-2011 [400057]

[Street Address] [City, State, ZIP] Phone: [000-000-0000] Fax: [000-000-0000] Customer. [Name] [Company Name] [Street Address] [City, State, ZIP] [Phone] ITEM DESCRIPTION QTY UNIT PRICE TOTAL

[42] Other Comments or Special Instructions

SUBTOTAL TAX RATE TAX S&H OTHER TOTAL

Authorized by In case of any questions about the purchase order, please contact [ Eureka Forbes Head Office Mumbai-400001.]

Date

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PAYMENTS TERMS
The most common payment terms, in order of risk, are: Half Payment In Advance Other half payment at the delivery of goods The payment can be received via cheque, cash or demand draft. Delay in payment will be charged 3% p.m. interest Letter Of Credit Documentary Collection Against Payment Open Account Minimum Guarantee Consignment

DELIVERY TERMS
The goods will be delivered after 10 days of the order placed by the dealer or the customer.

TAXES
VAT is charged at 12%

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MIS REPORT
PROFIT & LOSS A/C FOR THE MONTH OF Particulars Sales : Less : Finished Goods Sales Return Finished Goods - CST Net Sales Increase / (Decrease) in stock Opening Stock Finished Goods Closing Stock Finished Goods Processing Charges and Exps. Gross Profit Less : Labour Charges Delivery Charges Packing Charges Repair & Maintenance Machines Building Others Personnel Expenses Salaries Bonus, Gratuity etc. Staff Welfare Administrative Expenses Selling Expenses Packing Material Turnover Discounts & Commission 36 | P a g e Actual Budget Variance % Change

Advertisement Expenses Allocated Expenses - Head Office Profit / (Loss) before Interest & Dep. Interest on fixed assets - Head Office Profit / (Loss) After Interest but before Dep. Depriciation NET PROFIT / (LOSS)

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CONTRIBUTION STATEMENT No. Of Shifts Actual Tot al Per Shif t Budgeted Tot al Per Shif t Variance Tot al Per Shif t % Change Tot al Per shif t

Particulars

CONTRIBUTION STATEMENT Manufacturing Charges Labor Charges Direct Welfare Bonus etc. to Direct Labor Incentive to Labor Packing Charges Repair & Maintenance Machines Building Electrical / Others Personnel Expenses Salaries Bonus, Gratuity etc. Staff Welfare Other Administration Charges Selling Expenses Allocated Expenses Manufacturing Exps. before Interest & Depreciation Interest Manufacturing Exps. before Depreciation Depreciation Total Manufacturing Expenses PROFIT / (LOSS) AFTER ALL EXPENSES

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TRAINING DOCUMENT FOR THE COMPANY

TRAINING DOCUMENT FOR MY SALESFORCE SALESMAN WILL BE TRAINED ON THE UNDER GIVEN PARAMETERS Buying warmth - behavioral, non-verbal and other signs that a prospect likes what he sees; very positive from the sales person's perspective, but not an invitation to jump straight to the close. Buying signal - a buying signal is a comment from a prospect which indicates that he is visualizing to whatever extent buying your product or service Active listening - in which the sales person actively seeks to understand how the speaker feels, and what their issues are Closed question - a question which generally prompts a yes or no answer Consultative selling (consultation selling) - consultative selling was a move towards more collaboration with, and involvement from, the buyer in the selling process. Strongly based on questioning aimed at gaining useful information Customer relationship management (CRM) - CRM is now a commonly used term to describe the process of managing the entire selling process within a department or organization Empathy - understanding how another person feels, and typically reflecting this back to the other person. The ability to feel and show empathy is central to modern selling methods. Introduction - the word introduction has two different main meanings in selling: Introduction refers either to first stage of the face-to-face sales call Listening - a key selling skill, in that without good listening skills the process of questioning is rendered totally pointless Networking - an increasingly popular method of developing sales opportunities and contacts, based on referrals and introductions - either face-to-face at meetings and gatherings, Sales report - a business report of sales results, activities, trends, etc., traditionally completed by a sales manager, but increasingly now the responsibility of sales people too
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UPB - unique perceived benefit - now one of the central strongest mechanisms in the modern selling process, an extension and refinement of the product offer, based on detailed understanding of the prospect's personal and organizational needs. VARIOUS STAGES OF SELLING WOULD BE Preparation/planning/research/approach Introduction/opening/approach/establish initial credibility Questioning/identify needs/ask how and what, etc/establish rapport and trust Presentation/explanation/demonstration Overcoming objections/negotiating/fine-tuning Close/closing/agreement/commitment/confirmation Follow f up/after f sales/fulfil/deliver/admin

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TRAINING DOCUMENT FOR 7 DAYS WEEK 1 ACTIVITY Monday Introduction with other sales people Introduction to Clinic plus business and work culture

Tuesday

Introduction about various Products in shampoo categories.

Wednesday

Thursday

Training In documentation, billing, details about payment terms etc Training in Basic sales process Like presentation, approach to new customers. and other soft skills

Friday Saturday

Contd. Training for development of soft skills Training on dealing with various objection by customers Feedback of session

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Month May June July August September October November December January February March April May June July August September October November December January February March April

Year 2011 2011 2011 2011 2011 2011 2011 2011 2012 2012 2012 2012 2012 2012 2012 2012 2012 2012 2012 2012 2013 2013 2013 2013

Sales (crores) 2.1 2.14 2.18 2.23 2.28 2.32 2.37 2.42 2.47 2.52 2.58 2.63 2.68 2.74 2.80 2.85 2.91 2.97 3.04 3.10 3.16 3.23 3.30 3.37

Project Sales month-wise for two years:

There is an increase in the sales at the rate of 25% per annum. So approximately 2.08% per month increase is noticed. The net sales in the month of May11 were Rs.2.1 crores and on April12 it would be Rs.2.63 crores while in the month of April13 it would be Rs.3.37crores.
All these estimates are according to the average increase in sales that has been observed in the past years. There can be a variation in the estimates as there is an unforeseen factor that affects the quantity of sales every year that cannot be predicted. So, taking into account that the year 2012 and 2013 will be normal years estimates the statistics have been drawn.

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BUDGETRY SYSTEM
COST SHEET:

COST SHEET Budget Apr Salary Costs RENT Telephones Manager Fuel Salesmen Fuel CFA Costs Electricity Training Costs Courier & Postage costs CFA Costs Transportation costs Tea/Coffee costs Entertainment costs employee welfare

May Jun

July.

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PARTICULARS Sales-Budgeted Cost forecast Training cost for 1 week Salary(10*7000*12) Commission Travelling Expense(Rs 50/day) Telephone Expense (Rs 300/month) Other Expense Electricity Stationary Miscellaneous expense

AMOUNT 55000000

AMOUNT

10500 840000 210000 150000 36000

75000 36000 50000

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INCOME STATEMENT
Income Statement Particulars Sales Distributors commission Gross Profit Less: Administrative Expense Less: Selling and Distribution Expense Profit Before Tax Less: Tax (2%) Net Profit Amt

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