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Sales and Distribution of Hindustan Lever Limited

Rs. 1,500.00

Introduction: This project gives a comprehensive idea about the SALES AND DISTRIBUTION MANAGEMENT of one of the most important business sector in India, the FAST MOVING CONSUMER DURABLES (FMCG) sector. It gives an in-depth knowledge of the various fields of Sales and Distribution management namely the Distribution Network and the Sales Functioning of the FMCG sector.
Two of the biggest players in this sector have been selected namely
- Hindustan Lever Ltd. (HLL)
- Reckitt Benckiser
The research carried out is Exploratory in nature. And the sampling methods used are Convenience and Judgment sampling.
Key findings have been –
- Retailers are satisfied with the promotional support (signboards, display schemes) given by HLL whereas no such support are provided by Reckitt Benckiser. This is reflected in the kind of effort put in by the retailers while selling the products of respective companies.
- In Selection procedure, goodwill of distributors is a very important criterion.
- Interaction of retailers with sales representatives of Reckitt Benckiser is almost Nil. On the other hand, interaction of retailers with sales Representatives of HLL is on an average once a month.
- While deciding Territories market potential and company’s penetration strategies are important considerations for both HLL and Reckitt Benckiser.
- While deciding Targets potential of the market and efficiency/effectiveness of the sales person are important considerations.

Number of Pages of Project Report: 88
Package Includes: Synopsis/Project Proposal + Project Report
Project Format: Document (.doc)

Table of Contents of Project Report:
1. Executive Summary
2. Objective
- Broad Objective
- Specific Objectives
3. Methodology
- Sector & Players
- Information Sources
- Data Collection Tools
- Limitations
4. Company Background
- Hindustan Lever Ltd.
- Company Background
- Product Mix - Business Categories
- Growth Rate
- Turnover
- Scope of Business Operations
- Reckitt Benckiser
-- Company Background
- Product Mix
- Growth Rate
- Turnover
- Market Share

5. Findings
(1) From Companies-
- Distribution Network Of Hindustan Lever Ltd. (HLL)
- Sales Functioning Of Hindustan Lever Ltd. (HLL)
- Distribution Network Of Rickett Benckiser
- Sales Functioning Of Reckitt Benckiser
(2) From Distributors
- HLL Distributors
- Reckitt Benckiser Distributor
(3) From Retailers

6. Data Analysis
7. Conclusions
8. Recommendations
9. Annexures
- Sample Questionnaires
- Distribution Network
- Sales Network
- Retailers

10. List of Territory Sales Incharge
11. List of Distributors
12. List of Retailers
13. The Evolution of HLL’s Distribution Network
14. Bibliography

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