This document summarizes a sales and distribution management presentation submitted by three students. It discusses using FAB analysis to analyze the features, advantages, and benefits of a dining table product. It also includes two case studies, one analyzing the performance of different sales representatives and suggesting ways for an underperforming rep to improve. The other case analyzes performance ratios for different salespeople at a restaurant appliance company. Finally, it discusses three factors to consider when selecting sales territories for pharmaceutical companies Lupin, Glenmark and Pfizer.

1. Sales & Distribution
Management
Presentation
Submitted by-
ASHISH GUPTA 121723604004
ASHOK YADAV 121723604005
NAVEEN KUMAR 121723604044

2. Dining Table

3. Selling theory Used:-
FAB Analysis- Dining Table
Features:-
 Reflecting designs that are Classic and
Contemporary
 comfort and promised quality.
Advantage:-
 Carpenter Assembly
 Sheesham Wood
 Water protected
 6-Seater
Benefits:-
 Best Quality of wood used
 Even Support
 Durability assured
 Nearly effortless to maintain

4. Case 1

5. A B C D
SALES TO
QUOTA
97.19% 101.93% 105.60% 93.52%
SALES TO
LAST YEAR
11.69% 17.1% 23.3% 12%
SALES TO
INDUSTRY
SALES
31.91% 29.9% 35.23% 28.39%
RANK 3 2 1 4
INTERPRETATION: DATA CALCULATION
SALES / QUOTAS
SALES OF THIS YEAR/ SALES OF LAST YEAR
SALES / TOTAL INDUSTRY SALES
IT CAN BE SEEN THAT PERFORMANCE OF C IS BETTER THAN OTHERS IN EVERY PARAMETER.

6. Case 2

7. ALOK SURESH ASHOK PRADEEP
PRODUCT A 105% 102.5% 79% 97.5%
PRODUCT B 106% 100.3% 92.6% 103.3%
TOTAL 106% 101.2% 87.2% 101%
COST PER
CALL
31.17 34 38.4 33.79
 It can be seen that ashok performance is low if we consider all the parameter of
evaluation.
 Suggestion: it is suggested that ashok should be given an opportunity to improve
his performance as hiring new sales person will cost high as he will be trained.

8.  Loss can be traced in 3 different ways:-
1. By Reducing Cost(Unit) 2. By Reducing Commission Rate
3. By Reducing advertising cost
 Product A Cost(unit) should be reduced to 175$ from $180
 For Product B Cost(unit) should be reduced to 140$ from $150 For
Product C Cost(unit) should be reduced to 90$ from $100
 Commission Rate should be reduced to 0.75% from 1%
For Product A advertising cost should not be reduced as it not getting
sold in more numbers
For Product B Advertising cost can be reduced from $80,000 to $75,000
as it is being sold out in moderate rate in the market
For Product C as it is already doing well into market & customers are
well known about the product so it can reduced from $54,000 to $48,000
HURRICANE PERFORMANCE BICYCLE COMPANY CASE

9. Massachusetts Restaurant Appliances Mini Case

10. 0
1
2
3
4
5
6
7
8
Derek Francona Johnny Schilling Daphne Gellar Robert Smythe Jennifer
McCarver
Manuel Lopez Samantha Kerrey Erin McCloud
Performance ratios
Sales Expense Ratio Cost per call ratio Calls per account ratio Order per call ratio

12. Three industry sectors where there
has been a long lasting distribution
channel structure
Ashish 121723604004

16. Pick a product category, start from the retail outlet
from where you bought the product and work
back to trace the route through which the product
actually reached you
Ashok 121723604005

17. Product purchased
POPAT MIXTURE 250gm
MRP: ₹45
Manufactured by: GANPATI NAMKEEN
BHANDAR
Brand owned by: JALARAM
Name of retailer: Pankaj Dubey
Name of store: Pankaj store
Address : mahasamund, c.g

18. manufacturer
Name of owner:
jalaram
Registered: ganpati
namkeen bhandar
Transport: self and
outsourced
Wholeseller
Name: shayam
agarwal
Store name: shayam
trading co.
Transport: self
service by retailer
Retailer
Name: Pankaj
Dubey
Store name: pankaj
store

19. Naveen Kumar 121723604044

20. 1. Select a control unit for territorial
boundaries
2. Determine location and potential of
customers
3. Determine basic territories (Build up or
Break down)
4. Assign salespeople to territories
5. Set up territorial coverage plans for sales
force
6. Evaluate the effectiveness of the design on
a continuing basis
Selecting territories for Lupin ,Glenmark & Pfizer
• Buildup method – Combine small
geographical areas based on the
number of calls a salesperson is
expected to make – Suited for
manufacturers of consumer products
or companies that want intensive
distribution