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OUR COUNTRY

WE PROUD TO BE AN INDIAN


Aim To Goal • To develop the understanding of various components of the integrated supply chain from the perspective of distribution management • In the emerging globalised and technology-oriented business environment, it is essential to learn and optimise the total distribution system by integration of distribution channel management and logistics mgmt.


Why is marketing planning necessary? • Systematic futuristic thinking by management • better co-ordination of company efforts • development of better performance standards for control • sharpening of objectives and policies • better prepare for sudden new developments • managers have a vivid sense of participation


The contents and structure of the marketing plan • • • • • • • •

The executive summary table of contents situational analysis and target market marketing objectives marketing strategies marketing tactics schedules and budgets financial data and control


Standard Planning • • • • •

Analysis - where are we now? Objectives - where do we want to be? Strategies - which way is best? Tactics - how do we ensure arrival? Control - are we on the right track?


Merchandise mix Location

logistics

operations

Pricing Strategy Finance

Quality purchasing

Market research

Communication mix

Technology

Service mix


Marketing Strategy Techniques •

Social Marketing – Public campaign for prohibition of smoking.

Augmented Marketing – Additional customer service and benefits

Direct Marketing – Catalogue selling, Telecomputing, TV shopping

Relationship Marketing – Maintaining strong value laden relationship with customers.

Service Marketing – Banking, Retailing, Educational, Utilities etc.

Person Marketing – Politicians, Film stars, Sports Persons etc.

Organization Marketing – Change of peoples attitude towards organizations.

Place Marketing – Business sites marketing, Tourism marketing etc.

Enlightened Marketing – Customer oriented, innovative, value, sense of mission, and societal marketing.

Differential Marketing - Target several market segment with different offer.

Synchro Marketing – Ideal/Over capacity due to irregular demand

Concentrate Marketing – Approach one market segment for large share

Demarketing – Strategy to reduce demand temporarily. Buses crowded in morning / evening


BUSINESS HEAD

SALES TEAM

Sales Rep - 1

SALES OFFICER

SALES OFFICER

ZONE 1

ZONE 2

Sales Rep - 2

Sales Rep - 7

Sales Rep - 3

SALES OFFICER

ZONE 3

Sales Rep - 4

Sales Rep - 8

Sales Rep - 5

Sales Rep - 6

Sales Rep - 9


Tamil Nadu Districts Ariyalur

Chennai

Coimbatore

Cuddalore

Dharmapuri

Dindigul

Erode

Kancheepuram

Kanyakumari

Karur

Krishnagiri

Madurai

Nagapattinam

Namakkal

Perambalur

Pudukottai

Ramanathapuram

Salem

Sivaganga

Thanjavur

The Nilgiris

Theni

Thiruvallur

Thiruvannamalai

Thiruvarur

Thirunelveli

Tiruppur

Trichirappalli

Tuticorin

Vellore

Villupuram

Virudhunagar

Chennai Zone Chennai

K ancheepur a Chengalpattu Madur antak a m m Thiruvallur Tiruttani


T N North Zone The Nilgiris Pollachi Coimbatore Tiruppur Erode Salem Rasipuram Namakkal Dharmapuri Hosur Vellore

Coonoor Valparai Mettupalayam Palladam Bhavani Attur Thiruchengodu Moganur Harur Krishnagiri Arcot

Cuddalore Chidambaram Villupuram Tindivanam Pondicherry Thiruvannamalai Arani

Gudalur

Udhagamandalam

Dharapuram Gobichettipalayam Mettur Sankagiri p-velur Uthagarai Rayakotai Ambur/Vaniyambad i Panrutti Kallakurichi

Udumalaipettai Sathyamangalam Omalur Kumarapalayam

Vandavasi

Palacode Gudiyattam

Thirupattur

Vriddhachalam Chinnasalem

Nellikuppam


T N South Zone Tiruchirappalli

Manaparai

Thuraiyur

Madurai

Avaniyapuram

Thirupparankundram

Tirunelveli

Ambasamudram Tenkasi

Tuticorin

Kayalpattinam

Kovilpatti

Perambalur

Ariyalur

Jayankondam

Pudukkottai

Aranthangi

Sivaganga

Devakottai

Karur

Kulithalai

Thanjavur

Kumbakonam

Pattukkottai

Thiruvarur

Mannargudi

Thiruthuraipoondi

Nagappattinam

Mayiladurai

Sirkazhi

Vedaranyam

Dindigul

Kodaikanal

Oddanchatram

Palani

Ramanathapuram

Kilakarai

Paramakudi

Rameswaram

Theni

Bodi

Kambam

Periyakulam

Virudhunagar

Rajapalayam

Sivakasi

Sattur

Kanyakumari

Kolachal

Kuzhithurai

Nagercoil

Tirumangalam

Usilampatti

Sengottai

Sankarankoil

Karaikkudi

Srivilliputhur


SALES OFFICER – Targets to be fixed to them based on Main Dealers only All Sales Executives will mainly cover “Corporations” which is highlighted in “Yellow” Need to Plan Rs.1 Lakh per District per Month only with Distributors. Needs to be appointed exclusively for Hotels & Canteens. Target Table needs to be Fixed as Follows: Group wise Target for each District per month are as follows: District Target Chennai

Rs.

Lakhs

Other Districts

Rs.

Lakhs

Total Target (Additional) Existing Business Total Target

Rs.

Lakhs

SPEDC CONSULTANCY  

THIS PRESENTATION IS MAINLY USED FOR SALES & MARKETING