HISTORY OF ORGANISATION Balaji as got a very interesting story of its journey from its birth to hitherto.The promoter of the Balaji was from a small village of Jamnagar district known as ‘Dhundhoraji’. The promoters of the company were Mr Mahkhaji Bhai, Mr Bhikhu Bhai, Mr Chandu Bhai, and Mr Kanu Bhai. In 1982, they started their sole proprietary business in Astron Cinema in a from canteen. At that time the Astron cinema was famous cinema of Rajkot. The canteen name ‘Balaji” become its kind of first canteen in Rajkot to provide snacks especially made from the potato chips. The canteen was known for its good quality and taste. Due to some reason the astron cinema was closed and canteen also has to be closed. As the Virani family’s livelihood was based on this canteen so they decided to prepare potato chips and packed in the plastic bags and start selling of it. It was the first time in Gujrat where potato chips were available in the plastic bags. The Virani parivar as taken these risks and they got a success in it. The ‘Balaji’ real birth took place in that way. Then after the family increased the production capacity and they started to make wafers in ‘Desi-Tawda’ which was less oily and health conscious. After getting little success company build its production plan, which was, build on International standard in food Industry. After that Balaji as never seen behind and gone achieving their goal one-by-one. At present Balaji is a market leader in snack industry as Gujarat could compete the Balaji. They have won the trust of customer. They are considering King in the taste and their product are based on value for money concept. An Organizational Structure of Firm Meaning:An Organization is a stable, formal and social structure that takes resources from the environment and processes them to produce outputs. This technical definition focuses on three element of The organization transforms there organization. Capital and labors are primary factors of production provided by environment. imports into product and services in a production function. The product and service are consumed by environment in return for supply inputs. An organization is more stable than an informal group in terms of longevity and routines. Organization is also social structure because they are a collection of social elements, much as a machine has a structure -a particular arrangement of value cams, snacks and other parts. A more realistic behavioral definition of an organization is that it is a collection of rights privileges, obligation and responsibilities that are delicately balanced over a period time through conflict and conflict resolution. An organization is also consider as a skeleton of the company, which as got vein of blood, through which the authority and responsibility is been transfer. An organization also describes the various levels of the management its each part of the body. An organization is of three types; line organization, line and staff organization and functional organization. As per Balaji wafers Pvt. Ltd. Is consent it is wing Line and staff organization. Balaji wafers Pvt., Ltd is based Hindus Undivided Family concept but than also professionalism is been seen more its organization. No bias is been seen and positing in the organization is given as per the qualification and requirement of the firm. Balaji has always kept flexibility in its organization and has changed time by time as per requirement and situation has demanded. In Balaji wafers Pvt. Ltd., we can clearly see no sign of unstable and unfruitful organization instead it as got all the qualities which we have discuss above which any idol firm should possess. Now, let us see organization structure of the firm. Vice chairman ↓ Managing Director ↓ General Manager It is also a sales department which as a direct contact with its customers. which help the company to reach its policies to the customers. cadre and status as other department in organization are getting sales is a blood for any organization and sales department works as a veint transfer these blood to final customer for survival of the company. In short. Sales department only generates revenue for the company and the sales department is only department in organization which as a direct contact with its customer.↓ ↓ ↓ Production R&D & Technical Director Marketing & Sales Department Personal Management Finance Manager ↓ ↓ ↓ An Organization Department of Sales Organization: Sales department is community same respect. It is also sales departments. no organization or company can be said a complete organization until its sales organization is . Balaji as got a strong sale organization and a great cooperative culture and environment inside the sales organization. Sales Organization ↓ Chairman ↓ . which brings prosperity to the company and also to its final customers.strong enough to face the market. by getting them product whenever they need. Managing Director ↓ General Manager ↓ Marketing Manger ↓ Sales Manager ↓ Assistant Sales Manager ↓ Territory Sales In charger ↓ Sales force Responsibility Functions of the Individual . 4 Sales force:Sales forces are directly working under the territory sales in charge and their work is to bring orders and achieve a individual forgotten policies of the sales in consent with the top management. selecting and motivation of their sales force. The main work of the territory sales In charge is to attain the goal or target which is been assigned to their respective territory. It has a role of doing sales forecasting for the company. The . 3 Territory Sales In charge:Territory Sales In charge are been assigned with respective territories of the company’s market. which is been set by the sales manager for respective year. It works directly under the guidance of the marketing It decides manager. It is the work of sales manage to convert the sales target in to a achievable task by preparing an appropriate sales plan assistant sales manager also do other foot the like recruiting.constituting the sales department 1 Sales Manager:There is one sales manager in sales organization structure of the Balaji. 2 Assistant Sales Manager:Assistant sales manager assist the function of the sales manager and develops the action plans for the goals. sales manager also prepares a budget for respect you. It decided the total sales demand of the company. Policies on the width of a product line e classified as either shortly lien or full line. They also as to communicate company policies to the channel members and also as to see that policy or working in a manner. width and breath are smaller that’s mean the company is offering a limited products and covering limited segment of that sector of giving industry. If the product line. The company following a short line policy handles only part of a line. Ltd. products which company is giving to them consumers in various width and length. If the product line is big and strong than it will not leave any gap for the competitor to cover that segment of the customers. Product line plays various crucial roles in the success of the company. Therefore that company will able to stratify all needs of its customer and all the segment of tits respective market. As per snack Industries . Product line also plays very crucial role in building marketing strategies.in their respective field. product lien can’t be Sid a full product and same way it is not a short product line. while the company with full line policy handles all or most of the items making up a line. Balaji wafers pvt. Product Related Policies Product line of the firm Product line of the firm means company. If we see company’s product Line Company in potato wafers segment is offering two types of product. In future company is thinking of offering so items in their product line. Many companies do no handle pricing well. The sale executive role in formulating pricing policies is advisory but all sales executives are responsible for implementing pricing policies. Pricing Policies:Pricing policies play a great role for making the future and building firms growth. price still remain one of the most important elements determining market share and profitability. masala wafers and nonmasala. It will take a time but the goal is not far for the company said as per the company recourses. As wider is the product line the more risk is spread. Vatana etc. which is made out of potato. This is still the case in poorer nation. All though nonprice factor have become more important in recent decades. They make this . among poorer groups and with the commodity type products.present product market analysis is consent the company’s product line is sufficient and covering the need all segment of its customers. Traditionally. price has operated as the major determinant of buyer choice. Such line Chana-Dal. They are also offering solid snack items in their product line also. Same in chip segment they are offering banana chips and various variants of ‘chavana’. They also concerned about the child’s growth. 1 2 Weight (gms.25 5. distribution channels and purchase occasions. Balaji wafers as never though exploiting customer and always as charged legitimate price from their customer. that only we will develop and therefore it is our rights to help the nation in its growth to appreciate and growth. No.) Wafer 35 40 Potato Premium Pouch of simple & Carton Carton 48 36 204 198 4. 5 for their snack food. Balaji’s pricing policy can be seen its vision itself._ . They believe that if nation will developed. 5. price is not revised often enough to capitalize and market changes. As company’s vision is shown that company want their customer to get a quantitative and qualitative food or company’s product in the very less price of Rs.common mistake.00 7. price is set independent of the rest of the marketer mix rather then as an entrancing element of market positioning strategy and prices not varied enough for different product items.00 Items Quantity Packing Unit Price Packing Unit MRP (Rs. as India is lacking in nutritional food for lower level of society and so company is helping the nation by providing them a nutritional food in just Rs. pricing is too cost oriented. 5.50 5. Sr. Company’s main objective of its pricing policy is also to serve the children of the nation that is lower level segment’s children who cannot spend more than Rs. market segment. Ratlami sev Chana Vatana Mag dal Chana Vatana Mag dal Sing Simple Masala Simple 17 18 19 20 21 22 23 200 200 1000 1000 40 40 100 dal.20 12. Mag dal Chana Vatana Mag dal Chana dal.00 14.00 160. Vatana.00 1.00 dal.00 20.00 6.00 7.20 3.50 10.00 5.50 17 4.00 15.00 10.00 5.60 6.00 60.00 4. Bunch Bunch Packet Packet Bunch Bunch Bunch 5 5 1 1 20 20 10 50 60 45 57 52 52 52 10 12 45 57 3.00 dal.00 8.3 4 5 6 75 200 40 80 masala Potato simple & masala Potato simple & masala Banana Banana & masala Chevdo Carton Carton Bunch Bunch 20 8 20 10 170 136 85 85 8. Shing Bhujia.00 3.25 8.20 5. Vatana mix Mag dal.40 3.00 4.70 5. . Bunch Bunch Bunch Packet Packet Bunch Bunch Bunch Bunch Bunch 20 20 10 1 1 30 20 20 10 10 80 140 120 60 150 25 48 66 56 67 4 7 12 60 150 2.30 5.00 8.00 simple 7 8 9 10 11 12 13 14 15 16 40 90 200 1000 2500 Pouch 40 40 100 100 Farali Farali Farali Farali Farali Namkeen Chana.00 70.00 50. IF competition is price based. Every company has a policy regarding the level in which its product is priced relative to the competitions. willing price under the competitions. Let us see what Balaji wafers as policy regarding their price of products. at least those with sales forces.80 7.24 100 Masala Bunch 10 58 5.00 Policy on pricing relative Competition. Pricing Under the Competition Not many manufacturers. As snack industry in India is consent is growing at 22% per annum and competition is increasing day by . a company sells product at the same price as its competitors. Long run sales revenues must cover all long-run costs. 1) Full cost pricing Under full-cost pricing. but short-run sales revenues don’t have to cover short run costs. they also cover long-run cost. no sale is made at a trice lower than that covering total costs.day by present of MNC’s and also entrance of new company’s with new key success factors. price is lowest available price in snack food industries in their respective products. including variable cost and allocated fixed costs. Balaji as never worried before and also they are optimistic about future regarding their market competition from goals. Let us see which types of cost company is including. Balaji company is covering two types of cost and also doesn’t in the mind the penetration price policy. . The reasoning is that if short run sales revenues cover short-run costs. Policy on Pricing Relative to costs Every Company has a policy regarding the relationship between its product’s price and the underlying costs. fixed & variable as in this production process. Company has to predetermine its pricing policy regarding Covering of the cost and profit. at fewer prices. Company’s pricing policy is also including the total cost. Balaji as always charged a minimum and their price is based on more value Balaji. Promotion Policy Promotion cost includes all the cost which company include in selling its good through promotional tools i. As Balaji has got a great brand loyalty of customers as per Gujarat is concerned. Balaji’s market share is vast and they also got a objective of uniform price policy in the market. The answer to this question is important to the sales executives. 5. because it affects price quotations to buyers in different geographical areas. they have newer invested money behind the television advertisment. So the company has to adopt uniform transportation another policy. Maharastra they will launch their product in Rajasthan in near future. Advertising. The further away the customer is from the factory. freight differentials are reflected one way or another in price quotation. No.e. After Gujarat they have covered Maharashtra market. So. personal selling etc. Their also the product is getting at Rs. At present Balaji is covering only two market or only west zone in which Gujarat market. 3) Geographical Pricing Policies: One pricing policy of particular interest is that of who should pay the freight for delivering the product to buyers. matter what policy the company adopts. the greater are the freight charges for a given size order. So the company delivers the pricing policy at present. . Balaji company is investing less money on the advertising through media and they do a little investment is banner and sponsorship adds to help the retailers in their selling process. If different methods produce roughly the same sales forecast. Some methods are unsophisticated such as the jury of execution opinion or the poll of sales force opinion. But if different methods produce greatly different sales forecast then the sales situation merits further. then more confidence is placed in the result.Sales Forecasting Techniques: A sale forecasting method is a procedure for estimating how much of a given product can be sold if a given marketing program is implemented. No sales forecasting method is fool proof each is subject to some error. . Well-managed companies do no rely upon a single sales forecasting method but use several. Even after adopting highly automatic plant and producing 13000 kg of potato products a day they are not able to fulfill the total demand of their respective market. 2) Projection of Past Sales:The projection of past sales method of sales forecasting takes a variety of forms. So the company is past year sales figure to ascertain current year sales.Balaji is facing a situation in which they are always remaining behind than their market demand. or to moving average of the sales figures for several past years. In that particularly October is the highest sales month. So the Balaji as never needed to do their sales forecasting that doesn’t mean company is not doing sales forecasting. . Their sales are high in the months of July to December. 1) Jury of Executive Opinion There are two steps in this method (1) High running executives estimate probable sales and (2) an average estimate is calculated. Balaji is also using projection of past sales method to ascertain the current year sales. In Balaji top level management and sales manager study the market condition and factor which could affects their sales and after that comes to a particular sales figure conclusion. The simplest is to set the sales forecast for the coming year at the same figure as the current years actual sales or the forecast may be made by adding a set to last years sales. The company using following for the sales forecasting. sales volume and return on investment. Task are performed by a sales manager both within the organization and outsides the organization. . planning and implementing the sales efforts so as to achieve corporate goals related to market share.Choice of Basic selling Style:The function of sales management includes the task of organizing. of sales force size:Management makes its second key decision personnel selling strategy when it decides the size of the sales force. Their work is to get order from retailer and to provide the goods as per the order.All over the Gujarat the 13 dealers are present of Balaji wafer. Balaji salesman doesn’t do any developmental or missionary selling. Their work is routine. The basic selling style of Balaji wafer is of trade selling. They have to see the quarries and the problems of the customers. Determination. Having determined the kind . In which they use to take order from their customer and in exchange to provide goods as per the order. They have to work with the respective dealers in their field. Balaji also decides the total work load of the company and divides it’s adequately among its sales force.of sales person that best fits the company’s need. So the company uses a work load method to determine the size of the sales force. In deciding the work load company considers the demand of the product in its various part of market and balance sales force as per market demand is assigned in different zones and work is also divided as by respective zonal demand. . Work load method In the work load method the basic assumption is that all sales personnel should solder equal workload. management now determines how many are required to meet the sales volume and profit objectives. and if it has too many excessive expenditures for personal selling reduce net profit. Balaji wafers is believing to handle a very less number of sales force but whatever number of sales force they are handling they most be enough capable of achieving company’s target. If the company has too few salesperson opportunities for sales and profit go unexploited. The decision on the number of outlets each distribution level affects the size and nature of the sales organization and the scope of its activities. use two or more.Distribution policy:Distribution policies are important determinants of the functions of the sales department. Distribution Channel of Balaji Company is a four level distribution channel and company is using vertical channel of distribution. The obvious occasion is those following the initial organization of the enterprise and when making addition to product line. The choice of a particular marketing channel or channels sets the pattern for sales force operations. At this time the desirability and appropriateness of different channels option are evaluated. Channel strategy is also needed to decrease the cost of and increase the availability of product in huge quantity . Policies on Marketing channel:One of the most basic of all marketing decision is that on marketing channels. Decision on channel is crucial as it decide depend on channel size of passing product from various level and finally getting to custom. Few manufactures use only one marketing channel most. distribution . both geotropically and as to the customers from whom sales personnel solicit orders. Balaji is doing business in the consumer non-durable products and their product is of impulse FMCG type. Decision on marketing channels is required more often than is commonly suppose. So distribution most is strut for such type of company. Let us see the channel of the Balaji Company. Manufacture ↓ C & F agent ↓ Stockiest / wholesaler ↓ Dealers ↓ Retailers ↓ Customers Channel Member:- . They buy the product from manufacturer in huge quantity and supply the product to further channel as per the need. They get 2% commission in return for their service. Balaji wafer Pvt. North & Central) Maharastra . The company have four distributors is the Gujarat State and one distributor for Maharastra.Clearing and Forwarding Agent: Clearing and Forwarding Agent is the person in the channel who does all the paper work and forwarding the goods to the further channel member is stockiest. Whole seller /Stockiest:Whole seller or stockiest are the person who stocked the product in huge quantity. Name/Company Katariya Enterprise Katariya Enterprise Sawmi Lilasa Enterprise Katariya Enterprise Katariya Enterprise Zone Saurastra Zone (Rajkot) Saurastra Zone (Other than Rajkot) Kutch-Bhuj Gujarat (South. Ltd has got their clearing and forwarding agent as “Katariya Enterprise”. They take a commission on their work of clearing and forwarding the goods. Let us see the four distributor of the Company. The Katariya is only C & F agent in Balaji Company for doing clearing and forwarding work. Dealers Vimal Agency Akash Agency Ramji Sales Agency Jemini Enterprise Atmiya Sales Agency Ashwiny Agency Nathaji Agency D. they have got highest retailer in the Gujarat in the snack food Industry. The company as get 10 dealers all over the Gujarat sates which are covering almost every retailer in the market. Let us see the various dealer of the company. Balaji product can be found any were in the super store to small ‘Chali Wala’ in the city. Territory Junagadh Porbander Surendranagar Ahmedabad Rajkot Amreli Rajkot Rajkot Ahmedabad Policies on distribution Intensity . As per Balaji is consent.Sales Agency Prathill Sales Agency Balaji Sales Agency Retailers:Retailers are the person who buys the goods from the dealers as per their sales and demand and sell the product to the final customer in exchange they get a return in the form of commission. They sales their good to the retailer and store the goods as per their demand and capacity.K.Dealers:Dealers are the person who have predefines assigned territories and as to sales that territory only. The product availability should not form away from the customer reach anytime when they need product. The sales executives his or her subordinates and often even the field sales personnel most decide to use or not to use particular distribution outlet. Once the policy on distribution intensity is the sales executive’s responsibility is to interpret and implement. Balaji marketing and Sales department vision is to make available its product to customer whenever they need. Mass Distribution:The company following a policy of mass distribution aims for maximum sales exposure by securing distribution through all those outlets from which final buyer might expect to purchase the product. decisions are made on the desired number of outlets. At present also they are no testing ideal and think of increase their distribution of the product even in vegetable markets and store. .Choice of marketing channels is interviewed with policy on distribution. Therefore the company as not only distributed its product in food stores but also Balaji product can also be found out in medical store to fulfill the hungry of patients. From we could easily analysis that how the company have done mass distribution of its product. Marketing function. All They use up scarce resources. Channel members of Balaji is also helps the company to complete various functions which are important for the company for decision making are handle by channel member. This helps the company to complete these functions more effectively & efficiently rather than working in isolation. place and possession gaps that separate goods and service from those who need or want them. channels have three things in common. Changes in channel institution largely reflect the discovery of more efficient way to combine or separate the economic function that provide assortment of goods to target customers.Channel Function and Flow:A marketing channel performs the work of moving goods from producer to consumer. they can often be performed better through specialization and they can be shifted among channel member. then are more basic than the institutions that perform them at any given time. The question is not whether various channel function need to be performed they must be but rather. who is to perform them. . Some function constitute a forward flow of activity from the company to the customer’s other function constitute backward flow customers to the company still other occur in both direction. It overcomes the time. Now let us see various functions. competitors. Marketing Research is a process of gathering information from the market and to further scrutinize. which are performed by the channel member. disseminate and analyze this information to take various decision. Balaji Channel Members helps the company to carry on the research and also provide valuable information. They also help the company for implementation of various scheme and promotion which company undertakes to takeover the competition. Communication and Contact As Channel Members are directly connected with the final customers. and other forces in the market environment. so they can help in communicating company policies to the final customers. . Marketing Research. Channel Members helps to gather information about potential and current customer. which can be helpful for research and making decision. They reach agreements on price and other terms so they transfer of ownership or procession can be effected. All the storage is been done by the Kataria Transport Corp. bill boards for the product. Customizing Channel Member also do the function customization and keeps customers happy on behalf of the company. Negotiation Company like Balaji always fill shortage in production in compared to their Market demand. Physical Distribution and Storage Channel members help the company to cut their cost of logistic and transfer the logistic cost to channel of distribution. In Balaji the produce goods are not kept more than 5 hours in their compound. . Kataria have build a huge warehouse opposite stock to the company’s production unit.Balaji channel member helps the Company to do advertise through the banners. They customize the deal as per the customer needs. At that time channel member do a negotiation with the manufacture to get or assigned more stock in their respective territory. They build huge warehouse which even the company doesn’t possess and help the company to cut down the storage cost. They are handling all the logistic system of the company. They prepare & help the company to implements certain schemes in the market. To know how it’s acquired and exercised we need to learn organizational behavior. Balaji’s stockiest are also providing money of goods in advance before the actual delivery of the product and due to these the company is able to block less money in working capital. In Balaji. Although we have heard the phrase that “power corrupts. Types of Power in Channel Relationship Power has been described as the last dirty word. People who have deny it. absolute power corrupts absolutely”. They also serve the customer to get solve their problems from the company. It is easier for most of us to talk about money than it is to talk about power. power is not always bad. They help the company to keep less working capital and by that less blocking of money in the working capital. the dealer also takes back which have got default in their packing or due to any other reasonable reason. A power is a natural process in any group or organization. Service Company also builds service policy to serve their customer problems and acquire them with solutions. people who want it try not to appear to be seeking and those who are good at getting it are secretive about how they get it.Financing and Risk Taking Channel Members acquire the funds to finance inventories at different level in the marketing channel. As one another has noted most medicines can kill if taken in the wrong amount . The same applies to power. authority is assigned at each level to complete the given responsibility. Power refers to a capacity that A has to influence the behavior of B. In Balaji two types of power are been used by the company which an a under . so that B acts in accordance with A’s wish. Balaji is also assigning full authority to their sales organization to carry on their works. Rather. But as per our observation. Instead of that they are using their power for the growth their channel members which directly becomes a part of company’s growth. by learning how power works in organizations. you will be better able to use your knowledge to help you be a more effective manager. we consider danger incentives to get training and information that will helps us to use there forces productively. Sales department is also assigned with the target and equal authority to achieve these targets in form of their responsibility. but are don’t abandoned chemicals or cars because of the dangers associated with them.and thousands. Therefore. Any dilution in the work by one level from standard can create chaos to achievement of goal. It’s reality of organization’s life and is not going to go away. On the back of sales department the growth of the organization and company is depend so they have got huge responsibility to be part in the firm’s growth. Moreover. die each year in automobile accident. As we organization divides the work among the various levels and directs them in one direction to complete the goal. Balaji’s sales organization is not misusing their power on their channel member. Expert Power:Expert power is influence wilded as result of expertise. So the company shows this information win their channel member to guide then properly. So the company as also information on the consumer behavior and other related to final consumer through constant research in the market. special skill or knowledge expertise has become one of the most powerful sources of influence as the world has become more technologically oriental Balaji is giving their exertive to the channel member to how to do their daily work properly. COORDINATION OF POERSONLAL SELLING WITH OTHER MARKETING ACTIVITIES In today’s competitive organization as become a human body and each level in the organization are becomes its different functions. Sales organization of Balaji has constant touch with the changes company laws and food adulteration act practice. No . There are converting their channel member into a professional unit which helps the company to achieve their goal. Information Power: Information power comes from access to and control over information. People in an organization who have data or knowledge that other need can take those other dependent on them. so that adequate stocks of raw material. today most production is in of future sales. Let us see how Balaji sale organization and other department work in coordination. where as at one time producer was started only after orders were on hard. Sales and Production Coordination of sales and production actual is essential.one department can work is with the other department and the dependency as created n the organization for work synergically. Balaji as got same need for the product and R & D makes the product according to specific instruction working cultures. fabricating parts and other items can be processed in advance to run production smoothly. . Sales and Purchasing Purchasing is a crucial task for the Balaji as some of the raw-material of Balaji is seasonal product and its purchasing in bulk is only suitable option and profitable dealing for the company. Sales and Research and development as become a strategic department for the firm to complete in the market and to overcome its roads. Sale department products a exact information of customer by the sales organization. The sales and purchasing department cooperates as sales departments provides figure regarding sales forecasting . Balaji is also helping the whole economy & industry to solve the industrial problem collaboratively & collectively. whether ultimate consumers or industrial users. Balaji also takes part in group advertisement. Balaji see that its customer doesn’t face with situation of the unsatisfaction with the product tastes and its availability in the market. are the most important public that any marketer strives to please.Sales Department’s External Relation Philip kotler with his traditional 4ps has added additional 2ps known as public relation and political relation to survive in this high competitive market the firm has to establish a relation with the external bodies. The competitive free enterprise system is based on the promise that customer wants must be satisfied. . individual customer prosper when their products contribute to end. two are of special interest to sales & executives (1) to interpret the industry and its problems to outside publics and (2) to encourage companies to act in the public interest. Let us see a Balaji is maintaining external relationship with its environmental bodies. and also company has authorized its name in industrial group. 1) Final Buyer Relations Final Buyers. They are also a first company to be a member of USA Snack Food Industry. 2) Industry Relations Although trade associations have different objectives. Company also assisting many schools for their day-to-day transaction to get education in the society. Balaji also keeps a good govt. relations by implementing the laws of food act as per govt. news services. Schools serve as training ground for future dealers. norms in time keeping ethical base in the mind.Government Relations Government lays down the rules and regulations under which business operate. in the snack food industry. Balaji keeps very. guidelines they also pay taxes as per govt. or personnel image not only damage a company’s They are giving nitrogen-packaged food to customer considering health standard . Rules and regulations affecting the sales dept. On favorable media comments about a company. Educational Relations The Sales department has a sizable stake in educational relations. and sales executive. close relations with the educational institutions. build by the govt. trade journals. magazines. sales personnel. distributors. Balaji is also going with the rules of packaging. products. They give a cordial & warmth welcome to their organizations to get training in various departments. radio and television stations and other media. are continuously modified with shifts in judicial and administrative interpretations. which are implemented by the govt. Press Relations The press public consists of writers and editors of newspapers. its policies. publicity makes it possible to obtain sales at less expense. adopted mass distribution. can purchase the product. competition is stuff in the snack food industry and these for the Distribution intensity makes product available to the final customer at its convenience and need. At each level of distribution. Balaji is doing business law involvements well. Sandesh. Also. Divya Bhashkar etc. Mass Distribution The company following a policy of mass distribution aims for maximum sales exposure by secondary distribution through all those outlets from which final buyers might expect to purchase the product. Choice of marketing channels is intertwined with policy on distribution intensity. which wants to feed its hunger. Balaji . Good Policies on Distribution intensity. Balaji also good press relations with local newspaper like Gujarat Samachar. Bad publicity makes its difficult to make sales and increase the cost of retaining customer. The Balaji customer is also any age group person. Distribution intensity a major roles in the success companies sales growth. Jansata.reputation but impede its selling efforts. decision is made on the desired number of outlets. Sales force Management Sales force management is a specialized type of personal management. production. Balaji is been successful in doing mass distribution. but each problem varies in nature and importance. They also able satisfy their sales force with the company policies. in such case the Mass Distribution is only available tool to get succeed in the market. Balaji is also efficiently using their sales force and increase their sales force so much powerful that it can work in bad to worst situation. so sales personnel offer references to as “account administrators or territory manager”. So. The salesperson’s job provides limited opportunity for face to face contact and supervision. or office workers. Most sales personnel visit the home office only infrequently and centralized direction of their activities making by phone and mail.product non-availability at time of its need could lose the customer for the company. Sales Job Analysis . they are relied upon as individual to plan and control their own activities. were its customer can ask for the products. Sales personnel of necessity are given fever rank than production or office worker to a considerable degree. the company is able to distribute the product anywhere. whether personnel management focuses upon sales. the same set of problem needs considering. And as per company resource. (2) The job objectives (3) Duties and responsibilities and (4) Job Performance. elects details on specific duties & responsibilities. In Balaji sales job description is made after a detail study of the requirement of the job. Job specification Preparing a complete and accurate sales job description is simple compared to preparing a complete and accurate sales job specification the “duties and responsibilities” problem of the job description is focused upon to determine the qualification that an individual need to perform the job satisfactively. question as to whom does this person report? Who report to this person? What products there person sales? What information should this person gather? Sales job analysis in additions. such as that of territorial sales person. As sales job description is an organized factual statement conveying the report relationship of a person’s job to other jobs.Sales Job Analysis is the critical first step in modern sales force management. It involves determining the job’s objections and what the It answers such person holding the job should do to recall them. In Balaji personnel department is done the job analysis after a thorough discussion with the sales dept. and the others. relations with customers. This set of qualification is called job . Sales Job description (1) The key output of sales job analysis is the job description. relations with other sales department and company personal. Sales job requires systematic collections and study of information on particular sales jobs. In Balaji. recruitment is done by Newspaper. Recruitment and Selection In simple terms recruitment is understood as the process of searching for and obtaining application for jobs from whom the right people can be selected. Most customer say they want representation to be representative to be honest. At the heart of a successful sales force is the selection of effective representatives. The process begins when new recruits are sought and ends when these applications are submitted. a salesman must be graduate. applicant bank. colleges etc. Selection Selection is the process of picking individual with required qualifications and competence to fill job in the organization. Selecting Sales representative is simple of one knew what traits to look for. knowledgeable and helpful selection in Balaji wafers is done as per standard rules and steps adopted by the industry. In Balaji. Recruitment “It is the process of finding and attracting capable for employment. and should be able to communicate in local language. One good starting point is to study their customer and to see that what traits will be needed in sales man to handle them as per company’s business nature.specification. . The result is a pool of applicants from when new employee are selected. reliable. The company can reduce a distribution cost . Even though in launching of new product company’s basic ingredient taste and quality is prime factor. On the base of study and feasibility following suggestion are given to the company. Balaji is launching its new product on the base of the consumer enduring and base of the consumer and growing need for snake food.Conclusion Balaji is turned into the needs of the comman man. giving him value for money product based on taste and quality for hungry and immediate food available at given time. GUIDELINE As after studying the sales and distribution system it is hard to final a place where the company need a change in their work. * Company can use a supply-chain management system to develop both backward and forward value chain to develop its firm for 21st century. In the past the company sales & distribution well end suite with the goal and need of the final consumer receptively. Eventhogh the company can makes its present sales and distribution more and hitech by using information system. Company’s sales and distribution is been seen same as system of MNCs company like HLL and P&G. Company’s sales distribution which stored unsystematically has converted and developed itself in a systematical and technical system which as help the company’s loyal customer they need anytime any where in Gujarat. which could easily cover the entire outlet where company can sell its product with less distribution cost. which they can help to achieve by becoming equal participant in growth process. so that it should think to develop market in other states. * Company should either develop a new distribution system or horizontally develop its present sales and distribution and to cover large super and hypermarket. now become a reality rather dream. which are. .by using supply chain management and can be competent. * Company should develop a micro level or route plan. * Company should bring a proper training programme for its sales force and channel member to properly understand company’s vision. * Company is growing very good in gujarat.
Report "sales and distribution channel of Balaji wafers "