final project

SALES AND DISTRIBUTION MANAGEMENT

VISIT TO RETAIL STORES

Submitted by:-

Kamaldeep Kaur

Nupur Saxena

Rajkumar Bhushan

Submitted To:-

Prof. Shailendra Dasari

INTRODUCTION

This project is meant for, the operational procedure at the Retail shop. The topic was selected,

“Three different Retail shops, where the mode of working process was recorded, while

talking with the responsible sales person/concerned staff “.

The store selected are- Peter England, Star Bazaar, and Univercell at Gopalan Arcade,

Bangalore. The following discussion and Interview was conducted to understand the

procedure of operation, and the considered practical approaches, taken by them.

PETER ENGLAND – Begining of good things

Peter England is a division of Aditya Birla Nuvo Ltd. It is one of India’s fastest growing

branded apparel companies and a premium lifestyle player in the retail sector. The company’s

brand portfolio includes product lines that range from affordable and mass-market to

luxurious, high-end style and cater to every age group, from children and youth to men and

women.

Concerned Sales Person - Mr. Sudarshan, Manager of the store

Contact Number – 0802860740

STAR BAZAAR – Helping you spend less

STAR Bazaar, A Tata enterprise, is a multi-format hypermarket chain present in Mumbai,

Bengaluru, Pune, Ahmedabad, Surat, Chennai, Kolhapur and Aurangabad.

Each of 15 stores are spread over a large area (40000 – 80000 sq. ft.) and offer the entire

spectrum of product categories, ranging from fresh food, grocery, apparel, general

merchandise and consumer durables. They provide a range of more than 30,000 items at great

prices, showcased in a modern shopping environment and backed by the strong values of the

Tata Group. They also offer a wide range of services and facilities to customers such as

express counters, free wheat grinding, live bakery, free home delivery within a specified

radius and for a minimum value, modern shopping environment, serviced by friendly staff

and shopper friendly return policies, trial rooms and alteration facilities.

Concerned Sales Person - Mr. Ravindra Rai, sales manager


UNIVERCELL – The Mobile Expert

Mr. D. Sathish Babu founded UniverCell in November, 1997 as Chennai's first large-format

mobile retail store in an upscale location in Chennai, India. Since then, Sathish and

UniverCell have been cresting the wave of the Indian mobile revolution from the retailing

front, growing and evolving to become India's largest mobile retailer and one of India's best

known brands.

Concerned Sales Person - Mr. Ravi Kumar, salesperson.


Typical Day at store –

S.NO. Basis Peter England Star Bazaar UniverCell

1 Working

Hour

10:00 A.M. to 9:30

P.M.

9:00 A.M. to 9:30

P.M.

9:30 A.M. to 10:30

P.M.

2 Report

Preparation

Previous day report is

prepared and sends it

to the head office.

Previous day report is

prepared and sends it

to the head office.

Previous day

accounts are checked

by the concerned

person. They send

monthly report

regarding sales at

head office.

3 Strategy After every 2 or 3

months selling

strategy is revised.

The new strategy is

discussed if the

instruction is given

from the head office.

Informing about the

new mobile models

to the sales persons

by the manager.

4 Stock Stock check Stock check Stock Check

Advantages and disadvantages of indoor selling –

Advantages –

1. Varieties of products can be shown to the customer as all are available at one place.

2. Customer’s conflict can be handle easily in comparison to field selling.

3. Managers are always present with salesman to help and guide them unlike in field

selling.

4. They don’t have to travel from place to place as in case of field selling.

Disadvantages –

1. The CTC is not commissioned base. They get usually fix salary along with festive

bonuses and certain percentage of sell on an annual basis to all the sales people.

Whereas Field salesperson get fix along with commission (Depending on the number

of sale done by him).

2. Indoor sales people are paid less in comparison to field sales people.

To what extent they are empowered to pass on discounts/special terms to

customers for closing the sale –

S.NO. Peter England Star Bazaar UniverCell

1 Discount is instructed from the

head office.

Discount is instructed


Discount is instructed


2 They are empowered to give

discount to a certain extent for

the purchase above 5000.

Minimum discount 10%.

They are not

empowered to give

discounts.

They are empowered

to give discount to a

certain extent.

Customer Relationship Management (CRM) System –


1 Reward strategy like

tangibles rewards and

discount offers.

Reward strategies and

Feedback form.

Payback strategy,

After sales service and

Inform customers

about the new arrival.

2 Customers can register

for rewards by

mentioning their mobile

number at the cash desk

at the time of purchase

and start earning points

on the go with every

purchase. This program

does not require carrying

a physical card to avail

benefits.

Customers are given

physical “Club Card”

when they register as

there member. This

program allows

customers to earn

points on every

purchase and can

redeem them when

they want.

Customers can get

free UNIVERCELL

PAYBACK card on a

minimum purchase of

Rs.6000.

3 Inform customers about

new offers and events

through sending SMS on

their registered mobile

numbers

Return and exchange

policy if product is not

satisfactory within a

given time period.

Inform customers

about new offers and

events through

sending SMS on their

registered mobile

numbers

Do they wait for customers to visit the show room or they take other pro

active steps for attracting customers –


1. Hoardings and posters Hoarding and posters Hoardings and

posters

2. They are not much involved

in the promotional activities

for this particular store .

Events on festival like

stage programs.

Giving

advertisements in

both local and

national channels on

television

3. Distributing pamphlets to

the visitors in the

Gopalan Mall regarding

the offers and products

Distributing

pamphlets to the

visitors in the

Gopalan Mall

regarding the offers

and products and also

through newspapers.

How are targets sets?


1 Based on previous sales.

They revise their targets

after every two years and

sometimes in one year

depending on the market

condition.

Based on previous

year sales and increase

or decrease according

to season or occasion

like new year, any

festival, etc.

Based on previous year

sales.

Any incentive schemes offered by their employers –


1. 1-5% of sales are given

to each sales person at

the end of year.

They are not given sales

percentage.

Some percentage of sale

is given to the sales

people after every 6

months

2 Bonus are given Festival bonus and

High sales bonus are

given.

Bonus is on festivals.

final project

Documents