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SALES FORCE MANAGEMENT

Prepared by

P.G.P. Chandra Kumara

Reg. No. 0000016822

Managing Sales & Distribution (MGL202)

Dee!ber 20"# E$a!ination

Di%lo!a in Mareting

SR' LANA 'NST'TTE OF MARET'NG

Assignment Maring !"heme

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Table o* Content

Ano+le,g!ent

#ords are indeed inade$uate to "on%ey my deep sense o& gratitude to a'' those (ho ha%ehe'ped me in "omp'eting this assignment to the best o& my abi'ity.

) am rea''y than&u' to a'' the 'e"turers o& !*)M &or maing a'' ind o& arrangement to

"omp'ete this assignment su""ess&u''y and guiding and he'ping me to so'%e a'' inds o&

$uarries regarding the assignment. +eep sense o& gratitude goes to them &or their

"ommitment and dedi"ation.

As a student o& PG+ip 'e%e' 2, ) (as ab'e to get more no('edge and e-perien"e

throughout the study. hans to my "o''eagues (ho e-"hange their e-perien"e and %ie(s to

de%e'op my assignment.

*ast but not 'east ) (ou'd 'ie to than a'' the emp'oyees o& !*)M Matara /ran"h (ho

ha%e dire"t'y and indire"t'y he'ped me (ith their mora' support &or the "omp'etion o& my

proe"t. ) (ou'd 'ie to than to my &ami'y members &or gi%ing me &ree time &or my &urther

edu"ation.

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E$euti-e Su!!ar.

Apo''o yre Manu&a"turing Company P%t 'imited has been in yre Manu&a"turing and

+istribution business &or o%er 20 years. he "ompany has positi%e brand image but the

maret share is 'ess than 134 due to hea%y "ompetition.

Present /oard o& +ire"tors ha%e de"ided to e-pand maret share by 134 to 234 by

de%e'oping spe"ia'i5ed !a'es or"e.

As the ne('y re"ruited Nationa' !a'es Manager o& the "ompany has de%e'op !pe"ia'i5ed

!a'es or"e and propose !a'es and +istribution p'an.

!pe"ia'i5ed !a'es or"e "onsisting o& 7 Assistant !a'es Managers to "o%er entire )s'and.

hey are responsib'e &or Retai' trading, Corporate business and Go%ernment /usiness. 71

!a'es -e"uti%es are re"ruited to "o%er &ie'd 'e%e' operation under to super%ision o& A!Ms.

Attra"ti%e remuneration (i'' based on ea"h !a'es Persona' and )n"enti%es, /onuses,

Re(ard !ystems, Compensation (i'' pay to eep up their moti%ationa' 'e%e'.

Report &urther dis"ussed &i%e persona' se''ing strategies and se'e"t prob'em so'%ing pro"ess

to the sa'es de%e'opment. Annua' !a'es arget has been de%e'oped and !a'es in"ome and

e-penses a'so dis"ussed.

Company (i'' be ab'e to a"hie%e high pro&it margin &orm the operation and to a"hie%e 234

maret share as proposed (ithin t(o years o& operation.

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To 9 he /oard o& +ire"tors : Apo''o yre Manu&a"turing Company P%t *td.

Fro! 9 Nationa' !a'es Manager

Sub/et 9 !a'es or"e Management

Date 9 28th;"tober, 201

msd - 2013 dec finall pradeep

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