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A

SYNOPSIS
ON

“TO STUDY SELLING AND DISTRIBUTION ANALYSIS IN


MANKIND PHARMACEUTICAL PV.T LTD. ”

A Report Submitted To Rashtrasant Tukdoji Maharaj Nagpur University, In Partial


Fulfillment Of The Award Of The Degree Of Bachelor of Business Administration,

Specialization in Marketing Management

Submitted By

AKSHAY CHAVHAN

Under The Guidance Of

PROF. MANKAR MADAM

K.R. PANDAV MAHAVIDYALAYA, NAGPUR.

2017 – 18
INDEX

PAGE
SR. NO. PARTICULARS
NO.

1 INTRODUCTION 1

2 COMPANY PROFILE 2

3 RATIONALE BEHIND THE STUDY 3

4 IMPORTANCE OF PROPOSED TOPIC 4

5 RESEARCH METHODOLOGY 5

6 DATA ANALYSIS & INTERPRETATION 6

7 CONCLUSIONS 7

8 SUGGESTION/RECOMMENDATIONS 8

9 REFERENCE 9

10 PLAN OF WORK 10

11 CHAPTERISATION SCHEME 11
CHAPTER – 1

INTRODUCTION TO TOPIC

Selling is thought of as a part of marketing, however, the two disciplines are


completely different. Sales often form a separate grouping in a corporate structure, employing
separate specialist operatives known as salespeople (singular: salesperson). Selling is
considered by many to be a sort of persuading "art". Contrary to popular belief, the
methodological approach of selling refers to a systematic process of repetitive and
measurable milestones, by which a salesperson relates his or her offering of a product or
service in return enabling the buyer to achieve their goal in an economic way
Selling is the profession-wide term, much like marketing defines a profession.
Recently, attempts have been made to clearly understand who is in the sales profession, and
who is not. There are many articles looking at marketing, advertising, promotions, and even
public relations as ways to create a unique transaction
Many believe that the focus of selling is on the human agents involved in the
exchange between buyer and seller. Effective selling also requires a systems approach, at
minimum involving roles that sell, enable selling, and develop sales capabilities. Selling also
involves salespeople who possess specific set of sales skills and knowledge are required to
facilitate the exchange of value between buyers and sellers that is unique from marketing,
advertising, etc

Distribution decisions focus on establishing a system that, at its basic level, allows
customers to gain access and purchase a marketer’s product. However, marketers may find
that getting to the point at which a customer can acquire a product is complicated, time
consuming, and expensive.

Distribution decisions are relevant for nearly all types of products. While it is easy to
see how distribution decisions impact physical goods, such as laundry detergent or truck
parts, distribution is equally important for digital goods. While the Internet is playing a major
role in changing product distribution and is perceived to offer more opportunities for reaching
customers, online marketers still face the same distribution issues and obstacles as those
faced by offline marketers.
CHAPTER – 2
COMPANY PROFILE

Mankind Pharma, came into existence in 1986. In 1991, the company was formed
into a legal corporation. However, it actively started working as a fully integrated
pharmaceutical company in 1995. Today, we have more than 14,000 employees and are
heading towards a turnover of INR 50000 million.
Our vast network includes 50 C&F agents and 10000+ stockists. We provide a wide
range of products – Antibiotic, Antifungal, NSAIDs, Gastrointestinal, Anthelmintic,
Cardiovascular, Dermal, Erectile Dysfunction, and several other categories – across the
nation.
We take great pride in the success of our products ranging from Pharma, OTC and
FMCG brands like Manforce Condoms, Manforce Tablets, Manforce Staylong Gel,
Unwanted 72, PregaNews, Adiction, Gas-O-Fast, Kaloree 1, and our latest launch, Heal-O-
Kind.
In 2007, Mankind acquired Magnet Labs Pvt Ltd, establishing a marketing presence
in the antipsychotic segment. Later in January 2010, the company acquired the former brand
of UCB Belgium, Longifene.
Today, Mankind operates in 22 overseas destinations across Asia, Africa, South-East
Asia and Gulf countries. The company has begun operations in the markets of
Commonwealth Independent States, Uzbekistan and Tajikistan. Since its inception Mankind
aspires to be customer-centric and a leader in the Indian markets. Committed towards a
healthier and happier world, we strive to provide accessible and affordable healthcare.
Our Total Quality Management system adheres to cGMP regulation and we
endeavour to achieve and present the best quality standards in the industry. Our unique assets
and skills are always oriented towards developing novel and differentiating scientific
solutions through innovative products designed to improve the quality of life.
Mankind aspires to aid the community in leading a healthy life through two parallel
objectives: formulating, developing and commercializing medicines, and delivering
affordable and accessible medication that satisfies urgent medical needs.
CHAPTER – 3

RATIONAL BEHIND THE STUDY

The main purpose of this project is to study the “TO STUDY SELLING
AND DISTRIBUTION ANALYSIS IN MANKIND PHARMACEUTICAL PV.T LTD. ”

Company currently may not focus on all the selling strategies & may not cover all the
geographical areas of Nagpur city. Proper selling strategies are most important in order to
achieve best result. Marketing strategies implemented by the company may not be
satisfactory. The study will explore the factors responsible for consumer satisfaction.
CHAPTER – 4

IMPORTANCE OF THE PROPOSAL TOPIC

Sales management includes more than tracking the business you book and providing
support for your sales team. It starts with helping develop the right products, setting the right
prices and distributing in the right places, and continues with marketing messaging, customer
service and other selling efforts. All of these efforts must be coordinated so one doesn’t
interfere any of the others. Setting plans, monitoring them and tracking results lets you
continue to adapt, eliminate weaknesses and take advantage of opportunities.

A sales management program includes having your sales staff keep in close touch
with customers and watching the competition to determine if your product line is as relevant
as it can be. Adding a new product to your line, changing or eliminating features or dropping
items from your product mix can all help you maximize your sales and profits. Conduct
regular reviews of what you sell to make sure you offer the optimal product or service to
generate high sales volumes and profit margins.

Some of your best-selling products, in terms of volume, might provide your lowest
profit margins, causing a burden on your production and administration departments.
Detailed sales reports provide you with information on your overhead and production costs,
cost-of-sales expenses and profit margins. A low-margin item with high sales volumes might
provide a nice profit margin, making it a no-brainer item to keep in your line. If you can
eliminate this item, causing a corresponding increase in higher-margin item sales, you might
want to discontinue selling it. Sales management looks at the profit contribution, opportunity
cost and impact of carrying each product on your operations.

A sales plan is only as good as the people who use it, and a key part of any sales
management program is recruiting, training and managing sales staff. This includes
developing their product knowledge, coaching them on calls, improving writing and
presentation skills and helping them work their territories effectively.
CHAPTER – 5

RESEARCH METHODOLOGY

Research in common parlance refers to the search for knowledge. It can be also
defined as a scientific and systematic search for pertinent information on specific topic.
Infact, search is an art of scientific investigation. In simple terms, research means, ‘a careful
investigation or enquiry especially through search for new facts in any branch of knowledge.’

MEANING :-

“The procedures by which researcher goes about their work of describing, explaining and
predicting phenomenon are called methodology. Methods comprise the procedures used for
generating, collecting and evaluating data. All this means that it is necessary for the
researcher to design his methodology for his problem as the same may differ from problem to
problem”.

5.1 OBJECTIVES OF THE RESEARCH

 To know the selling & distribution strategy adapted by the organization.


 To know the response of the dealer regarding the products of Mankind Pharma.
 To find out the factors that influences the consumer’s preference of a particular
flavor of Mankind Pharma.

 To know the market share of Other Product with respect to Mankind Pharma in
terms of warm stock, chilled stock and empty stock.

 To analyze the problems of retailers and customers.

 How many outlets are there which are covered with glow sign board, hanger and
flexi board.
DATA COLLECTION

The task of data collection begins after the research problem has been defined and
research design chalked out. While deciding the method of data collection to be used for the
study, the researcher should keep in mind two types of data viz. Primary and Secondary data.

1) PRIMARY DATA

Primary data consisted of original information gathered for the specific purpose. Data
was collected from the primary sources i.e. questionnaire was developed with the help of
which personal interview were carried out. Also along with this I earned out personal
interviews with direct users like contractor and domestic users.

 Personal Visits
 Through Questionnaire
 Interview
 Drafting

2) SECONDARY DATA

The secondary data are those, which have already been collected by someone else and
passed through statistical process. The secondary required of the research was collected
through various newspaper and Internet etc.

SAMPLE AREA :-

The sampling area was Nagpur district.

SAMPLE SIZE :-

The Sample Size chosen for this study is 50 Respondent.


5.2 LIMITATIONS OF STUDY

 The study is limited to 3 outlet of Mankind Pharma in Nagpur.


 This study will be conducted within a time span of 2 months.
 The period selected for the study is year 2016 – 17.
 The Sample Size 50 Respondents
 To collect the data from particular shop was quite difficult due to non co-operation of
some shops. This proved to be major limitation of the study. There was limitation of
time to conduct such a big survey in limited available home.
 The sample size taken is very small as compared to the populations size using the
product.
CHAPTER – 6

DATA ANALYSIS & INTERPRETATION

 The Data Interpretation can be done after analysed.

CHAPTER – 7

CONCLUSION

 Based on the Interpretation

CHAPTER – 6

SUGGESTION/RECOMMENDATIONS

 Based on Results Obtained.


REFERENCES

BOOKS :

 Research Methodology : Suja Nair


 Marketing Management : Philip kotler
 Research Methodology : CR. Kothari
 Marketing Management : Bilab S. Bose
 Marketing Management : (6th Edition) Kotler

MAGAZINES, JOURNALS & NEWS PAPERS

 Business world.
 Economics Times

Websites:

 www.mankindpharma.com
 www.wikipedia.com,
 www.google.co.in,
 www.scribd.com
PLAN OF WORK
Year :- 2017 – 18

Duration :- 4 Months

Months Works

 To choose the Specialisation subject & topic for


project report of the companies for the research on
October
the project report.
 Collecting the information about the project.
 To meet the head of the company & take the
permission to meet their employees personally for
the information of the company.
November  Collecting the primary data of a organization through
interviews, their opinions.
 To fill the questionnaire forms from the employees
of the company.
 To collect all the information and arrange in a
December systematic matter.
 To create a project report
 To finalized the project from the HOD’s.
January  Printing & Binding work & submission as on date.
CHAPTERISATION SCHEME

(FORMAT OF PROJECT REPORT)

 CERTIFICATE
 DECLARATION
 ACKNOLWEDGEMENT
 CONTENTS

1) INTRODUCTION

2) COMPANY PROFILE

3) RESEARCH METHODOLOGY

A) OBJECTIVE OF THE RESEARCH

B) HYPOTHESIS

C) SAMPLING PLAN

D) TOOLS FOR DATA COLLECTION AND ANALYSIS

E) LIMITATIONS OF THE STUDY

4) DATA ANALYSIS AND INTERPRETATION

5) CONCLUSIONS OF THE RESEARCH

6) SUGGESTIONS

ANNEXURE

 BIBLIOGRAPHY
 QUESTIONNAIRES

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