Sales Management (Nestle)

8/10/2019 Sales Management (Nestle)

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Sales ManagementNESTLE


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Group Members

M.Arslan Jan BBA-02103 143


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INTRODUCTION OF NESTLE

In the 1860s Henri Nestl, a pharmacist, developed a food for infants.

In early 1900s, the company was operating factories in the United StatBritain, Germany and Spain.

In 1905 Nestl merged with the Anglo-Swiss Condensed Milk Company.

Six worldwide corporate brands, Nestl,Nescafe, Nestea, Maggi, Buitand Friskies


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INTRODUCTION OF NESTLE PAKISTAN

In 1981 nestle opened his first production unit of UHT in sheikhupura.

1988, it had expanded its operation and was also producing butter, cream, desall under the brand name of MILKPAK and juice drinks under the brand name F

Now nestle is running successfully in Pakistan and giving the job opportunitiesthan any multinational organization.


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Selection of products

We have selected two major products among the diverse product line onestle.

Nestle pure life (mineral water)

Milk Pack

In Lahore, Nestle Pure Life has 69% shares, Aquafinahas 13%and Coowater have 11%and remaining 7% are kept by other companies.55%

of Nestle Milk Pack in LHR total market As in Milk industry Haleebgo20%,olpers 20%and 5% others.


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Yearly Base Sales Strategies

Organization Structure

Recruitment

Training and motivation

Compensation


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Organizational Structure


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Recruitment

Competencies are check while hiring applicants.

Job specifications are mentioned to the applicants, applicants are selected on of their job skills.

Nestle uses the medium of temp recruiting agencies on the contract bases.

At the time of interview the panel is set by the HR department of nestle winterviews of the short listed applicants.


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Training Literacy training-to upgrades essential literacy skills, especially for work

who operate new equipment

Nestle apprenticeship programs are also provided to employeesenhance their working skills.

Training Programs-on issues ranging from technical, leadership, communication and business economics.


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Motivational Techniques

The Company operates a recognized provident fund for all its regular eexcluding expatriates.

Nestle implement the SH&E (Safety Health and Environment Policy) MaSystem at all workplaces and incorporate all applicable SH&E Standards.


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Higher salary Job Security

Gratuity

Bonuses

Old age benefits

Residence facilities

Transportation

Health and safety

A list of other benefits working as motivation fact

among the employees of Nestle Pakistan:


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Benefits at Nestle

Leave-Personal & Medical (fixed no. per year)-

Children Education Assistance Scheme-

Provident fund-

Retirement Gratuity Scheme.

Group Insurance & Accidental Insurance Scheme.

Conveyance Reimbursement Scheme.

Group Insurance & Accidental Insurance Scheme.

Conveyance Reimbursement Scheme.


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Long Run Strategies

Logistics:

Distribution Network

Sales Forecasting


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Distribution Network

Vertical Distribution Channel (Pull Strategy):


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Sale Forecasting

Nestle prefer the quantitative technique as well as the qualitative techniqueconditions (newly launched products for qualitative and existing proquantitative techniques) for the sales forecasting because it is dependenhistorical data of sales.


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Personal selling

A direct Vendor Selling Activity was coordinated and carried out during themonths of June, July, and August 1999 in Lahore. A team of vendors, clad in bshirts, caps and jackets, sold chilled 0.5 liter bottles to traveling customers onintersections. The brand got great mileage out of this innovative idea of persoin terms of brand awareness, paid trial, image as well as real sales.


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Sales Promotion

Trade Promotion:

They achieve widespread distribution of new brand.

Nestle display the excess stocks on retailersshelves.

Nestle achieve required display levels of product.

They encourage greater overall stockholding of a product.

Nestle also encourage support for overall promotional strategy.


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Personal Promotion

Personal Promotion:

Extension in new product line.

Encourage the retained customers to buy the slow selling products.

Nestle develop the new options for sales people and KAM customers.

Develop new sales skills to the sales persons by giving them up to date trainin

giving them compensations


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Key Account Management

Key account management is an approach to build sustainable businessfirst looking from the lens of the customer.

Following are the nestle KAM status holders:

HYPERSTAR

MAKRO

METRO

Pot Puri

Alfateh

HKB

Victoria


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Influence of IT in Nestle

Now a daysIT is very beneficial for the success of business in modern era. Nestle us

following areas:

KAMis listed by software

Inventory system

All the salesman are inter connected to the main server (they are centralized).

Nestle also use IT in sales forecasting

It also uses IT in recruiting process

Nestle also uses IT in Office work (all the employee daily task is uploaded in mquarter server from any region.


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Exhibition

Nestle Business expos:

Various stalls for new product are exhibited at

Pearl Continental (Lahore)

Marriot (Islamabad, Karachi )

Royal Palm (Lahore)

According to the segments which nestle have divided. Nestle aware customer about the social responsibility, and

environmental responsibility. Nestle pursue the existing customers to ha status of KAM customers. Acquire new customers .


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Conclusion

Problems according to the group analysis

The company should make huge expenses on advertisement in rural arof Pakistan to create awareness in the mind of local area's people. Tcompany should held seminars and meeting for the promotion of NePure Life.


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Strategies Recommended ForRectifying Problems

They should increase their product quality as now a day they are facinproblem of impurity of their products.

they have to do more, making their strong position in market becauwhen you lose your image in customers eye then it is difficult to rene

their image.


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Questions / AnswersAny Questions ?

Thank you !

Documents

Sales Management (Nestle)