Productivity Enhancement of Frontline Sales Force

Submitted By:Rajat kumar rai MBA-Sem:-III

Submitted to:Parle agro pvt Ltd.

Sources of the Data: The source of Data structures and information research problem can be classified as:-

1. Secondary Data 2.Primary Data

Secondary Data.
The information is obtained for parle agro pvt ltd Company and its competitors like Lays, Bingo and kurkure etc.This data provides following information:-

Parle Company and its products. Prle agro pvt ltd competitors.

Market share of the company product like frooti,Biscuits Confectionary.

Primary Data:
Primary data consist of information collected for the specific purpose at hand. While designing a plan for primary data collection calls for a number of decisions on Research Approaches, Contact Methods, SamplingPlan, and Research Instruments like :- DSR,Observationasheets.

Research Approaches: -

Observation
Surveys.

Data analysis&Interpretation
Q1:- WHICH OF THE FOLLOWING BRANDS MAXIMUM DO YOU KEEP IN YOUR STORE ? (1) HIPPO,LAYS,KURKURE (2) HIPPO,LAYS (3) HIPPO,KURKURE.

INTERPRETATION: According to my survey on 120 retailers people there are 76 retailer are keeping product both hippo,lays kurkure,37retailers are keeping products only hippo lays and only 7 retailer are keeping product hippo and kurkure. That means 63% are keeping product like H.L.K.,31% are keeping product like H.L. and only 6% retailer keeping product like H.K. Data represent on above diagram (pie chart).That means generally retailers keeping brand H.L.K.

Q (2) What size (in rs.) you prefer most in your shop (1) 5 (2) 10 (3) 20 . (4) Other.

INTERPRETATION: According to my survey on 120 retailers people there are 78 retailer only prefer size rs.20 and 42retailers are keeping products size rs 10. That is 65% are keeping product size rs.20 and 42% retailer are keeping product size rs.10.Data represent on above diagram (pie chart).That means ganearly retailers are like keeping products size Rs.20.

Q(3) Which of the following has the best Brand name ? (1) HIPPO (2) LAYS (3) KURKURE (4)OTHERS.
INTERPRETATION:According to my survey on 120 retailers there are 34 retailer were answered that Hippo has the best brand name ,76 retailers are answered no Lays has the best brand name and 10 retailers ans. That kurkure has the best brand name.That means the 28 % has the best brand name of the HIPPO,64% has the best brand name of the LAYS and 8% has the best brand name of the kurkure.Data represent on above diagram (pie chart).That means ganearly retailers known as Lays has the best brand name.

(4) Which of the following has the best margin ? (1) HIPPO (2) LAYS (3) KURKURE (4) OTHERS(Specify brand). INTERPRETATION: According to my survey on 120 retailers there are 38 retailer were satisfied the margin of hippo,60 retailers are satisfied the margin of Lays and 22 retailer are satisfied the margin of kurkure.That is the 32 % retailer are satisfied the margin of hippo,50% retailer were satisfied the margin of Lays and 18% retailer were satisfied the margin of kurkure.Data represent on above diagram (pie chart).That means ganearly retailers satisfied the margin of Lays.

 INTERPRETATION: According to my survey on 120 retailers there are 31 retailer were satisfied the sales of hippo,61 retailers are satisfied the sales of Lays and 28 retailer are satisfied the sales of kurkure.That means the 26 % retailer are satisfied the sales of hippo,51% retailer were satisfied the sales of Lays and 23% retailer were satisfied the sales of kurkure.Data represent on above diagram (pie chart).That means generally retailers satisfied or( most sells) the sells of Lays.

Q(5) Which of the following brands sells most in your shop ? (1) HIPPO (2) LAYS (3) KURKURE (4) OTHERS.

FINDING: The study shows that the Parle agro has excellent channel of Retailer and network in Gurgaov. The survey conducted showed the premium range of products of parle agro in DLF PH , SOUTH CITY , SEC-56 or etc. are reaching to the retailer at time with no delays. The study clearly shows that maximum retailer has some problem regarding the rates of the products of Parle agro ,therefore company must short out this problem.

CONT..
Teamwork should be assigned to employees, which will be helpfull in establishing leadership qualities and also becoming aware of others problems. (Employees should be given proper training and development programs to learn new concepts and technologies as to expand their capabilities, knowledge, skills etc.).

RECOMMENDATIONS: Parle agro must come up with more innovative features in their wholesale as well in retail with new products. The company must try to improve its scheme to attract more customers. It should make maximum efforts to promote its other brand, not only the frooti. More attention should be paid on advertisement through providing glow signs, dealer board and painting.