Coca Cola Beverages Pakistan Multan LTD

Sales and Marketing Department

Mohammad Ali Sheikh
BBA-IT 7th semester
BT-06-05 Fourth Week Report

Sales coordination
The department which is working as the back bone of the Sales Department.

Activities:

 Coordination among distributors and company departments (Sales and Marketing,

Shipping, Production, Finance, and HR).
 Load management activities (Cash / Empty / load dispatch approvals for
distributors and routes).
 Distributor’s communication / correspondence regarding their A/R Ledger, empty
ledger and promotional schemes.
 Preparation of targets and commission for distributors and staff.
 Collection of daily sales forecast from field sales staff (Sales Composite Method).
 Supply Chain KPIs reporting (Key Performance Indicators).
  Distributors / staff claims processing.
 Distributors development plan monitoring.
 A/R and empty / shell recovery.
 Supporting direct route operations.
 Collection of activities / feed back from sales staff.
 ISCIMS now ISIS coordination.
 Monitoring of zero sales coolers.
 Monitoring of stock at distributors warehouse.

Coordination office:

This office deals with the whole procedures out loading and in loading of the
vehicles of distributors and MDOs.

Reports generated by the Sale Coordination Management

Documentations for the uploading and unloading.

 Demand load form

 Vehicle load dispatch
 Invoices
• Sales invoice (for Duty Paid products)
• Cash invoice (for Can, Pulpy, Kinley)
 Consignment given
 Empty deposit slips
 Route header form
 Cash slips
• A/R Ledgers (Advance Paid Amount Remaining Cash)
• Cash ledgers (for Hand to Hand)

Other Reports:

 Price list
 Commission and incentive list
 Sales forecast report
 Proposal for HTH discount, advance discount, periodic discount and
equipment injection.
 Last month visits summary report (planned field days, actual field days)
  Market visit report for (MDOs)

 Distributor sales forecasting and monitoring report

 Medical expense claim report
 Weekly Stock position in plant
 Leave application form
 Market activity report of the month (PCI/KO conversion KO cooler injection)
 Vehicle movement form
 Travel request form
 Expense reimbursement form
 Expense statement of the month

The procedure for un loading:

I. Distributor’s vehicle at plant for unloading

II. Distributors empty slips
III. Intimation at plant gate
IV. Empty and full in record at gate office
V. Shipping for unloading
VI. Empty deposit slip
VII. Empty settlement in accounts
VIII. Consignment return and route header
IX. Out from plant after security check.

The procedure for out loading:

I. Distributor’s vehicle at Sale Center for loading and intimation at gate

II. Sales coordinator office (Load demand form
III. Shipping Dept for loading (out load form)
IV. Sales coordinator office (Sale Invoice, Empty deposit slip, route header
form)
V. Cash office (cash slip, A/R Ledger)
VI. Sales coordinator office for arrangement
VII. RSA for settlement
VIII. Shipping Dept (Excise document TP3)
IX. Out from sale center after security check
 Personal performance:

I have performed all the activities which must be done by the sales
coordination management. Like:

 I personally developed the documents for the uploading and unloading of

the distributor’s vehicles.

 I went with SMO (Sale Merchandise Officer) to the market on truck and
distribute the orders and take over the empty available on the outlets. The
SMO has three main documents without he will not be able to visit the
market.

o Shop code list (Addresses)

o Discount list (Different for different shop keepers)
o Sales invoice (order filling forms)
o Coverage report (Daily visit Plan Report)

I have observed that how the SMO talk to the shop keeper and what tactics
he uses while speaking.

 I have visited the market with MDO (Syed Mohsin Raza). He has three
Territories:

o Shah Rukne Alam Colony

o Bodhla town
o Bosan road with University

But I have visited only two because of less time and more work. We went
to different shop keepers for the product orders and to make good
communication with the shop keeper so that he could realize that he is a
part of Coke.

 We have created a Coke point (Multan Public School) which was

previously a Pepsi point
but we easily tackled the administrator with our discounts and samplings
and chillers.
 We have also visited two or three shops from where we have to remove
the chillers. The shop keepers were having the chillers in their houses and
were not selling Coke products. We founded this problem by The annual
cooler verifications. We went to the outlet and talked to the shop keeper.
He was having the issue of the remaining discount which Coke has not
given to that shop keeper that’s why he was not willing to hand over the
chiller. We talked to the Sale mgr and the discount is given to shop keeper
and now the chiller is hand over to the Coke.

This is all about this week which is my second favorite week in the
market. I have leant a lot from market and The Coca Cola Staff.

Thanks for your cooperation