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Pune Institute of Business Management


PGDM – Semester-II (Class of 2021)
Live Project in Sales and Distribution Management (Weightage – 20 Marks)

Roll Out date: - 27/02/2020 Review date March 2nd Week & April 1st Week Submission Date 20/04/2020

The students need to pursue the above Live Project with due rigor and dedication while studying Semester-II and is
expected to work from the day it is being rolled out. The description and the guidelines are given below: -

1. Each group of 5 students will be provided a Sector with examples of categories included in the sector.
2. The Group has to sit together and choose the product (implies both goods and services hereafter from the given
sector.
3. The group needs to design a robust distribution channel architecture for the given product.
4. Group needs to give a brand name of product assigned as well as logo with tagline.
5. The Distribution Architecture should include:
i. Introduction: Product type, user segment with the product and expectation of consumer from the
Point of Sale (POS)
ii. The outline of Distribution flow from Manufacturing and Production to Delivery including the entire
Supply Chain format indicating the Nodal elements (transit point) and inter-nodal pathway (.
iii. A complete description and elaboration of the nodal elements – A diagrammatic layout –
Infrastructure
iv. Complete description of the inter-nodal pathway – details of elements in the Supply Chain –
Infrastructure and Activity sets – Human Resources and their roles
v. Channel Flow Description:
A. Possession – Assumption of physical custody – How custody is transferred in the channel from 1
nodal point to the next? Specific considerations need to be taken into account – Relevant
documents for possession – reverse logistics for expired

B. Ownership – How ownership is transferred from one nodal point to another- transfer of
documents – Any precautionary measure applicable

C. Finance – Payment Systems – Credit Facility Factoring price adjustments - Prices applicable at
different nodal points – Discount allowed at each level – Freight Charges and their disbursal –
Price adjustments – refund systems
D. Information – Documents raised with forward or reverse movements – Feedback mechanism on
goods and services – List Price – Information on New Launches – Price Changes – Bonuses – Credit
and Debit Notes

6. The Distribution flow will be followed by a Standard Operative Procedure (SOP) which the Group has to develop
on the following
i. Channel Appointment – Process of scouting for potential channels, Developing Market Intelligence
Systems, Developing Evaluation mechanism of potential alternatives and comparison, Matrix for
measurement of points of evaluation, Roll out of Proposal, Documents submission
ii. Channel Deployment - Order scheduling, Order Routine specification, Payment cycle, Credit Facility,
Implication of late payment
iii. Channel service – Scope of Channel services - routinized services, special services during product launch
and other occasions – Training regime
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iv. Channel Performance Monitoring –Growth and sales contribution of different SKUs and extent of risk
portfolio.
v. Channel compensation and incentivization – Inclusions of Channel compensation – Routinized Margin –
Special Margins – Bonuses –Incentives and its disbursal – Annual/Quarterly/Monthly, Annual Awards

Guidelines for the Project:

1. The Project provides a unique opportunity to the student to create a Channel for a given product which will
allow him various channel options depending their accessibility to the target audience
2. The project demands a mix of desk research (secondary data) as well as Field research activity (Primary
Consumer and Channel Data)
3. The student has to design the channels w.r.t to Pune City and suburbs and hence needs to map the target
market within the ambit of the location; cultivate relevant data from appropriate sources and understand
potential
4. The students will have the scope of making necessary assumptions but need to justify the assumption on a
logical framework
5. In the above process the student has to do a vigorous market mapping exercise – make an assessment of
addressable market size – make plans to access the market – analyze consumer behavior for the product and
study purchasing receptivity towards different Points Of Sales (POS) – Justify the suggested channel alternatives
and justify compatibility of the consumers with the suggested channel
6. The students are encouraged to make the project comprehensive, creative and unique of its kind which reflects
diligence, originality, logical thinking and flavor of sheer talent.
7. The students are suggested to take appropriate guidelines from their mentor as and when they feel it is essential
8. The best of the executed projects is liable to grace the resume of the student and stands a high chance of getting
selected in high end roles especially for an opening in Sales and Distribution.

Project Submission

1. Presentation

The student has to present the project through a Power Point illustrating the Project Objective - Methodology -
Data Analysis – Discussion – Conclusion within a given time of 15 minutes

2. Hardcopy – Not more than 3000 words with APA Style Referencing and Spiral binded and Soft Copies of the
same to be uploaded in ERP as a provisional submission while hardcopy to be submitted during presentation.

3. The students are advised to abstain from plagiarism as the document is subjected to verification with Turnitin
software and plagiarism of any extent will result in cancellation of the submission while being awarded “0”
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Mini Project Matrix

Understandin Exception 81-100 % Correct identification of problem and able to map the gaps
g of the Target Advance 66- 80%  Correct identification of the problem but mapping gaps average
Market
qualitative Intermediate 51- 65%  Able to draw out the real problem in the case close to 80%
and Basic 26- 50%  Able to draw out the real problem in the case close to 50%
quantitative
Poor 0 to 25%  Did not attempt
Characteristics
Exception 81-100 %   Correct sector, company and product and services category mapped and explained
Analyzing
Consumer or Advance 66- 80%   Sector, company and product and services category mapped but not explained
Organizational Intermediate 51- 65%  Sector, company and product and services category mapped up to 70% correct
buying Basic 26- 50% Sector, company and product and services category mapped up to 70% correct
behavior
Poor 0 to 25% Sector, company and product and services category not mapped
Logical Exception 81-100 %   Out of the box, original ideas that have a strong application base
interpretation Advance 66- 80%  Out of the box, original ideas that have a moderate application base
on the basis of
Analyzing the Intermediate 51- 65%  Out of the box, original ideas that have a poor application base
data obtained Basic 26- 50%  Recreation of existing ideas in a novel manner
on the target
Poor 0 to 25%  Lacking originality
market
Creativity and Exception 81-100 %   Out of the box, original ideas that have a strong application base
clarity of Advance 66- 80%  Out of the box, original ideas that have a moderate application base
thought on
Channels Intermediate 51- 65%  Out of the box, original ideas that have a poor application base
appropriate Basic 26- 50%  Recreation of existing ideas in a novel manner
for the target
Poor 0 to 25%  Lacking originality
audience
Overall due Exception 81-100 %   Out of the box, original ideas that have a strong application base
diligence, Advance 66- 80%  Out of the box, original ideas that have a moderate application base
systematic
organization Intermediate 51- 65%  Out of the box, original ideas that have a poor application base
and Basic 26- 50%  Recreation of existing ideas in a novel manner
articulation of
Poor 0 to 25%  Lacking originality
the project

Pune Institute of Business Management


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Concurrent Evaluation for Sem.-II (Class of 19-21)


Assignment Title: Sales & Distribution Mini Project (Start Date- 27 th Feb.
to 20th Apr.20 Presentation date.24th Apr.20)
Percentage Weightage:
Program Objectives Assignment Relevance with PO Session Topic Outline
No. in CP
Domain Knowledge Upon completing the assignment, the 1 To study about the convincing
students will be able to business plan description to
Learn/apply/train and teach others the communicate value of the new
following: Developing a Business plan venture to customers,
investors and other
stakeholders.
Critical Thinking for The student will be able to understand 2 The students must critically
decision Making strategic decisions involved in analyze
establishing a startup
Communication Skills The student will be able to discuss how 3 Presentation skills
they have worked, planned for the
assignment,
Business tool 4 Excel, PowerPoint, Survey
Application

Project Description: Students to work in groups of 5 as assigned & required to do primary & secondary research
for the assigned product & service category.
1) A detailed report has to be submitted on the same on 20.Apr. 20.