Sales Management: LiftActiv Anti-Wrinkle and Firming Cream
Sales Management Assignment 3
Product VICHY Laboratories- LiftActiv Anti-wrinkle and firming cream
Submitted to: Prof. Parag Shah.
By Dhiraj Katara FSB 1 – 61412 Date-5th May, 2011.
1
Executive Summary
There has been a considerable increase in the sales of medicated cosmetic in India. Vichy is a very prominent brand which manufactures high quality cosmetics and other toiletries. The following report is based on LifeActiv which is VICHY Laboratories anti aging cream The main focus of the report is to gain a better understanding on the different aspects to be taken into consideration in the process of Marketing and selling of a product in an assigned territory. The chosen territory is the city of Mumbai. The product is targeted at women within the age group 30-60 in the middle or high income level. The marketing strategy adopted is mainly to develop a strong chain of chemists and dermatologists to market and sell Vichy products. A sales force of 5 representatives is proposed to undertake selling and promotional activities. A detailed training and development schedule is discussed for the salespersons clearly defining their roles and territories. The benefit statements of the customer are prepared under different response modes to help us understand the value that the product can offer to its end user. Preparation of the project time line is done evaluating the time which will be taken by the territory manager at each and every step of the process. To evaluate the performance of each sales person a Monthly Information report is prepared. The closing materials give the information about the terms and conditions of the purchase order; it provides us with the proforma invoice and regulations followed by the organization.
2
Table of Contents.
Sr. No. 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21
Topic Introduction Industry Analysis Company overview Product Description Product Segmentation Customer profile Product Sales Channels
Product VICHY Laboratories- LiftActiv Anti-wrinkle and firming cream
Submitted to: Prof. Parag Shah.
By Dhiraj Katara FSB 1 – 61412 Date-5th May, 2011.
1
Executive Summary
There has been a considerable increase in the sales of medicated cosmetic in India. Vichy is a very prominent brand which manufactures high quality cosmetics and other toiletries. The following report is based on LifeActiv which is VICHY Laboratories anti aging cream The main focus of the report is to gain a better understanding on the different aspects to be taken into consideration in the process of Marketing and selling of a product in an assigned territory. The chosen territory is the city of Mumbai. The product is targeted at women within the age group 30-60 in the middle or high income level. The marketing strategy adopted is mainly to develop a strong chain of chemists and dermatologists to market and sell Vichy products. A sales force of 5 representatives is proposed to undertake selling and promotional activities. A detailed training and development schedule is discussed for the salespersons clearly defining their roles and territories. The benefit statements of the customer are prepared under different response modes to help us understand the value that the product can offer to its end user. Preparation of the project time line is done evaluating the time which will be taken by the territory manager at each and every step of the process. To evaluate the performance of each sales person a Monthly Information report is prepared. The closing materials give the information about the terms and conditions of the purchase order; it provides us with the proforma invoice and regulations followed by the organization.
2
Table of Contents.
Sr. No. 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21
Topic Introduction Industry Analysis Company overview Product Description Product Segmentation Customer profile Product Sales Channels