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History Of Sales Management Of Cadbury

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Table of Contents
Acknowledgement 2
About the Industry Personnel 3
Firm’s Organization structure 4
Role of different position holders in Sales Territory Manager Office (STMO) 5
How marketing and sales strategies are linked? 6
Annual Sales Planning Process at Mondelez 8
Sales Program: Implementation, Evaluation and Control 8
Sales documentation, automation and information management at Mondelez 10
Recommendations 10
References 11
Appendix 12

Acknowledgement
I would like to express my special thanks of gratitude to my professor Dr. S.R. Singhvi who gave me the opportunity to do this sales management project on the topic “Understanding the strategy and structure of Cadbury Sales Division linking with the role on First Level Field Sales …show more content…

Let’s have a look at how they are interrelated:
• Product – Different products follow different strategy at Mondelez. CDM is a very popular product and has a steady sales flow. Therefore it is marketed less in comparison to products which are lower in sales or are new in the product catalogue. Oreo advertisements can be seen more on television in comparison to CDM.
• Festivals – During festival time the sale of Cadbury Celebrations is all time high. Therefore the marketing focus also shifts to Cadbury Celebrations. There are more advertisements of Cadbury Celebrations and the banners and posters are also used to boost the sales. MDLZ also shifts the sales focus on Cadbury Celebrations during such times. There are more incentives and trade promotions for Cadbury Celebrations so that MDLZ can push Cadbury Celebrations for more sales.
• Summer season – Seasonal demand of few brands like Tang also follows a similar trend. The business for Tang is for just 4 months of summers i.e. April, May, June and July. During these months, MDLZ aggressively pushes for Tang and markets and sells with a focus on Tang. These 4 months churn out the entire profit for the year in Tang brand …show more content…

They sometimes also offer schemes like 10 choclairs free on a pack of 100 units. o Online games – MDLZ also offers online mini games contest were anyone can play games to create a high score and win a bumper prize.
To control and evaluate it MDLZ monitors DSRs and keep a track of billing invoice or scheme settlements to gauge the effectiveness of the schemes and withdraw such offers at appropriate time.
• Conclaves and Meetings – MDLZ regularly conducts promotion events for its distributors, super stockists and sub stockists. One such avenue is Milan program where everyone is invited and new products, schemes and promotions are announced followed by a dinner. These meetings help in creating good relations with distributors and stockists.
Sales documentation, automation and information management at Mondelez
At MDLZ DSR are maintained manually in the rural market, whereas in urban market a handheld printer terminal is used to track the daily sales. The data from handheld or DSRs are all loaded in Winomkar – the sales and distribution management software at

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