1 Sales Organization 2 1 example essay topic

Frito Lays Corporation Company Background: . Largest Producer of Snack Foods with sales of $13 Billion in 2000 o 37,000 Employees Headquartered in Plano, TX. o Good reputation for management and use of computer technology o Installed a data warehouse in 1989 to know location and price of all bags of chips in the US Summary of Frito-Lay's business and its business strategy Decentralized business model: O Sales Reps used hand-held PCsO $130 Billion for 15,000 PCsO Ability to lock-in orders and to negotiate prices. Decision-making shifted from upper-management to sales reps. Company's knowledge management in the early 1990's and the relationship of its existing systems to those problem so Lack of communication between Management and Sales Reps No way for Management to gather data on sales and profit so Reps were unable to find information on competitors and no way of contacting expert so Data was scattered throughout the country Customer Community Portal (CCP) support Frito-Lay's business strategy o CCP gives company and sales reps info that retailers need while maintaining security. o Sales reps can inform others about meetings with customers while accessing industry data and news. o Meetings and Training now done online o Company policies are easily accessible through use of intranet Future of Ccp Very Successful in Long Run GREAT form of communication between sales reps and management Speeds up information sharing giving an advantage to Frito-Lay! o Largest Producer of Snack Foods with sales of $13 Billion in 2000 The CRP will have different products. The tenets of this assignment are as follows: 1.

It will run through the entire term. 2. Four afternoons will be earmarked by PGD M Office to enable the students of this course to visit Chennai market to carry out this fieldwork. The students SHOULD visit the market on these days without fail. These sessions are akin to classroom sessions. 2.1 The first and second field visits will concentrate on the company marketing the product which is being studied, and the emphasis will be on: 2.1.

1 Sales Organization. 2.1. 2 Sales quotas and territories (both for channel members and company sales Personnel). 2.1. 3 Sales force recruitment & selection 2.1. 4. Compensation & rewards 2.1.

5 Supervision and control 2.1. 6 Sales planning and forecasting 2.1. 7. Sales Promotions 2.2 The third fieldwork is meant for familiarization with the broad system of distribution in terms of who the customers are, what needs the product-class satisfies, how it converts to distribution objective, who and where the channel members are located, how the goods arrive, how they are dispatched, what the incentive structures are, what the stock-holding pattern is, etc. 2.3. The fourth fieldwork is intended for understanding the nuances of the distribution system, its elements in terms of profitability, performance evaluation, logistical aspects, competency-needs in the distribution channel, training needs, support system from the company, etc. 2.4. A report should be submitted after every stage of the fieldwork.

Instead of merely narrating the observations from the fieldwork, students are expected to apply their conceptual learning from the classroom and from the textbooks to their fieldwork, and this understanding should come through clearly in the report. 2.5 The field assignments will be spread throughout the term; firm dates will be indicated shortly.