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Home > Students > Students-cells > Corporate-interface-cell > Cic-event-aug-14-sales-distribution-management >


Date: Saturday 23rd August 2014.

Venue: TYBBA Class (Marketing Specialization)

Guest Speaker:  Mr. Jatin Panchal, AVP – Modern Trade at Godrej Consumer Products Ltd. Mumbai.

Lecture Summary: 

Mr. Jatin Panchal started off with explaining what Sales is all about. Everything from the definition of Sales to Sales Process, remuneration and Human Resource Practices were spoken about. 

Students were then educated about Sales Forecasting and the different methods used in the Industry. He then moved onto telling the audience about how different territories are classified in terms of Sales jargon. 

He further explained the classification of territory as per Nielsen. One hour into the session, he entered the vast topic of Distribution. He explained what Distribution meant and how a Distribution Channel is essential for Sales to take place. He explained how Distribution Process is carried out at Godrej and how it is generic for most FMCG Producing companies. Everything from how to choose a Distributor to how different countries follow different models was explained. 

He then brought up the interesting concept of Modern Trade and how it is gaining popularity in India. With occasional trivia and examples, Mr. Panchal made the seminar interesting as well as interactive.



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