INTRODUCTION

Marketing includes all those activities having to do with effecting changes in the ownership and possession of goods and services. It is that part of economics which deals with the creation of time, place and possession utilities and that phase of business activity through which human wants are satisfied, by the exchange of goods and services for some valuable consideration. SALES AND DISTRIBUTION Sales bring in the money that enables your business to survive and grow - they are vital elements of marketing. The right sales strategy and effective selling techniques can make the difference between a business that gets by and one that thrives. Sales strategy Sales strategy will be driven by the sales objectives. Whatever these are, they are likely to focus the efforts on the products and customers that offer the highest margins and the greatest potential to increase sales. A typical objective might be to sell more of a particular product to a group of customers. Another could be building sales quickly after a product launch. The sales strategy will describe how the company is going to achieve these objectives. As with any marketing, a successful sales strategy depends on understanding of the customers. The marketers need to know who they are and what they want. They also need to understand when, where and how they buy. This allows them to identify the best sales channels and sales techniques to use. A proper sales and distribution system is very important for every company because now a days the customer wants full service without any pain. Panchasheel Enterprises (Ailneni) Pvt. Ltd (Mahindra) has a deep penetration in the market due to its multiple services and it has provided them an advantage in the market. I have also seen in the market the happy faces of customers and retailers of Panchasheel Enterprises (Ailneni) Pvt. Ltd (Mahindra). American Marketing Association.

Definition of distribution: The act of distribution means ; apportionment. Something distributed; over The geographic occurrence The customers occurrence The usage occurrence Others

The process of distribution of goods/services could include Logistics Warehousing Transportation order processing/ servicing, etc

Traditionally, distribution has been seen as dealing with LOGISTICS that is how to get the product or service to the customer. It must answer questions such as: Definition: Distribution channels are sets of interdependent organizations involved in the process of making a product or service available for use or consumption. Philip Kotler

Basic Channels of distribution

DISTRIBUTION OBJECTIVES Minimize total distribution costs for a given service output. Determine the target segments and the best channels for each segment. Objectives may vary with product characteristics (e.g. perishables, bulky products, non-standard items, products requiring installation & maintenance). BENEFITS OF GOOD DISTRIBUTION SYSTEM 1. Easy availability 2. Satisfied customers 3. Competitive advantage 4. Better market reputation 5. Saves time

OBJECTIVES OF THE STUDY:

The main objective of the study can be divided into following heads: To compare the Sales and Distribution Effectiveness (Quantitative research). To know the customer perception towards the products of Panchasheel Enterprises (Ailneni) Pvt. Ltd (Mahindra). To know the customer perception towards the sales and distribution system of Panchasheel Enterprises (Ailneni) Pvt. Ltd (Mahindra). To know the sales proceeds and the policies of the Panchasheel Enterprises (Ailneni) Pvt. Ltd (Mahindra). To know the effectiveness of after sales service of Panchasheel Enterprises (Ailneni) Pvt. Ltd (Mahindra). To know the responsiveness of sales persons towards the customers of Panchasheel Enterprises (Ailneni) Pvt. Ltd (Mahindra).

SCOPE OF THE STUDY:

1. The project will act as a broad straightforward guide to the management for further expansion and improvement of sales and distribution strategies. 2. The study will encourage the marketing officials and the dealers to take sufficient measures to overcome the limitation of the channel of distribution. 3. The study covers only the dealers and customers of Karimnagar only.

NEED OF THE STUDY:

In present days, in any business proper sales and distribution management is necessary to understand the sales activities, methods of distribution and the channels of distribution. So, there is need to know the policies and practices regarding the issues of sales and distribution strategies.

RESEARCH METHODOLOGY
Data Collection: Data collection will be done from both Primary sources as well as Secondary sources. Primary data collection: It will be collected by In-Person Interviews as well as Telephonic Interviews of various personals/managers working in the organization and dealers/retailers etc. Secondary data collection: From newspaper, magazines, libraries and websites. Research Design: The research is descriptive type and accordingly the design is formulated so that precise and relevant information may be gathered. Data Collection tool: Structured Questionnaire

Sample design: The research will be conducted by interviewing various organizational officials and the Dealers and customers. Sampling: Simple random and Convenient. Field: Karimnagr.

Sample Size: The sample size selected is a collection of 120 dealers and customers of Panchasheel Enterprises (Ailneni) Pvt. Ltd (Mahindra). Data analysis tools and technique: Percentage analysis and statistical tools like Bar Graph.

LIMITATIONS OF THE STUDY

1. While working on this project, I have to face some difficulties while conducting the survey. 2. It was difficult to ask for time required for a detailed discussion on the questionnaire & therefore several aspects of the questionnaire were answered briefly. 3. It was not possible to understand thoroughly about the promotional activities of Panchasheel Enterprises (Ailneni) Pvt. Ltd (Mahindra)in a span of 45 days. 4. The finding of survey will be strictly based on the response of consumers. 5. Some of the customers refused to fill the questionnaire.