SALES AND DISTRIBUTION MANAGEMENT

GROUP – 7
About the company:
Cadbury is a British multinational confectionary company wholly owned
by Mondelez International since 2010. In 1948 Cadbury India began its
operations in India by importing chocolates. Currently, Cadbury India
operates in five categories – Chocolate confectionary, Beverages,
Biscuits, Gum and Candy.

INTRODUCTION TO OUR PROJECT:

This is a project report regarding the survey analysis of Cadbury with
respect to sales and distribution. We have prepared few questions
which reflect the sales and distribution strategies of Cadbury in the
market.

OBJECTIVES:

QUESTIONNAIRE:
 What is your name?
 What is the location of your store?
 Which type of store do you own? What is the year of operation
of the store?
Retail store since 2002
 Which brands of chocolates are more demanded by customers
other than Cadbury?
Nestle & Parle
 Which category of Cadbury is more demanded by the
customers?
Chocolates (Dairy Milk)
 Which size of dairy milk products according to you are normally
more demanded by the customers?
Rs 20 & Rs 40
 Are you satisfied normally with the response/follow-up of the
company after placing the order?
Yes
 Do you face any problem while receiving the order? If yes, how
will you overcome from this problem?
Yes sometimes we do face some problems. For example once my
distributor was unable to deliver the Cadbury product. So to meet
the high demand of customers we contacted another distributor
for time being.

 How many days does it take to receive the delivery of products

after placing the order?

Approx. 5 – 7 days
 Is the company flexible in terms of payments policy/credit
policy?
Yes, advance payment policy is applicable for Cadbury.

 Have you ever received complaints from customers regarding

chocolates/milk products?
Yes sometimes because it is consumable good.

 Can you please explain the flow of distribution of Cadbury?

Yes
Distribution network of Cadbury

 What is the organization structure of sales department of sales

 department?

 What according to you should be the relative ability of

salesperson for any company?
Product knowledge
Market knowledge
Past sales performance
Selling skills
Good communications