DECLARATION

I hereby declare that the Summer Intern Project report entitled GO-TO-MARKET STRATEGY
FOR GOODDAY WONDERFULLS AND SALES EFFICIENCY has been undertaken by me
for the award of Master of Business Administration. I have completed this study under the
guidance of Prof. Dr. Rupesh Kumar.

I also declare that this Summer Intern Project report has not been submitted for the award of any
Degree, Diploma, Associate ship, Fellowship or any other title, in Christ University or in any
other university.

Place: Bengaluru

Date: Shyam Sundar

(1628113)
 CERTIFICATE

This is to certify that the Summer Intern Project report submitted by Shyam Sundar on the title
GO-TO-MARKET STRATEGY FOR GOODDAY WONDERFULLS AND SALES
EFFICIENCY is a record of summer intern project work done by him during the academic year
2017-18 under my guidance and supervision in partial fulfilment of Master of Business
Administration.

Place: Bengaluru ____________________

Date: Dr. Rupesh Kumar

Associate Professor

Institute of Management

Christ University

Bengaluru
 ACKNOWLEDGEMENT

I am indebted to many people who helped me accomplish this Internship successfully. I thank
Dr. Rupesh Kumar for his support and guidance during the course of my internship. I remember
him with much gratitude for his patience and motivation, but for which I could not have
submitted this work.

I wish to express my sincere thanks to my corporate mentor, Mr.Mani Everest, Area Sales Head-
Modern Trade for giving me an opportunity to work under his guidance and successfully
complete my internship. I also wish to thank Ms. Saranya, TSI, North Chennai Sales for her
constant guidance and support throughout the duration of the internship.

I thank my parents for their blessings and constant support, without which this internship project
would not have been possible.

_____________________

Shyam Sundar

1628113
 TABLE OF CONTENTS

1. INTRODUCTION................................................................................................................. 1
2. INDUSTRY PROFILE ......................................................................................................... 4
3. COMPANY PROFILE. ........................................................................................................ 9
3.2. BUSINESS PROFILE: .......................................................................................... 11
3.3. BRITANNIAS COMPETITORS: ........................................................................ 12
3.4 THE DISTRIBUTION NETWORK ....................................................................... 14
3.6 TYPES OF RETAILERS ....................................................................................... 16
4. OBJECTIVES OF THE PROJECT.................................................................................. 18
4.1. STATEMENT OF THE PROBLEM ..................................................................... 19
4.5. LIMITATIONS OF THE PROJECT ..................................................................... 20
5. METODOLOGY................................................................................................................. 21
5.1 THE PROCESS OF SALE ..................................................................................... 22
5.2 OBJECTIVE 1: CREATING AWARENESS ........................................................ 23
5.3 OBJECTIVE 2: GDW SAMPLING ACTIVITIES ................................................ 24
5.4 OBJECTIVE 3: GOODDAY CHOCOHIP SELLING ........................................... 25
5.5 OBJECTIVE 4: IMPROVE DAIRY SALES ......................................................... 26
5.6 THE SALES STUDY AT BIG BAZAAR.............................................................. 27
6. FINDINGS & OBSERVATIONS ...................................................................................... 33
6.1 OBSERVATIONS FROM TABLES ...................................................................... 35
6..3 ANALYSIS & INFERENCES .............................................................................. 35
7. RECOMMENDATIONS.................................................................................................... 37
8. LEARNINGS ....................................................................................................................... 39
9. REFERENCES .................................................................................................................... 41
10. APPEDIX ........................................................................................................................... 43
10.1 DIAMOND PLANOGRAM ................................................................................. 44
10.2 SURVEY QUESTIONNAIRE ............................................................................. 45