Questionnaire

Dear sir/madam.

I, SUHAS N student of SJBIT pursuing final semester in MBA. I am carrying out a dissertation
project on “A study on Effectiveness of Distribution Channel at Kurlon” with special reference to
Bangalore City. As part of the academic requirement.

I would very much grateful to you, if you spare your valuable time to fill up the questionnaire and
help me in carrying out the project. The information furnished by you will be kept confidential and
is used only for academic purpose.

1. Name____________________________

2. Gender Male Female

3. Do you have dealer network in whole Bengaluru?

 Yes
 No

4. Do you distribute the whole range of products of the company?

 Yes
 No

5. How wide your dealers’ network is?

 In city
 In small towns
 Both

6. What is the distribution channel used for distribution of your products?

 Dealers
 Retail Chains
 CShoppe Retailing
 Teleshopping
 Any other

7. How do you select the dealers?

 Credit option
 Experience
 Trustworthy
 Price

8. How frequently do the sales executives of the company visit you?

 Twice a week
 Once a week
 Twice a month
 Once a month

9. Give rating to the following parameters which you consider while selecting dealers?

Highly Moderately Less

Particulars
Important Important Important
Economical background
Population of city / town.
Credentials of the person.
Location of store.
Sales force
Dealers network
Experience of the trade
Service infrastructure
Technical knowledge of product
 9. For how long are you having the company’s dealership?
 One year or less
 1-3 years
 3-5 years
 More than five years

10. Rate the following parameters based on the relationship with the company and dealers.

Highly
Satisfied Neutral Dissatisfied Highly
Particulars satisfied
satisfied

Dealers satisfied with the current credit

facility offered by the company
Are dealers satisfied with the profit
margins
Are you satisfied with sales efforts of the
company
Are you satisfied with the promotional
efforts of the company
Relationship with the dealers and company
Distribution channel is adopted by
company
Performance of the dealers

11. Delivery of goods on time by dealer/Kurlon

 Always
 Sometimes
 Rarely
 Never

12. Does company provide transport facility?

 Always
 Sometimes
 Rarely
 Never
13. What is your perception about following motivational aspects? Rate them as per their
effectiveness?
Highly Moderately Less
Particulars
Important Important Important
Dealers meets and informal get- togethers.
Harmonious relationship between sales force
and channel members
Prompt Delivery
Special incentives like quantity rebates and
off season
Point rebates
of sales promotional support
Training to the sales force / technicians of
dealers
Demo products
I Instalment facility for customers

14. Rate the following parameters based on importance you attach to these as a measure of
performance evaluation of distributors / dealers?

Highly Moderately Less

Particulars
effective effective effective
Revenue generation.
Timely payment
Inventory holding support
Loyalty
Brand / image building
Submission of reports

15. How frequently do you evaluate the performance of dealers?

 Monthly
 Quarterly
 Yearly
16. Rate the following parameters based on importance you attach to these for increasing
your motivation level and effectiveness of distribution function:

Highly Moderately Less

Particulars
Important Important Important
Well qualified sales and service team
Induction programs for new dealers
Transparency in schemes and
policiesof company
Dealers’ meets on regular basis
Demo products provided
Awards and recognitions
Provision of credit to customers
Willingness of company to assist with
dealer’s general problems
17. Are you happy with service provided by the dealers/Kurlon?
 Yes
 No

18. Any Suggestions:

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