A study on sales Force management system (Project Outreach) of Philip Morris Bangladesh Limited

Abstract

The report is made based on my three months internship experiences at Philip Morris Bangladesh Limited as a supervisor of the DR (Distribution Representative) project which is called “Project Outreach” as well. Philip Morris Bangladesh (PMB) has started their business in Bangladesh since 2008 and they introduced “Project Outreach” in 2016 to increase their sales in terms of volumes and to make sure maximum market coverage/numeric distribution in the projecting territories. The project is targeting challenging area and working as a supporting tool to those areas to increase numeric distribution as well as to ensure product availability along with minimizing Out of Stock. It is a team consisting Distribution Representatives (DR) to support “Akij Corporation Limited” ACL team to boost up the availability of PM brands. The objective of DR project is to boost up the availability of PM brands & minimize Out of Stock (OOS). PMB assign DRs (Distribution Representative) to potential routes to increase numeric distribution. The project is helping PMB to increase its market share as well as to contribute to enhance numeric distribution. During my internship period, I noticed that this DR tool from PMB have accessed to some of the routes where PMB was not able to enter in the previous years. Hence the DR project indicates that the company wants to build and supervise their own sales team in near future rather than using the sales force of Dhaka Tobacco Limited (DTI).