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SUMMER TRAINING REPORT SUBMITTED TOWARDS THE PARTIALFULFILLMENT OF POST GRADUATE DEGREE IN MBA
TRAINING NEEDS IDENTIFICATION FOR THE
SALES EXECUTIVES AT MOTHER DAIRY FRUIT
AND VEGETABLE PVT. LTD., NEW DELHI
SUBMITTED BY:
Neha Kapoor MBA HR
BIMM
INDUSTRY GUIDE: INTERNAL GUIDE:
Mr. Shashank Teota Pro!. T.".#$%asa&ar Mana&er' HR
(
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EXECUTIVE SUMMARY
The pro)e*t +as *on$,*te$ !or $ent!%n& the trann& nee$s o! the sa-es !or*e atMother Dar% Fr,t an$ #e&eta-e P/t. Lt$. The sa-es !or*e s *onstt,te$ o! 160 Sa-es
E0e*,t/es 1SE2 an$ ",nor Sa-es E0e*,t/es 1"SE2. Ths pro)e*t +as *on$,*te$ !or a
pero$ o! 3 4onths $atn& !ro4 3n$ ",ne5 3667 to (st A,&5 3667.
The pro)e*t e&an +th an ,n$erstan$n& o! the sa-es )o8 the tasks n/o-/e$ an$
the sk--s re9,re$ !or per!or4n& the4. The n!or4aton re&ar$n& the sa4e +as *o--e*te$
!ro4 se*on$ar% as +e-- as pr4ar% so,r*es.
The se*on$ar% so,r*es +ere "o Des*rptons5 ooks an$ +estes.
The 4ana&era- sta!! as +e-- as the sa-es e0e*,t/es o! ea*h /ert*a- +ere
nter/e+e$ !or a etter ,n$erstan$n& o! the +ork an$ ke% respons-tes o! the "SE:s
an$ SE:s. A *o4prehens/e -st o! Kno+-e$&e5 Sk--s an$ A-tes +as *o--ate$ !or ea*h
/ert*a- on ass o! the responses o! the nter/e+ees.
Ths -st +as *r*,-ate$ a4on& the e0e*,t/e sa-es !or*e as +e-- as the Area Sa-es
Mana&ers. The Sa-es E0e*,t/es an$ the ",nor Sa-es E0e*,t/es +ere aske$ to &/e
the4se-/es a ratn& on ea*h sk--5 on a s*a-e o! ( to (6. Ther senors +ere aske$ to rate the
e0e*,t/es n a s4-ar 4anner on the ass o! ther per!or4an*e at +ork.
These ratn&s +ere then ana-%se$ n or$er to $eter4ne the *o4peten*es that nee$
to e e4phas;e$ !or trann& o! the sa-es e0e*,t/es. The re*o44en$atons +ere 4a$e on
the prort% an$ *ontent o! trann& nee$s !or ea*h $epart4ent. These trann& nee$s ha/e
een $e!ne$ !,rther n ths pro)e*t.
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INDEX
Chapte !". Chapte t#t$e Pa%e !".
&.'
(.((.3
INTRODUCTION
RATIONALE OF THE STUD<SE=TOR PROFILE IN BRIEF
(.'
3.(3.3
3.>
INDUSTRY) SECTOR PROFILE
THE FOOD PRO=ESSING INDUSTR<DRI#ERS OF GROWTH ? =ONSTRAINTS
SWOT ANAL@.@@.
LITERATURE SURVEY
MEANING AND NATURE OF TRAININGTRAINING5 EDU=ATION AND DE#ELOPMENTIMPORTAN=EOF TRAINING AND DE#ELOPMENTINPUTS IN TRAINING AND DE#ELOPMENTIDENTIFI=ATION OF TRAINING NEEDS
.'
.(.3
OB-ECTIVES AND SCOPE
OB"E=TI#ES OF STUD<S=OPE OF STUD<
.'
.(.3.>.@
RESEARCH METHODOLOGY
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&'.' RECOMMENDATIONS
REFERENCES 2 BIBLIOGRAPHY
ANNEXURES
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as a K! for a "uman #esources pecialist position. $o respond to this K!, you should
indicate what human resources rules and regulations you are familiar with, discuss how
you applied these rules and regulations in the work environment, and describe other
significant situations you were involved in where you applied these rules and regulations.
• Skill - the proficient manual, verbal, or mental manipulation of data or things. For
example, having skill with operating personal computers could be used as a K! for an
%ffice !utomation position. $o respond to this K!, you should indicate what type of
personal computers you have operated, discuss the various types of software programs
you have used, and describe how these programs were used in your work environment.
• Ability - the power or capacity to perform an activity or task. For example, having the
ability to use a variety of laboratory instruments could be used towards a &aboratory
$echnician position. $o respond, you should describe the types of laboratory instruments
you have used, discuss the types of assignments you completed using the laboratory
euipment, and describe the impact using the laboratory euipment had on your work
environment.
&.(.' SECTOR PROFILE
FMCG (Fast Moving Consumer Goods) Sector pr4ar-% $ea-s +th the
pro$,*ton5 $str,ton an$ 4arketn& o! *ons,4er pa*ka&e$ &oo$s:5 +h*h are nor4a--%*ons,4e$ % the *ons,4ers at a re&,-ar nter/a-. FM=G pro$,*ts ha/e a 9,*k t,rno/er5 an$
re-at/e-% -o+ *ost.
So4e o! the *o44on FM=G pro$,*ts are !oo$ an$ $ar% pro$,*ts5 *o!!ee5 tea5
to-etres5 soap an$ $eter&ents5 *os4et*s5 tooth *-eann& pro$,*ts5 sha/n& pro$,*ts as +e--
as te4s s,*h as &-ass+are5 ,-s5 atteres5 paper pro$,*ts an$ p-ast* &oo$s.
FM=G 4a% a-so n*-,$e phar4a*e,t*a-s5 *ons,4er e-e*tron*s5 so!t $rnks5 tss,e
paper an$ *ho*o-ate ars. A s,set o! FM=G s Fast Mo/n& =ons,4er E-e*tron*s s,*h as
4o-e phones5 MP> p-a%ers5 $&ta- *a4eras5 GPS S%ste4s an$ Laptops. These are rep-a*e$
4ore !re9,ent-% than other e-e*tron* pro$,*ts.
The !o--o+n& !a*tors 4ake In$a a *o4pett/e p-a%er n FM=G se*tor8
Availability of raw materials: Be*a,se o! the $/erse a&ro'*-4at* *on$tons n In$a5
there s a -ar&e ra+ 4atera- ase s,ta-e !or !oo$ pro*essn& n$,stres. In$a s the
-ar&est pro$,*er o! -/esto*k5 4-k5 s,&ar*ane5 *o*on,t5 sp*es an$ *ashe+ an$ s the
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se*on$ -ar&est pro$,*er o! r*e5 +heat an$ !r,ts an$ /e&eta-es. In$a a-so pro$,*es
*a,st* so$a an$ so$a ash5 +h*h are re9,re$ !or the pro$,*ton o! soaps an$ $eter&ents.
The a/a-a-t% o! these ra+ 4atera-s &/es In$a the -o*aton a$/anta&e.
Labor cost comparison: Lo+ *ost -aor &/es In$a a *o4pett/e a$/anta&e. In$as
-aor *ost s a4on&st the -o+est n the +or-$5 a!ter =hna ? In$onesa. Lo+ -aor *osts
&/e the a$/anta&e o! -o+ *ost o! pro$,*ton. Man% MN=s ha/e esta-she$ ther p-ants
n In$a to o,tso,r*e !or $o4est* an$ e0port 4arkets.
resence across value c!ain: In$an *o4panes ha/e ther presen*e a*ross the /a-,e
*han o! FM=G se*tor5 r&ht !ro4 the s,pp-% o! ra+ 4atera-s to pa*ka&e$ &oo$s n the
!oo$'pro*essn& se*tor. Ths rn&s In$a a 4ore *ost *o4pett/e a$/anta&e. For
e0a4p-e5 A4,- s,pp-es 4-k as +e-- as $ar% pro$,*ts -ke *heese5 ,tter5 et*.
(.3.( SE=TOR SIE ? GROWTH
O/era--5 the FM=G sa-es are e0pe*te$ to &ro+ at ( per *ent5 *o4pare$ to (@. per*ent $,rn& the !s*a- %ear 366'675 +hen FM=G sa-es stoo$ at Rs 7@. --on. One o! the
reasons *te$ !or &ro+th n ths se*tor5 s the e4er&en*e o! 4o$ern reta- !or4at +th ts
e!!e*t/e n/entor% 4ana&e4ent s%ste4s. A**or$n& to a FI==I s,r/e%5 r,ra- In$a o!!ers
tre4en$o,s s*ope an$ potenta- !or FM=G pro$,*ts. The est4ate$ n,4er o! ho,seho-$s
,sn& FM=G pro$,*ts n r,ra- In$a ha/e &ro+n !ro4 (>. *rore n 366@ to (@.> *rore n
366.
FM=G Se*tor s e0pe*te$ to &ro+ % o/er 6 % 36(6. That +-- trans!or4 nto an
ann,a- &ro+th o! (6 o/er a '%ear pero$. It has een est4ate$ that FM=G se*tor +-- rse
!ro4 aro,n$ Rs 566 *rores n 366 to Rs 35(66 *rores n 36(6 1(2.
FM=G 4arket re4ans h&h-% !ra&4ente$ +th a-4ost ha-! o! the 4arket
representn& ,nran$e$5 ,npa*ka&e$ ho4e 4a$e pro$,*ts +h*h present a h,&e opport,nt%
to ran$e$ pro$,*t 4an,!a*t,rers to *on/ert *ons,4ers !ro4 ,nran$e$ to ran$e$
pro$,*ts. Ke% !a*tors to s,**ess n the FM=G se*tor are $str,ton5 n r,ra- 4arkets an$a$/ertsn&5 n ,ran 4arkets. Ne+ pro$,*ts re9,re a -ar&e n/est4ent n pro$,*t
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$e/e-op4ent5 4arket resear*h5 a+areness *a4pa&ns5 !ree sa4p-es an$ pro$,*t pro4otons
132.
(.3.3 THE FOOD PRO=ESSING INDUSTR<
The Foo$ Pro*essn& *ate&or% n the FM=G se*tor s &ann& pop,-art% n In$a5 +th
&ro+n& ,ran;aton5 n*reasn& $sposa-e n*o4e5 e4er&en*e o! or&anse$ !oo$ reta-5
*han&n& -!est%-es an$ !oo$ *ons,4pton patterns $r/n& &ro+th !or pro*esse$ !oo$s n
In$a. The In$an Foo$ Pro*essn& In$,str% s one o! the -ar&est n ter4s o! pro$,*ton5
*ons,4pton5 e0port an$ &ro+th prospe*ts. The Mnstr% o! Foo$ Pro*essn&5 Go/ern4ent o!
In$a5 n$*ates the !o--o+n& se&4ents +thn the Foo$ Pro*essn& n$,str%8
Dar%5 Fr,t an$ #e&eta-e pro*essn&
Gran pro*essn&
Meat an$ po,-tr% pro*essn&
Fsheres an$
=ons,4er !oo$s -ke pa*ka&e$ !oo$s5 4nera- +ater5 e/era&es an$ so!t $rnks et*.
The !oo$ n$,str% ser/es as a -nk et+een the a&r*,-t,ra- an$ n$,stra- se&4ents o!
the e*ono4%. Stren&thenn& ths -nk s o! *rt*a- 4portan*e to 4pro/e the /a-,e o!
a&r*,-t,ra- pro$,*e5 ens,re !ar pr*es to !ar4ers an$ at the sa4e t4e *reate !a/o,ra-e
$e4an$ !or In$an a&r*,-t,ra- pro$,*ts n the +or-$ 4arket. A thr,st to the !oo$ pro*essn&
se*tor5 th,s 4p-es s&n!*ant $e/e-op4ent o! the a&r*,-t,ra- se*tor.
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CHAPTER (
INDUSTRY) SECTOR PROFILE
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In$a s one o! the 4a)or !oo$ pro$,*ers n the +or-$ an$ has the potenta- o! en&
the &&est +th the !oo$ an$ a&r*,-t,ra- se*tor. The &o/ern4ent has a**or$e$ the Foo$
In$,str%5 a h&h prort%5 +th a n,4er o! !s*a- re-e!s an$ n*ent/es5 to en*o,ra&e
*o44er*a-;aton an$ /a-,e a$$ton to a&r*,-t,ra- pro$,*e5 !or 4n4;n& preJpost
har/est +asta&e5 &eneratn& e4p-o%4ent an$ e0port &ro+th.
The *o,ntr% has (J(6th o! the +or-$s ara-e -an$ at aro,n$ (6 4--on he*tares5
+h*h s h&her than =hna. The *o,ntr% pro$,*es o/er 66 4--on tonnes o! a&r*,-t,ra-5
hort*,-t,ra- an$ $ar% pro$,*e ann,a--%5 th,s 4akn& t one o! the +or-$s -ar&est !oo$
pro$,*ers. In$a s the 3n$ -ar&est /e&eta-e an$ >r$ -ar&est !r,t pro$,*er n the +or-$. In$a
*,rrent-% pro$,*es ao,t 6 4--on tonnes o! !r,t 1ao,t o! the +or-$s pro$,*ton2 an$
ao,t 6 4--on tonnes o! /e&eta-es 1(( o! the +or-$s pro$,*ton2. Wth In$as !oo$
pro$,*ton -ke-% to $o,-e n the ne0t $e*a$e5 there s an opport,nt% !or -ar&e n/est4ents
n !oo$ an$ !oo$ pro*essn& te*hno-o&es5 sk--s an$ e9,p4ent. A $e/e-ope$ !oo$
pro*essn& n$,str% +o,-$ not on-% re$,*e +asta&es5 ,t +o,-$ a-so n*reasn&-% !et*h
re4,nerat/e n*o4e to !ar4ers.
(.& FOOD PROCESSING INDUSTRY:
A $o4nant se&4ent o! the !oo$ n$,str%5 !oo$ pro*essn& s est4ate$ to e +orth
US (( --on. It *o4prses a&r*,-t,re5 hort*,-t,re5 an4a- h,san$r%5 an$ p-antaton1>2.
Se&4entaton o! $!!erent s,'se*tors n !oo$ pro*essn& n$,str%8
S456Se7t"3 P"847t3
Da#9 Who-e M-k Po+$er5 Sk44e$ 4-k po+$er5 =on$ense$ 4-k5 I*e *rea45
B,tter an$ Ghee5 =heeseF4#t 2
Ve%eta5$e
Be/era&es5 ",*es5 =on*entrates5 P,-ps5 S-*es5 Fro;en ?Deh%$rate$ pro$,*ts5 Potato Wa!ersJ=hps5 et*
Ga#!3 2
Ceea$3
F-o,r5 Bakeres5 Star*h G-,*ose5 =orn!-akes5 Ma-te$ Foo$s5#er4*e--5 Beer an$ Ma-t e0tra*ts5 Gran ase$ A-*oho-
F#3he#e3 Fro;en ? =anne$ pro$,*ts 4an-% n !resh !or4
Meat 2
P"4$t9
Fro;en an$ pa*ke$ ' 4an-% n !resh !or45 E&& Po+$er
Pa7a%e8
F""83
Sna*k !oo$5 Na4keens5 Bs*,ts5 Rea$% to eat !oo$5 A-*oho-* an$ Non'a-*oho-* e/era&es
((
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ANALYSIS OF EACH SUB6SECTOR
3.(.( SE=TOR SIE 1@2
The s;e o! In$an Foo$ Pro*essn& In$,str% s US6 --on. It s the !!th -ar&est
In$,str% n In$a.
The share o! In$a:s e0port o! pro*esse$ !oo$ n &-oa- tra$e s ao,t (..
In$a ranks !rst n the +or-$ n 4-k pro$,*ton5 +h*h n*rease$ !ro4 ( 4--on tonnes
1MT2 n (6'( to ao,t (63 MT % 366'67.
Pr4ar% !oo$ pro*essn& 1pa*ka&e$ !r,t an$ /e&eta-es5 4-k5 4--e$ !-o,r an$ r*e5 tea5
sp*es5 et*.2 *onstt,tes aro,n$ 6 o! pro*esse$ !oo$.
On-% 3.3 o! !r,ts an$ /e&eta-es are pro*esse$ n In$a *o4pare$ to ,p to n
4an% $e/e-opn& *o,ntres.
In *o4parson5 ao,t > o! 4-k an$ 3 o! 4arne pro$,*ts ,n$er&o pro*essn&.
At US >66. 4--on5 the ),*e an$ ),*e $rnk *ate&or% s a4on& the !astest
&ro+n& se&4ents o! the appro04ate-% US 3.>7 --on pa*ka&e$ e/era&es
*ate&or%.
(3
SUB6
SECTORS
DAIRY
SECTOR
FRUIT 2
VEGE
MEAT 2
POULTRYFISHERIES
PAC;AGED
FOODSBEVERAGES
G"
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STRUCTURE OF INDIAN FOOD PROCESSING INDUSTRY
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So,r*e8 FAIDAJ Mnstr% o! Foo$ Pro*essn& In$,stres
3.3.3 STRU=TURE
At present the !oo$ pro*essn& se*tor e4p-o%s ao,t (. 4--on peop-e $re*t-% an$
ao,t > 4--on peop-e n$re*t-%.
In 366@'65 !oo$ pro*essn& se*tor *ontr,te$ ao,t (@ o! 4an,!a*t,rn& GDP +th a
share o! Rs. 35765666 =rores. O! ths5 the ,nor&an;e$ se*tor a**o,nte$ !or 4ore than
6 o! pro$,*ton n ter4s o! /o-,4e an$ 6 n ter4s o! /a-,e. The In$an !oo$ pro*essn& n$,str% s -ar&e-% ,nor&an;e$ an$ has !e+ p-ants +th s4a--
s*a-e e*ono4es.
Ao,t 76 per *ent o! 4-k pro$,*e$ n the *o,ntr% s n the ,nor&an;e$ se*tor an$ the
re4ann& 36 per *ent s share$ e9,a--% % *ooperat/e an$ pr/ate $ares. Ho+e/er5
so4e *o'operat/es5 s,*h as the G,)arat =o'operat/e M-k Marketn& Fe$eraton n 4-k
+th ts A4,- ran$ o! $ar% pro$,*ts5 ha/e trans!or4e$ *ertan s,'se*tors.
Ma)or nternatona- *o4panes s,*h as Nest-e5 =ar&--5 Un-e/er5 Danone5 Peps=o an$=a$,r% are a-rea$% present n In$a *ontr,tn& to the or&an;e$ se&4ent.
O/er the -ast !e+ %ears5 there has een a post/e &ro+th n rea$% to ser/e e/era&es5
!r,t ),*es an$ p,-ps5 $eh%$rate$ an$ !ro;en !r,ts an$ /e&eta-e pro$,*ts5 to4ato
pro$,*ts5 p*k-es5 *on/enen*e /e&eta-e'sp*e pastes5 pro*esse$ 4,shroo4s5 an$ *,rre$
/e&eta-es.
3.(.> GROWTH 1>2
The &ro+th o! !oo$ pro*essn& se*tor has near-% $o,-e$ to (>. per *ent $,rn& the -ast
!o,r %ears5 a**or$n& to the Mnster o! State !or Foo$ Pro*essn& In$,stres5 S,o$h
Kant Saha. In$a has set a tar&et o! &ro+n& at 36 per *ent % 36(.
E0perts est4ate the n$,str% GDP at '7 per *ent +th /a-,e a$$ton o! !oo$ pro$,*ts to
n*rease !ro4 7 per *ent to > per *ent % the en$ o! 363.
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A**or$n& to the In$a Foo$ Report 36675 n/est4ents to the t,ne o! US 3>. --on
are n the ppe-ne to e 4a$e n the !oo$ pro*essn& n$,str% o/er the ne0t three %ears.
S&n!*ant-%5 pro*esse$ !oo$ e0ports ha/e n*rease$ !ro4 US .7 --on n 3663'6> to
US 36.( --on n 366'65 re*or$n& a +hoppn& (>.7> per *ent &ro+th rate.
The opport,nt% !or &ro+th s h,&e +hen seen a&anst the !a*t that +h-e a 4ere (.> per
*ent o! !oo$ s pro*esse$ n In$a5 near-% 76 per *ent o! !oo$ s pro*esse$ n the
$e/e-ope$ +or-$.
3.(.@ OUTLOOK 1@2
The $o4est* pro*esse$'!oo$ 4arket5 at US(( --on n F< 366 s e0pe*te$ to &ro+
to US>(6 --on % F< 36(.
In$a a4s to n*rease ts share o! +or-$ tra$e n ths se*tor !ro4 (. *,rrent-% 1US.
--on2 to > % 36( 1US36 --on2.
3.(. POTENTIAL 1@2
Fa*tors that are -ke-% to !,e- rap$ &ro+th n $e4an$ !or pro*esse$ !oo$ n the $o4est*
4arket are8
=han&n& -!est%-es an$ &ro+th n $sposa-e n*o4e.
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Rsn& $o,-e'n*o4e !a4-es an$ proporton o! +o4en n the +ork!or*e.
De*reasn& pr*es o! pro*esse$ !oo$s5 4akn& the4 4ore a!!or$a-e there%
a**essn& a 4,*h -ar&er 4arket.
Rap$ &ro+th n or&anse$ reta- 1 36 p.a.2 +th a /aret% o! reta- !or4ats en&
$e/e-ope$.
Est4ate$ n/est4ent o! ao,t US3@ --on n the ne0t 7 %ears.
Ma)or n/est4ent opport,ntes -e n pro*essn& 4-k5 s,&ar5 !r,t5 /e&eta-es5 &ran
ase$ sna*ks an$ 4arne pro$,*ts.
An est4ate$ >6 o! ne+ *apa*t% *o,-$ e !or the e0port 4arket.
Ta%et3 =" P"7e33e8 F""8 "= t"ta$ p"847t#"!
Ite> ('&' ('&
F4#t a!8 Ve%eta5$e3 @ 7
Da#9 36 >6
Ma#!e P"847t3 ( 36
Meat 37 >
P"4$t9 (6 (
Source: Ministry of Food Processing - Vision Document
3.(. GO#ERNMENT SUPPORT AND POLI=IES
Foo$ pro*essn& an$ a&ro n$,stres ha/e een a**or$e$ h&h prort% +th a n,4er
o! 4portant re-e/es an$ n*ent/es. So4e o! the 4portant po-*% *han&es are as !o--o+s8
"egulation # Control No n$,stra- -*ense s re9,re$ !or a-4ost a-- o! the !oo$ ? a&ro pro*essn&
n$,stres e0*ept !or so4e te4s -ke eer5 pota-e a-*oho- ? +nes5 *ane s,&ar5
h%$ro&enate$ an4a- !ats ? o-s et*. an$ te4s reser/e$ !or e0*-,s/e 4an,!a*t,re n the
s4a-- s*a-e se*tor -ke p*k-es ? *h,tne%s5 rea$5 *on!e*toner% 1e0*-,$n& *ho*o-ate5
to!!ees an$ *he+n&'&,4 et*.25 rapesee$5 4,star$5 sesa4e ? &ro,n$n,t o-s et*.
A 4a04,4 o! 3@ !ore&n e9,t% s a--o+e$ n SSI se*tor
FDI ,p to (66 s per4tte$ ,n$er the a,to4at* ro,te n the !oo$ n!rastr,*t,re
1Foo$ Park5 =o-$ =hanJ+areho,sn&2.
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Use o! !ore&n ran$ na4es are no+ !ree-% per4tte$.
MRTP 1Monopo-es ? Restr*t/e Tra$e Pra*t*es A*t2 r,-es an$ FERA 1Fore&n
E0*han&e Re&,-aton A*t2 re&,-atons ha/e een re-a0e$ to en*o,ra&e n/est4ent an$
e0panson % -ar&e *orporates.
Most o! the te4s *an e !ree-% 4porte$ an$ e0porte$. =apta- &oo$s are a-so !ree-%
4porta-e5 n*-,$n& se*on$ han$ ones n the !oo$ pro*essn& se*tor.
Fiscal olicy # $a%ation
E0*se ? I4port $,t% rates ha/e een re$,*e$ s,stanta--%. Man% pro*esse$ !oo$
te4s are tota--% e0e4pt !ro4 e0*se $,t%.
=,sto4 $,t% rates ha/e een s,stanta--% re$,*e$ on p-ant ? e9,p4ents5 as +e-- as
on ra+ 4atera-s an$ nter4e$ates5 espe*a--% !or e0port pro$,*ton.
=orporate ta0es ha/e een re$,*e$ an$ there s a sh!t to+ar$s 4arket re-ate$ nterest
rates. There are ta0 n*ent/es !or ne+ 4an,!a*t,rn& ,nts !or *ertan %ears5 e0*ept !or
n$,stres -ke eer5 +ne5 aerate$ +ater ,sn& !-a/o,rn& *on*entrates5 *on!e*toner% ?
*ho*o-ates.
&%port romotion
Foo$ pro*essn& n$,str% s one o! the thr,st areas $ent!e$ !or e0ports. Free Tra$e
ones 1FT2 an$ E0port Pro*essn& ones 1EP2 ha/e een set ,p +th a-- n!rastr,*t,re.
A-so5 settn& ,p o! (66 E0port Orente$ Unts 1EOU2 s en*o,ra&e$ n other areas.
The% 4a% 4port !ree o! $,t%5 a-- t%pes o! &oo$s5 n*-,$n& *apta- &oo$s.
Unts n EPJ FT an$ (66 E0port Orente$ Unts *an retan 6 o! !ore&n
e0*han&e re*epts n !ore&n *,rren*% a**o,nts.
6 o! the pro$,*ton o! EPJFT an$ (66 EOU ,nts are sa-ea-e n $o4est*
tar!! area. A-- pro!ts !ro4 e0port sa-es are *o4p-ete-% !ree !ro4 *orporate ta0es.
(Source-Food Processing Industries in India)
(.* DRIVERS OF GROWTH 2 CONSTRAINTS /
The post'-era-saton tren$s that ha/e &/en an 4pet,s to the !oo$ pro*essn& se*tor are8
Gro+n& ,ran;aton
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In*reasn& $sposa-e n*o4e
E4er&en*e o! or&anse$ !oo$ reta-
=han&n& -!est%-es an$ !oo$ *ons,4pton patterns
=ons,4pton patterns n In$a ha/e een ,n$er&on& a /s-e sh!t. Ear-er5 the share o!
*erea- pro$,*ts +as the h&hest5 !o--o+e$ % 4-k ? 4-k pro$,*ts5 /e&eta-es5 e$-e o-
an$ 4eat pro$,*ts. Ho+e/er5 n re*ent %ears5 the &ro+th rates !or !r,ts5 /e&eta-es5 4eat
an$ $ar% pro$,*ts ha/e een h&her than *erea-s an$ p,-ses. Ths sh!t n t,rn 4p-es that
there s a-so a nee$ to $/ers!% the !oo$ pro$,*ton ase to 4at*h the *han&n&
*ons,4pton pre!eren*es.
Gon& % ths pattern5 n !,t,re5 there s n*reasn& $e4an$ !or prepare$ 4ea-s5 sna*k
!oo$s an$ *on/enen*e !oo$s an$ !,rther on the $e4an$ s sh!tn& to+ar$s !,n*tona-5
or&an* an$ $et !oo$s.
So4e o! the ke% *onstrants $ent!e$ % the n$,str% n*-,$e8
La*k o! s,ta-e n!rastr,*t,re n ter4s o! *o-$ stora&e5 +areho,sn&5 et*
La*k o! a$e9,ate 9,a-t% *ontro- an$ testn& n!rastr,*t,re
Ine!!*ent s,pp-% *han an$ n/o-/e4ent o! 4$$-e4en
H&h n/entor% *arr%n& *ost
H&h ta0aton
H&h pa*ka&n& *ost
A!!or$a-t% an$ *,-t,ra- pre!eren*e o! !resh !oo$
H&hest prort% has een a**or$e$ % the Go/ern4ent !or the $e/e-op4ent o!
n!rastr,*t,re. The Go/ern4ent has a-rea$% taken se/era- ntat/es on ths !ront +h*h
n*-,$e $e/e-opn& o! the !o--o+n&8
Foo$ parks
Pa*ka&n& *entres
Mo$ernse$ aattors
Inte&rate$ *o-$ *han !a*-tes
Irra$aton !a*-tes
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#a-,e a$$e$ *entres.
(.+ SWOT ANALYSIS OF FOODPROCESSING INDUSTRY
Strengt!s
A,n$ant a/a-a-t% o! ra+ 4atera-.
Prort% se*tor stat,s !or a&ro'pro*essn& &/en % the =entra- Go/ern4ent.
#ast net+ork o! 4an,!a*t,rn& !a*-tes a-- o/er the *o,ntr%.
#ast $o4est* 4arket.
Lo+ -ao,r *osts' pro$,*ton *ost are @6 -o+er than n $e/e-ope$ 4arkets.
'eanesses
Ina$e9,ate n!rastr,*t,re.
La*k o! a$e9,ate 9,a-t% *ontro- ? testn& 4etho$s as per nternatona- stan$ar$s.
Ine!!*ent s,pp-% *han $,e to a -ar&e n,4er o! nter4e$ares.
H&h re9,re4ent o! +orkn& *apta-.
Ina$e9,ate-% $e/e-ope$ -nka&es et+een R?D -as an$ n$,str%.
Seasona-t% o! ra+ 4atera-.
pportunities
Lar&e *rop an$ 4atera- ase o!!ern& a /ast potenta- !or a&ro pro*essn& a*t/tes.
Settn& o! SEJAE an$ !oo$ parks !or pro/$n& a$$e$ n*ent/e to $e/e-op &reen!e-$
pro)e*ts.
Rsn& n*o4e -e/e-s an$ *han&n& *ons,4pton patterns.
Fa/o,ra-e $e4o&raph* pro!-e an$ *han&n& -!est%-es.
Inte&raton o! $e/e-op4ent n *onte4porar% te*hno-o&es s,*h as e-e*tron*s5 4atera-
s*en*e5 o'te*hno-o&% et*. o!!er /ast s*ope !or rap$ 4pro/e4ent an$ pro&ress.
Openn& o! &-oa- 4arkets.
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$!reats
A!!or$a-t% an$ *,-t,ra- pre!eren*es o! !resh !oo$.
H&h n/entor% *arr%n& *ost.
H&h ta0aton.
H&h pa*ka&n& *ost.
Source: Ministry of Food Processing Industries, nnua! "e#ort $00%-0&
(. PROFLIE OF ;EY PLAYERS
PLAYER SEGMENT PRODUCTS ABOUT THE COMPANY
B#ta!!#a
I!843t#e3
Lt8.
Baker%Pro$,*ts
Bs*,ts5!-a/o,re$ 4-k5$ar%+htener5 &hee5
rea$5 *akean$ r,sk
A -ea$n& p-a%er n the In$an or&anse$ s*,t4arket +th near-% >6 /a-,e share
The N,s- Wa$a &ro,p5 one o! the o-$est ,snessho,ses n In$a an$ Gro,pe Danone5 a Fren*h 4,-t'
pro$,*ts !oo$ *o4pan%5 e9,a--% share the @7. pro4oter ho-$n& n Brtanna
Sa-es o! Rs. (@. --on n 366@Da54
I!8#a Lt8.
Be/era&esan$ =,-nar%
Fr,t ),*e5*ookn& pastes5*o*on,t 4-k5to4ato p,ree5-e4on $rnk an$ hone%
=-ose-% he-$ -ste$ *o4pan% +th pro4oters:
ho-$n& at 7.@ o! the tota- share *apta-. Da,r Foo$s s a (66 s,s$ar% o! Da,r In$a
T,rno/er o! US 3(.@ 4--on n 366@
H#!843ta!
U!#$ee
Lt8.
HUL
Be/era&es5Stap-es5Dar%5 Sna*kFoo$s
Tea5 nstant*o!!ee5 s*,ts5*e *rea4s5sa-t5 +heat!-o,r 1atta25nstant $rnks5
so,ps5 )a4 an$s9,ash
The parent *o4pan% Un-e/er ho-$s (. o!HUL:s e9,t%. Un-e/er s a Fort,ne 66 transnatona-5+h*h se--s !oo$s5 ho4e *are an$ persona- *are ran$sn ao,t (66 *o,ntres +or-$+$e
In$a:s -ar&est !ast 4o/n& *ons,4er &oo$s*o4pan%5 +th -ea$ershp n Ho4e ? Persona- =are
pro$,*ts an$ Foo$s ? Be/era&es HUL:s ran$s5 are sprea$ a*ross 36 $stn*t
*ons,4er *ate&ores5 +th *o4ne$ /o-,4es o! ao,t @4--on tonnes an$ sa-es o! US 3.( --on
HUL:s !oo$s se&4ent s at 5 e/era&es are at(3 o! ts ,snesses
Pa$e
A%" Pt.
Lt8.
Be/era&esan$ Bott-e$Water
Fr,t $rnksan$ 4nera-
Lea$n& p-a%er n the !r,t ase$ e/era&esse&4ent an$ the ott-e$ +ater se&4ent
Its !-a&shp pro$,*t s the !r,t ase$ $rnk FrootMan&o5 +h*h has 4arket share
Ha$8#a>Maet#!
% Pt. Lt8.
Sna*k Foo$s S+eets5na4keens5s%r,ps5
Ma)or share n the na4keen an$ sna*k !oo$4arket n In$a. Stron& presen*e n northern In$a
espe*a--% n Ne+ De-h
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*r,shes5 *hpsan$ papa$s
E0ports to USA5 UK5 =ana$a5 A,stra-a5Sn&apore an$ the UAE
MTR
F""83 Lt8
Sna*k Foo$s5
I*e *rea4s
Rea$%'to'eat
*,rres an$r*e5 rea$%'to'*ook &ra/es5!ro;en !oo$s5*e *rea4s5nstant sna*kan$ $essert40es5 sp*es5
p*k-es an$ papa$s
T,rno/er s est4ate$ at US 3( 4--on5 +th
the e0port 4arket a**o,ntn& !or appro04ate-% (6 o!MTR:s tota- sa-es
An ISO 663 an$ HA==P *ert!e$ *o4pan%. It sa4on&st the top !/e pro*esse$ !oo$ 4an,!a*t,rers nIn$a
The *o4pan% +as re*ent-% a*9,re$ % Ork-a5 a Nor+a%'ase$ *o4pan% !or US 76 4--on
CHAPTER *
COMPANY AND PRODUCT
PROFILE
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Mother Dar% Ne+ De-h +as set ,p n (@ ,n$er the Operaton F-oo$
Pro&ra44e5 to o/er*o4e De-hs se/ere 4-k shorta&e.. It s no+ a +ho--% o+ne$ s,s$ar%
o! the Natona- Dar% De/e-op4ent Boar$ 1NDDB2.
*.& NDDB
The NDDB +as *reate$ n %ear ( so as to en$orse5 !nan*e an$ s,pport pro$,*er'
o+ne$ an$ *ontro--e$ or&an;atons. It +as !or4e$ +th a p,rpose to stren&then !ar4er
*ooperat/es an$ s,pport natona- po-*es that +ere !a/o,ra-e to the &ro+th o! s,*h
nstt,tons. It +as !o,n$ to rep-a*e e0stn& e0p-otaton +th e4po+er4ent tra$ton +th
4o$ernt% an$ sta&naton +th &ro+th. Its 4an a4 +as to trans!or4 $ar%n& nto an
nstr,4ent !or $e/e-op4ent o! In$a:s r,ra- peop-e.
>.(.( NDDB STRU=TURE
NDDB has the !o--o+n& s,s$ares8
In$an I44,no-o&*a-s Lt$.5 H%$eraa$
In$an Dar% Ma*hner% =o4pan% Lt$.5 Anan$
Mother Dar% Fr,t ? #e&eta-e P/t. Lt$.5 Ne+ De-h
*.( MOTHER DAIRY FRUIT 2 VEGETABLE PVT. LTD. : COMPANY PROFILE
Mother Dar% Fr,t ? #e&eta-e P/t. Lt$. 1MDF#1P2L25 Ne+ De-h +as n*orporate$ on
3@th Mar*h5 3666. It $ea-s +th the pro*essn&5 4arketn&5 sa-es an$ $str,ton o! 4-k an$
4-k pro$,*ts5 !r,t an$ /e&eta-e an$ e$-e o- thro,&h a /ert*a--% nte&rate$ net+ork
,n$er the Mother Dar% ran$5 the Sa!a- ran&e o! !resh !r,ts ? /e&eta-es5 !ro;en /e&eta-es
an$ !r,t ),*es an$ Dhara ran&e o! e$-e o-s at a natona- -e/e- thro,&h ts sa-es an$
$str,ton net+orks !or 4arketn& !oo$ te4s.
Mother Dar% so,r*es ts entre re9,re4ent o! -9,$ 4-k !ro4 $ar% *ooperat/es.
S4-ar-%5 Mother Dar% so,r*es !r,ts an$ /e&eta-es !ro4 !ar4ers J &ro+ers asso*atons.
Mother Dar% a-so *ontr,tes to the *a,se o! o-see$s &ro+er *ooperat/es that 4an,!a*t,reJ
pa*k the Dhara ran&e o! e$-e o-s % ,n$ertakn& to natona--% 4arket a-- Dhara pro$,*ts.
>.3.( MISSION
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It s Mother Dar%:s *onstant en$ea/o,r to8
1a2 Ens,re that 4-k pro$,*ers an$ !ar4ers re&,-ar-% an$ *ontn,a--% re*e/e 4arket
pr*es % o!!ern& 9,a-t% 4-k5 4-k pro$,*ts an$ other !oo$ pro$,*ts to *ons,4ers
at *o4pett/e pr*es.
12 Upho-$ nstt,tona- str,*t,res that e4po+er 4-k pro$,*ers an$ !ar4ers thro,&h
pro*esses that are e9,ta-e.
>.3.3 SALES #OLUME
The *o4pan% 4arkets 4ore than 3.3 4--on -tres o! 4-k $a-% n De-h an$ s,rro,n$n&
areas o! Western U.P. an$ Har%ana5 M,4a an$ H%$eraa$. Mother Dar% M-k has a
4arket share o! n the ran$e$ se*tor n De-h +here t se--s 3 4--on -tres o! 4-k
$a-% an$ ,n$ertakes ts 4arketn& operatons thro,&h 4ore than (65666 reta- o,t-ets. There
are 76 e0*-,s/e o,t-ets o! Mother Dar% o,t o! ths.
The *o4pan%:s ,n9,e $str,ton net+ork o! ,-k /en$n& ooths5 reta- o,t-ets an$
4o-e ,nts &/e t a s&n!*ant *o4pett/e a$/anta&e. Other than De-h an$ N=R5 Mother
Dar%:s $ar% pro$,*ts are a/a-a-e n the 4arkets o! Northern In$a5 Eastern In$a5
M,4a5 ? Port B-ar.
MDF#1P2L p-ans to e a & B#$$#"! *o4pan% % 36(6.
*.* PRODUCT PROFILE
Mother Dar% 4an,!a*t,res an$ 4arkets a +$e ran&e o! $ar% pro$,*ts es$es M-k.
These n*-,$e B,tter5 Dah5 Ghee5 =heese5 UHT M-k5 Dar% Whtener5 I*e =rea4s5
Lass ? F-a/o,re$ M-k.
The *o4pan% 4arkets an arra% o! !resh an$ !ro;en !r,t an$ /e&eta-e pro$,*ts ,n$er the
ran$ na4e SAFAL thro,&h a *han o! 3 o+ne$ Fr,t an$ #e&eta-e shops an$ 4ore
than 365666 reta- o,t-ets n /aro,s parts o! the *o,ntr%.
Mother Dar% has a-so een 4arketn& the Dhara ran&e o! e$-e o-s !or the -ast !e+
%ears. To$a% t s a -ea$n& ran$ o! e$-e o-s an$ s a/a-a-e a*ross the *o,ntr% n o/er
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35665666 o,t-ets. The ran$ s *,rrent-% a/a-a-e n the !o--o+n& /arants8 Re!ne$
#e&eta-e O-5 Re!ne$ So%ean O-5 Re!ne$ S,n!-o+er O-5 Ka*h Ghan M,star$ O-
an$ F-tere$ Gro,n$n,t O-. Mother Dar% has a-so -a,n*he$ e0tra /r&n O-/e O- ,n$er
the Daro-/a ran$.
>.@ MDFVPL STRUCTURE
>.@.( Strate&* B,sness Unts
MDF#1P2L has t+o strate&* ,sness ,nts8 (2 Dar% an$ !oo$ an$ 32 Hort*,-t,re.
Dar% ? Foo$ SBU
It s !,rther $/$e$ nto t+o *ate&ores8
Pro$,*ts
Fresh M-k
The Pro$,*ts D/son s respons-e !or the 4arketn&5 sa-es an$ $str,ton o!8
A-- $ar% pro$,*ts 1e0*ept !resh 4-k2 ,n$er the Mother Dar% ran$
Dhara ran&e o! e$-e o-s.
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Sa!a- ran&e o! !oo$ pro$,*ts at a natona- ? nternatona- -e/e-.
Hort*,-t,re SBU
It s respons-e !or 4arketn&5 sa-es an$ $str,ton o! Fresh Fr,t ? #e&eta-es
THE STRATEGIC BUSINESS UNITS OF MDFVPL
The Pro$,*ts D/son o! MDF#1P2L has s0 /ert*a-s8
3
FreshFruit &
Vegetable
Dairy & Horticult
Produc Fresh
Fresh Milk
Packet
Loose
MDFVPL
Safal Products
Dhara Edible Oil
Ice Creams
Butter & Cheese
Curd, Lassi &
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G"7e9 Cha#! P"847t3 GCP8 The pro$,*ts that *an e kept n a roo4
te4perat,re -ke5 ,-tra heate$ 4-k'tetra pa*k5 Dhara #e&eta-e O-s5 O-/e O- an$
Ghee are *atere$ to. It &enerates h&hest re/en,es.
I7e Cea> a!8 F"?e! P"847t3 IFP8 The ,sness operates at '(6 =. The
pro$,*ts are *e *rea4s an$ Sa!a- pro$,*ts -ke Fro;en Peas5 Fro;en =orn an$ Hot
Sna*ks.
M"8e! Reta#$ F">at MRF8 Ths /ert*a-s $ea-s +th the 4o$ern reta- 4arkets
-ke h%per 4arkets. The pr4ar% !,n*ton o! ths /ert*a- s to $o =hanne-
Mana&e4ent an$ She-! 4ana&e4ent. It ens,res a/a-a-t% o! Mother Dar% pro$,*ts
n a-- the h%per 4arkets -ke Re-an*e stores5 B& Ba;ar5 S,hksha et*.
M"the Da#9 F""8 Se#7e3 MFS8 Ths /ert*a- e0p-ores the *ons,4pton
opport,ntes o,t o! ho4e. It tar&ets /are$ ran&e o! nstt,tona- *,sto4ers. Pr/ate
nstt,tons -ke star hote-s5 s*hoo-s5 o!!*e *anteens5 ar *aterers an$ hospta-s.
Go/ern4ent nstt,tons -ke Para4-tar% !or*es5 =SD5 Hospta-s5 Arports5 ITD=5IR=T=5 Pra&at Ma$an.
B4tte 2 Chee3e BC: Here the ,sness operates at @6 =. The pro$,*ts are B,tter
an$ =heese +h*h *onstt,te to a 4a)or ,sness. The she-! -!e o! the pro$,*ts s
!ro4 4onths to 4onths.
FRESH: The ,sness operates at @
6
=. The she-! -!e o! the pro$,*ts s -o+. It $ea-s+th the pro$,*ts -ke =haa*h5 Dah an$ Lass.
*. SALES DEPARTMENT HIERARCHY
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CHAPTER +
LITERATURE SURVEY
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@.6 MEANING AND NATURE OF TRAINING
Trann& re!ers to the 4partn& o! spe*!* sk--s5 a-tes an$ kno+-e$&e to an
e4p-o%ee. It s an atte4pt to 4pro/e e4p-o%ee per!or4an*e % n*reasn& an e4p-o%ee:s
a-t% to per!or4 thro,&h -earnn&.
E/er% or&an;aton nee$s to ha/e +e-- trane$ an$ e0peren*e$ peop-e to per!or4
the a*t/tes that ha/e to e $one. Trann& a-so &/es the e4p-o%ees a &reater )o se*,rt%
an$ an opport,nt% !or a$/an*e4ent. Th,s5 a sk-- a*9,re$ thro,&h trann& s an asset !or
the or&an;aton as +e-- as the e4p-o%ee.
The nee$ !or trann& 4a% arse e*a,se o! the !o--o+n& reasons8
Ina$e9,ate )o per!or4an*e
De*-ne n pro$,*t/t%
=han&es res,-tn& o,t o! )o re$es&nn&
=han&n& te*hno-o&%
@.( TRAINING, EDUCATION AND DEVELOPMENT
Trann&5 E$,*aton an$ De/e-op4ent are three ter4s ,se$ nter*han&ea-%.
Ho+e/er5 +e *an 4ake a $stn*ton a4on& Trann&5 E$,*aton an$ De/e-op4ent.
Trann& s a pro*ess o! -earnn& a se9,en*e o! pro&ra44e$ eha/or. It s
app-*aton o! kno+-e$&e that nten$s to 4pro/e ther per!or4an*e on *,rrent )o or
prepare the4 !or an nten$e$ )o. An e4p-o%ee ,n$er&on& trann& s pres,4e$ to ha/e
ha$ so4e !or4a- e$,*aton. No trann& pro&ra44e s *o4p-ete +tho,t an e-e4ent o!
e$,*aton. Trann& s &enera--% o!!ere$ to operat/es.
E$,*aton5 on the other han$5 s an ,n$erstan$n& o! kno+-e$&e that nten$s to
$e/e-ops a -o&*a- an$ ratona- 4n$ rather than pro/$e $e!nt/e ans+ers. The p,rpose o!
e$,*aton s to tea*h theoret*a- *on*epts an$ $e/e-op a /ta- sense o! reasonn& an$
),$&4ent.
De/e-op4ent s a pro*ess re-ate$ to trann& t n/o-/es not on-% those a*t/tes
that 4pro/e )o per!or4an*e ,t a-so those that rn& ao,t &ro+th o! persona-t%. It
pro/$es &enera- kno+-e$&e an$ attt,es nten$e$ to e9,p e4p-o%ees to earn pro4otonsan$ ho-$ &reater respons-tes.
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@.(.( DISTIN=TION BETWEEN TRAINING AND EDU=ATION
Ta#!#!% E847at#"!
Trann& s App-*aton orente$ E$,*aton has Theoret*a- orentaton
I4parts spe*!* sk--s =o/ers &enera- *on*epts
Has a narro+ perspe*t/e Has a roa$ perspe*t/e
Trann& s "o Spe*!* E$,*aton s no ar
@.(.3 DIFFEREN=E BETWEEN TRAINING AND DE#ELOPMENT
@.3 IMPORTANCE OF TRAINING 2 DEVELOPMENT
Trann& s an nte&ra- part an$ *orner'stone o! so,n$ 4ana&e4ent5 as t 4akes
e4p-o%ees 4ore e!!e*t/e an$ pro$,*t/e. There s an e/er present nee$ o! trann& so that
ne+ te*hn9,es *an e taken a$/anta&e o! an$ 4pro/e4ents *an e 4a$e n the o-$
4etho$s. It ene!ts the or&an;aton an$ the e4p-o%ees e9,a--%.
>6
Ta#!#!% Dee$"p>e!t
Trann& n/o-/es te*hn*a- ? 4e*han*a-
operatons.
De/e-op4ent n/o-/es *on*ept,a- $eas
an$ 4enta- attt,$es.
Trann& s pres,4e$ to ha/e a !or4a-
e$,*aton.
De/e-op4ent s not e$,*aton $epen$ent.
Trann& nee$s $epen$ ,pon -a*k or
$e!*en*% n sk--s.
De/e-op4ent $epen$s on persona- $r/e
an$ a4ton.
Trann& s a narro+er *on*ept !o*,se$ on
spe*!* )o re-ate$ sk--s.
De/e-op4ent s a roa$er *on*ept !o*,se$
on persona-t% $e/e-op4ent an$ &enera-
kno+-e$&e.
Trann& s *on*erne$ +th 4antann&
an$ 4pro/n& *,rrent )o per!or4an*e5
an$ th,s5 t has a short'ter4 perspe*t/e.
De/e-op4ent seeks to $e/e-op
*o4peten*e an$ sk--s !or !,t,re
per!or4an*e5 an$ th,s5 t has a -on&'ter4
perspe*t/e.
Trann& s a4e$ at 4pro/n& )o re-ate$
e!!*en*% an$ per!or4an*e.
De/e-op4ent a4s at o/era-- persona-
e!!e*t/eness n*-,$n& )o e!!*en*es.
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@.3.( BENEFITS TO THE ORGANIATION
Lea$s to 4pro/e$ pro!ta-t% an$ 4ore post/e to+ar$s pro!t orentaton
I4pro/es the )o kno+-e$&e an$ sk--s
He-ps peop-e $ent!% +th or&an;atona- &oa-s an$ ,n$erstan$ an$ !o--o+
or&an;atona- po-*es
A$s n or&an;atona- $e/e-op4ent
A$s n n*reasn& pro$,*t/t% an$ 9,a-t% o! +ork
De/e-ops a sense o! respons-t% to the or&an;aton !or en& *o4petent
I4pro/es 4ora-e o! the +ork!or*e
He-ps -o+er *osts
@.3.3 BENEFITS TO THE INDI#IDUALS
He-ps e4p-o%ees a$),st to *han&e
He-ps n$/$,a-s n 4akn& etter $e*sons an$ n e!!e*t/e pro-e4 so-/n&
En*o,ra&es e4p-o%ees n a*he/n& se-!'$e/e-op4ent an$ se-!'*on!$en*e
In*reases )o sats!a*ton an$ re*o&nton
A$s the 4pro/e4ent o! attt,$es5 kno+-e$&e an$ sk--s
@.3.> BENEFITS IN HUMAN RELATIONS
I4pro/es *o44,n*aton et+een &ro,ps an$ n$/$,a-s
Makes or&an;atona- po-*es5 r,-es an$ re&,-atons /a-e
I4pro/es 4ora-e
I4pro/es or&an;atona- *-4ate
@.> INPUTS IN TRAINING AND DE#ELOPMENT
>(
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Sills: Sk--s 4parte$ $,rn& a trann& pro&ra44e 4a%e as* operatona- sk--s5
4otor an$ ps%*ho4otor sk--s5 nterpersona- or peop-e sk--s et*.
*nowledge: Kno+-e$&e s &/en e4phass n a $e/e-op4ent pro&ra44e. It n*-,$es
kno+-e$&e ao,t ,sness en/ron4ent5 4ana&e4ent prn*p-es5 h,4an re-atons5
spe*!* n$,str% ana-%ss et*. ,se!,- !or etter 4ana&e4ent.
Attitudinal C!anges: Attt,$e represents !ee-n&s an$ e-e!s o! n$/$,a-s to+ar$s
others. Ne&at/e attt,$es nee$ to e *on/erte$ to post/e attt,$es so that e4p-o%ees!ee- *o44tte$ to the or&an;aton5 are 4ot/ate$ !or etter per!or4an*e an$ $er/e
sats!a*ton !ro4 ther )os an$ the +ork en/ron4ent.
&ducation: It a4s at tea*hn& theoret*a- *on*epts ? $e/e-op a sense o! reasonn& an$
),$&e4ent. E$,*aton s 4ore 4portant !or 4ana&ers an$ e0e*,t/es than !or -o+er'
*a$re +orkers.
&t!ics: An eth*a- orentaton s 4portant as t *reates a *re$-e p,-* 4a&e5 he-ps
peop-e n $ent!%n& +th the or&an;aton an$ n etter $e*son 4akn& n the nterest
o! e/er%one.
+ecision Maing # roblem Solving Sills: The% !o*,s on 4etho$s an$ te*hn9,es
that he-p $e!ne an$ str,*t,re pro-e4s5 *o--e*t an$ ana-%se n!or4aton5 &enerate
a-ternat/e so-,tons an$ take approprate $e*sons
+.+ THE T
>3
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The Sa-es For*e +as se&re&ate$ as per ther $/sons !or ths sta&e.
.* DATA COLLECTION TECHNIUES AND TOOLS
Pr4ar% Data *o--e*ton +as $one ,sn& three too-s8
Str,*t,re$ Inter/e+s8 These +ere ,se$ to $ent!% the KSAs.
Rankn&8 Ths +as ,se$ to prortse the KSAs $ent!e$.
Ratn& S*a-es8 Ratn&s +ere &/en to $ent!% the sk--s &ap an$ hen*e the trann&nee$s.
Se*on$ar% Data8 =o4pan% anne0,re5 Westes5 Books5 "o Des*rptons.
.+ TOOLS FOR ANALYSIS
These too-s +ere se-e*te$ so as to !n$ a sn&-e /a-,e !or ratn&s o! ea*h sk--.
.@.( MODE
Mo$e s that /a-,e +h*h o**,rs the 4a04,4 n,4er o! t4es .e. has the4a04,4 !re9,en*%.
It represents a 4a)ort% o! the tota- pop,-aton.
.@.3 ARITHMETI= MEAN
It s the /a-,e otane$ % a$$n& toðer a-- the oser/atons ? %
$/$n& the tota- % the n,4er o! oser/atons.
For4,-a8 Q Q(Q3Q>..Q N
N
It represents the a/era&e ratn& !or ea*h sk--.
>>
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CHAPTER
DATA ANALYSIS AND
INTERPRETATION
>@
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.& ;SA IDENTIFICATION
A -st o! KSAs +as $ent!e$ as 4portant to per!or4 a sa-es e0e*,t/e:s )o a!ter
*on$,*tn& the nter/e+s. These KSA:s +ere prortse$ % the Natona- Sa-esMana&ers o! ea*h o! the s0 /ert*a-s n the or$er o! ther 4portan*e as a *o4peten*%to per!or4 e!!e*t/e sa-es.
.(.( I=E=REAM ? FROEN PRODU=TS KSA:s
Tota- n,4er o! peop-e nter/e+e$8 (
KSA’sNUMB! "F P"P#
$H" %DN%F%DH SK%##
P!'NA( "F"A# !SP"NSS
A!a$9t#7a$ A5#$#t#e3 >.7
C$a#> Ha!8$#!% >(.
C">>4!#7at#"! (6 3.
C">p$a#!t Ha!8$#!% >.7
C">p4te S#$$3 2 Rep"t#!%
S93te>3 "= the "%a!#?at#"!
@.@
D#3t#54t#"! Ma!a%e>e!t ( 7@.3
F"$$"< Up S#$$3 3.>Maet E@pa!3#"! >.7
M"!#t"#!% 2 Ta#!#!%
PSM3 2 DSM3) Ma!
Ma!a%e>e!t
7 @3.(
O%a!#?at#"!a$ P"$#7#e3 2
P"7e33e3
>(.
P"847t ;!" (.7
Se$$#!% S#$$3 > (.7
>
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IFP KSA LIST PRIORITISED B< THE NATIONAL SALES MANAGER
;SA P#"#t9
Se--n& Sk--s (
Dstr,ton Mana&e4ent 3
Fo--o+ Up Sk--s >
Montorn& ? Trann& PSMs ? DSMsJ Man Mana&e4ent @
=-a4 Han$-n&
Market E0panson
=o4p-ant Han$-n&
Ana-%t*a- A-tes 7
=o44,n*aton
Or&an;atona- Po-*es ? Pro*esses (6
=o4p,ter Sk--s ? Reportn& S%ste4s o! the or&an;aton ((
.(.3 GRO=ER< =HAIN PRODU=TS KSA:s
>
KSAs AS PER=ENTAGE OF TOTAL RESPONSESB< THE EQE=UTI#ES AND THEIR SENIORS
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Tota- n,4er o! peop-e nter/e+e$8 >>
KSA’s
NUMB! "F P"P#
$H" %DN%F%D HSK%##
P!'NA( "F
"A#!SP"NSS
A!a$9t#7a$ A5#$#t#e3 @ 3@.3@
C$a#> Ha!8$#!% @ 3@.3@
C">>4!#7at#"! >.>
C">p$a#!t Ha!8$#!% (.(
C">p4te S#$$3 2 Rep"t#!%
S93te>3 "= the "%a!#?at#"! (.3
D#3t#54t#"! Ma!a%e>e!t 3( 7.
F"$$"< Up S#$$3 >.>I!tepe3"!a$ S#$$3 @ 3@.3@
Maet ;!".>
M"8e! Ta8e > .6
M"!#t"#!% 2 Ta#!#!% PSM3 2
DSM3) Ma! Ma!a%e>e!t(7 @.
O%a!#?at#"!a$ P"$#7#e3 2
P"7e33e37 3@.3@
Pe3e!tat#"!) Pe3"!a$#t9 (.(
P"847t ;!"KSAs AS PER=ENTAGE OF TOTAL RESPONSESB< THE EQE=UTI#ES AND THEIR SENIORS
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G=P KSA LIST PRIORITISED B< THE NATIONAL SALES MANAGER
S#$$ P#"#t9
Se--n& Sk--s (
=-a4 Han$-n& 3
Pro$,*t Kno+-e$&e >
Dstr,ton Mana&e4ent @
=o44,n*aton
Ana-%t*a- A-tes
Ne&otaton
PresentatonJ Persona-t% 7
Fo--o+ Up Sk--s
.(.> BUTTER AND =HEESE KSA:s
>7
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B= PRIORITISED LIST
S#$$ Ra!
Dstr,ton Mana&e4ent (
Se--n& Sk--s 3
P-annn& >
=o44,n*aton @
Montorn& ? Trann& PSMs ? DSMsJ ManMana&e4ent
Pro$,*t Kno+J Market Kno+
Fo--o+ Up Sk--s
Or&an;atona- Po-*es ? Pro*esses 7
.(.@ MOTHER DAIR< FOOD SER#I=ES KSA:s
Tota- n,4er o! peop-e nter/e+e$8
>
KSAs AS PER=ENTAGE OF TOTAL RESPONSESB< THE EQE=UTI#ES AND THEIR SENIORS
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KSA’s
NUMB! "FP"P# $H"
%DN%F%D HSK%##
P!'NA( "F
"A# !SP"NSS
A)alytical Abilities > @3.7
'lai* Ha)dli)g > @3.7
'o**u)icatio) @ .(@
'o*+lai)t Ha)dli)g 3 37.
'o*+uter Skills &!e+orti)g Syste*s
3 37.
Distributio)Ma)age*e)t
(.@>
%)ter+erso)al Skills ( (@.3Market K)o,ledge @ .(@
Negotiatio) (.@>
"rga)i-atio)al Policies& Processes
> @3.7
Product K)o,ledge (.@>
Selli)g Skills ( (@.3
MFS PRIORITISED LIST
@6
KSAs AS PER=ENTAGE OF TOTAL RESPONSESB< THE EQE=UTI#ES AND THEIR SENIORS
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S#$$ Ra!
Dstr,ton Mana&e4ent (
=o44,n*aton 3 Ne&otaton >
Se--n& Sk--s @
Ana-%t*a- A-tes
Market Kno+-e$&eJ Pro$,*t Kno+
Or&an;atona- Po-*es ? Pro*esses
=o4p-ant Han$-n& 7
=-a4 Han$-n&
=o4p,ter Sk--s ? Reportn& S%ste4s o! the or&an;aton (6
.(. MODERN RETAIL FORMAT KSA:s
Tota- n,4er o! peop-e nter/e+e$8
KSA’s
NUMB! "FP"P# $H"
%DN%F%D HSK%##
P!'NA( "F
"A#!SP"NSS
@(
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A!a$9t#7a$ A5#$#t#e3 3 37.
C">>4!#7at#"! 3 37.
C">pet#t"3 ;!"3 "= the "%a!#?at#"!> @3.7
D#3t#54t#"! Ma!a%e>e!t (.@>
F"$$"< Up S#$$3 > @3.7
I!tepe3"!a$ S#$$3 3 37.
Maet ;!" @3.7
M"!#t"#!% 2 Ta#!#!% PSM3 2
DSM3) Ma! Ma!a%e>e!t@ .(@
Ne%"t#at#"! > @3.7
P"847t ;!"
M"8e! Ta8e ( (@.3
Pe3e!tat#"!) Pe3"!a$#t9 ( (@.3
C,estonnare !or ASMs
What sk--s are re9,re$ % the "SEs ? SEs to per!or4 ther )o e!!e*t/e-%
What a$$tona- sk--s *an e 4parte$ !or 4pro/n& ther per!or4an*e
What are ther Ke% respons-tes
Are there areas n +h*h the sa-es e0e*,t/es 4&ht re9,re trann&
@3
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C,estonnare !or Sa-es E0e*,t/es
What s %o,r $a-% ro,tne
What are %o,r Ke% Respons-tes
What pro-e4s $o %o, o!ten !a*e at +ork
What $o %o, -ke $on& the est at +ork
Ho+ sho,-$ the or&an;aton s,pport %o, !or etter per!or4an*e
Ho+ $o %o, *o4pare %o,rse-! +th the *o4pettors What are ther a$/anta&es o/er
%o,
-OB DESCRIPTION
A. -OB INFORMATION:
-"5 H"$8e: -"5 T#t$e8 "r. Sa-es E0e*,t/e5 SE
C">pa!9: MDIL L"7at#"!:
F4!7t#"!: B,tter ? =heese ? Be/era&es5
FRESH5Ga8e:
F4!7t#"!a$ Rep"t#!%: ASM J SSE A8>#!#3tat#e Rep"t#!%: ASM J SSE
@>
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T"ta$ Rep"tee3 D#e7t) I!8#e7t: ')&6(
B. MAIN R ESPONSIBILITIES: $#3te8 #! "8e "= p#"#t9
Ens,re Sa-es as per set tar&ets se*on$ar% an$ pr4ar%.
Dstr,ton E0panson as per ann,a- p-an.
Ens,re s,pp-%5 *o/era&e5 !re9,en*%5 n/entor% -e/e- an$ 4ana&n& then!rastr,*t,re.
Ens,rn& a$e9,ate 4er*han$sn& n ter4s o! pro$,*t /s-t% an$ $sp-a% o!POS.
Sa-es Fore*astn&J MIS &eneraton.
T4e-% RS *-a4 s,4sson.
Ens,rn& RS n!rastr,*t,re n/est4ent an$ +orkn& as per =o4pan% nor4s.
On the )o trann& to the RSSMs
Spee$% response to *o4pettonJ Sa-es pro4otona- a*t/tes.
Pro4pt Market !ee$a*k to 4ana&er.
=ontro- $a4a&es an$ 4antann& sto*k h%&ene at RSJ Reta- -e/e-s
Fs*a- $s*p-ne +th respe*t to RS *-a4s ,$&ets appro/e$ ? T?E *-a4s.
C. ADDITIONAL) OCCASIONAL R ESPONSIBILITIES: $#3te8 #! "8e "= p#"#t9
Proper reportn& to Mana&er5 re&ar$n& PFA re-ate$J sa4p-e p*kn& a*t/t% n the 4arket.
D. -OB SPECIFICATIONS:
E847at#"!: Gra$,ate
E@pe#e!7e: (
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S#$$3) A5#$#t#e3:
Assert/e
Pro*ess $r/en
Ana-%t*a-
Goo$ =o44,n*aton
IPR +th reta-ers5 $str,tors5 *o+orkers
Fo--o+ ,p sk--s
W--n&ness to 4p-e4ent J -earn
E. SCOPE OF -OB:
AREA TARGET) MEASURE
#o-,4eJ T,rno/erJ Others 1Rs.2 A/era&e Rs. 7 Rs. (6 Lakhs per ann,4#o-,4eJ T,rno/erJ Others 1Unts2 6 MT (36 MT or 66 =ases o! Be/era&es
Pro!tJ Pro$,*t/t%J Others 1Rs.J
UntsJ Rato2
To $r/e Pro!ta-t% State4ents a-on& +th /aran*e
ana-%ss +th Boar$ Appro/e$ B,$&ets
Geo&raph*a- Span o! =ontro- Met" : Dstr,tors5 N"! Met" : Dstr*ts.
"OB DES=RIPTION
-OB INFORMATION:
-"5 H"$8e -"5 T#t$e: -4!#" E@e74t#e
C">pa!9: M.D.I.L L"7at#"!:
F4!7t#"!: MFS Ga8e:
F4!7t#"!a$ Rep"t#!%: ASM JSSE A8>#!#3tat#e Rep"t#!%: ASMJSSE
T"ta$ Rep"tee3 D#e7t) I!8#e7t: ')&6(
F. MAIN PURPOSE: 7apt4e3 e33e!7e "= the J"5 #! 5#e=
To $r/e nstt,tona- sa-es n the ass&ne$ terrtor%5 *o/ern& /aro,s *ate&ores o!
nstt,tons !or a-- the Mother Dar% Pro$,*ts
MAIN R ESPONSIBILITIES: $#3te8 #! "8e "= p#"#t9
@
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A*he/e4ent o! sa-es tar&ets !or $!!erent *ate&ores o! pro$,*ts % ,-$n& an$
4antann& tra$e re-atons +th Ke% Instt,tona- A**o,nts thro,&h e0tens/e
pers,ason.
De/e-op4ent o! nstt,tona- Re$str,ton Sto*kst 1RS2 as per the p-an.
De/e-opn& Dre*t Sa-es Ponts at ke% nstt,tons.
Ens,rn& e!!e*t/e ser/*n& o! n$re*t nstt,tona- a**o,nts.
Ens,re e!!e*t/e *,sto4er ser/*e to the ke% a**o,nts n ter4s o! t4e-% $e-/er%5
*o4p-ant reso-,ton et*.
Ens,rn& 4antenan*e o! re*or$s +th respe*t to the Assets p-a*e$ n nstt,tons
an$ es*a-ate te*hn*a- pro-e4s to the BDO.
Ens,re t4e-% re*o/er% o! pa%4ents !or $re*t *o4pan% A**o,nts.
G. -OB SPECIFICATIONS:
E847at#"!: Gra$,ate +th pro!essona- $p-o4a
E@pe#e!7e: > ' %ears.
Ta#!#!%: =o44,n*aton Sk--s ? Pro$,*t Kno+-e$&e
S#$$3) A5#$#t#e3:
Spe*a-;e$ nstt,tona- sa-es han$-n& sk--s.
Ke% a**o,nts han$-n&.
De/e-opn& pro!essona- re-atons +th h&h pro!-e nstt,tona-
,%ers.
H. SCOPE OF -OB:
AREA TARGET) MEASURE
#o-,4eJ T,rno/erJ Others 1Rs.2 @ =rores
#o-,4eJ T,rno/erJ Others 1Unts2 A/era&e ( MT
Pro!tJ Pro$,*t/t%J Others 1Rs.J UntsJ Rato2
Geo&raph*a- Span o! =ontro- Metro J Dstr*ts