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Sales and Distribution at Nike (RJ Corp) : A Project Done Under The Supervision of DR Nidhi Sinha

RJ Corp is one of the biggest retailers of Nike products in India, operating large retail stores across major cities. Nike handles all distribution and sales processes, providing periodic discounts, exclusive deals, and promotions to RJ Corp stores. Sales personnel at RJ Corp stores follow a traditional sales approach when assisting customers but do not have sales quotas. Their compensation is fixed, though store managers can provide bonuses based on targets and store performance.

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Priyanshu Ranjan
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97 views12 pages

Sales and Distribution at Nike (RJ Corp) : A Project Done Under The Supervision of DR Nidhi Sinha

RJ Corp is one of the biggest retailers of Nike products in India, operating large retail stores across major cities. Nike handles all distribution and sales processes, providing periodic discounts, exclusive deals, and promotions to RJ Corp stores. Sales personnel at RJ Corp stores follow a traditional sales approach when assisting customers but do not have sales quotas. Their compensation is fixed, though store managers can provide bonuses based on targets and store performance.

Uploaded by

Priyanshu Ranjan
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Sales and distribution at

Nike (RJ Corp)


A project done under the supervision of Dr Nidhi Sinha
Industry Mentor Details

• Mr Manav Sethi
• Deputy manager (Buying and Merchandising)
• Company Nike/RJ Corp
• Email Id- [email protected]
• Contact Number - 9643001033
How RJ Corp manages Sales of
Nike products
• RJ Corp is one of the biggest retailers of Nike
• It operates very big retail stores across India
• It has major presence in the Tier 1 cites
• It has a significance presence in the southern and
western parts of the country
• The biggest store of Nike (At Dlf Mall of India is
operated by them)
Demographic
Sales territory
and which
procedure is Geographic
followed ?
Minimum criteria for
setting up a shop
Levels of Sales management

Nike follows Five levels of Sales


management:
• Initial
• Motivate
• Execute
• Coach
• Allign
Sales Strategy

• The sales strategy followed is fairly simple in the following ways :


1. Perioidic Discounts
2. Exclusive store deals
3. Sales promotion etc.
4. Forecasting is done through past data (Pre- Covid)
5. Budgeting is based on the forecasted sales projections and size
of the store and the demographics around the store.
Sales process followed

There’s no sales process followed by Rj Corp

RJ corp is just one of the major retailers of Nike hence they don’t have a sales process as such

They are dependent on Nike for the marketing and sales of the product.

The Stores owned by Rj Corp depend on Nike for sales promotion and discount at stores.

The sales person working at the store follow the traditional sales approach as studied in class
when a customer visits a store and end with a follow up.
Methods for Sales

The Periodic Discounts


methods
followed Exclusive store deals
are as
follows: Memberships
Special Discount to loyal customers
Engagement for sales personnel

Feedback Mechanism with the store staff and managers

Discounts and offers for employees and sales people (30 % to be


precise)

Clearly defined roles and responsibilities for the store staff

Diwali bonus and other things for sales personnel


Sales Audit

Inventory Management (Inventory gives us Study of monthly sales report data


insights about the sales of particular products)
No the
Compensation
company
is fixed at
doesn’t allow
Sales Quotas
stores
sales quotas

and other
aspects
Store
managers have
The Bonus are a say in the
decided by the store
store managers functioning
along with
targets etc.
Distribution system followed

RJ corp doesn’t handle


Nike looks after the
any of the distribution
distribution
work

Stock is allocated based


The company job is
on the store size and
limited to unloading of
sales driven by each
truck carrying inventory
store of the company

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