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Asian Journal of Management
Year : 2018, Volume : 9, Issue : 1
First page : ( 595) Last page : ( 603)
Print ISSN : 0976-495X. Online ISSN : 2321-5763.
Article DOI : 10.5958/2321-5763.2018.00094.X

A Study on the Effectiveness of Sales and Distribution Channel of Kansai Narolac Paints Ltd. Chhattisgarh

Dr. Shridhar R.1, Rao P. Prasad2

1Professor, Management Department, Kalinga University, Raipur (CG)

2Research Scholar, Management Department, Kalinga University, Raipur (CG)

Online published on 2 June, 2018.


This Research Paper aims to study the distribution channels, sales network and service patterns of the paint sector through an analytical of Kansai Nerolac paints Company. The paper also tries to bring out the shortcomings, if any, in the present system and thus recommends suggestions to improve the same. The research paper also gives insights into the various financial terms, norms of the sales and service departments as per the guidelines of the paint industry.

The paper was designed after detailed discussion with the company officials on three parameters i.e. distribution network, service network and sales functioning. The research paper also includes the insights given by the dealers and officials of the company. “The sample size of 40 for channel members and that for the sales people was 5, from company”.

Firstly, the paper discusses the distribution network of the Kansai Nerolac Company functions carried out by the channel members. Kansai Nerolac Paints being the 2nd largest paint manufacturer in India. The paper also covers the financial terms of the company with the dealers and that of the dealers with the customers. Secondly, the research paper discusses the sales functioning of the Kansai Nerolac Company, which includes aspects such as the hierarchy of the sales department prevalent in the company; the responsibilities and functions of the sales force, their performance appraisal structure etc.

Finally the research paper ascertain effectiveness sales and distribution channel of Kansai Nerolac paints and covers the service network of the company which deals with the after sale services and their effectiveness provided by the company which deal with the various method to increase the sale volume of the company.



Distribution Channel, Marketing Management-Sales, Service.


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