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Mitter International PVT LTD
Mitter International PVT LTD
Student Declaration
Date: 16/09/2022
Dear Examiner
Diploma in Strategic Sales Management
KDC Academy of Management
Student Confirmation
I, with this, certify that the assignment/project of the Diploma in Strategic Sales Management and
Level-11 is the result of my independent work unless otherwise explicitly mentioned under
referencing guidance.
Thank you.
Signature-
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DSSM/04/931
Content
Aknowledgement …………………………………………………………………..………........................3
2Executive summery 4
3 Overview of Organization………………………………………………………..……………….......…..5
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1. Acknowledgment
In preparation for this assignment under level 11, I had to request the help and guidance of some respected
masters who deserve my deepest gratitude. Completing this assignment gave me much pleasure. Thank
Mr. Mahesh weerathunga, Course Instructor at the KDC Academy of Management, for giving me good
knowledge for assignments throughout numerous consultations.
Thanks to my Head of Department, Mr.Lahiru Wijerathna, and other surroundings for their knowledge
sharing.
Besides that, thanks to my beloved family, who always stick together and help to produce a good
assignment with all affordance and responsibility.
Finally, I would like to expand my heartiest gratitude to all those who have directly and indirectly guided
me in writing this assignment.
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2. Executive Summary
The sales force is an organization's most significant employee force responsible for selling
products and services. The primary functions that are included in the sales force definition are the
interactions with the customer. They are responsible for communicating the details and
information to the customers and gathering information in the form of feedback from each
customer. Hence, the sales force is essential to marketing and customer relationship management.
Select a company that Brandix Apparel Limited (BAL) for this assignment. Going forward can
get a better idea about company behavior when referring comprehensive business introduction
that includes the company name, operating industry, and financial summary of the last final years,
brand & product portfolio, an overview of market share compared with the competition, critical
stakeholders of the business, achievements.
Additionally, describe the current sales organization structure and explain the roles and
responsibilities of each individual in the sales force. Brandix has not separate sales force. Brandix
maintains sales and marketing under the marketing department under the Bulk Merchandizing
function and product development functions. Using these two categories, they maintain, handle
and manage the international apparel market. Also, Identify the span of control and decision-
making authority of the whole business, identify gaps in the existing organization structure, and
propose a new one to reach the expected objective described above.
Finally, deeply discussed leadership and motivation for significant strategic decisions in sales
management and sales force productivity improvement. Among all leadership approaches,
critically analyze two leadership approaches suitable for sales management. Going forward,
Propose the best leadership approach for the selected sales force development. Furthermore,
proposed sales motivation techniques that organizations can implement to maximize productivity
and reach sales objectives.
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3. Overview of Organization
3.1Company Name
As a leading apparel solutions provider in Sri Lanka, Brandix has provided Inspired Solutions to
renowned brands worldwide for over 50 years. Business vertically contributed supply chain and
expanded global network of manufacturing and operating locations. Also, an inspired employee
base and infrastructure have helped us deliver millions of garments to customers. Combining this
with Brandix's expertise in product innovation, research and development, unparalleled speed in
delivery, and unwavering commitment to delivering the best phenomenal product has helped to
bloom Brandix as a leader in the Apparel arena.
Sri Lanka's economic gain industry of apparel and textile manufacturing industry is the most
valuable, significant, and dynamic contributor to Sri Lanka’s economy. Also, apparel and textile
manufacturers have successfully utilized the opportunities in the international market to evolve
beyond traditional exports and tailoring designs to provide sophisticated and creative solutions
through fashion BPO services, research, development, and innovation centers.
Brandix is Sri Lanka's single largest apparel exporter, with an annual turnover exceeding $600
million. The company employs over 44,000 Associates supported by 38 manufacturing facilities
in Sri Lanka, India, and Bangladesh.
3.4 Brands
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Bangladesh can be considered Sri Lanka's main competitor in apparel. As the only source of
foreign exchange for Bangladesh with vast amounts of labor, low cost, and vertical supply chains.
Readymade garment (RMG) exports from Bangladesh increased by 16.61 per cent to $3.366
billion in the first month of fiscal 2022-23 (July-June) compared to exports of $2.887 billion in
July 2021, according to the provisional data released by the Export Promotion Bureau. The export
was 6.45 per cent more than the target of $3.163 billion for July 2022.
3.8 Achievements
2008- Seeduwa – World's 1st LEED Platinum-rated apparel manufacturing facility
2009- LEED Gold certified - First commercial building in Sri Lanka to receive this certification
2014- Excellence in Sustainable Development” – Presidential Export Awards
2015- Brandix HQ – GreenMark Platinum certified - Sri Lanka's 1st Platinum-certified
Commercial Building
2019- Launch of Brandix’s new Sustainability strategy for 2023 Batticaloa – World’s 1st Net
Zero Carbon certified apparel manufacturing facility
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An organizational structure is a better system that outlines how certain activities are directed to
achieve an organization's goals. These activities can include rules, roles, work responsibilities
, and accountability. Also determines how information and commands flow between levels within
the company. An organizational structure in the company allows companies to remain efficient
and focused.
An organizational structure shows how certain activities are directed to achieve the goals
of an organization.
Successful organizational structures define each employee's job and how it fits within the
overall system.
A centralized structure has a defined chain of command, while decentralized structures
give almost every employee receiving a high level of personal agency.
Organizational structures include functional, divisional, flat, and matrix structures.
Senior leaders should consider various factors before deciding which type of organization
is best for their business, including the company's business goals, industry, and culture.
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In the Organization structure of Brandix, there is no separate sales department. All the sales and
marketing functions handle and managed through the marketing department under bulk merchandising
and product development merchandising categories. Because going forward, the Brandix marketing
team will be involved with the international market.
Owner
Director
COO
Inspection
Department Limited Uniqlo Lidle CK/Amazon
Brands
Logistic
Departme
Senior
Data
Manager-
Analyzing Marketing
Department
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Lead formulation of the Product Development objectives and implementation plans for
the assigned Customers / Categories.
Drive synergies with the internal stakeholders to achieve the OTD, Sales, and
Profitability objectives.
Manage effective customer relationships to realize the strategic Product development
deliverables, including LRP execution, new business development, and Customer
Relationship Index.
Led and managed the Development team for assigned Customers/Categories toward
achieving functional objectives.
Coordinating the execution of orders on a timely basis and achieving the relevant pre-
defined delivery targets to the satisfaction of our customers.
Managing your T&A and bearing responsibility for 100% customer coordination.
Recording and distributing weekly updates and coordinating with the planning team to
achieve committed delivery deadlines.
Maintaining updated status reports on all orders and being responsible for driving 100%
OTD.
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Assisting in sample development, costing, price negotiation, and communication with the
customers.
Ensuring the entire development process from tech pack to sample dispatch runs
smoothly.
Adhering to the time & action plan and achieving 100% OTD on sample delivery.
Liaising with internal/external cross-functional teams and building relationships with the
customers.
The span of control defines the number of subordinates under the senior level of direct
control. The span of control refers to how the many numbers of subordinates that can be
managed and controlled effectively and efficiently by supervisors or managers in an
organization.
.
Increasing the span of control for senior level who could take responsibilities can
decrease the amount of micro-management in the organization or company,
creating more autonomy, faster decision-making, and more professional
development for team members.
Having more levels and steps of reporting in the organization outputs results in a
more and good hierarchical organization
Creates more development, improvements, growth, and advancement
opportunities
for all surroundings. communication between small teams and
Groups are smaller and easier to control as well as manage
There is a more fabulous concept of specialization as a division of labor
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When applying to Brandix, in the marketing department, one SBU, two or three interns,
two executives may be senior, two Assistant Managers/Managers for different functions,
and two graduate trainee report to the senior manager of the business unit. That senior
Manger reports to (CFO level)General Manager/Deputy General Manager.
No better flow of hierarchy. All the other suborning has to report under the senior
manager level. Because of that, senior managers have to manage all the other suborning's
responsibility and accountability for other levels and senior management's responsibility
and workload. Too much workload may under one person decreases efficiency, accuracy,
and effectiveness. Under this structure, time management is not in the proper way. One
person cannot find and manage all the other responsible positions, such as assistant
manager/manager. As well as challenging to get promotion. Because of that more
communication gaps exist higher level between lower levels.
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General Manager
(CFT level)
.
Deputy General
Manager
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5.1 Leadership
Leadership is the accomplishment of a target or goal through the direction of human
assistants, a human as well as a social achievement that stems from the leader's
understanding of senior level fellow workers or lower level and the relationship of their
individual goals to the group's aim and capacity of a company's management to set and
achieve challenging goals take a fact and decisive action when needed, outperform the
competition and inspired others to perform at the highest level they can.
Leadership involves setting goals, taking action, and beating the competition. However, it
also relates to the tone of the company's management and what kind of culture is built for
the employees.
The bureaucratic sales leader's approach to leadership is most effective and efficient in an
established sales department with a history of performing well, but newer employees or
those with want to try something different may feel stifled.
5.1.2 The best leadership approach for the selected salesforce development
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5.2 Motivation
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6. Conclusion
The purpose of this assignment is to understand Organization's Sales Objective for the Next Business Year
Increase sales revenue by 20% compared to the previous financial year using the existing product pot
folio reaching new market segments by 31 s t March 2023, and understands the communication processes
and the decision-making process of an organization. This report selected Brandix Company to get explicit
knowledge about the communication process and how it uses in an organization, and how it helps the
decision-making process. Under this span of control, the section proposes a new organizational structure
for the organization's sales/marketing team, identifies the gap, and presents a new solution to the span of
control. Because the span of control in management has implications for workflow and directly influences
the number of subordinates assigned to work under a manager or a supervisor. Thus, a good span for a
manager or supervisor is vital to design the organizational structure, set direction, and exercising control
effectively and efficiently.
As well as describe leadership approaches that mainly impact the sales/marketing team and choose one
suitable leadership approach called transformational leadership approach. This is very suitable for the
appeal industry; thus, we want teamwork and more engagement, and every person's performance may be
equal to get better efficiency and maintain a timeline.
Finally, discuss the existing motivational factors in the organization as well as proposals to increase the
sale performance and, going forward, the high business revenue.
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7. References
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