-

A Presentation by Students of SPJCM for educational purpose , Information collected

from secondary sources.

Kraft Foods Inc. is the world's second largest food and beverage company in the world.

Kraft had revenues of over $34 billion in 2005.

Kraft is an American owned company with brands that include global market leaders.

Kraft Foods is classified as a Fast Moving Consumer Goods (FMCG) company.

Kraft worldwide currently has over 100,000 employees, operating in 150 different countries

The company's major brands include:

• Maxwell House® coffee

• Terry's All Gold®

• Toblerone®

The staying power of these brands is undisputed - some already have over 100 years of sales

behind them.

Stakeholders are individuals and groups with an interest in a

company and its activities. They have a key influence on decisions that

modern companies make.

Employees They take pride in working for a well-respected company and look to have a secure job,.

Customers Organizations such as supermarkets and other retail outlets that buy Kraft products.

Consumers Purchasers and users of Kraft products..

Shareholders People and institutions who own shares in companies

Suppliers Firms that supply Kraft with its production requirements

What types of products are consumers looking for ?

What price are they willing to pay ?

Where do they want to buy these products ?

What tome of advertising and promotional activity will attract them.

The sales team is further split into teams

, of which look after specific customers This

role is known as 'Account Management‘.

Category Planning ensures that sales targets are met by

overseeing the promotional plans for

each customer.

Category Development use the market

research information provided by Marketing

to create a 'sales rationale'.

In order to achieve Sales objectives, the Sales team at

Kraft needs to ensure:

high product distribution

agreement of correct

range for each

customer

organisationof

promotions

maximum space on the

shelf

successful launches of

new products.

Creating concepts for new

products

Communicating the final

concept to Sales

Presenting the opportunity to

customers

Year plan for the product

Working with Supply Chain

Product arrives in store

Evaluation

Innovation – Satisfying real-life needs with unique ideas

Quality – Fulfilling a promise to deliver the best

Safety – Ensuring high standards in everything we make

Respect – Caring for people, communities and the environment

Integrity – Doing the right thing

Openness – Listening to the ideas of others and encouraging an open dialogue

By: Apurva C | Saurabh D | Tanvi S | Divya T