| dc.description.abstract | This internship report titled “Sales and Distribution Management Practices of Crockeries Garden Limited: A Study of B2B Wholesale Operations in Bangladesh” has been prepared as a requirement for the completion of the BBA (Marketing) program under the School of Business & Economics (SoBE) at United International University.
The internship was completed at Crockeries Garden Limited from 1 January 2026 to 31 March 2026 in the Sales & Marketing Department. The company operates as a B2B importer and distributor of home appliances and kitchenware products across Bangladesh through a district-wise wholesale distribution model.
The primary objective of this report is to analyze the company’s sales management practices, distribution structure, and hybrid credit policy within the context of Bangladesh’s wholesale market.
The study is based on both primary and secondary data sources, including direct observation, internal sales reports, credit policy documents, and monthly sales data from July 2025 to February 2026.
The analysis of sales indicates that there exists an upward growth pattern that is not steady though. There was an increase in sales from 5.91 crore BDT in September 2025 to 8.33 crore BDT in January 2026, which indicates that sales are under proper management and distribution was efficient too. The hybrid credit policy adopted by the company: 50 percent of the invoice amount is charged as pre-payment, and the remaining 50 percent is charged in 10 installments weekly. This system helps in the control of liquidity and motivates the trader to make a repeat purchase.
The internal strengths of the company, as revealed by the SWOT analysis, are that the company has good distribution and good relations with traders; sales growth is average. However, such issues as credit dependence, season, and import risks are significant. This experience under the internship period has helped me gain a hands-on experience in Sales Reporting, Forecasting, Client Management, Credit Monitoring, and Distribution Coordination. During the internship period, theoretical concepts regarding Sales Management, B2B Marketing, Distribution Channel Strategy, and Relationship Marketing were practically observed and implemented.
Overall, the findings suggest that Crockeries Garden Limited is in a good growth phase for B2B wholesale market operations in Bangladesh. As the company goes digital and improves its analytics and credit scoring, it will be able to attain a competitive advantage in the long term. | en_US |
