Group -6

 Experience from Sales Management Assignment

Products sold – Banana for three days, from 30-Aug to 1-sep

Reason for selecting this product:

In cafeteria of KIMS the previous caterer used provide banana after lunch, the newly appointed caterer didn’t provided banana to the students, since eating of banana had become an habit and the students felt that their diet is incomplete without eating banana so we thought of selling banana to them.

Experience gained:

As it was low involvement product and also the students were in the habit of eating banana after their lunch, so it was easy for us to sell banana to them and we also extended the same in the hostel during night time. The cost of single banana was Rs-2 as it was very low and we sold banana to our classmates, most of them asked credit, because of credit it was difficult to collect the debt from them.

For next two days we had been assigned to sell any products only in hostel and we had been given a turn over target of Rs-3000.

Since the target market and turnover to be achieved in two days had been mentioned to us. In this regard we decided to sell FMCG products like soaps, shampoo, hair oil, Tata Docomo sim cards and deodorants, mobile currencies which are used in their day to day life.

Experience Gained:

We had very good experience from this assignment, because we came to know that student who is alone in room didn’t respondent much and they did not shown any interest in our products but students who are in groups are influenced by their group members and they purchased the products. We faced some difficulties while selling the products, the difficulties are the students are having the doubt that the products carried by us are of good quality or not, in this regard we were able to convince them and sell the same to them, apart from that they were asking that why we are selling products to them what is the profit margin to us and what we will get by doing this activities, we told them that this done for learning purpose and gain practical knowledge of personal selling.

We thank Dr. M. S. Subhas sir for assigning the sales project to us, as we came know the practical knowledge of personal selling.

SALES MANAGEMENT




PRODUCTS



A4 Size note book



King size note book



Deodorant



Hand kerchiefs.









Steps Followed



1. Prospecting



2. Pre-approach



3. Approach



4. Presentation



5. Overcoming objections



6. Closing



7. Follow-up









1. Prospecting – It is the first step in personal selling. Before purchasing product we decided to sell products which are useful to the students. As it was admission time and also commencement of new semester we roughly calculated the number of target customers studying at KUD in different departments and also at few other colleges.









2. Pre approach – In this step we have collected the information regarding the academic activities of students like assignments, Preparing notes, internal exams. We also collected information about students most preferred free time and place from our friends who are studying at different departments at KUD. We understood the choice and preferences of students towards products. Finally we purchased the note books, deodorants and hanky which can cater the needs and wants of our customers. Here we did not collect any information regarding most preferred price for our products. It was a big mistake made by us. At beginning we purchased note books costing around Rs 30 to a our customers. Initially we have had no sales target ,so we decided to sell products worth of Rs 1000 but when we got sales target of Rs 6000 we started to thinking that which all products we need to purchase and also which should be fast moving ones.















3. Approach – This was the most important task for us. Some of our group members were hesitant to approach any customers at the beginning. Later some how we managed to talk with our customers. It was like winning any race for us. We felt so after talking with them. We met customers at their free time. We carried bundles of note books. Some of the customers not even spoke with us they just shook their head saying no. Initially we thought of approaching our classmates but when we came to know that we are not suppose to sell any products to our customers. We found it bit difficult to meet students of others departments because of class timing.









We met students at places like Garden, Hotel, Hostel and bus stop. We started conversation with our customers by wishing them and gave our brief introduction. We did not tell any of our customers that we are MBA students and about our Sales management project. It was important for us to feel the real sales experience. If we would have told them regarding our project then this entire project would be of no use for us. Our Marketing manager also involved in sales activities to help the other team members.









4. Presentation- In this step we shown A4 size king size note book which were in plastic bag as a pack of 5.We also shown the page quality. We demonstrate the Deodorants by spraying it on customer’s hand. Initially we had only A4 size note books so the price was Rs 30.Most of the customers said it is too costly . We thought of returning those books and buying the smaller ones but finally we got an idea to present those books.









We took one regular king size note book along with our A4 size note book. We started showing both books to customers saying that this regular size note book cost you around Rs 23.There was huge difference in the sizes of A4 size and regular size note book. We highlighted this difference through our demonstration. It was most successful to us. Customers felt the real difference and also started showing interest.



5. Handling objection- This was the most difficult task done by us. Here customers had many objections towards our products. Many students said that the cost of A4 size note book is too high. There were few objections regarding fragrance of Deodorants. Initially we found it difficult to convince the price of A4 size note book but later we took one regular king size note book along with our A4 size note book. We started showing both books to customers saying that this regular size note book cost you around Rs 23.There was huge difference in the sizes of A4 size and regular size note book. We highlighted this difference through our demonstration. It was most successful to us. Customers felt the real difference and also started showing interest.









Customers were doubtful about long lasting fragrance of deodorants. We sprayed deo at lunch hour on the customer’s hand. We met the same customers in the same evening at bus stop and we found that the fragrance was existing on their hands. Customers found it effective and they were happy.









6. Closing - Closing is the most important task in personal selling. Closing is the real challenge to any sales man. Closing is the only task which generates money if sales man fails to close then the entire effort made by them will be of no use. So sales man must be have good closing skills. Closing includes convincing customer to buy the product and taking order. We closed our sales by taking customers confidence towards our products and finally we took order and sold the demanded quantity to our customers.









7. Fallow up –We gave some basic information and direction of using Deodorants like keep it away from fire because it catches fire easily. There were not much to tell about note books.









Conclusion- For any manager it is important to manage his/her sales team most effectively towards achieving the goals. Sales management includes both selling and also managing the sales force. This sales management project helped us to understand the role of Sales manager and also the role of Sales person through our experience. We also understood the consumer behavior towards our products. We got the real sales as well as sales management by this project.















Sales Manager



KUMARAYYA S



MBA08001017



BATCH 2008-10















My first experience as a Sales Manager,



Sales play very crucial role in any organization. As we all know that all other departments in the organization are meant for spending. A sale is the only activity which generates money. For any organization it is most important to have dynamic and effective sales force.









As per our academics we took sales management project for a week. Our sales team consisting of three sales executives and a Sales Manager. I managed my sales team as I had taken the responsibility of Sales Manager. At the beginning stage we have had no sales target. I did not have any big task in front me. We purchased Note books and deodorants to sell.









I felt the real heat of sales manager’s job when we were assigned to achieve the sales target of Rs 6000. We purchased products which are volume building and also fast moving. Here I must mention about my sales team. All three sales Executives of my team have had no prior sales experience. It was important for me to train my sales team to provide basics of sales as I have the prior sales experience. I worked as a Medical Representative after finishing my UG. I just explained my sales experience to my Executives. It helped them to understand sales job.









Managing sales force is not an easy task. I understood how to mange the inventory and also Sales force. The main task of sales Manager is to motivate His/Her sales force to achieve the given task. It is a hard fact that motivating the sales person is not an easy task. I came to know about the procurement of products to achieve the given target. Role of sales manger changes as the task changes. I understood how to monitor the Sales Executives. Most of the Sales Managers face the challenge of monitoring His/Her sales force. It is important have the effective communication media.









As name “Personal Selling” itself indicates that it is all about Person who is involved in selling. Here products have little role to play. It is all about the personality. Sales Executives are the persons who understand the customers better and face many problems. Good Sales person can sell even a tiny product like mud if he/she understand and trace the customer mind. Great sales Manager is one who can understand the sales force and find the effective way by tracing the root cause of any problem.









This project was a great experience for me. It helped me to understand the real sales job and also the role of Sales manger. It is my first step towards achieving my carrier objective.









Finally I would be great full to my college and Prof M S Subhas for providing such a wonderful opportunity.









Kumarayya S Hiremath

KIMS KU Dharwad



























Sales Executive











BASAVARAJ K HUBBALLI



MBA08001005



BATCH 2008-10



Sales Experience by Basavaraj K Hubballi









The thought of a career in sales can be a very daunting prospect, especially if you have no previous experience. In this Occasion I will try and talk you through some of my own personal experiences.









I had done one week Personal Selling Project, This was great Experience in my life because I had met different customers in Hubli-Dharwad. The response of the customers was some times good & some times very bad also, I had taken Note books for my selling, my targeted customers are Students & I had met some of the students in different colleges



Some students took my note books & one student asked me, you are MBA student why you are selling these products, I told that student “ Five years down line I want see myself as Regional Manager of the same company, for that I should starts scratch. I just wanted to know the ground reality of the sales.









Totally it is a wonderful experience in my life.









Sales, is all about your personality. The difference between a great sales person and a poor sales person generally all comes down to the nature of the individual involved.









I sincerely thanks Dr. M S Subhas for giving us an opportunity to start the course with such an exciting game which really helped the students in the field of Sales Marketing.









Thank You









BASAVARAJ K HUBBALLI



KIMS, KUD

















Sales Executive

Name: Nathaniel V Paul



(MBA08001025)









I am very privileged to share my experiences with regards to the sales exposure in the KUD campus. It was an awesome experience for a week as I got to know and felt the heat of, what it actually is in the field.









Initially we as a team thought what products do we sell? And found the answer, as it was admission season we thought we will go for notebooks as margin will be low but sales volume would be good.









At the beginning I was hesitating to approach the people in the bus stop, all people were staring at me as I was holding dozens of books in my hands, I made up my mind and started talking to them and most of them weren’t responding so I found that I should correct myself in approaching them while my friends where still hesitating to contact the customers. Later I started greetings them and got started for sales I made many sales of books, hand kerchiefs and helped my friends to know how to go about it. Every day we had to go on field with much enthusiasm than before, I knew it was hard and I felt bad at many customers response but had to get along as I came to know how hard the sales guy’s task is and for a week I put in my full efforts to reach maximum students in my leisure time. However it was fun and experience and which people say, experience is the best teacher is really true.









I sincerely thank Dr. M S Subhas for giving us an opportunity to start the course with such an exciting game which really helped the students who have really put in their efforts and have learnt the role of sales person with slight experience.



Thank you.



Nathaniel V Paul

Experience sales management

GROUP No:    3

Experience as Sales manager: Manjunath Sajjan

Hi...For the moment when I have been choosen as sales manager from my sales executives I felt its great experience for me to work in the sales field which gave me a sound knowledge about sales activities.

For initial two days I have guided my sales executives how they have to do their respective activities like selection of sales area, timings of doing the job ,systematic approach to customers etc but later time as we analyzed the previous mistakes in some field of our activities like
Selection of supplier vendor from near locality: We for first purchase got the goods from nearer retail shop because we thought we can save transportation cost and we bought very small quantity and because of that we got very less margin.

Distribution of work and assigning the task to sales executives: my self I had assigned some area of work to sales executives earlier I said them to work in group but later I changed assigned the work use of individually to improve our performance.

Estimating Quantity of goods purchase: We did not had the proper estimation of our goods required we faced the problem of over stock and some times we had the excess stock for certain periods. Handling of Financial accounts: Collection of money from each sales executive and if they made the credit sales then again maintaining the separate account book finally because of this process our purchase process was some extent effected.

Finally from my field experience for the period of 7 days experience I can say these are the following key attributes that a sales manager should posses in his task they are as following,He should more dynamic. Should have skills to motivate the sales executives Should know multi tasks in their work field Be flexible in decision making. He should be co-operative, cool and expressive

Experience as Sales Executive - By Ambanna Pujar

As per the instruction of my sales manager Mr. Majunath Sajjan, I had told to visit to the hostel and meet the students of the hostel, who were our target customer because most of our products were related to the needs of the student. It was good experience of selling the products overall but it was difficult at the start where most of the customers were reluctant to talk with us. We had been given the targets in selling and we could able to achieve the  target. Activities carried out in the weekFirst day I had been to various hostels of Karnataka university campus and met students most of whom were reluctant to talk with us. At start we sold note

books and biscuits to students by keeping our profit margin mind because most of the customers were bargaining on prices. Second day we concentrated most on New PG boys hostel(Social Welfare), were we had set up the small retail shop called “Easy Shopping……Delivering your needs” where we had kept our products like books, biscuits,A4 size papers, Ball pens.

This task was little easy because customers were coming to our shop rather we going and meeting them and convincing them to purchase the products. We could able to generate a small profit because the products which we sold were with fewer margins.

On the third day we got the target of achieving Rs.200/day rest of the week. So we were under pressure and in dilemma on how to achieve the target. So with our sales manager and other sales executives we discussed and came to a conclusion to sell the products which have higher margin and accordingly we choose the products like electric flux box, iron box, calculator and umbrella. These products gave us the benefit of achieving the profit along with increase in our sales.

Next three days we went to the other hostels of KU and gave the products with demonstration of the product, we gave the details like handling the products, its features there we could get more profit in short time because we addressed the customers in groups and it saved our time.

Conclusion:    This was a good experience to sell the products where we could relate our theoretical stdies with the on field work. It also helped us to have interaction with customers and to learn the basics of sales, target achieving, promoting the sales, profit making.

Experience as Sales Executive - By Sumit Patil

As per the instruction of my sales manager Mr. Majunath Sajjan, I had told to visit to the hostel and meet the students of the hostel, who were our target customer because most of our products were related to the needs of the student. It was good experience of selling the products overall but it was difficult at the start where most of the customers were reluctant to talk with us. We had been given the targets in selling and we could able to achieve the target.

Activities carried out in the weekFirst day I had been to various hostels of Karnataka university campus and met students most of whom were reluctant to talk with us. At start we sold note books and biscuits to students by keeping our profit margin mind because most of the customers were bargaining on prices.

Second day we concentrated most on New PG boys hostel(Social Welfare), were we had set up the small retail shop called “Easy Shopping……Delivering your needs” were we had kept our products like books, biscuits,A4 size papers, Ball pens.

This task was little easy because customers were coming to our shop rather we going and meeting them and convincing them to purchase the products. We could able to generate a small profit because the products which we sold were with fewer margins.On the third day we got the target of achieving Rs.200/day rest of the week. So we were under pressure and in dilemma on how to achieve the target. So with our sales manager and other sales executives we discussed and came to a conclusion to sell the products which have higher margin and accordingly we choose the products like electric flux box, iron box, calculator and umbrella. These products gave us the benefit of achieving the profit along with increase in our sales.

Next three days we went to the other hostels of KU and gave the products with demonstration of the product, we gave the details like handling the products, its features there we could get more profit in short time because we addressed the customers in groups and it saved our time.

Conclusion:

This was a good experience to sell the products where we could relate our theoretical studies with the on field work. It also helped us to have interaction with customers and to learn the basics of sales, target achieving, promoting the sales, profit making.

Experience as Sales Executive - By Manjunath Revankar

As per the instruction of my sales manager Mr. Majunath Sajjan, I had told to visit to the hostels nearby my home and meet the students of the hostel and tuition class students, who were our target customer because most of our products were related to the needs of the student. It was good experience of selling the products overall but it was difficult at the start where most of the customers were reluctant to talk with us. We had been given the targets in selling and we could able to achieve the target. Activities carried out in the weekFirst day I had been to various hostels nearby Saptapur and met students most of whom were reluctant to talk with us. At start we sold note pens and biscuits to students by keeping our profit margin mind because most of the customers were bargaining on prices. Second day we concentrated most on tuition classes , PG hostel were we had set up the small retail shop where we had kept our products like books, biscuits,A4 size papers, Ball pens. This task was little easy because customers were coming to our shop rather we going and meeting them and convincing them to purchase the products. We could able to generate a small profit because the products which we sold were with fewer margins.

On the third day we got the target of achieving Rs.200/day rest of the week. So we were under pressure and in dilemma on how to achieve the target. So with our sales manager and other sales executives we discussed and came to a conclusion to sell the products which have higher margin and accordingly we choose the products like electric flux box, iron box, calculator and umbrella. These

products gave us the benefit of achieving the profit along with increase in our sales.

Next three days we went to the other hostels of KU and near Saptapur gave the products with demonstration of the product, we gave the details like handling the products, its features there we could get more profit in short time because we addressed the customers in groups and it saved our time.

Conclusion:

It is the great live experience we had in personal selling, here we come to know how to communicate with the customer, gained knowledge about how to convince them, how to tackle their questions and I had came to knew the buying behavior of the different customer during selling the products

EASY SHOPPING

”We Deliver Your Needs”

As our sales manager Mr.Manjunath Sajjan suggested and have discussion among the sales executives about our marketing area situation and needs of our consumers in KUD Campus especially in Hostels and nearby colleges we analyze consumers especially students have need of products like Biscuites,chocolates,note book .pen and A4 size papers frequently and immediately at their place hence we chosen personal selling is the very effective method to sell our products during free hours like during Breakfast.

Lunch hours and evening tea sessions.

We not had an particular store but it’s like delivering the products to the customers by providing our own service hence we have named our marketing business as EASY SHOPPING (We deliver your needs)…we have specialization in selling specific brands of products of biscuits, chocolates, note books, pens and paper bundles .our brands mainly includes;

Biscuits: parle and sun feast

Chocolates : Munch

Note book: Blue bird

Pens: cello

A4 size paper: TNPL

Purchase Details

Sl.noProduct NameQuantityPurchase Price/UnitTotal Price

1SulekhaNote Book1217204

2Parle Cream124.5054

3Sun Feast Special125.5066

4A4 Paper121201440

5Cello Pen2 pack4590

Sales Details 0n 31-08-09

Sl.noProduct NameQuantitySales Price/UnitTotal Price

1SulekhaNote Book51890

2Parle Cream6530

3Sun Feast Speacial3618

4A4 Paper4120480

5Cello Pen3518

Profit Generated as on 31-08-09

Sl.noProduct NameQuantitySales Price/UnitPurchase Price/UnitTotal

SalesTotal CostProfit

1SulekhaNote Book5181790855

2Parle Cream654.5030273

3Sun Feast Speacial365.501816.501.50

4A4 Paper412010048040080

5Cello Pen354.51513.501.50

Total Profit91

Sales Details on 01-09-09

Sl.noProduct NameQuantitySales Price/UnitTotal Price

1SulekhaNote Book718126

2Parle Cream6530

3Sun Feast Speacial9654

4A4 Paper5120600

5Cello Pen11555

Profit Generated as on 01-09-09

Sl.noProduct NameQuantitySales Price/UnitPurchase Price/UnitTotal

SalesTotal CostProfit

1SulekhaNote Book718171261197

2Parle Cream654.5030273

3Sun Feast Speacial965.505449.55.5

4A4 Paper5120100600500100

5Cello Pen1154.55549.55.5

Total Profit121

Purchase Details 02-09-2009

Sl.noProduct NameQuantityPurchase Price/UnitTotal Price

1A4 Paper121001200

2Iron Box06249747

3Junction Box06110140

4Calculator0625150

5Umbrella0690540

Sales Details on 02-09-09

Sl.noProduct NameQuantitySales Price/UnitTotal Price

1A4 Paper5120600

2Iron Box1299299

3Junction Box3135405

4Calculator23570

5Umbrella3110330

Profit Generated as on 02-09-09

Sl.noProduct NameQuantitySales Price/UnitPurchase Price/UnitTotal

SalesTotal CostProfit

1A4 Paper5120100600500100

2Iron Box129924929924955

3Junction Box313511040533075

4Calculator23525705020

5Umbrella31109033027060

Total Profit300

Sales Details on 03-09-09

Sl.noProduct NameQuantitySales Price/UnitTotal Price

1A4 Paper6120720

2Iron Box3299897

3Junction Box2135270

4Calculator23570

5Umbrella2110220

Profit Generated as on 03-09-09

Sl.noProduct NameQuantitySales Price/UnitPurchase Price/UnitTotal

SalesTotal CostProfit

1A4 Paper6120100720600120

2Iron Box3299249897747150

3Junction Box213511027022050

4Calculator23525705020

5Umbrella21109022018040

Total Profit360

Sales Details on 04-09-09

Sl.noProduct NameQuantitySales Price/UnitTotal Price

1A4 Paper3120360
2Iron Box2275550

3Junction Box1135135

4Calculator23570

5Umbrella1110110

Profit Generated as on 04-09-09

Sl.noProduct NameQuantitySales Price/UnitPurchase Price/UnitTotal

SalesTotal CostProfit

1A4 Paper312010036030060

2Iron Box227524955049852

3Junction Box113511013511025

4Calculator23525705020

5Umbrella1110901109020

Total Profit177

Profit Details

Total Income5680

Total Investment4631

Profit1049

Net Profit849

Profit Per Day = 849/4

=169.8

Plz contact me Praveen.........