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
