GROUP-2

GROUP 2

NAMES	ROLL NUMBER
L.A.SATISH KUMAR	18
SATISH	43
YAMUNAPPA	59

Purchases:

Date	Products	Quantity	Rate (Rs)	Amount (Rs)
	T-shirts	10	230	2300

Sales:

Date	Products	Quantity	Rate (Rs)	Amount (Rs)
	T-shirts	1	250	250
	T-shirts	2	250	500
	T-shirts	1	300	300
	T-shirts	3	250	750
	T-shirts	3	250	750
Total				2550

Profit and loss statement:

Particulars	Amount (Rs)
Sales	2550
Purchases	2300
Profit	250

Sales team:

Area Sales Manager-Satish
Sales Manager         -L.A.Satish Kumar

Sales Manager        -Yamunappa
Functions of area sales managers:

Management of Sales force:

Sales force is directly responsible for generating sales revenue. Some general management areas:

Establish Sales force objectives
Major objective is persuasion, converting consumer interest into sales. Sales objectives expected to accomplish within a certain period of time i.e., a week.
Training Sales Personnel:
Training focusing on:
Products
 Selling techniques.

Motivating Sales People: Spending time with sales manager, personal attention and reward.

Process of personal selling:
Pre approach (Preparing)
In pre approach we came to know that many new admissions are taken place and also classes are started to all degree courses in KUD campus. Hence we have chosen T-shirts for the sales purpose and also we came to know about the tastes of customers. It also helped us in:

  Preparing sales presentations
  Sales techniques
  Conflict management

Approaching the Customer

Manner we contacted the potential customer. Since first impression of the sales person is long lasting and therefore important. In our project we came to know the difficulty of recognizing the potential customer and the importance of first few minutes. If we able to successful in these minutes half deal is over.

Making the Presentation


Need to attract and hold the prospects attention to stimulate interest and stir up desire in the product so the potential customer takes the appropriate action. By allowing the prospect to touch, hold or try the product. We must be able to change the presentation to meet the prospect needs and we did many times.

Overcoming Objections


It is the toughest job in selling and we failed in the starting three days to handle objections and our team members strived on overcomes these. From fourth day we are able to over come objections in better way compared with early days.

When we tried to sale the product for Rs.500 we faced lots of issues like price of the product and also quality, at last after lots of bargaining we are able to sale the product for Rs.300.

Closing

Without closing the deal all above efforts are gone in water, therefore closing is one of the important things in selling. In starting few days we are not able to close the sales and we learnt it after many failures.

Following Up
-We must follow up sales to determine the satisfaction of customers and which also helped us in determine the customer’s future needs.

 Following up accomplished following objectives:

·      Measuring the customers satisfaction

·      Referrals

·      Repurchase

Conclusion:

Initially we were in the dilemma of selecting the product. After analyzing the market and keeping the concentration on Ganesh festival and new admissions, we selected the t-shirts to sell in the university campus. We purchased the t-shirts for Rs.230 per t-shirt and we sold them after adding the margin of Rs.20 per piece and we sold three shirts in two days. On third day we received a target to sell the t-shirt for Rs.500 each. Initially it’s indigestible for our entire group Mets after lots of discussion we made our minds for it and we prepared the strategy. We tried to sell the t-shirt by telling the comfort about the product and brand, after lots of bargaining we sold it for Rs.300. We are able to sell only one t-shirt on that day after that we tried to push the product by offering for Rs.250 each and we sold successfully all our products. From this project we came to know the buying behavior of consumer. What are all the difficulties faced by seller in the market? Difficulties faced in closing the sales? This project helped us to understand sales process, it added base to our further academic study.