HANDBOOK ON SALES MANAGEMENT SELLING

ACTIVITY

Participant Name: Kunal Singh Bisht

Course: MMS

Batch: 2015-2017

Roll No-13

Date of Submission: 29th September, 2016

Mentor Name & Signature: Dr. Harshita Kumar

Serial No. Content Page No.
1. PRODUCT DETAILS 3-4

2. ASSIGNMENT I: 5-6

Pre selling activity questionnaire

3. ASSIGNMENT II: 7-8

Segmentation of the activity

4. ASSIGNMENT III: 9

Questionnaire
Product details

Product I: : Biopac Container and lid - 236 ml Plastic Food Storage

Features

Air-tight seal keeps food fresh longer.

Snapfit lid

Spill Proof

BPA-free plastic that is safe to store food items

Pack it. Store it, Re-Heat in microwave or Freeze it

Very high quality products

These containers are ideal to store food materials as they are free of toxins

The best thing of the container is that they are micro oven safe as well as
dishwash safe.

Product II: Biopac container and lid small 473 ml Plastic Food Storage
Features

Air-tight seal keeps food fresh longer.

Snapfit lid

Spill Proof

BPA-free plastic that is safe to store food items

Pack it. Store it, Re-Heat in microwave or Freeze it

Very high quality products

These containers are ideal to store food materials as they are free of toxins

The best thing of the container is that they are micro oven safe as well as
dishwash safe.

Product III: Sqaure container medium

Features:
1 710 ml
2 Microwavable
3 Deep-freezable
 4 Dishwasher safe
5 Affordable price

Product IV: Rectangular container medium

Features:
1 1419 ml
2 Microwavable
3 Deep-freezable
4 Dishwasher safe
5 Affordable price

Product V: Rectangular container Large

Fearures:
1 1862 ml
2 Microwavable
3 Deep-freezable
4 Dishwasher safe
5 Affordable price

Product VI: Three compartment Lunch box

Features:
1 Microwavable
2 Deep-freezable
3 Dishwasher safe
 Details of SALES MANAGEMENT assignment.

Assignment I: Pre SELLING ACTIVITY (Questionnaire)

(This assignment will be done by participants as individual assignment before the participants
get in to selling activity. This is not a Test for evaluating you. Give your honest responses so as
to have an understanding of your views and feelings about selling activity.)

1 Have you ever engaged in field sales exercise previously? Yes / No

NO

2 If yes, briefly write about your experience.

3 What dilemmas you are facing as you are planning to launch the Selling activity?
List them.

People are mostly not aware of the product.

Low price was perceived as low in quality by indian consumers
There was only 1 color, blue
Indian housewives preferred designs on container
Most of the customers preferred Tupperware.
Changing their perception that low cost does not always mean low quality.
Color variants of the products are not available as Tupperware.

4 What is your game plan for this selling activity? Explain

 To target groups rather than individuals.
Utilization of the opportunity of Ganpati festival.
Selling of the products to the people who give gifts to the people
who visit their place during Ganpati festival.
Also, providing products in local competitions to held by
Ganesh mandals as well as housing societies.
Focusing on the product attributes and communicating it
effectively to the customers.
Insisting on the containers multiple usage to the customers.
Conducting demonstration and inquiring about any doubts and
solving queries of the customers.
Post demonstration, trying to close the sales by asking orders
from the customer.

5 What things you think are the essential to be done to come out with better results in
field sales experience?

Knowledge of the product.

After sales relationship should also be maintained.
Communication skills is of utmost importance.
Should not only consider customer as a selling target only.
A salesman should be convinced about the product himself, Before selling it to
others.
In dept knowledge of the product (pros & cons)
Good convincing power
Maintain customer relations for future purchase
Assignment II:

Segment the activity on the following criteria:

Geographical
Demographic
Economic criteria

1 Apply and analyze the above segmentation for Biopac products.

Geographical segmentation-Area-Mumbai
Locality-Urban areas

Demographic segmentation-Gender-Female, Male

Age groups- All age groups

Economic criteria-Middle class segment and Lower middle class segment.

2 Compare, contrast and evaluate attractiveness of each of the segments.

Geographical segmentation-
As urban people are more adaptable to new products we tried targeting them
and also our reach was limited to Mumbai city only.
 Demographic segmentation-
As these products are suitable for usage for all the age groups that was the
main reason behind targeting all age groups.

Economic criteria-
As the products are available at affordable costs as compared to its
competitors that is why we have targeted middle class and lower middle class
segment.

3 Try to complete the positioning of Biopac products strategy for each of the segment.
As Biopacs category of food containers are positioned as durable quality products at
low cost. Providing all the benefits like microwavable, dishwasher safe, food grade
polystyrene and spill proof technology. It appeals to fast moving lifestyle of urban
residents. Low cost makes sure it can be affordable to all classes and masses.

4 Profiling of the market segments

In today's highly competitive climate, one needs to fully understand the way ones
target audience perceives the comparative appeal of my products and services as well
as my products overall positioning within the market. If I don't, I 'll be making costly
marketing decisions based on pure guesswork, and I simply won't survive. Nowadays
more and more forward-thinking organisations are incorporating elements of
scientific marketing into their messaging strategies to help them deliver the right
message to the right people at the right time. Seeing to this I also used profiling of the
market segments.

I started my work by profiling the market. I did detail study on profiling of

the customers I did:

Before approaching to a customer I divided customers in to geographical,

demographical and economic segments.
After dividing in to segments I focused on their life-style and their attitude
towards trying new things.
I also understood their expectation, their needs and their wants from the
product.
I was able to make them understand the USP of the product.
I tried my best to build a good rapport with the customer. And during
building with rapport I came to whether the customer is willing to
purchase the product or not.
I also found that if customer is confused whether to buy or not I helped
them in taking the decision.
 Assignment III: Questionnaire
(Tick appropriate box.)

Name of the participant: Anuraag A Shrivastav

[1 = Strongly Agree, 2 = Agree, 3 = Cannot Comment, 4 = Disagree, 5 = Strongly Disagree]

No. Statement 1 2 3 4 5
1 It was a an enjoyable experience

2 It was a great learning experience

3 During the exercise I could relate with few

theoretical concepts of Management
4 I has improved my abilities to work in teams

5 I wish that we have more of such live

activities as a part of our course
6 Learning by this method is more effective
than Case Studies and Simulation Methods
7 This experience will help me to tackle similar
situation more effectively if I encounter in
future
8 This method facilitates over all personality
development.
9 I recommend this methodology for the other
students as well.
10 My perspective of learning theory is changed
with this exercise
11 This learning methodology may be applied for
learning other management subjects too
12 According to me it is worthwhile to invest
time and effort on selling activity program
13 Selling experience will make a long term
impact on my life
14 Taught me to deal with ambiguity in the real
world
15 Exposed me to tasks with uncertain outcomes

16 Provided an opportunity to do things way

without confirming to class structures
17 Provided an opportunity to show my
capabilities as an individual
18 Has enhanced my level of self confidence
B) State your views in the space provided:

19. Most exciting moment during selling Exercise was when

As I started to give demonstration of the product and provided more insights of the product to
the customers they instantly started placing orders.
It was exciting to set the quota of products and manage the sales of the products.
Solving the doubts of the customers about the soft plastic and after getting awareness for the
same the customers purchased it.

20. Most frustrating moment during selling Exercise was when

It was when some of the customers were hesitant to purchase the containers as of the soft
plastic material and would not purchase even after explaining them the difference and the
various benefits of the products.
Also the fact that customers think that low price of a product is always of low quality.
Biopac India Corporation Limited launched its manufacturing business in 1996 with food
grade polystyrene food service products for one-time use. It pioneered these products in
India.

Today, Biopac is the market leader and the largest manufacturer of foam dinnerware in
India. Its superior quality products are manufactured at its state of the art manufacturing
facilities sprawling over 60,000 sq.ft. at Silvassa, situated around 170 kms northwest of
Mumbai.

Biopac products conform to global standards and international specifications and are
distributed the world over.

The Company is listed on the Mumbai Stock Exchange and has a Paid-up Equity Capital of
Rs. 172.5 million (approximately US$ 3.5 million). The Companys workforce, comprising
over 200 trained personnel, manages functions like Production, Sales, Logistics, Finance,
Accounts and Administration.

Biopac is the leading manufacturer of food service disposable products in the following
categories:

DISPOSABLE DINNERWARE

Disposable Dinnerware
 FOOD STOR CONTAINERS
Food Storage Containers

FOAM BOARDS

Foam Boards

Biopac is the lowest cost manufacturer in the world because of the large economies of scale
achieved by the very high initial manufacturing investment in global scale machinery and
infrastructure.

Biopacs core strengths are:

 Ability to deliver the entire range of products very quickly
Ability to execute large orders very promptly.
Well-earned reputation for providing excellent after-sales service to its customers.
Very high quality products at very competitive pricing.
Ability to meet the future high growth demand of the Indian and global markets by its
expertise in generating additional capacities under short timelines due to the
experience of its management in setting up projects and its knowledge of the
manufacturing plants available around the world. Hence Biopac will be in a position to
maintain high market share and profitability in the food service disposables business.