TASK 1

PRODUCT LEARNING

This task includes an overview of all the magazines of Outlook group in detail. To know how one
magazine distinguish from each other, in terms of its features, specification , target customers ,
readership and circulation.

This phase gives us a knowledge about how to give awareness about the products to the customers,
generating leads and to get know about how costing plays an important role in sales and marketing.

This task make us acquainted with the product, product mix, oppurtunities and challenges associated
with the outlook magazines.

OBJECTIVES
 To generate revenue for the company.
 To bring new customers and make them aware about different magazines in the company.
 To convey the value of the products to the prospects.
 To communicate and interact with potential buyers, prospects them and generate leads to the
company.
 To promote various subscriptions models, loyalty programs and discounts offered by the
company to the new and existing customers.

METHODS

PRE-SALES

Identification of potential buyers

The first phase of the sales process started with the identification of potential customers. Due
to this pandemic situation the segmentation was fully based through online medium.
Potential buyers were segmented from personal contact list, social media platfrom etc.

Segmented based on their age, demographics and interests

Targeting mainly done based on their profession and requirements such as outlook magazine
offered for stock market participants, outlook traveller offered to travel enthusiasts etc.

Positioning outlook itself positioned themselves as it is more beyond than a news magazine
that covers majority of the segments to fulfill every requirement of the individuals.

Tele-calling

As the part of generating leads selected hundred potential buyers for making sales. Process in
we make calls to the customers and make aware them about purpose of the magazine, identify
their needs, wants and then positioned the magazine based on their requirements.

Social media prospecting

As the next method of generating sales, selected customers through the social media
platforms by analyzing their bio. Then main area in which we focused on their past social
media posts, activities and their interests and another process in which we have done is, made
social media posts regarding all the magazine and its specification, price and discounts etc. so,
the potential buyers will reach us.
 Fig (1) The list of magazines, its price and various loyalty programs present in outlook
magazine.

SALES GENERATION PROCESS

After the prospecting the potential customer, it’s the phase of coverting those leades intp
sales. In which we ask the potential customers to subscribe the required subscription plan
based on their preference. We the salesperson have specific referral link and share those link
to customers for making purchases and make them aware about various loyalty programs in
which the customer is eligible for.
After making a successful transaction the contact details and subscription details of the
customer were displayed on the dashboard of the salesperson.
During the entire tenure of this task i as a salesperson of outlook magazines, I made fourteen
successful transactions from the early segmented potential costumers and achieved the target
of Rs 20000 revenue to the company.
Fig (2) The total converted sales report on our specific dashboard.

Fig (3) The image of the dashboard, it records all the details of the customer transaction,

POST SALES

After making a successful sale, I again reach the customers to know about the customer
feedback, to know about the satisfaction level of the customers and to ensure about the timely
delivery of the magazines. I act as a bridge between the company and the customers for
ensuring the value of the customer relationship and brand loyalty.
FINDINGS

1) Revenue made by each magaine

Revenue (Rs)
12000

10000

8000

6000

4000

2000

0
Outlook Money Outlook Weekly Outlook Traveller

Revenue (RS)

2) Number of magazine subscription sold

Number of Magazines Subscripti on Sold

Number of Magazines Subscription Sold
9

Ou t l o o k Mo n ey Ou t l o o k W eek l y Ou t l o o k Tr av el l er
3) Number sales based on Age group

Number of sales based on Age Group

8%

31%

62%

18-30 30-45 40-65

4) Number of sales based on occupation of the customer

Number of sales based on customers occupati on

8%

17%

75%

Professionals Students Self-Employed

 5) Location wise break-up on magazine sales

Number of sales based on location

Dubai
23% Kerala
Dubai

Kerala
77%

INTERPRETATION

1)Revenue made by each magazine- During the entire tenure of the sales period more people opted
for outlook money magazine. The outlook money magazine made a revenue of Rs 9246 and the
second bestseller is Outlook Traveler magazine, which made a revenue of Rs 8297. The magazine
which made the least revenue is Outlook Weekly magazine which made only a revenue of Rs. 2299.

2)Number of Magazine subscription sold- The most subscribed magazine in the overall sales tenure
is Outlook Money magazine, which made a total subscription of 9, the outlook traveller magazine
made a subscription of 3 and outlook weekly magazine made one subscription, which is the least one
in the list.

By analyzing data it is found that, currently most people showing interest in investing, personal
finance and money management. It’s the reason behind the more subscription of money magazine.
Due to the travel curbs and current scenario the interest of people in travelling and related activities
in a slow pace. So, the subscription number of traveller magazine came to second in the list.
3)Number of sales done on the basis of customer age group- The age group of the customers were
classified into 18-30. 25-45, 45-60 respectively.

In which 18-30 age group subscribed the most subscription which is around 8 subscription out of total
and dominates a major subscription share of 61%. The most subscribed magazine by this age group is
outlook money. Because, moat people ath this age group were starting and interested in investing and
personal finance. So it’s the reason behind the subscription of outlook magazine by this age group.

The age group 30-45 is the second most subscribed age group, the subscribed around 4 magazine at a
subscription share of 31%. The most subscribed magazine by this age group is outlook traveller.

The age group 45-60 is least subscribed age group. One magazine subscribed by this age group, the
magazine subscribed by this group is outlook weekly. which is only 8% of the total sales.

4)Number of sales based on occupation of the customer- 75% of the total subscribers are
professionals which is around 9 subscriptions.

17% of the people who subscribed the magazine are students.

8% of the total subscription comprises of 8%.

5)Location wise break-up on magazine sales

Kerala is top in the list with 77% sales were constituted from kerala, a number of 10 subscriptions,

Dubai contributes 23% a number of 3 subscriptions and second most in the list

Two outlook traveller magazine subscribed by two Arab nationals to know about India and tourist
destinations in India.

RECCOMENDATIONS

Improve delivery of magazines.

At the post sales phase. While communicating with the customers majority of them complained about
the improper delivery of the magazines. Most of them got there first issue so later than the companies
pre-determined delivery time. So, the outlook magazine group consider this apect and provide benefits
worth to the customers money.

Improve quality of contents- for customer loyalty

As I communicated with some of the past outlook subscribers many of them shift grom outlook to its
competitor brands. The reason for their brand shifting is lack of customer expecting contents.

To improve customer loyalty and for increasing voluntary sales outlook magazine has to work on its
weakness. Since the quality of content and coverage are subjective in nature, Outlookneeds to identify
what are weakness of the current contents and coverage of the magazine as well as the customers
magazine about them. Outlook should go for detailed survey and customers feedback so that it can
understand the customers expectation as far as the content and coverage of the magazine are
concerned. Once the customer expectation and demand were analyzed outlook want to restructure its
content by implementing the customer requirement for boosting the sales.