project report on selling strategies of APCO CONCRETE BLOCKS AND ALLIED PRODUCTS

Selling strategies of APCO concrete blocks & allied products

January 1

2014APCO CONCRETE BLOCKS & ALLIED PRODUCTS PVT LTD

Executive summary:

Any business is likely to be successful with a strong marketing viewpoint or philosophy which permits the thinking and guides the decision and action of everyone in the business. It is important not only for the firm producing but also to the society, which uses the product

The objectives are 1) to analyze the selling strategy applied by the company. 2) To identify the areas for improvement in selling strategies.3) to give suitable suggestions and recommendations

Study on selling strategies of APCO concrete blocks & Allied products ltd is a topic which covers the strategies used by the company. Overall selling gives wage information on the complete process that exists from sales till the end process

Keeping all this in a view selling strategies of APCO Concrete blocks & Allied products was a felt need at APCO Concrete blocks & Allied products and hence this endeavor was undertaken.

The first chapter outlines the topic which the research is being done. It includes the statement of the problem, need, objectives, scope and methodology chosen. The study was conducted for a sample size of 50 respondents with random sampling as a major technique. Literature Review was collected to give an idea of the sources from which information has been obtained and to find the research gap.

The second chapter outlines the profile of the products and company which gives an idea of the company’s historical background, products, mission statement and quality policy, SWOT analysis.

The flagship company APCO Concrete blocks & Allied products was started in 1973 in Bangalore. By MR. Abraham Mathew started a company as a sole entrepreneur now which is the country’s pioneering concrete blocks manufacturing venture.

Next part explains a brief theoretical background on the overall study which comprises of a brief description on the selling strategies of the company. It gives wage information on the complete selling process.

In the fourth chapter a detailed analysis was carried out in a schematic form and the collected date was interpreted, thereby explaining the data analyzed. This chapter gives a link for the next chapter for making the suggestions and interpretation.

The last chapter indicates the summary of findings, recommendations and conclusions based on the result of the study. The overall result that was analyzed was satisfactory considering all the factors to selling strategies in APCO

Concrete blocks & Allied products. A company’s strengths and weakness are its customers and price and hence the valuable suggestions and opinions from them are given in a nutshell in this detailed discourse.

Department of MBA, SJBITPage 2

CHAPTER-1 Introduction


INTRODUCTION ABOUT THE INTERNSHIP:

Internship (project work) is an integral part of the academic curriculum. It is an initiative to bridge the gap between knowledge and its application through a series of interventions that will enable to gain insights and exposure to the industry.A research is a logical and systematic plan prepared for directing a research study, it specifies the methodology and techniques to be adopted for the collection, measurement and analysis of data. It is the plan, structure and strategy of investigating the conceived idea so as to obtain answers to research questions. The plan is the overall scheme or program of research.

The internship is done at APCO CONCRETE BLOCKS & ALLIED PRODUCTS about the “SELLING STRATEGIES.”

DEFINITION OF SELLING STRATEGIES:. A sales strategy is a plan by a business or individual on how to go about selling products and services and increasing profits. Sales strategies are typically developed by a company’s administration, along with its sales, marketing and advertising managers. All involve “pitches,” or key points to address when speaking with potential consumers. Some of these pitches, such as those used by telemarketers, may have to be memorized and communicated verbatim.

MEANING OF SELLING STRATEGIES : A sales strategy consists of a plan that positions a company’s brand or product to gain a competitive advantage. Successful strategies help the sales force focus on target market customers and communicate with them in relevant, meaningful ways.The term strategic selling is brought up frequently when describing complex or sophisticated selling. And while there is an element of truth in this, I think it has more to do with the way company approaches a sale rather than that the actual sale is actually complicated.

A well-planned sales strategy will help business achieve its growth potential. Sales Strategy consulting services are designed to help businesses:

· Target and penetrate the most promising and profitable markets and sectors

· Go to market in the most effective manner

· Refine and maximise your competitive advantage and product/service differentiation to increase market share and margins

· Increase sales win ratios and shorten sales cycles by refining and aligning sales and marketing messaging to capitalise on your value proposition and your competitor's weaknesses


TOPIC CHOOSEN FOR STUDY:

This project entitled a study on “Selling strategies” at APCO CONCRETE BLOCKS & ALLIED PRODUCTS Complex with reference to sales division. It is an attempt to understand efficiency and effectiveness in the selling process. As the objective the company is to increase the turn over and to gain the new customers for its products.

NEED FOR THE STUDY (STATEMENT OF THE PROBLEM):

Company has the problem of getting the raw materials particularly getting the quarry material is very difficult, due to the restrictions on quarry activities imposed by the government.Company has the problem from the small players who are basically unorganized in nature .small players in the market provide imperior quality of blocks at cheaper price. Contractors’ shows interest on those companies who are providing at lesser prices.

OBJECTIVES OF THE STUDY : To analyze the selling strategy applied by the company.

To identify the areas for improvement in selling strategies.

To give suitable suggestions and recommendations.

SCOPE OF THE STUDY:

The study is mainly concerned with the selling practices followed or maintained within the organization.

The study however excludes the perceptions of customers suppliers and other interactions

The company is free from middlemen’s and it sells its products directly to its customers.


RESEARCH METHODOLOGY ADOPTED : .

TYPES OF RESEARCH:

The research undertaken is a descriptive research.

DATA SOURCES:

Data has been obtained through primary and secondary sources.

PRIMARY SOURCES:

Data has been collected through observations made and through interview schedule during observation notes were made and compiled for the study the interview were conducted among the executives of the sales section the computer section and production planning and control department.

SECONDARY SOURCES:

Data has been obtained from secondary sources like the sales manual, books related to marketing etc.

SAMPLING PLAN:

Type of sampling- To collect the primary data through interviews, judgment sampling has been used. The universe consisted of all the personal from the production planning and control department.

Sampling Unit- All responsibilities belong to the costing section production, planning and control department and the computer section of the APCO CONCRETE BLOCKS & ALLIED PRODUCTS.


DATA COLLECTION TECHNIQUE:

RESEARCH INSTRUMENT:The instruments used in the collection of data are most vital and important, as it is the most effective and efficient way of collecting relevant data. The data has collected through company records and sales reports, which is secondary in nature.

Population size –100

Sampling size – 50

LITERATURE REVIEW:

Author name: Dr. Heather J. Brown, publication: Research Compilation: Past, Present and Future, Date: August 2013, place: Middle Tennessee State University.

http://www.journals.elsevier.com/cement-and-concrete-research/recent-articles/

Retrieved Date: April – 20-2014

Competitive pressures in the global manufacturing environment are forcing manufacturing organizations to re-engineer in order to become more competitive in the marketplace. Toward that end, management of these organizations is paying closer attention to the changing nature of manufacturing performance, and the systems, processes and measures used in its evaluation.

From the above literature we can understand the importance of sales strategies and its influence on overall efficiency of the company. So the title is in justification of selling strategies with sales techniques to manage the benefit impact.



Author name: Ahmed F Omran, Publication: cement and concrete research,Date: September 2013, Place: New Delhi

http://www.arpapress.com/volumes/vol8issue1/ijrras_8_1_08.pdf

Retrieved Date – April 20 2014

Formwork lateral pressure exerted by concrete is affected by mixture composition, placement conditions, and formwork characteristics. The mixture composition includes binder type and content, supplementary cementitious materials, fillers, water-to-cementitious ratio, content and characteristics of coarse aggregate, paste volume, chemical admixtures, concrete unit weight, concrete consistency, and temperature. The production of cement block from sludge was standardized in terms of process and content.

Author name: Carlos Ruiz, Publication: International Journal of Emerging Research in

Management &Technology Date: Feb 2013, ISSN: 2278-9359

http://www.sciencedirect.com/science/article/pii/S0008884614001203

Retrieved Date: April 26- 2014

Cement is an essential component of infrastructure development and most important input of construction industry, particularly in the government’s infrastructure and housing programs, which are necessary for the country’s socio economic growth and development. It is also the second most consumed material on the planet.

The Indian cement industry is the second largest producer of cement in the world just behind China, but ahead of the United States and Japan. It is consented to be a core sector accounting for approximately 1.3% of GDP and employing over 0.14million

A concrete block is primarily used as a building material in the construction of walls. It is sometimes called a concrete masonry unit (CMU). A concrete block is one of several precast concrete products used in construction. The term precast refers to the fact that the blocks are formed and hardened before they are brought to the job site. Most concrete blocks have one or more hollow cavities, and their sides may be cast smooth or with a design. In use, concrete blocks are stacked one at a time and held together with fresh concrete mortar to form the desired length and height of the wall.




Author name: jemsbd1, Publication: International Conference on Economics, Business and

Management, Date: 2010, Place: Manila, Philippines

https://elearning.just.edu.jo/jjce/issues/paper.php?p=2574.pdf

Retrieved Date: May 1 2014

Abstract:

Cement is the single most important and profitable product in the building material sector and with the consumption of cement in India to touch 600 million tonnes by the year 2020.-this is truly the California Gold Rush of the new century. With an 8% GDP growth rate, governmental infrastructure augmentation and population expansion, the Indian cement industry is a market of opportunities waiting to be tapped. A direct implication of this sectoral growth is the influx of multinationals like Holcim and Lafarge, which will drive Indian cement companies in the building industry to adapt new business strategies to complement the higher demand and competition.

Author name: George, Publication: Global Strategic Industry Report,

Date: May 7 2013

http://www.nbmcw.com/articles/concrete/4993-interlocking-concrete-paver-blocks.html


Cement is a cementitious building material which is a mixture of clay and limestone. The most common use of this cement is the production of concrete. Portland cement is widely used in construction industry due to its excellent strength, dimensional stability, abrasion resistance, durability and low cost

The concrete commonly used to make concrete blocks is a mixture of powdered Portland cement, water, sand, and gravel. This produces a light gray block with a fine surface texture and a high compressive strength. A typical concrete block weighs 38-43 lb (17.2-19.5 kg). In general, the concrete mixture used for blocks has a higher percentage of sand and a lower percentage of gravel and water than the concrete mixtures used for general construction purposes. This produces a very dry, stiff mixture that holds its shape when it is removed from the block mould.




Author name: Benedict, Publication: Fundamental of business,

Date: 2 March 2013

http://www.euresp-plus.net/sites/default/files/uploads/Manufactured%20concrete%20products%20case%20study.pdf

Retrieved Date: may 07 2014

Cement being the major construction material, at present , the industry is at the crossroads after continuously building up a huge capacity year after year since 1980’s reaching now the landmark of 157 million tones.

Cement plants are continuously keeping abreast with the latest in modernization of technology , achieving there by substantial state of the art capacity and thus emerged as the leading cement producing country in the world

The shapes and sizes of most common concrete blocks have been standardized to ensure uniform building construction. The most common block size in the United States is referred to as an 8-by-8-by-16 block, with the nominal measurements of 8 in (20.3 cm) high by 8 in (20.3 cm) deep by 16 in (40.6 cm) wide.

Author name: Nancy Wagner, Publication: concrete marketing strategies

Date: 6 Feb 2011

http://www.marketresearch.com/Supplier-Relations-US-LLC-v3418/Concrete-Block-Brick-Manufacturing-International-7911019/


Concrete’s durability, resistance to extreme weather changes and ability to hold up under heavy loads makes it a material that works in just about any construction project, large or small. But when it comes to selling concrete, you must narrow your market to those most likely to buy your products. Otherwise, mass marketing efforts meant to persuade builders to buy your concrete products could prove to be an ineffective use of your company's money

The production of concrete blocks consists of four basic processes: mixing, molding, curing, and cubing. Some manufacturing plants produce only concrete blocks, while others may produce a wide variety of precast concrete products including blocks, flat paver stones, and decorative landscaping pieces such as lawn edging. Some plants are capable of producing 2,000 or more blocks per hour.






Author name: CW group, Publication: Angola cement market report, Date: July 2013

Place: New York

http://www.isca.in/IJES/Archive/v1i1/12.ISCA-JEngS-2012-019.pdf


The cement industry is changing. Demand is growing in emerging markets, but growth in mature markets has stalled. Major global players are continuing to consolidate, while local incumbents are investing outside of their home markets. And individual micro-markets within larger regions are developing in vastly divergent ways, generating a need for granular analysis and insights.

Concrete infrastructure repair remains a formidable challenge. We need to understand the repair performance and develop innovative materials and placement processes that lead to durable, cost-effective and aesthetically pleasing repairs. In this context, fibre reinforced concrete is considered promising.

The influence of fibbers’ on the properties of the interface between old concrete and fibre reinforced repair remains poorly understood. This paper describes an experimental study on the influence of fibbers on the mechanical properties of the interface. Bond strength was assessed by means of slant shear tests with different slants. Shear-normal stress interaction diagrams, adhesion strength and internal friction were obtained. Repair mortars with different contents of Polyvinyl Alcohol (PVA) fibbers and the influence of wet–dry cycles were investigated.

4-point bending tests performed to describe the delayed behaviour of unreinforced pre-cracked beams under low, moderate and high sustained loading levels. The deflection creep rate, the failure time and the load level were assessed. A linear relation, in a semi-log scale, was found for the deflection creep rate at high load levels. In addition, a linear relation, in a log–log scale, between the secondary deflection creep rate and failure time was observed.



Author name: Alberto Salvo Publication: Managerial economic and strategy, Date: Feb

2007, Place: Brazil

http://services.eng.uts.edu.au/~ravir/Sawdust%20Concrete.pdf


Cement is high-profile and compelling in Brazil. Yet when Salvo initially examined the industry’s spatial supply arrangement, meaning its geographic segmentation of markets, he found “a bit of a puzzle,” he says, both in segmentation and in the expected flow of cement traded between and among Brazil’s 27 states. The expected, recurring patterns—what economists call “gravity”— were not at all what was expected at prevailing prices,

Blended Portland cements containing up to 15% limestone have recently been introduced into Canada and the USA. These cements were initially not allowed for use in sulfate environments but this restriction has been lifted in the Canadian cement specification, provided that the “limestone cement” includes sufficient SCM and that it passes a modified version of the CSA A3004-C8 (equivalent to ASTM C1012) test procedure run at a low temperature (5 °C). This new procedure is proposed as a means of predicting the risk of the thaumasite form of sulfate attack in concretes containing limestone cements. The goal of the present study was to better understand how this approach works both in practice and in theory. Results from three different laboratories utilizing the CSA A3004-C8 test procedure are compared and analyzed, while also taking into account the results of thermodynamic modeling and of thaumasite formation experiments conducted in dilute suspensions.

Author name: Sylvester Beiger, Publication: Cartel in the Indian Cement Industry,

Date: March 23 2012, Place: New York

http://www.ijser.org/researchpaper%5CProperties-of-Aerated-Foamed-Concrete-Blocks.pdf


States this problem in two steps. First, to provide a theoretical background, he uses a collusion marker based on structural disturbances in a price process’ variance. Then, he applies a Markov switching model with switching in variance regimes. The author considers this method adequate and coherent with the problem structure and the research objective, and useful for assessing the functionality of the collusion marker he uses. He uses the model to examine the Indian cement industry in the period 1994–2009 and finds some objective indications of collusion and competition phases





Limitations of the study:

1. The study is contains only about selling strategies and other topics are not included.

2. The sample of size of 50 consumers may not necessarily represent the customer behavior of the whole population.

3. The survey was conducted in Bangalore which does not represent the customer satisfaction in other cities.

4. The study mainly concentrates on just providing solutions for problems in selling strategies in the company.


CHAPTER-2

INDUSTRY & COMPANY

PROFILE

Promoters:

Mr. George Abraham- managing partner


Mr. Alfred A Mathew – partner

Mr. Franklin Abraham – partner

APCO CONCRETE BLOCKS & ALLIED PRODUCTS came into existence in 1973 .

APCO is a 500 strong company and has grown from strength to strength over the past 4 decades.

APCO is the country’s first commercial concrete blocks manufacturing venture and now expanded to five manufacturing facilities at different locations of Bangalore.

Mr Abraham mathew , a science graduate hailing from kerala now settled in bangalore is the founder of the company . he started the company as a sole entrprenour now which is the country’s poineering commercial concrete blocks manufacturing venture.

Slowly and steadily he brought his family into business :

Mr George abraham – born in 1959, finished his early schooling in kerala and then finished his further studies in Bangalore.

He took full charge of M/S APCO CONCRETE BLOCKS & ALLIED PRODUCTS . he was posted as Managing partner of the company.

APCO today has over 10,00,000 proud ans satisfied customers in corporate and group housing sector and over 10,00,000 individuals in the home segment.

Practically, APCO blocks have been patronized by every leading builder, thus holding testimony to APCO’s superior technology and commitment to quality products. APCO’s incredible range of blocks virtually take care of every conceivable need for the user.company has acquired a american made besser plant which is fully automated and can produce 24,000 unmatchable high quality blocks per day. We are also backed by 4 factories equipped with state of art facilities that produce 75,000 blocks per day.

Company has 4 sub companies operating in Bangalore

1} orion precast pvt ltd


2} jupiter concrete blocks & allied products

3} neptune industries

4} saturn industries

Vission:

To increase the performance and delivery of the quality products in future.

Mission:

APCO combines hi-tech features with superior strength, to offer the latest international APCO cellular blocks, which are designed on state-of-the-art lines, using fully computerized technology, and formed on exclusively imported machinery.

APCO refuses to compromise on quality and guarantees that every inch of every concrete block is packed with extra strength, which remains intact, even after decades.

Quality policy:

we at the APCO CONCRETE BLOCKS & ALLIED PRODUCTS , market and sell concrete blocks as per the specification ensuring quality products through paper vendor performance for on time delivery of the products for efficient customer satisfaction.

1. Customer Satisfaction: APCO is dedicated to building a relationship with its customers where it become partners in fulfilling their mission. They strive to understand our customer’s need and to deliver products and service that fulfill and exceed their entire requirement.

2. Commitment to Total Quality: APCO is committed to continuous improvement of all our activities. They still supply products and service that conform to highest standards of design, manufacture, reliability, maintainability, and fitness for use as desired by our customers.

3. Cost and Time Consciousness:


APCO believes that our success depends on our products and service. APCO will achieve this by eliminating waste in all activities and continuously improving all process in every area of our work.

4. Innovation and Creativity: APCO believes in striving for improvement in every activity involved in our business by pursuing and encouraging risk-taking, experimentation and leering at all levels within the company with a view to achieving excellence and competitiveness.

5. Trust and Team Spirit: APCO believes in achieving harmony in work life through mutual trust, transparency, co-operation and sense of belonging they will strive for building empowered teams to work towards achieving organizational goals.

Product profile:

The company manufactures cellular blocks , solid blocks ranging in different sizes and maesurements.

Example:

Width Length Breadth

40 inches 20 inches 10 inches



Cellular blocks


Each cellular concrete blocks offers thr right balance of improved compression strength and lightness, which are essential for its perfection. It is engineered to facilitate easy cutting for unhindered usage of conduit and water pipes.

At APCO, extensive research and development, combined with years of experience in the concrete block technology, have perfected the cellular blocks.

APCO’s patented cellular blocks are innovately designed pre-cast blocks with cavities which facilitate the easy neat ans precise conuiting work for electrical wires, water and soil pipes for plumbing, telephonewires and television cables, emsuring concealed workmanship and maintaining the smooth surface of the wall.

Solid blocks:

At APCO, extensive research and development, combined with years of experience in the concrete block technology, have perfected the solid block.

Feautures:

Superior compression strength

30% reduction in pastering cost

Light weight

Environment friendly


Areas of operation:

Three factories are located on Kanakapura Road, one on Sarjapura Road, and another at Devanahalli.

Company has the capacity of manufacturing 75,000 sft. Blocks per day.

The marketing office is centrally located.

An efficient transport system affords quick and timely delivery to customers, ensuring reduced cost.

On-going research enables continuous innovation.

Infrastructure facilities:

5 hi-tech factories are equipped with state of the art facilities and latest machinery.


Company has also acquired an American made Besser block plant which is completely automated and can produce over 24,000 unmatchable, high quality products every day.

APCO’s success is due to dynamic team consisting of third generation employees and family committed to giving you the best product.

Competitor’s information:

1] BASANT BETONS

Founder: Suresh Patil

Basant Betons® with its vision and over 30 years experience is renowned for its market-leading initiatives in India. The company produces world-class concrete products such as Shot-blasted pavers, Tiles, Engineered Blocks and many other special products.

As a completely customer focused company, Basant Betons® with best technology, plant and machinery and with exceptional quality, strength and durability of products, as well as their abilities in customer service, commands an unbeatable status in the industry, today.

As APCO CONCRETE BLOCKS & ALLIED PRODUCTS is a commercial and organized company, it does not have much competition from the un organized and small companies in the market.

Competitors Products

Basant Betons cellular blocks

Boulders

design tiles

Floor tiles

SWOT Analysis:


Strengths:

Company has a high growth rate in its business. Company has maintained a high profitability and revenue Company consists of Skilled workforce

Weaknesses:

Continuous increase in costs of raw materials and labour costs.

Opportunities

Growing economy Income level is at a constant increase New markets

Threats:

Growing competition and lower profitability Price changes Increasing rates of interest Global economy Financial capacity Increase in labor costs

Future growth & prospects:

Company is expecting sales increase by 10% during the next financial year [2014-2015] when compared to previous financial year [2013-2014].

Company is expecting to deliver 100 loads every day during next financial year [2014- 2015]

Company is making necessary measures to spread their operations to neighboring states.

Loyal customers of the product:


Adarsh group Farah builders RMZ corporation Puravankara projects Gopalan associates Landmark developers Abhishek developers Aishwarya properties Simplex infrastructure Hinduja housing corporation Surbacom developers

Balance sheet:

Note: Financial statement is not provided by the company because it is very confidential. so the company does not share the balance sheet for public circulation.


Chapter -3

Theoretical background of the study

THEROTICAL BACKGROUND OF STUDY

An organization's strategy that combines all of its marketing goals into one comprehensive plan. A good marketing strategy should be drawn from market research and focus on the right product


mix in order to achieve the maximum profit potential and sustain the business. The marketing strategy is the foundation of a marketing plan.

Selling strategy is defined by David Aaker as a process that can allow an organization to concentrate its resources on the optimal opportunities with the goals of increasing sales and achieving a sustainable competitive advantage.

It is a Planned approach to account-management policy formation prospect identification and qualification sales presentation and order generation aimed at achieving a firm's sales quotas and targets.

Developing a selling strategy

1) Setting sales objectives:Selling strategies should be started by setting the objectives for each of the company’s products. The company should select the market which should be targeted.Company should want to make changes according to the target customer needs.

2) Analyze the market:

Company has to identify the problems of their customers and should try to solve their problems when they first approach the company’s business.

Company has to identify the reasons why customers selected their company.

Company has to analyze their sales costs and try to cut down on their sales costs to unprofitable customers. This might be by using an alternative distribution method or cheaper sales channels.

3) Decide on sales channels:

Company has to decide the sales channels through which the company can sell their products profitably by satisfying/meeting the needs of their customers.

A manufacturing company might want to sell through an agent or intermediary. This could be a retailer, or it could be an agent abroad.

Types of selling strategies:


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1) Know the Product: A top selling strategy that's relevant to any industry is that company has to know what they are selling. If you they don’t know the features and benefits of the product or service they are selling, they won't be able to answer customer questions or handle objections. Company has to themselves with products and services they sell by reading their accompanying marketing brochures and sales letters.

2) Show, Don't Tell: Customers want to hear about the features and benefits of a product or service, but they're more impressed when they can see the product or service in action. When customers can explore products or services, they can get a better idea of how it'd fit it into their lives. This also makes the sales process run smoother.

3) Understand Your Target Customer: Consumers have different wants and needs that make them gravitate toward specific products, services and companies. If company have knowledge of their target customers, they can readily identify their needs and help them find solutions. Each company has an ideal client it wants to target and acquire. Characteristics such as age, income level, marital status, education level, geographical location, hobbies and interests help companies pinpoint their markets.

4) Get Referrals: Repeat customers can help a business become profitable, but even better getting referrals can help a business grown and build its reputation. Include generating referrals into company sales process to maximize their profits. they can start a referral program that encourages their existing customers to suggest their business to their friends, so they can take advantage of discounts.

5) Price Competitively: Pricing plays a major role in whether many consumers make a purchase, so it's important that part of the company’s selling strategy includes pricing competitively. While they don't have to make their prices lower than or on par with your competitors, they should know their regular and sales prices for products and services. They may elect to price higher, but company must ensure that they can communicate the value in paying more for what company offer. Value-added benefits might include an extended warranty or lifetime guarantee, company level of expertise or the quality of company’s products.

Techniques of selling strategies:


1) Personal Selling:

Personal selling seeks to build a good relationship between the buyer and seller that will enable the customer to purchase an item without feeling pressured. The relationship is developed when the seller more attuned to meeting the needs of the customer than making the sale. Personal selling addresses the buyers' preferences and at the same time, points out the strong features of the product being offered This approach enhances the relationship between buyer and seller and creates a lasting, strategic relationship.

2) After-Sales Service:

After-sales service is the additional assistance the seller provides for the buyer after they have purchased a product. They are aimed at enhancing convenience and boostering a positive image of the company. Warranty services are the after-sales services that provide repair, maintenance and/or replacements

3) Maintaining Contacts:

Following up on the buyer with a visit or call to confirm if the item he bought is working properly is another strategic selling they may also keep the customer informed on the latest developments on a product they had purchased or in which they were interested. Follow-up is done before or after a sale has been made, depending on the relationship established between the buyer and seller.

4) Low-Pricing Strategy:

Low-pricing is a strategic selling technique that brings about changes in sales volumes. Low-pricing strategy is effectively used to entice customers when introducing new products or when seeking a competitive edge in target markets. Downward price adjustments for selected items increase the number of customers that can afford the products.

Models of selling strategies:


The Pursuit model:

The pursuit team model is defined as the deployment as the department of one or more high performance, highly skilled, customer focused selling teams. It combines the elements of sales strategy, business/industry strategy, and solutions/delivery strategy to form a highly credible, value- oriented team focused on a defined, but limited, set of new customers and prospects.the smallest team will typically consist of an experienced salesperson, an industry/functional SME, and a principal or sales manager responsible for project or solution delivery. Larger teams may include both industry and functional SME’s technology and creative design experts, marketing brands, applications, specialists application specialists etc. the size of the teams wills depend largely on the magnitude of the opportunity, the available of resources and the budget established for the cost of sales for particular opportunity/account the primary responsibility of a persuit team is to “ open the door” to a targeted strategic account with a significant, high valu, high impact project or solution.


5 strategies to sell successfully:

Cut to the chase:

A good sales person doesn't waste time with filler words. He starts talking about the product right

away. Here's an example. A website developer calls your company and starts by saying, "I am

glad I finally got a hold of you. It took me more than 10 minutes to find your contact information

on your website. My company does web development, and we could help you quickly fix that.

Your customers would then be less frustrated and more easily able to contact you. Can I go over

the site with you and find out what else you might like it to be able to do?" As the person being

pitched, I am now fully engaged in the web developer's product--because he showed me he did his

homework, and can solve a problem I did not know I had.

Skip the jargon:

Whether company’s product is technical in nature or you just tend to be on the know-it-all side of

the spectrum, company should find a simple way to explain its product that anyone can follow.

Customers don't want to need an explanation--they want to understand right away. A customer

recently looked to buy a new mattress, and was confronted with all kinds of features to choose

from. Rather than use empty pseudo-technical terms like moisture-wick and memory foam, a

salesperson carefully went over why his mattress would last longer, how its structure would keep

us from waking each other with our movements, and why the two different materials on its faces

would help us be comfortable in any weather.

Paint a picture:

Company will not always have the luxury of meeting with their customer face to face. Company

has to learn how to describe its product in a way that even someone who has never seen it can

imagine what it is. At my company, we sell products over the direct contact. We have several

items that are made of cement, and often lesser-known concrete blocks. So they can be hard for

the customer to envision. We received a new product last week, and I had not yet seen it, but I

heard one of our sales representatives describing it to a customer as looking like a perfect

specification and design of the product which perfectly suits for architectural designs.


Get curious:

When company’s representative speaks to a customer, he should concentrate on finding out about

the customer instead of making their pitch. Asking open-ended questions and then carefully

listening to the answers will always get you further than delivering a monologue. A bank I never

would have considered recently landed a meeting with me because the sales rep--after hearing I

was not interested in changing credit card processors--asked me if there was anything I was

frustrated with at my current bank. I was mad enough to want to talk about it, and he was astute

enough to carefully connect my discontent to how his bank is different.

Make it matter:

Company’s product may have a ton of benefits, but they are worthless if the customer company

sell to do not need them. Be able to constantly reframe those product benefits so that the particular

customer with whom company is speaking understands the direct impact the product could have on

his world.

Key elements of a successful selling strategy:

1) Understanding the company’s own strengths and weakness\

2) Developing company’s selling strategy

3) Tips and pitfalls.


Chapter -4

Data analysis and interpretation

Demographic details


Name: _______________ Qualification:_______________

Age: ______________ Company: _________________

Table:

Age no of respondents in %20-25 11 22%25-30 12 24%30-35 22 44%35-40 3 6%40-45 2 4%

total 50 100%Graph

20-25

25-30

30-35

35-40

40-45

0 5 10 15 20 25

11

12

22

3

2

no of respondents

no of respondents

Analysis:

44% of the respondents belong to age group of 30-35, 24% of respondents belong to age group of 25-30, 22% of respondents belong to age group of 20-25, 6% of respondents belong to age group of 35-40, 4% of respondents belong to age group of 40-45.

Interpretation:

From the above table and graph it shows that majority of the respondents belong to age group of 30-35, and second sources belongs to age group of 25-30.

1.) How did you contact the representative?


A) Personal B) Relative

C) colleague/friend D) contractor

E) Magazine/Advertisement

Table - 1

Sol no Choices

no or respondents in%

1 Personal 13 26%2 Relative 6 12%3 colleague/friend 23 46%4 contractor 3 6%

5magazine/advertisement 5 10%Total 50 100%

Graph 1 - contact

13

6

23

3

5

no or respondents

PersonalRelativecolleague/friend contractormagazine/advt

Analysis:

26% of respondents said personal, 12% of respondents said relatives, 46% of respondents said colleagues/friends, 6% of respondents said contractor, 10% of respondents said magazine/advt . we came to know that largest segment of choices are of colleague/friend , then comes personal and relative.

Interpretation:

From the above table and graph it that majority of the respondents have come to know about the company through their colleagues/respondents. And second source comes from their personal contact.

Company has to look into such sources to attract new customers and make them effective.


2.) To what extent did the product that you ordered meet the specifications on the purchase order?

A) Met all of my specifications B.) Met most of my specifications

C.) Met some of my specifications D.) Met few of my specifications

E) Met none of my specifications

Table – 2 - specifications

Sol no Choices no of respondents in %

1 met all of my specifications 1224%

2 met most of my specifications 27 54%3 met some of my specifications 9 18%4 met a few of my specifications 2 4%5 met none of my specifications 0 0%

Total 50 100%

Graph - 2

12

27

9

2

no of respondents

met all of my specificationsmet most of my specificationsmet some of my specificationsmet a few of my specificationsmet none of my specifications

Analysis:

54% respondents said company met most of my specifications, 24% said met all of my specification, 18% said met some of my specifications, 4% said met few of my specifications. From this we came to know the largest segment are met most of my specifications. Then comes met all my specifications.

Interpretation:

From the above table and graph it seems that majority of the respondents have met most of their specifications. However few of their customers are not satisfied with their product specifications.

Company has to identify the problems of such not satisfied customers and try to satisfy them.


3.) Was the product delivered to you within the timeframe in the contract and on your purchase order?

A) Yes B) Nearer to the time

C) No D) Not exactly

E) Not sure

Table - 3

Sol no choices no of respondents in %1 Yes 13 26%2 nearer to the time 27 54%3 no 7 14%4 not exactly 3 6%5 not sure 0 0%

Total 50 100%

Graph – 3 – Time frame

13

27

7

3

no of respondents

Yesnearer to the timenonot exactlynot sure

Analysis:

54% respondents said that company delivered nearer to the time, 26% respondents said company delivered at exact time, 14% respondents said that company did not delivered in time, 6% respondents said that company delivered not exactly, none said that not sure.

Interpretation:

From the above table and graph it seems that majority of the respondents agree that company delivered nearer to the time. Some of the customers did not agree that company delivered in time.

Company has to take some extra measure to make their products reach in time to such customers


4.) Did the invoice for this purchase correctly reflect the price on the purchase order?

A) Exactly yes B) yes

C) Neutral D) Not exactly

E) No

Table -4

Sol no choices no of respondents in %1 exactly yes 18 36%2 yes 24 48%3 neutral 8 16%4 not exactly 0 0%5 no 0 0%

total 50 100%Graph – 4 – Price reflect

18

24

8

no of respondents

exactly yes yesneutralnot exactlyno

Analysis:

48% respondents said that invoice reflected same price on the purchase order, 36% respondents said exactly yes, 16% respondents remained neutral, none of respondents said not exactly, none of respondents said no.

Interpretation:

From the above table and graph, seems that majority of the respondents have said invoice reflected the same and some of the respondents managed to remain neutral.

Some of the respondents said that price neither remained same nor reflected, so management has to have a look on the price factors regarding their products


5.) Was the invoiced price equal to or better than the posted website contract?

A) Exactly yes B) yes

C) Neutral D) not exactly

D) No

Table - 5

Sol no choices no of respondents in %1 Exactly yes 17 34%2 yes 26 52%3 Neutral 5 10%4 not exactly 2 4%5 no 0 0%

50 100%Graph – 5- website contract

17

26

52

no of respondents

Exactly yes yes Neutralnot exactlyno

Analysis:

52% respondents said that price is equal to the posted website contract, 34% respondents said that price is exactly equal to the posted website contract, 10% respondents remained neutral, 4% respondents said that price is not exactly equal to the posted website contract, 0% respondents said no.

Interpretation:

From the above table and graph it seems that majority of the respondents said that price is equal to the posted website contract, some are not satisfied about the price posted in website contract.

Company has to seriously take care about the pricing strategies of their products in order to satisfy the unsatisfied customers.


6.) How satisfied were you with the representative’s responsiveness to answering your question?

A) Very satisfied B) satisfied

C) Neutral D) somewhat satisfied

E) Dissatisfied

Table -6

Sol no choices no of respondents in %1 very satisfied 14 28%2 Satisfied 35 70%3 Neutral 0 0%4 somewhat satisfied 1 2%5 Dissatisfied 0 0%

Total 50 100%

Graph 6 – response

14

35

1

no of respondents

very satisfied SatisfiedNeutralsomewhat satisfiedDissatisfied

Analysis:

70% of respondents said that they are satisfied with representative’s response, 28% of respondents said that they are very much satisfied with representative’s response, 2% of respondents said that they are somewhat satisfied.

Interpretation:

From the above table and graph it seems that majority of the respondents are satisfied with representative’s response and few said that somewhat satisfied.

Few respondents said that they are somewhat satisfied, so company has to make some modifications in their way of responding to their customers.


7.) Please rate your overall satisfaction with this purchasing experience?

A) Very satisfied B) satisfied

C) Neutral D) somewhat dissatisfied

E) Dissatisfied

Table -7

Sol no choicesno of respondents in %

1 very satisfied 12 24%2 satisfied 31 62%3 Neutral 7 14%4 somewhat satisfied 0 0%5 dissatisfied 0 0%

total 50 100%

Graph -7 – purchasing experience

12

31

7

no of respondents

very satisfied satisfied Neutralsomewhat satisfieddissatisfied

Analysis:

62% of respondents said that they are satisfied with this purchasing experience, 24% of respondents said that they are very much satisfied with this purchasing experience, 14% of respondents managed to remain neutral with their purchasing experience.

Interpretation:

From the above table and graph, it seems that majority of the respondents are satisfied with this purchasing experience, however few of the respondents said that they are neither satisfied nor dissatisfied.

Company has to check the selling procedures in order to make those respondents satisfied.


8.) What could this representative do to increase your satisfaction with similar purchases in the future? Be specific on any areas of dissatisfaction, including problems with the website that you may have encountered.

A) Price B) Nil

C) Service D) Quality

E) Response

Table-8

sol no choices no of choices in %1 Price 10 20%2 Nil 30 60%3 Service 5 10%4 Quality 2 4%5 response 3 6%

Total 50 100%

Graph – 8- satisfaction

10

30

5

23

no of choices

PriceNilServiceQualityresponse

Data analysis:

60% of the respondents suggested that the company should improve in nothing, 20% of respondents suggested that company should reduce the price, 10% of respondents suggested that company should concentrate on service department, 6% of respondents suggested that company should concentrate on the response to customer, 4% of respondents suggested that company should concentrate on quality.

Interpretation:

From the above table and graph, it seems that majority of the respondents suggested the company should improve on price and service.

Few of the respondents said that company should reduce prices, so company should take their advice seriously and should work on it.


9.) How do you rate the product quality?

A) Excellent B) Good

C) Average D) can improve

E) Neutral

Table- 9

Sol no choices no of respondents in %1 excellent 20 40%2 Good 24 48%3 average 4 8%4 can improve 0 0%5 neutral 2 4%

Total 50 100%

Graph – 9 – product quality

Analysis:

48% of respondents said that the product quality is good, 40% of respondents said that the product quality is excellent, 8% of respondents said that product quality is average, 4% of respondents remained neutral.

Interpretation:

From the above table and graph, it seems that majority of the respondents seems the product quality is good and few said that product is average.

Company has to make some changes in specifications of products to satisfy those few customers


20

24

42

no of respondents

excellent Goodaverage can improveneutral

10.) Your feedback on cellular blocks?

A) Excellent B) good

C) Average D) can improve

E) neutral

Table - 10

Sol. No Choices no of respondents in %1 Excellent 10 20%2 Good 33 66%3 Average 7 14%4 can improve 0 0%5 Neutral 0 0%

Total 50 100%

Graph 10 - Cellular blocks

10

33

7

no of respondents

ExcellentGoodAveragecan improveNeutral

Analysis:

66% of respondents seem to be the cellular blocks is good, 20% of respondents seems to be cellular blocks is excellent, 14% of respondents seems to be cellular block is average.

Interpretation:

From the above table and graph, it seems that majority of the respondents say that cellular blocks is good and few of customers say that cellular blocks is average.

Company can make some changes and modifications in cellular blocks to satisfy their remaining customers


11.) How professional is our company?

A) Extremely professional B) very professional

C) Moderately professional D) slightly professional

E) Not at all professional

Table - 11


1 extremely professional 4 8%2 very professional 34 68%3 moderately professional 12 24%4 slightly professional 0 0%5 not at all professional 0 0%

total 50 100%

Graph – 11 - professional

4

34

12

no of respondents

extremely professionalvery professionalmoderately professionalslightly professionalnot at all professional

Analysis:

68% of respondents seem to be the company is very professional, 24% of respondents seems to be the company is moderately professional, 8% of respondents seems to be the company is extremely professional.

Interpretation:

From the above table and graph it seems that that majority of the respondents say that the company is very professional and few of the respondents say the company is moderately professional

Company has to make some necessary steps to change respondents opinions about the company to be perfectly professional.


12.) How convenient is our company to u?

A) Extremely convenient B) very convenient

C) Moderately convenient D) slightly convenient

E) Not at all convenient

Table 12

sol no Choicesno of respondents in %

1 extremely convenient 9 18%2 very convenient 23 46%

3moderately convenient 18 36%

4 slightly convenient 0 0%5 not at all convenient 0 0%

50 100%

Graph 12 – convenient

9

23

18

no of respondents

extremely convenient very convenient moderately convenientslightly convenientnot at all convenient

Analysis:

46% of respondents seems to be the company is very convenient, 36% of respondents seems to be the company is moderately convenient, 18% of respondents seems to the company is extremely convenient.

Interpretation:

From the above table and graph, we came to know that majority of the respondents seems to be the company is very convenient and few respondents said the company is moderately convenient.

Company has to make easier in selling process to be more convenient to those customers.


13.) How well do you feel that our company understands your need?

A) Extremely well B) quite well

C) Moderately well D) slightly well

E) Not at all well

Table 13

sol no Choices no of respondents in %1 extremely well 7 14%2 quite well 33 66%3 moderately well 8 16%4 slightly well 2 4%5 not at all well 0 0%

Total 50 100%

Graph 13 – Needs

7

33

8

2

no of respondents

extremely wellquite wellmoderately wellslightly wellnot at all well

Analysis:

66% of respondents seem to be the company understands our needs quite well, 16% of respondents seems to be the company understands their needs moderately well, 14% of respondents seems to be the company understands their needs extremely well, 4% of respondents seems to be the company understands their needs slightly well.

Interpretation:

From the above table and graph, we came to know that majority of the respondents seem to be the company understands their needs quite well and some respondents said that company understands moderately well.

Company has to improve its R&D department to understand Customers needs and wants.


14.) Compared to our competitors, is our product quality better, worse or about the same?

A) Quite a bit better B) About the same

C) Somewhat worse D) quite a bit worse

E) Don’t know

Table 14

sol no choices no of respondents in %1 quite a bit better 27 54%2 about the same 15 30%3 somewhat worse 4 8%4 quite a bit worse 1 2%5 don't know 3 6%

Total 50 100%

Graph 14 – Competitors

27

15

41

3

no of respondents

quite a bit better about the same somewhat worsequite a bit worsedon't know

Analysis:

54% of the respondents seem to be the product quality is quite better than their competitors, 30% of their respondents seem to be the product quality is same to their competitors, 8% respondents seem to be the product quality is somewhat worse than their competitors 6% of respondents seem don’t know about the difference of product quality of their competitors. 2% respondents seem to be product quality is a quite a bit worse than their competitors.

Interpretation:

From the above table and graph, it seems to be that majority of the respondents prefer product quality is quite better than their competitors and few of the respondents said that quality is bit worse from their competitors.

Few of the respondents said that quality is bit worse from their competitors, so company has to check the quality measures to improve the quality of their products.


15.) Compared to our competitors, are our prices higher, lower or about the same?

A) A great deal higher B) Somewhat higher

C) About the same D) somewhat lower

E) A great deal lower

Table 15

sol no choices no of respondents in %1 a great deal higher 18 36%2 somewhat higher 22 44%3 about the same 10 20%4 somewhat lower 0 0%5 a great deal higher 0 0%

total 50 100%

Graph 15 – comparison of Competitors price

18

22

10

no of respondents

a great deal higher

somewhat higher

about the same

somewhat lower

a great deal higher

Analysis:

44% of respondents seem to be prices are a somewhat higher than their competitors, 36% of respondents seem to be prices are a great deal higher than their competitors, 20% of respondents seem to be prices are same when compared to their competitors.

Interpretation:

From the above table and graph, we came to know that majority of the respondents seem to be the prices are a somewhat higher than their competitors, and few respondents said the prices are same.

Company has to take appropriate steps to reduce the prices of their products and should be effective to face the competition from their competitors.


16.) Overall, how responsive have we been to your questions or concerns about our product?

A) Extremely responsive B) quite responsive

C) Moderately responsive D) slightly responsive

E) Not at all responsive

Table 16

sol no choices no of respondents in %1 Extremely responsive 11 22%2 quite responsive 27 54%3 moderately responsive 8 16%4 slightly responsive 4 8%5 not at all responsive 0 0%

Total 50 100%

Graph 16 – Questions and concerns

11

27

8

4

no of respondents

Extremely responsive quite responsive moderately responsive slightly responsive not at all responsive

Analysis:

54% of respondents seem to be the company is quite responsive for their questions about the product, 22% of respondents seem to be company is extremely responsive for their questions about the product, 16% of respondents seem to be the company is moderately responsive for their questions about the product, 8% of respondents seem to be company is slightly responsive for their questions about the product.

Interpretation:

From the above table and graph, we came to know that majority of the respondents seems company is quite responsive for their questions about the product, and few respondents said that company is moderately and slightly responsive.

Company has to be more open to the Customers questions and should try to give reasonable answers for their questions.


17.) Overall, are you satisfied with the transport facility provided by the company?

A) Extremely satisfied B) slightly satisfied

C) Neutral D) slightly dissatisfied

E) Extremely dissatisfied

Table 17

sol no choices no of respondents in %1 extremely satisfied 15 30%2 slightly satisfied 33 66%3 Neutral 2 4%4 slightly dissatisfied 0 0%5 extremely dissatisfied 0 0%

Total 50 100%

Graph 17 – Transport facility

15

33

2

no of respondents

extremely satisfied slightly satisfied Neutralslightly dissatisfied extremely dissatisfied

Analysis:

66% of respondents seem to be they are slightly satisfied with the transport facility provided by the company, 30% of respondents seem to be they are extremely satisfied with the transport facility provided by the company, 4% of respondents seem to remain neutral.

Interpretation:

From the above table and graph, we came to know that majority of the respondents seem to be they are slightly satisfied with the company’s transport facility and few respondents said that they are not fully satisfied with the transport facility.

Company has to make the deliver the products to their customers in time, to satisfy the customers.


18.) Do you like our company?

A) Like a great deal B) like a little

C) Neutral D) dislike a little

E) Dislike a great deal

Table 18

sol no choicesno of respondents in %

1 like a great deal 22 44%2 like a little 23 46%3 neutral 5 10%4 dislike a little 0 0%5 dislike a great deal 0 0%

Total 50 100%

Graph 18 – Like a company

22

23

5

no of respondents

like a great deal like a littleneutraldislike a little dislike a great deal

Analysis:

46% of respondents seem to like a company a little, 44% of respondents seem to like company a great deal, 10% of respondents seem to neither like nor dislike the company.

Interpretation:

From the above table and graph, we came to know that majority of the respondents seem to like a company a little and few respondents managed to remain neutral.

Company has to identify the problems faced by the customers and should try to solve those problems.


19.) How well did our customer service representative answer your question or solve your problem?


C) Neutral C) slightly well

E) Not at all well

Table 19

sol no choicesno of respondents in%

1 extremely well 17 34%2 quite well 27 54%3 neutral 6 12%4 slightly well 0 0%5 not at all well 0 0%

Total 50 100%

Graph 19 – Service representative

17

27

6

no of respondents

extremely wellquite wellneutralslightly wellnot at all well

Analysis:

54% of respondents said that customer service representative answered their question quite well, 34% of respondents said that customer service representative answered extremely well, 12% of respondents remained neutral.

Interpretation:

From the above table and graph, we came to know that majority of the respondents said that customer service representative answered quite well and few respondents managed to stay neutral.

Company has to train their representatives well, so that they can improve customer satisfaction towards the products of company.


20.) How likely is that you would recommend this company to a friend or colleague?


C) Neutral D) slightly well

E) Not at all well

Table 20 –


1 Extremely well 27 54%2 quite well 20 40%3 neutral 0 0%4 slightly well 3 6%5 not at all well 0 0%

total 50 100%

Graph 20 – Recommend

2720

3

no of respondents

Extremely wellquite wellneutralslightly wellnot at all well

Analysis:

54% of respondents prefer to recommend the company extremely well to a friend or colleague, 40% of respondents prefer to recommend the company quite well to a friend or colleague, 6% of respondents prefer to recommend the company slightly well to a friend or colleague.

Interpretation:

From the above table and graph, we came to know that majority of the respondents prefer to recommend extremely well to their friend and few said that they slightly recommend to their friends or colleague.

Company has to try to satisfy those customers with attractive offers with their purchase.


Chapter 5

Summary of findings,

Suggestions /recommendations and

Conclusion


Findings:

1. Majority of the respondents came to know about the company from their colleagues/friends.

2. Majority of the respondents have met their specifications, and some respondents have met few of their specifications.

3. Majority of the customers said that company delivered nearer to the time and few of the respondents said that company did not deliver in time.

4. Majority of the respondents said that price on the purchase order reflected the same and few of the respondents said neither reflected same price nor not reflected.

5. Majority of the respondents said that the price is equal to the posted website contract; however few said price is not equal to the posted website contract.

6. Most of the respondents are satisfied with response from representatives and very few said they are somewhat satisfied.

7. Majority of the respondents are satisfied with their buying experience with the company, and some of the respondents are neither satisfied nor dissatisfied with their purchasing experience.

8. Majority of the respondents are satisfied with overall experience with the company and few of the respondents suggested the company to maintain the quality in the same way.

9. Most of the respondents are happy with the quality of the products and few of the respondents said that quality is average.

10. Most of the respondents said that quality of company’s cellular blocks are good and some of the respondents said that quality is average.

11. Majority of the respondents said that company is very professional and few of the respondents said its moderately professional.


12. Most of the respondents said that company is very convenient and few of the respondents said that company is moderately convenient.

13. Most of the respondents opinion are company understands their needs quite well and few of the respondents opinions are company understands moderately and slightly well.

14. Majority of the respondents said that quality of the company’s products is quite better than competitors, and few of the respondents said that quality is bit worse than their competitors.

15. Most of the respondents said that prices are higher than their competitors and few said that prices are same to their competitors.

16. Most of the customers said that the company is quite responsive for their questions and few of the respondents said that company is slightly responsive for their questions about the product.

17. Most of the customers are satisfied with the transport facility provided by the company and few customers are neither satisfied nor dissatisfied.

18. Most of the respondents like a company a little and few of the respondents neither like nor dislike the company.

19. Most of the respondents said that customer service representative answered quietly well to their questions and some of the respondents remained neutral.

20. Most of the respondents prefer to recommend the company extremely well to their friends or colleague however few of the respondents prefer to recommend slightly well to their friends or colleagues.


Suggestions and recommendations:

1) Company has to look into such sources to attract new customers and make them effective.

2) Company has to identify the problems of such not satisfied customers and try to satisfy them.

3) Company has to take some extra measure to make their products reach in time to such customers.

4) Some of the respondents said that price neither remained same nor reflected, so management has to have a look on the price factors regarding their product.

5) Company has to seriously take care about the pricing strategies of their products in order to satisfy the unsatisfied customers.

6) Few respondents said that they are somewhat satisfied, so company has to make some modifications in their way of responding to their customers.

7) Company has to check the selling procedures in order to make those respondents satisfied.

8) Few of the respondents said that company should reduce prices, so company should take their advice seriously and should work on it.

9) Company has to make some changes in specifications of products to satisfy those few customers

10) Company can make some changes and modifications in cellular blocks to satisfy their remaining customers

11) Company has to take some necessary steps to change respondents opinions about the company to be perfectly professional.

12) Company has to make more easier in selling process to be more convenient to those customers.


13) Company has to improve its R&D department to understand customers’ needs and wants.

14) Few of the respondents said that quality is bit worse from their competitors, so company has to check the quality measures to improve the quality of their products.

15) Company has to take appropriate steps to reduce the prices of their products and should be effective to face the competition from their competitors.

16) Company has to be more open to the customers questions and should try to give reasonable answers for their questions.

17) Company has to make the deliver the products to their customers in time, to satisfy the customers.

18) Company has to identify the problems faced by the customers and should try to solve those problems.

19) Company has to train their representatives well, so that they can improve customer satisfaction towards the products of company.

20) Company has to try to satisfy those customers with attractive offers with their purchase.


Conclusion:


It was a wonderful experience for me to work with APCO CONCRETE BLOCKS & ALLIED PRODUCTS LTD, from the project I learnt about the marketing tactics used by APCO concrete blocks & allied products.

APCO concrete blocks & allied products is a reputed organization which has developed its goodwill in the market to compete with other good doing companies. It has adopted modern technology in the production process and it is doing better marketing compared with others.

Company has to increase the rate of commission payable to its agents or dealers or retailers.

To survive in the market the company needs to adapt an aggressive marketing policy as of competitors.

Last but not the least I would like to conclude APCOs concrete blocks & allied products as good organization to work as well as to interact with people. All the workers and members of the union nicely motivated me. The APCO Company’s employees, manager and my guide co-operated and supported me in everything which made to successfully complete my project work with all the support and guidance.


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Annexure

Customer survey questionnaire


Name: Qualification:

Age: Name of the company:

Gender: Experience:

Designation:

1. How did you contact the representative? __________________

__________________

2. To what extent did the product that you ordered meet the specifications on the Purchase Order?

Met all of my specifications

Met most of my specifications

Met some of my specifications

Met a few of my specifications

Met none of my specifications

3. Was the product delivered to you within the timeframe in the Contract and on your Purchase Order?

Yes

Nearer to the time

No

Not exactly

Not sure


4. Did the invoice for this purchase correctly reflect the price on the Purchase Order?

Exactly yes

Yes

Neutral

Not exactly

No

5. Was the invoiced price equal to or better than the posted website contract price?

Exactly yes

Yes

Neutral

Not exactly

No

6. How satisfied were you with the representative’s responsiveness to answering your questions?

Very satisfied

Satisfied

Neutral / neither satisfied nor dissatisfied

Somewhat dissatisfied

Dissatisfied

7. Please rate your overall satisfaction with this purchasing experience:

Very satisfied

Satisfied

Neutral / neither satisfied nor dissatisfied

Somewhat dissatisfied

Dissatisfied


8. What could this representative do to increase your satisfaction with similar purchases in the future? Be specific on any areas of dissatisfaction, including problems with the website that you may have encountered. Use extra space, if necessary.*

_________________________________________________________________

9. How do you rate our product quality?

Excellent

Good

Average

Can improve

Nuetral

10. Your feedback on cellular blocks :

Excellent

Good

Average

Can improve

Nuetral

11. How professional is our company?

Extremely professional

Very professional

Moderately professional

Slightly professional


Not at all professional

12. How convenient is our company to use?

Extremely convenient

Very convenient

Moderately convenient

Slightly convenient

Not at all convenient

13. How well do you feel that our company understands your needs?

Extremely well

Quite well

Moderately well

Slightly well

Not at all well

14. Compared to our competitors, is our product quality better, worse, or about the same?

Quite a bit better

About the same

Somewhat worse

Quite a bit worse

Don't know

15. Compared to our competitors, are our prices higher, lower, or about the same?

A great deal higher

Somewhat higher

About the same


Somewhat lower

A great deal lower

16. Overall, how responsive have we been to your questions or concerns about our product?

Extremely responsive

Quite responsive

Moderately responsive

Slightly responsive

Not at all responsive

17. Overall, are you satisfied with the transport facility provided by the company?

Extremely satisfied

Slightly satisfied

Neither satisfied nor dissatisfied

Slightly dissatisfied

Extremely dissatisfied

18. Do you like our company?

Like a great deal

Like a little

Neither like nor dislike

Dislike a little

Dislike a great deal

19. How well did our customer service representative answer your question or solve your problem?

Extremely well


Quite well

Neither well nor well

Slightly well

Not at all well

20. How likely is it that you would recommend this company to a friend or colleague?

Extremely well

Quite well

Neither well nor well

Slightly well

Not at all well


Date post:	08-May-2015
Category:	Education
Upload:	prem-gowda
View:	530 times
Download:	2 times

project report on selling strategies of APCO CONCRETE BLOCKS AND ALLIED PRODUCTS

Education