SUMMER INTERNSHIP REPORT

Conducted at

“ANSAL PROPERTIES & INFRASTRUCTURE LTD.”

“SALES AND MARKETING”

Submitted to:

DEPARTMENT OF MANAGEMENT STUDIES

Deenbandhu Choturam University Of Science And Technology,

Murthal.

In the partial fulfillment of requirements for the award of degree of

master of business administration session(2015-2020)

SUBMITTED BY:

Mr. SUNNY NASA (15001432081)

S.NO. TOPICS PAGE NO.

1. Introduction 3-22

2. Sales & marketing 24-56

3. Project objective (research methodology) 58-60

4. Data analysis & interpretation 62-72

5. Limitation & recommendation 74-76

6. Annexure, References 78-80

 1
INTRODUCTION
 ACKNOWLEDGEMENT

With immense pleasure I am presenting “SALES AND MARKEKTING” project report as

part of the curriculum of ‘Master of Business Administration ’(INTEGRATED 5 YEAR) . I
wish to thank all the people who gave meunending support.

I am extremely thankful to ANSAL PROPERSTIES & INFRASTRUCTURE LIMITED&

Mr.SANJEEV SHARMA for giving me an opportunity to undergo training and making my
stay at ANSAL PROPERTIES & INFRASTRUCTURE a memorable learning experience.

I am highly indebted to my project mentor, Mr. SANJEEV SHARMA for his continuous
support, supervision, motivation and guidance throughout the tenure of my project in spite of
his hectic schedule who truly remained driving spirit in my project and his experience gave
me the light inhandling research project and helped me in clarifying the abstruse concepts,
requiring knowledge and perception, handling critical situations and in understanding the
objective of mywork. I would like to thank all the staff of ANSAL PROPERTIES &
INFRASTRUCTUREfortheir guidance & support.

I also like to extend my gratitude to my parents and friends who are integral part of the
projectand have helped me to reduce stress and tiredness.

sunny

15001432081
 PREFACE
Summer training is essential for the fulfillment of MBA curriculum. It provides an
opportunity tothe students to understand the industry with special emphasis on the
development of skill inanalysing interoperating practical problem through application of
management. I have done mysummer training in ANSAL PROPERTIES &
INFRASTRUCTURE LTD. , (NEW DELHI). It was a splendid experience to work with the
professionals. In ANSALPROPERTIES & INFRASTRUCTURE LTD . I have come to
know a lot and I believe this willshow me the path during my working in the corporate world.
The project report consists of detailed study of “SALES AND MARKETING” and some
more learning about SALES practices. This project is a sincere attempt to study and
understand the working pattern of a public sector. The whole study has been divided into six
parts: - The first part introduction, wherein I have presented the organization visited by me.
The second part of the report contains facts and figures gathered by me in the course of the
study. The third part of the report is a project objective, methodology, scope and limitation of
the study .The fourth part of the study contains data analysis and interpretation. The fifth part
of the study includes limitations and recommendation. The last part of the study includes
Annexure and Bibliography .I hope that the research work made by me will be of great help
to get the comprehensive knowledge of the organization.
 DECLARATION

I, SUNNY, a student of The DEENBANDHU CHOTU RAM UNIVERSITY OF

SCIENCE AND TECHNOLOGY, hereby declare that the Institutional Training Report

submitted in partial fulfillment of the requirements of the Degree of Masters of Business

Administration Integrated (5YEAR) of the Deenbandhu Chotu Ram University Of Science

And Technology is my original work.

DATE :

SUNNY
 EXECUTIVE SUMMARY

Every organization needs to have well trained and experienced people to perform the
activities that have to be done. If current or potential job occupants can meet these
requirements, training is not important. When this not the case, it is necessary to raise the
skills levels and increase the versatility and adaptability of employees. It is being increasing
common for individual to change careers several times during their working lives. The
probability of any young person learning a job today and having those skills go basically
unchanged during the forty or so years if his career is extremely unlikely, may be even
impossible. In a rapid changing society employees training is not only an activity that an
organization must commit resources to if it is to maintain a viable and knowledgeable work
Force .The entire project talks about the sales and distribution management in theoretical as
well as new concepts, which are in trend now. Here we have discussed what would be the
input of training if we ever go for and how can it be goo d to any organization in reaping the
benefits from the money invested in terms like return on investment. What are the ways we
can identify the training need of any employees and how to know what kind of training he
can go for? Sales and distribution being in different aspect likes integrating it with
organizational culture .The best and latest available trends in sales method, the benefits
which we can derive out of it. How the evaluation should be done and how effective is the
sales and distribution all together. Some of the companies practicing selling in unique
manner a lesson for other to follow as to how train and retain the best resource in the world
to reap the best out of it. Sales and distribution is integral part of training if somebody is
trained properly and efficiently the developments of that individual and the company for
whom he is working. Here we discussed about sales and distribution, how much to identify
the needs, and after developing how to develop executive skill to sharpen their knowledge.
Learning should be continues process and one should not hesitate to learn any stage.
Learning and developing is fast and easy at ANSAL PROPERTIES & INFRASTRUCTURE
LIMITED.
 2. Aim & Establishment of the company
ANSAL PROPERTIES & INFRASTRUCTURE LIMITED Established in 1967 as a family

business, Ansal API today is among the leading Realty and Infrastructure companies of

India. A widely reputed and professionally managed Organisation , API currently operates in

a range of business verticals such as Integrated Townships, Condominiums, Group Housing,

Malls, Shopping Complex, Hotels, SEZs, IT Parks and Infrastructure and Utility Services.

Besides expanding the business sectors, the Company has been fast expanding the

geographical presence also in the last over four decades. In line with its motto of radically

improving the lifestyle standards of people through creating state-of-the-art realty and

infrastructure facilities and projects, Ansal API is committed to take on more and more

challenging tasks in its areas of operations with increased focus and dedication in the

coming years.

Ansal Properties And Infrastructure Limited is a Public incorporated on 30 June 1967. It is

classified as Non-govt. company and is registered at Registrar of Companies, Delhi. Its

authorized share capital is Rs. 1,500,000,000 and its paid up capital is Rs. 787,024,380.It is

involved in Site preparation.

Ansal Properties And Infrastructure Limited's Annual General Meeting (AGM) was last held

on 30 September 2016 and as per records from Ministry of Corporate Affairs (MCA), its

balance sheet was last filed on 31 March 2016.

Directors of Ansal Properties And Infrastructure Limited are Ramesh Chandra Vaish,

Archana kapoor, Prem Singh Rana, Lalit Bhasin, Sushil Ansal, Dharmendar Nath Davar,

Anil Kumar, Pranav Ansal, Prithvi Raj Khanna.

Ansal Properties And Infrastructure Limited's Corporate Identification Number is (CIN)

L45101DL1967PLC004759 and its registration number is 4759.Its Email address is

[email protected] and its registered address is 115 ANSAL BHAWAN 16 K G MARG.

Company Details

CIN L45101DL1967PLC004759

Company Name ANSAL PROPERTIES AND INFRASTRUCTURE

LIMITED

Company Status Active

RoC RoC-Delhi

Registration Number 4759

Company Category Company limited by Shares

Company Sub Non-govt. company

Category

Class of Company Public

Date of Incorporation 30 June 1967

Age of Company 50 years, 4 month, 19 days

 2.1 AIM OF THE COMPANY

Profitability
Maintaining profitability means making sure that revenue stays ahead of the costs of doing

business, according to James Stephenson, writing for the "Entrepreneur" website. Focus on

controlling costs in both production and operations while maintaining the profit margin on

products sold.

Growth
Growth is planned based on historical data and future projections. Growth requires the
careful use of company resources such as finances and personnel, according to Tim Berry,
writing on the "Entrepreneur" website.

Maintain Financing
Even a company with good cash flow needs financing contacts in the event that capital is
needed to expand the organization, according to Tim Berry, writing on the "Entrepreneur"
website. Maintaining your ability to finance operations means that you can prepare for long-
term projects and address short-term needs such as payroll and accounts payable.

CLEAR AND CLEAN MARKET POSITION

Real estate companies can operate across the property spectrum, dealing with general
residential and commercial clients, or they can offer a specialist service in niche markets. By
positioning themselves clearly in the market, companies can attract clients who are looking
for a specific type of property.
BUILD A STRONG PROPERTY LIST
Property buyers and sellers are looking for real estate companies active in the market and
with a good track record of successful transactions. Building a strong property list is
essential. A good list offers buyers choice and helps to build trust in the company.

ATTRACT BUYERS
Real estate companies must encourage prospective buyers to make their firm the first point of
contact when they are looking for a property. By placing advertisements in local newspapers
or specialist property publications, companies can attract potential buyers.

PRODUCTS AND SERVICES PROVIDED BY COMPANY

Aerodrome Business & Shopping Centre

Aerodrome Centre like all Ansal API developments is abreast with the world's best and
promises to set new standards in the quality of retail & trade spaces in Amritsar. It is a
pioneering effort towards redefining the way people work, do business and shop in Amritsar.
The 3 floors dedicated to Retail Shops are spacious, luxurious, fully air-conditioned and
enable an international standard shopping experience, setting the mood for the buyer, thus
facilitating easier selling. Inside the complex, with all the benefits of modern convenience in
place, the endearing feel of traditional Amritsar lifestyle still lingers.
CITY CENTRE

City Centre, Mohali the new landmark located on the prime the Kharar Landran Road is here
with more options than you ever wished for. City Centre, Mohali is designed to become the
hub of all business and leisure activities of this city as it offers a variety of options for you to
choose from. There is provision for MNC and Local Brand Outlets, Food Courts,
Restaurants, Bars ,Entertainment and Business Hotel. Now this makes it the real centre of
attraction for customers and visitors alike.

Palam Triangle

Palam Triangle, situated at Palam Vihar, an example of very high standards of exclusive
town planning. Green lined avenues, sparkling roads, landscaped lawns and aesthetic homes
add to create an ambiance of class and luxury. Palam triangle is a fully integrated commercial
complex with departmental stores, fast food joints, ATMs, Clinics, Grocery stores, offices,
chemists and other daily use stores. Palam triangle boasts of Central entry foyer with wide
corridors, glass curtain walls, waterfalls, landscaped greens, amphitheatre, ample parking
space, designated area for food courts and with world-class infrastructure services.

Palam Corporate Plaza

An ideal location is paramount for business success. And this is the sheer advantage of Palam
Corporate Plaza, which is coming up at Palam Vihar in Gurgaon. Palam Corporate Plaza is
your commercial zone for office and retail spaces that boasts of well-planned offices and
lifestyle outlets for business to take-off at supersonic speeds. Strategically located in one of
the most promising business and residential hub of NCR, Palam Corporate Plaza is your
opportunity to leverage for a lifetime.

Times Square

Situated at Sushant Lok, Gurgaon, Times Square is a landmark amongst Indian business
complexes. A state of the art complex and comparable with the best in world. Its classic
appearance holds within a modern approach to suit to modern times and needs. A sprawling,
sculpted symphony in granite, glass, steel and marble makes quite an impression.
Shopping Square

A Hi-Tech Township sprawling across 3530 acres. Located on Amar Shaheed Path &
Lucknow-Sultanpur Highway, the township is expendable up to 6000 acres. This ultra
modem township has a world class – 18 hole international standard championship Golf
Course surrounded by Residential and Commercial Developments. Making life on the green
a reality, Luxury Villas, Designer Landscaping, Entertainment Zones, State-of-the art
Infrastructure, Health Care Facilities, Ansal API ISKON Spiritual Center, Bharti Walmart,
Golf Academy, Ansal API Auto Park- Northern India’s First Auto Mall & much more have
been specially designed to exceed your expectations.

MISSION
 The mission of the Ansal API Group is to foster this social cause and after becoming
a helping hand in terms of setting up of schools, healthcare facilities, old age care
homes and affordable homes for weaker sections.

 This Company is continuously working for the social welfare of the society.

VISION

 As part of its core belief in Corporate Social Responsibility, the vision of the Ansal
API Group is to support the under- privileged, socially and economically backward
sections so as to bring a social change and transformation in the society in
collaboration with social, charitable NGOs.
 3. POLICY OF THE COMPANY

Company Policy defines the scope or spheres within which decisions can be taken by the
subordinates in an organization. It permits the lower level management to deal with the
problems and issues without consulting top level management every time for decisions.

Policies are the guidelines developed by an organization to govern its actions. They define
the limits within which decisions must be made. Business policy also deals with acquisition
of resources with which organizational goals can be achieved. Business policy is the study of
the roles and responsibilities of top level management, the significant issues affecting
organizational success and the decisions affecting organization in long-run.

An effective policy of company must have following features-

1. Specific- Policy should be specific/definite. If it is uncertain, then the implementation

will become difficult.

2. Clear- Policy must be unambiguous. It should avoid use of jargons and connotations.

There should be no misunderstandings in following the policy.

3. Reliable/Uniform- Policy must be uniform enough so that it can be efficiently followed

by the subordinates.

4. Appropriate- Policy should be appropriate to the present organizational goal.

5. Simple- A policy should be simple and easily understood by all in the organization.

6. Inclusive/Comprehensive- In order to have a wide scope, a policy must be

comprehensive.

7. Flexible- Policy should be flexible in operation/application. This does not imply that a
policy should be altered always, but it should be wide in scope so as to ensure that the

line managers use them in repetitive/routine scenarios.

8. Stable- Policy should be stable else it will lead to indecisiveness and uncertainty in minds

of those who look into it for guidance.

4. ORGANIZATIONAL STRUCTURE OF THE COMPANY

When hiring large numbers of staff, organization is important. Everyone within the company

needs to understand their role.

As a business grows in size and takes on more staff, managers need to make sure employees

understand their role within the company. Organization is the way a business is structured.

One method of organization is to set up departments covering the four main areas of business

activity:

Finance
Human resources
Marketing
Operations

DEPARTMENTS AND FUNCTIONS OF EACH DEPARTMENT

In ANSAL PROPERTIES & INFRASTRUCTURE LTD., Corporate Branch contains 7

major departments. The name of those departments & activities are given below:
● Reception Desk
● Marketing & Sales Department
● Administration & Business Department
● Documentation & Recovery
● Finance & Accounts Department
● Procurement Department
Reception Desk:
The main task at the reception desk is maintaining the inward & outward register, office
management, & telephone receiving. They also maintain a daily recall file which is known as
the Central Recall System.

Marketing & Sales Department:

ANSAL PROPERTIES & INFRASTRUCTURE LTD. has a very big marketing department.
A strong sales team & aggressive marketing campaign have bought tremendous sales growth
along with a handsome market share.

Administration & Business Department:

The administrative department is always looks after the whole organization. They always run
the organization smoothly. If any employee does any fault then the department takes action
against the employee. The company reward is given to the employee who has done well.

Finance & Accounts Department:

►Final checking of Bank reconciliation.

► Checking of Bank Debtor order voucher.
►Checking the company financial accounts.
► Give clearance for surrender.
► Give clearance for registration.

Procurement Department:
● Buying Land.
● Registration of the sold land.

Documentation:
► If any customer fails to pay the due in schedule time then this department arranges time
extension latter & gives the time extension approval.
► For business the client is not able to take deed in this case the officers of this department
communicate with the client to take the dead by this time officers make a rough copy of the
deed.
► If any change his/her payment schedule or change the plot then this department arranges
all procedure.
► This department also makes note sheet for registration when a client pay all the dues with
registration fees.

REAL ESTATE

Real estate means an immovable property, either commercial or residential which mayconsist
of a building or a structure. Real estate can be divided into 3 main categories:

 Commercial

 Residential

 Agricultural/Vacant Land

Real estate involves the purchase, sale, and development of land, residential and non-
residential buildings. The main players in the real estate market are the landlords, developers,
builders, real estate agents, tenants, buyers etc. The activities of the real estate sector includes
the housing and construction sectors .Real estate is a 12$ billion (revenue) industry in India.
There has been a rapid growth in the industry in the past few years. It is one of the fastest
growing sectors in India. The housing sector has been growing at an average of 34%
annually. In the residential sector ,a growing middle class is enjoying rising income levels.
Combined with smaller household sizes, this demographic change has boosted demand for
more modern housing .Real estate is not just about housing these days it has become a
beneficial investment option as real estate can be pledged as collateral to secure a loan. One
can also earn rental income from the real estate properties .Profits can be earned from real
estate as a result of appreciation of real estate property prices. This is known as capital gains
from real estate .In the commercial property segment, strong growth in the services sector
Specially the IT and BPO industry have led to greater demand for commercial space.The
importance of real estate sector, as a major player of nation`s growth, can be seen from the
fact that it is the second largest employer next only to agriculture. 5 % of thecountry`s GDP
is contributed by the housing sector. In the next three or four or five years this contribution to
the GDP is expected to rise to 6%.
The real estate industry has significant linkages with several other sectors of the economy,
such as construction (housing construction, as well as construction of commercial offices
,retail and industrial buildings, and infrastructure projects such as dams, roads and bridges),
brokerage services, real estate finance services (mortgage banking, real estate investment),
real estate operations, property management, architecture and design.
The relaxed FDI rules implemented by India in the recent years have invited more foreign
investors and real estate sector in India is seemingly the most lucrative ground at present.
Private equity players are considering big investments, banks are giving loans to builders,
and financial institutions are floating real estate funds. Indian property market is immensely
promising and most sought after for the purpose of investment.

Growth Potential

India is currently the second fastest-growing economy in the World. The Indian construction
industry has been playing a vital role in overall economic development of the country,
contributing 6% to GDP. In 2005, the sector generated around 31 million jobs (of which only
1 million were generated by the organized sector).
Developments in the real estate sector are being influenced by the developments in the
Retail, hospitality and entertainment (e.g., hotels, Resorts, cinema theatres) industries,
economic services(e.g., hospitals, schools) and information technology (IT)-enabled services
(like call centers) etc.
Also with the growing quantum of domestic and international capital inflow, economic
growth is likely to continue, and with it, the demand for infrastructure to maintain and
accelerate the performance. As a result, the public sector has remained a big investor in this
sector, given the acute shortage of infrastructure in India compared to the requisite level
required to achieve the next growth target.

The Government of India proposes to achieve 9.0% GDP growth during the EleventhPlan
period. To achieve growth of this scale, adequate infrastructure is the most basicrequirement.
In order to overcome the current constraint of insufficient modern infrastructure, the
government is developing a program for infrastructure investment.
through both public and private sectors, and expects to more than double public investments
from 1.2% of GDP in FY07 to 2.8% by FY12. It is also partnering with private companies on
initiatives such as the ultra mega power projects and Golden Quadrilateral project and Delhi
Mumbai industrial Corridor.

Future Prospects on Real Estate Industry

The real estate market in India is yet in an emerging stage and the scope is simply unlimited.
It does not resemble a bubble that will burst. An unhindered growth for the next twenty years
is almost sure. This is because the outsourcing business in India is growing at a rapid speed
and this entails a huge demand for commercial buildings and urban housing besides
improvement in infrastructure. The organized retail market in India is also accelerating with
players like Wal-Mart, Bharti etc. looking forward to make a mark, thus stepping up the
demand for real estate.
The Government`s ambitious projects lined up for the Eleventh Plan period ,shows the
demand for construction is expected to grow by at least 8-9%, and 2.5 million employment
opportunities per annum are expected to be generated. Favorable government policies
for globalization and liberalization have put India on the fast track .In fact, today India is the
second, fastest- economy in the world, and is the centre of attraction globally. With greater
quantum of domestic and international capital flow into various sectors of the economy,
growth is likely to continue. However, it has become a necessity for India to modernize and
expand its infrastructure not only to sustain, but to benefit from the existing growth spree.
Moreover, the government`s initiatives such as the ultra mega power projects, Golden
Quadrilateral project, have been of great support for the sector. Moreover, increased
investment outlay in the Eleventh plan, and higher private investments, apart from the
public-private partnership, would prove beneficial `in meeting the infrastructure needs of
various segments of the economy.
Government Policies

The government has taken various initiatives to improve the real estate sector. It has made
the policies for FDI in real estate very liberal. The new stand adopted by Indian government
regarding foreign direct investment (FDI) policies has encouraged an increasing number of
countries to invest in Indian Properties. The positive outlook of Indian government is the key
factor behind the sudden rise of the Indian Real Estate sector. The Government of India in
March 2005 amended existing norms to allow 100 per cent FDI in the construction business.
This liberalization act cleared the path for foreign investment to meet the demand into
development of the commercial and residential real estate sectors. It has also encouraged
several large financial firms and private equity funds to launch exclusive funds targeting the
Indian real estate sector.

Until now, only Non Resident Indians (NRIs) and Persons of Indian Origin (PIOs)
were permitted to invest in the housing and the real estate sectors. Foreign investors other
than NRIs were allowed to invest only in development of integrated townships and
settlements either through a wholly owned subsidiary or through a joint venture company in
India along with a local partner. The minimum land area for development by foreign
investors is lowered from the earlier floor of 100 acres to 25 acres which has further made
the real estate sector lucrative in the eyes of the foreign investors.

TYPES OF REAL ESTATE

1. Residential real estate includes both new construction and resale homes. The most
common category is single-family homes. There are also condominiums, co-ops,
townhouses, duplexes, triple-deckers, quad plexes , high-value homes
and vacation homes.
2. Commercial real estate includes shopping centers and strip malls, medical and
educational buildings, hotels and offices. Apartment buildings are often considered
commercial, even though they are used for residences. That's because they are owned
to produce income.
 3. Industrial real estate includes manufacturing buildings and property, as well as ware
houses. The buildings can be used for research, production, storage and distribution
of goods. Some buildings that distribute goods are considered commercial real estate
.The classification is important because the zoning, construction and sales are handled
differently.
4. Land includes vacant land, working farms and ranches. The subcategories
within vacant land include undeveloped, early development or reuse, subdivision and
site assembly.

REAL ESTATE INVESTING

Everyone who buys or sells a home engages in real estate investing. That means you must
consider several factors. Will the house rise in value while you live in it? If you get a
mortgage, how will future interest rates and taxes affect you? Many people do so well with
investing in their homes they want to buy and sell homes as a business. There are many ways
to do that. First, you can flip a house. That's where you buy a house to improve then sell it.
Many people own several homes and rent them out. Others use Airbnb as a convenient way
to rent out all or part of their homes. You can rent vacation homes using VRBO or Home
Away.
 2.
SALES AND MARKETING
 DEFINES SALES MANAGEMENT

Sales management refers to the administration of the personal selling component of a company's

marketing program. It includes the planning, implementation, and control of sales programs, as

well as recruiting, training, motivating, and evaluating members of the sales force. In a small

business, these various functions may be performed by the owner or by a specialist called a sales

manager. The fundamental role of the sales manager is to develop and administer a selling

program that effectively contributes to the organization's goals. The sales manager for a small

business would likely decide how many salespeople to employ, how best to select and train

them, what sort of compensation and incentives to use to motivate them, what type of

presentation they should make, and how the sales function should be structured for maximum

contact with customers.

Sales management is just one facet of a company's overall marketing mix, which encompasses

strategies related to the "four Ps":

❏Products,

❏Pricing,

❏Promotion,

❏And place (distribution).

Objectives related to promotion are achieved through three supporting functions:

1) Advertising, which includes direct mail, radio, television, and print advertisements, among

other media;
2) Sales promotion, which includes tools such as coupons, rebates, contests, and samples; and

(3) personal selling, which is the domain of the sales manager.

Although the role of sales managers is multidisciplinary in scope, their primary responsibilities

are:

1) Setting goals for a sales force;

2) Planning, budgeting, and organizing a program to achieve those goals;

3) Implementing the program; and

4) Controlling and evaluating the results.

Even when a sales force is already in place, the sales manager will likely view these

responsibilities as an ongoing process necessary to adapt to both internal and external

changes.

SALES MANAGEMENT KEY ROLES:

Major Key roles are:

1) Hire, fire, and train sales staff - selection, maintenance and training of the sales staff is key to
any company's success. Sales managers must hire sales staff the cancompetently manage the
sales process and meet or exceed quota. The Sales Manager must train and motivate the staff
to perform. The Sales Manager must also replace underreporting sales staff. Ongoing training
is key to understanding the company sales process, sales value propositions and product sets.

2) Develop and manage sales territories and quotas, and manage any conflicts that arise as a

result of customer, territory, quota or commission questions

3) Develop and implement sales compensation plans

4) Create, document and train in the company sales process

5) Interact with all departments that contribute to product delivery and support, customer service
and finance.

6) Prepare and manage a sales budget in line with company financial objectives.

7) Coach sales staff to maximize their professional performance

8) Plan and facilitate regular sales meetings to keep staff and rest of company informed,

energized and motivated. The role of sales management varies from company to company,

but the points above should be addressed by every senior sales manager.

SALES MANAGEMENT MISTAKES:

Avoiding Sales Management Blunders

Hiring a sales staff for your small business comes with the responsibility to provide effective

sales management. Learn the biggest sales management blunders and how you can avoid

them.

1. Mixing Recognition with Coaching: One common sales management blunder is to

congratulate your sales force for a job well done and quickly move to areas of improvement.

This tactic can often be interpreted by sales staff as a lack of appreciation. A best practice is

to separate the recognition from the coaching. Save the performance improvement areas for

coaching sessions. Set up separate recognition of your sales rep success even if it's a small

celebration. It's the little gestures of respect and celebrations of achievement that gain the

hearts and minds of the sales force.

2. No Sales Plan: Another common sales management blunder is not developing a sales plan

to help manage the sales team. A successful sales team requires regular planning tracking,
and review to achieve the targeted results. Every sales rep requires their own action plan to

direct day-to-day activities and set up accountabilities.

All sales plans have at least 3 requirements:

❏Sales Rep Development: Where most plans fail is they are developed by the sales

manager not the sales rep. To ensure a high level of plan acceptance, have the rep

develop the plan and guide them toward the right objectives.

❏Regular Reporting: Sales plans should be established on a weekly basis to provide

flexibility in the planning cycle. Reviewing can take place on a monthly basis. Sales

management excellence involves reviewing the results against the plan to determine

missed opportunities and areas for improvement.

❏Sales Metrics: A successful sales plan focuses on results and activities. Establish the

proper sales metrics to drive your business results. Metrics can include: number of client

phone calls, number of contacts, appointments set, appointments conducted and sales

closed. Do not overwhelm your sales staff with excessive tracking numbers. Focus on the

few measures that matter the most to your business.

3. No Sales Support: A common sales management blunder is to hire a sales person without

providing them with the level of support required to succeed. Even if your new rep is well-

versed in your industry and a top performer, they will still require help to familiarize

themselves with your company, products, and markets. Not all sales reps require the same

level of support. For many small business owners, a hands-off approach to sales management
is not the best strategy. Successful sales management requires a commitment to sales force

training.

Regardless of the size of your firm, an investment in sales training and support can pay big

dividends on profitability. Spending the time one-on-one and in the field with your sales team

will not only provide support but convey a sense of the importance of sales people in your

organization.

4. Focus on Control Sales Management: Many new and unsuccessful sales managers will

focus on the traditional sales management by intimidation or control approach. The top sales

performers know they have a valuable skill set and will quickly walk to a competitor if

treated poorly. Sales management is a partnership between the sales rep and the sales

manager. Effective sales management requires sharing in the responsibility to find the

problems and bottlenecks in your sales process. Seek the solution together with your reps. Be

a champion for helping them achieve their agreed results.

5. Lack of Sales Accountability: There will be times when sales reps fail regardless of the

support and training they receive. It is easy to pass off the lack of results to external forces

such as competitors, the economy, or poor marketing. Remember the sales rep was hired

to bring in sales. When support, training, and market potential are available, a lack of results

often means it's the rep's performance. Who is responsible for the lack of performance? Your

sales management program. If your small business lacks a clear policy of sales

accountability, it remains your responsibility to implement the process. Creating a culture of

sales accountability will not happen overnight. Expect to lose sales staff. Sales reps who
have underperformed and will not accept personal responsibility for their own results, will

leave. This is a good thing. A sales accountability culture only accepts top performers;

exactly what your business needs to survive in a competitive market.

Other big sales management blunders do exist. It is vital to have an honest feedback system

in place. Alan J. Zell, "The Ambassador of Selling" feels "most sales managers do not have a

system of feedback that will allow the staff to have a way to comment back to the sales

manager without the fear of being chastised or being known as a complainer."

Growing a small business is hard work. The sales management function is often overlooked

by small business owners. Spending the necessary time wearing your sales manager hat will

help foster a rewarding culture and build a successful sales team to boost your business to

new levels.

Three E to successful goal setting:

Its time to plan for the next sales year.

Time to do goal setting with each computer sales person.

So where does a champion computer sales manager begin?

successful goal setting starts with three E's

❏Expectations,

❏Execution,

❏Evaluation.

Mapping out sales targets is a continuous process. Sure, most IT Industries sales managers
really only focus on it once a year.

But the champions, the sales leaders, the IT industries store managers who want their sales

team to prosper, embrace the setting of individual goals as an ongoing daily, weekly,

monthly opportunity.

Any computer sales person who is worth her or his salt, has personal sales goals and more.

Goal setting is not new to them. These computer sales champions recognize that without

daily, weekly, monthly targets there is nothing left but hoping to close the next walk-in.

Computer related sales people who understand setting personals goals make more money,

have less frustration, are in control of their day.

The same holds true for the handful of computer sales managers who embrace the three E's to

successful goal setting.

These guys and gals achieve their store targets, their sales goals, not on the backs of their

sales team but alongside them.

The three E's to successful goal setting and achievement...

1) Expectations

Through a three meeting goal setting sequence individual IT industries sales goals are

established for the coming year.

a) Meeting Number One

The first sales goals meeting could be with the group or on an individual basis.

The purpose of the first get-together is to explain you will be scheduling two more meetings

to arrive at individual computer sales goals.

Handle, to your satisfaction, questions that may come up. Conclude with clear instruction that

each salesperson is to have a realistic outline of their products sales goals for the next

meeting.

Be sure all salespeople focus on the same end result.

That is, if the Dealership sales goals are in units then the salespeople are to present their sales

goals in units per month, if the sales target is in gross sales per unit, then that is what is

expected, and so forth.

b) Meeting Number Two

The second meeting must be within three days of the first. The purpose is to review the sales

goals the salesperson mapped out. Discussion focuses on how the numbers were arrived at,

how the salesperson sees achieving their sales goals, what assistance is being sought from

management, what training would be beneficial, what strengths the salesperson could share

with the team, what the Dealership could do better.

In this meeting, the IT industries sales manager's role is to listen to what the salesperson is

saying, ask for clarification when necessary, and listen again.

This is not the meeting to agree or disagree with what the salesperson presents. It is not the

meeting to offer suggestions or advice.

This is the time champion IT Industries sales managers really listen to the salespeople.

Conclude the meeting thanking the salesperson for the input and schedule the third meeting.

Special note, an exception to the above is when a sales person is completely off with what

was expected. Address this as required, refocus on what the purpose of the meeting was and
reschedule. If the salesperson does not follow through, then you need to consider the future of

this person in the Dealership stores.

c) Meeting Number Three

Since the last meeting you have reviewed all individual sales goals.

You have also compared the combined total to the Dealership sales targets. Your role now

has two purposes.

First, you need to ensure the individual sales goals are realistic.

Plus, you need to ensure the combined total meets or exceeds the Dealership's. In meeting

number three, you start with a review of the last meeting, then present the annual sales goal

for this salesperson along with an explanation of how it was determined.

Next, you and the salesperson map the total into monthly sales targets. This is not simply

dividing the total by twelve. Every Dealership has computer software and harware& the

computer accessories.

Individual monthly sales goals need to reflect the market. These goals are now minimum

standard. They are what the desktop and laptop sales person is responsible to achieve at

minimum.

2) Execution

Armed with monthly sales goals, the sales manager and salesperson now decide on a plan of

action.

In a computer store, similar to selling computer software and antivirus. There are buyers who

just walk-in.
How many of these can a salesperson expect to interact with on a daily, weekly, monthly basis?

How many repeat and referral customers should the salesperson anticipate?

How many prospecting calls will the salesperson need to make?

What about orphan accounts, phone opportunities, internet leads, service customers?

The point is that the sales manager cannot simply say, "Here is your monthly sales targets.

Good luck." No, it is the sales manager's responsibility to follow through with each

salesperson to develop a strategy on how the goals will be achieved.

That's essential in the goal setting process.

3) Evaluation

Evaluation is ongoing.

The sales manager monitors each salesperson's daily activity, sold units, gross per deal,

number of walk in contacts, number outbound calls, appointments secured, and so forth.

Based on the salesperson's success and sales experience, the manager may hold follow-up

reviews every other day, weekly, or maybe only once a month.

The purpose of the review is to evaluate progress and make necessary adjustments for

improvement. The sales manager provides guidance, coaching, and mentoring during these

meetings. The desired outcome is for the computer related services salesperson to meet or

exceed their monthly sales quota.

By doing this consistently, the salesperson, sales team, and Dealership will be successful.

Compared to most other sales environments, IT industries sales managers and computer sales

managers are able to provide real time feedback.

Sales managers in computers stores and electronic dealerships see each salesperson in action

simply by walking the floor and listening. Other sales managers have to schedule travel time

with their salespeople in order to evaluate their skills and provide feedback.

Sales Tips For Success:

The 5 sales tips for success are an acrostic for S.A.L.E.S:

❏ S - Skill

❏ A - Attitude

❏L - Leverage

❏ E - Energy

❏ S – Success

S is for Skill Development

As in all professions, Sales requires developing specific skills. Successful sales people

approach their sales career as an apprenticeship. It is continuous learning.

That learning includes product knowledge, presentation techniques, communication skills,

questioning techniques, and much more right down to grooming. Yes, grooming is a skill. It

is more than a bath, shower, or great deodorant. There is truth in the saying "dress for

success."

A key skill in this sales tip is performing daily tasks targeted at keeping your name in front or

your customers and prospects.

David Stein in his book How Winners Sell wrote "Become an expert in the industry into
which you sell." Experts are always in demand. Skilled sales people never go hungry!

A is Adjust Your Attitude

By adjust your attitude I'm not referencing building your self-confidence. If you don't already

believe in yourself - the buyer will not either. Here is a knock your socks off sales tip for you,

if you are not comfortable with rejection, get out. Selling is not for you. Don't kid yourself in

thinking that you can read a self-help book or two or three and all will be better. It won't.

Please don't fool yourself in thinking you can attend a seminar or two or three on building

yourself esteem, on getting tough, and all will be better. It won't. Not everyone is cut for the

sales tunic. And that is okay. If sales is for you, here is what I'm talking about when I say

Adjust Your Attitude.

It is okay to make a buck - lots of them. Michael Port, Book Yourself Solid, wrote

"Becoming comfortable with the sales process requires that you let go of limiting beliefs you

may have about being worthy of the money you're earning and requires a shift in your

perspective of the sales process itself."

This is a key sales tip - it is okay to make a bundle of dollars for providing your expertise in

helping people make a buying decision on something that they need, fits their budget, and

their lifestyle. My personal check is "Is it legal, ethical, and moral?" If yes then I'm making

the deal! By the way, if you are not making an above average income as a commission

salesperson you need to find out why. Be sure to look in the mirror.

L - Leverage You Are A Brand

"To be successful you have to be unique. So different that, if people want what you have,

they have to come to you to get it." Walt Disney said that. Powerful! "To be successful you

have to be unique." means you need to step away from crowd.

It means that what you promise, what you say you will do, happens. This sales tip is more

like a sales commitment.

If you are a commission salesperson then this selling tip should be no surprise - you are a

brand. You may not own the company whose products you represent. Yet to your customers

you are the company. That is leverage.

The online Business Dictionary defines Leverage as "Ability to influence a system...in a way

that multiplies the outcome of one's efforts without a corresponding increase in the

consumption of resources." For champion commission sales people this means that the

uniqueness through which you provide your service, take care of your customers, follow up

with your prospects, translates into them promoting you to their network of people. That is

multiplying your connections without any significant effort from your end.

In the profession of selling, he or she with the biggest network wins. What sets you apart?

E – Energy

In the December 2010 edition of Success Magazine, the article Break the Blame Game stated

the following "To succeed in life, that is to be healthy enough to enjoy the work you are

doing, you need to excuse-proof your life, especially when it comes to exercise, food choices,

stress management, and showing love for the ones you love."

This selling tip is all about you, your lifestyle, your health, your relationships. To be a one
Per center, a top achiever in the selling arena you need to have bounds of energy.

A chili dog and fries is not eating healthy. Parking at the closest entrance, skipping any

opportunity to walk a few extra steps, choosing not to exercise does nothing for your energy

level.

Eating right, being fit and well rested gives you the edge in tough negotiations. It helps your

creativity and maintains your energy level.

Face-to-face, in the trenches selling is tough. It requires stamina and lots of energy. If you are

not taking care of your healthy, no one else is. And, as a sales professional, if you are not

healthy you will not survive. This is a sales tip to live for.

This S Is For Success

"The most important opinion you have is the one you have of yourself, and the most

significant things you say all day are those things you say to yourself." Anonymous What is

your definition of success?

At thefreedictionary.com success is defined as "The achievement of something desired,

planned, or attempted." Dictionary.com defines it as "the favorable or prosperous

termination of attempts or end eavours."

As a salesperson, for me success was best coined by Zig Ziglar, "When you help enough

people get what they want, you will get what you want."

That's it, isn't it. "When you help enough people get what they want, you will get what you

want." Selling is all about helping other people - individual or corporate. Especially as an
automobile salesperson it is ensuring your prospect gets the right vehicle in a price or

payment they can afford, that best meets their needs, and lifestyle. No magic formula. Just

helping people.

Sure, as professional salespeople, we have to work to uncover leads, bust our buns to qualify

prospects, be the middleman. Amazing when you think about it. We not only have to sell the

product to the prospect we often have to sell the prospect to the company. In the end, when it

all comes together, how great it is.

That's what this sales tip is all about. Success is those amazing moments when it all comes

together. That feeling, no that very good feeling, that you have helped another make a quality

buying decision. And you did it. You were instrumental in orchestrating the positive

outcome. That's success.

There you have it, 5 sales tips for success. Start where you are today. A career in sales is

discovery. The journey is the adventure. And, don't overlook the power in that the most

important opinion you have is truly the one you have of yourself!

Process of Sales Management:

Major four steps in sales management

Although the role of sales management professionals is multidisciplinary, their primary

responsibilities are:

(1) Setting goals for a sales-force;

(2) Planning, budgeting, and organizing a program to achieve those goals;

(3) Implementing the program; and

(4) Controlling and evaluating the results.

Even when a sales force is already in place, the sales manager will likely view these

responsibilities as an ongoing process necessary to adapt to both internal and external

changes.

GOAL SETTING

The overall goals of the sales force manager are essentially mandated by the marketing mix.

The company coordinates objectives between the major components of the mix within the

context of internal constraints, such as available capital and production capacity. The sales

force manager, however, may play an important role in developing the overall marketing mix

strategies. For example, the sales manager may be in the best position to determine the

specific needs of customers and to discern the potential of new and existing markets.

One of the most critical duties of the sales manager is to estimate the market potential and

sales potential of the company's offerings, and then to make realistic forecasts of sales.

Market potential is the total expected sales of a given product or service for the entire

industry in a specific market over a stated period of time. Sales potential refers to the share

of a market potential that an individual company can reasonably expect to achieve. A sales

forecast is an estimate of sales (in dollars or product units) that an individual firm expects to

make during a specified time period, in a stated market, and under a proposed marketing

plan.

Estimations of sales and market potential are often used to set major organizational objectives
related to production, marketing, distribution, and other corporate functions, as well as to

assist the sales manager in planning and implementing the overall sales strategy. Numerous

sales forecasting tools and techniques, many of which are quite advanced, are available to

help thesales manager determine potential and make forecasts. Major external factors

influencing sales and market potential include: industry conditions, such as stage of maturity;

market conditions and expectations; general business and economic conditions; and

regulatory environment.

Planning, Budgeting, and Organizing

After determining goals, the sales manager of a small business must develop a strategy to

attain them. A very basic decision is whether to hire a sales force or contract with

independent selling agents or manufacturers' representatives outside of the organization. The

latter strategy eliminates costs associated with hiring, training, and supervising workers, and

it takes advantage of sales channels that have already been established by the independent

representatives. On the other hand, maintaining an internal sales force allows the manager to

exert more control over the salespeople and to ensure that they are trained properly.

Furthermore, establishing an internal sales force provides the opportunity to hire

inexperienced representatives at a very low cost.

The type of sales force developed depends on the financial priorities and constraints of the

organization. If a manager decides to hire salespeople, the next step is to determine the

optimal size of the force. This determination typically entails a compromise between the

number of people needed to adequately service all potential customers and the resources
available to the company. One technique sometimes used to determine sales force size is the

"workload" strategy, whereby the sum of existing and potential customers is multiplied by the

ideal number of calls per customer. That sum is then multiplied by the preferred length of a

sales call (in hours). Next, that figure is divided by the selling time available from one

salesperson. The final sum is theoretically the ideal sales force size. A second technique is

the "incremental" strategy, which recognizes that the incremental increase in sales that

results from each additional hire continually decreases. In other words, salespeople are

gradually added until the cost of a new hire exceeds the benefit.

A sales manager who is in the process of hiring an internal sales force also has to decide the

degree of experience to seek and determine how to balance quality and quantity. Basically,

the manager can either "make" or "buy" his force. "Green" hires, or those without previous

experience whom the company must "make" into salespeople, cost less over the long term

and do not bring any bad sales habits with them that were learned in other companies. On the

other hand, the initial cost associated with experienced salespeople is usually lower, and

experienced employees can start producing results much more quickly. But as Irving

Burstiner noted in The Small Business Handbook, few star salespeople are ever unemployed,

and a small business probably lacks the resources to find and hire those who are.

Furthermore, if the manager elects to hire only the most qualified people, budgetary

constraints may force him to leave some territories only partially covered, resulting in

customer dissatisfaction and lost sales. Therefore, it usually makes more sense for small

businesses to hire green troops and train them well.

After determining the composition of the sales force, the sales manager creates a budget, or a

record of planned expenses that is (usually) prepared annually. The budget helps the manager

decide how much money will be spent on personal selling and how that money will be

allocated within the sales force. Major budgetary items include: sales force salaries,

commissions, and bonuses; travel expenses; sales materials; training; clerical services; and

office rent and utilities. Many budgets are prepared by simply reviewing the previous year's

budget and then making adjustments. A more advanced technique, however, is the

percentage of sales method, which allocates funds based on a percentage of expected

revenues. Typical percentages range fromabout two percent for heavy industries to as much

as eight percent or more for consumer goods and computers.

After a sales force strategy has been devised and a budget has been adopted, the sales manager

should ideally have the opportunity to organize, or structure, the sales force. The structure of

the sales force allows each salesperson to specialize in a certain sales task or type of

customer or market, so that they will be more likely to establish productive, long-term

relationships with their customers. Small businesses may choose to structure their sales

forces by product line, customer type, geography, or a combination of these factors.

Implementing

After setting goals and establishing a plan for sales activities, the next step for the sales

manager is to implement the strategy. Implementation requires the sales manager to make

decisions related to staffing, designing territories, and allocating sales efforts. Staffing—the

most significant of these three responsibilities—encompasses recruiting, training,

compensating, and motivating salespeople.

Recruiting The first step in recruiting salespeople involves analyzing the positions to be

filled. This is often accomplished by sending an observer into the field, who records the

amount of time a salesperson must spend talking to customers, traveling, attending meetings,

and doing paperwork. The observer then reports the findings to the sales manager, who uses

the information to draft a detailed job description. The observer might also report on the

Characteristics and needs of the buyers, since it can be important for salespeople to share

these characteristics.

The manager may seek candidates through advertising, college recruiting, company sources,

and employment agencies. Candidates are typically evaluated through personality tests,

interviews, written applications, and background checks. Research has shown that the two

most important personality traits that salespeople can possess are empathy, which helps them

relate to customers, and drive, which motivates them to satisfy personal needs for

accomplishment. Other important traits include maturity, appearance, communication skills,

and technical knowledge related to the product or industry. Negative traits include fear of

rejection, distaste for travel, self-consciousness, and interest in artistic or creative originality.

Training After recruiting a suitable sales force, the manager must determine how much and what

type of training to provide. Most sales training emphasizes product, company, and industry

knowledge. Only about 25 percent of the average company training program, in fact, addresses

personal selling techniques. Because of the high cost, many small businesses try to limit the

amount of training they provide. The average cost of training a person to sell industrial
products, for example, commonly exceeds $30,000. Sales managers can achieve many

benefits with competent training programs, however. For instance, research indicates that

training reduces employee turnover, thereby lowering the effective cost of hiring new

workers. Good training can also improve customer relations, increase employee morale, and

boost sales. Common training methods include lectures, case studies, role playing,

demonstrations, on-the-job training, and self-study courses. Ideally, training should be an

ongoing process that continually reinforces the company's goals.

Compensation After the sales force is in place, the manager must devise a means of

compensating individuals. The ideal system of compensation reaches a balance between the

needs of the person (income, recognition, prestige, etc.) and the goals of the company

(controlling costs, boosting market share, increasing cash flow, etc.), so that a salesperson

may achieve both through the same means. Most approaches to sales force compensation

utilize a combination of salary and commission or salary and bonus. Salary gives a sales

manager added control over the salesperson's activities, while commission provides the

salesperson with greater motivation to sell.

Although financial rewards are the primary means of motivating workers, most sales

organizations also employ other motivational techniques. Good sales managers recognize that

salespeople have needs other than the basic ones satisfied by money. For example, they want

to feel like they are part of a winning team, that their jobs are secure, and that their efforts

and contributions to the organization are recognized. Methods of meeting those needs include

contests, vacations, and other performance-based prizes, in addition to self-improvement

benefits such as tuition for graduate school. Another tool managers commonly use to

stimulate their salespeople is quotas. Quotas, which can be set for factors such as the

number of calls made per day, expenses consumed per month, or the number of new

customers added annually, give salespeople a standard against which they can measure

success.

Designing Territories And Allocating Sales Efforts In addition to recruiting, training, and

motivating a sales force to achieve the company's goals, sales managers at most small

businesses must decide how to designate sales territories and allocate the efforts of the sales

team. Territories are geographic areas assigned to individual salespeople. The advantages of

establishing territories are that they improve coverage of the market, reduce wasteful overlap

of sales efforts, and allow each salesperson to define personal responsibility and judge

individual success. However, many types of businesses, such as real estate and insurance

companies, do not use territories.

Allocating people to different territories is an important sales management task. Typically,

the top few territories produce a disproportionately high sales volume. This occurs because

managers usually create smaller areas for trainees, medium-sized territories for more

experienced team members, and larger areas for senior sellers. A drawback of that strategy,

however, is that it becomes difficult to compare performance across territories. An alternate

approach is to divide regions by existing and potential customer base. A number of computer

programs exist to help sales managers effectively create territories according to their goals.

Good scheduling and routing of sales calls can reduce waiting and travel time. Other
common methods of reducing the costs associated with sales calls include contacting

numerous customers at once during trade shows, and using telemarketing to qualify

prospects before sending a salesperson to make a personal call.

Controlling and Evaluating

After the sales plan has been implemented, the sales manager's responsibility becomes
controlling and evaluating the program. During this stage, the sales manager compares the
original goals and objectives with the actual accomplishments of the sales force. The
performance of each individual is compared with goals or quotas, looking at elements such as
expenses, sales volume, customer satisfaction, and cash flow. According to Burstiner, each
salesperson should be evaluated using both subjective (i.e., product knowledge, familiarity with
competition, work habits) and objective (i.e., number of orders compared to number of calls,
number of new accounts landed) criteria.

An important consideration for the sales manager is profitability. Indeed, simple sales figures
may not reflect an accurate image of the performance of the sales force. The manager must dig
deeper by analyzing expenses, price cutting initiatives, and long-term contracts with customers
that will impact future income. An in-depth analysis of these and related influences will help the
manager to determine true performance based on profits. For use in future goal-setting and
planning efforts, the manager may also evaluate sales trends by different factors, such as product
line, volume, territory, and market. After the manager analyzes and evaluates the achievements
of the sales force, that information is used to make corrections to the current strategy and sales
program. In other words, the sales manager returns to the initial goal-setting stage.

Sales Promotional Activities

A sales promotion is an incentive that is offered to a consumer or potential business customers to
spur the purchase of a product or service. Many companies use sales promotion strategies to
produce a short-term increase in sales. A company can offer many types of sales promotion
activities including free samples, coupon, discounts, premiums, product demonstrations, pointof-
purchase (POP) materials and even refunds or rebates.

Sales Management Careers, Jobs and Training Information.

Those working in sales management deal directly and personally with the market. Through their
expertise and experience marketing can be made concrete and humanly important, as other
marketers rarely interact with or see the customer they are trying to win over. Sales managers
must interact with a diverse variety of people from their own employees to clientele as they try to
meet the client’s demands by affecting quality liaison work to meet the client’s needs.

Job and Employment Opportunities

Many positions in sales management can be obtained through companies ranging from the for
profit to not-for-profit organizations as well as service oriented institutions like those involved in
Since there are so many different kinds of product and market opportunities, and sales personnel
are constantly facing new interpersonal situations, it is important to match sales personnel with
positions that fit their background, interests, technical skills and academic training. Sales and
sales management training programs can vary in length and format, lasting as little as a few
weeks or taking up to two years. Every organization offers a different career path in sales, and
thus each career path within in a particular organization should be examined.

Entry Level Sales Management Positions

❏ Trade Sales: Such positions involve representatives of products produced by

manufacturers or wholesalers and sold to wholesalers or retailers. Goods can vary from
grocery items to office goods to clothing apparel. Firms that use these types of sales reps
are communications skills like speech, drama, and creative writing will prove to
be an asset. Lastly, classes associated with one’s special interests should be
taken. For instance, if one has interest in international marketing then courses
in foreign languages should be taken, and those with interest in technical
selling might enroll in engineering or physical science courses.

Proctor & Gamble, Kimberly-Clark, and LeviStrauss etc. Sales reps typically are
assigned a specific geographic location with a designated number of accounts for which
they are responsible. Their duties involve visiting the wholesaler or retailer, providing
information on the latest products, closing all sales, expediting orders, and mediating
complaints.

❏ Missionary Sales: These are representatives of the manufacturing companies who

contact retailers and decision makers of companies in order to convince them that their product
should be utilized. In a sense missionary salespeople ―preach the gospel‖ of
their goods, although they don’t actually close any sales. For example, a drug
pharmaceutical representative contacts doctors to convince them to use the company’s
brand when prescribing select drugs. Another common example is grocery product
producers will send missionary salespeople to retail establishments to talk to retailers
about the products, help them position displays, stock the shelves with goods, etc. These
representatives also have a designated amount of accounts located in a designated
geographic area for which they are responsible. Work as a missionary sales representative
is a great method for preparing personnel to take on actual sales work later on as it does
not require the representative to sale the product or close the deal.

❏ Technical Selling: Technical sales reps also have designated accounts in assigned
geographic locations for which they are responsible. The salesperson represents the
product and works to sell it to the businesses on their account. The main difference
between technical selling and trades sells is the nature of the product. Products that
employ technical selling are often more technical in nature. Thus salespeople must have
the necessary technical background and understanding to appropriately represent the
product. Various examples of technical products might consist of electronic equipment,
bulk chemicals, building materials, and capital equipment like machine tools. Firms that
commonly hire such salespeople are IBM, Monsanto, and Warner-Swasey etc.

❏ New Business Selling: In this form of selling the representative is not assigned an
account nor designated to a certain geographic area. They are in charge of obtaining new
business relationships. This includes selling of real estate, automobiles, life insurance,
stocks and bonds, etc. Firms that hire these kind of salespeople are Caldwell Banker,
automotive dealers such as Chevrolet and Nissan, and Aetna and Bankers Life insurance
companies.

Other kinds of sales jobs include retail sales, delivery routes (bread or beer etc.) as well as phone
sales. For the most part theses sales positions are not held by graduates of college.

Positions in Sales Management for Graduate Degree Holders

The majority of college graduates, especially MBA’s, are not hopeful of obtaining positions in
sales. Rather they prefer to become product or brand managers, advertising account executives,
corporate planners, or marketing researchers. However, by passing up sales positions they might
be foregoing a great chance to become a member of a firm and obtain helpful experience related
to the position they hope to obtain. Work in sales can help MBA’s obtain a broad perspective of
how a firm’s products, competitors and the economic conditions interact. Work in sales also
grants MBA’s the prospect of doing the job well and being noticed by corporate management.
Sales work relies largely on an individual’s motivation and dedication to the job. Many MBA’s
are able to develop a strong performance record in a just a year or two that affords them the
opportunity to move up in the company. Many realize that climbing the ladder in sales
management is a bigger challenge and offers more rewards than they had previously thought.

Career Training and Job Qualifications

As defined, personal selling consists of persuasive two-way communication with potential and
future purchasers. Obviously it is necessary to relate well to others and enjoy their company in
order to perform well in sales work, although more is required to be successful.
Salespeople have an expansive knowledge of the products they represent as well as those they
are competing against. Basically, when it comes to sales, a salesperson must realize what needs
and desires the consumer has and match those needs and desires with the company’s appropriate
product. Maybe the biggest factor in selling a product is an individual belief by the sales rep that
the product being represented can indeed help the buyer. If the sales rep does not believe in the
product it will be difficult to sell it.

Other important factors in sales are motivation and organization since sales reps must take the
initiative themselves and are not closely supervised by managers. Additionally, sales reps must
be very analytical in order to accurately track and understand the statistical performance
measures, as well as the financial data which helps a consumer understand the financial
advantages and disadvantages of buying the product.

Basically a salesperson must first be empathetic towards the buyer’s needs and desires. A
salesperson also uses their ego as driving force in wanting to match the consumers’ needs with
the company’s product as well as be efficient in order to meet the needs of the consumer
expediently. Nobody perfectly possesses all of these qualities or traits. As a person takes on more
of these qualities they will be more likely to successfully sell products.

Each student needs to start with the beginning class in marketing management at the
undergraduate or graduate levels. Taking the sales management class is absolutely necessary, and
the course covering marketing strategy and business communications is also helpful. Those
interested in the field should also enroll in the marketing research course. After that, those
desirous of becoming salespeople should take courses that interest them. Students with interest in
marketing to consumers or marketing consumer goods to the trade, should enroll in the consumer
behavior and advertising course.

Especially helpful are classes which offer insight into the human mind such as psychology,
sociology, economics, anthropology, etc. Other courses like cost accounting, computer science,
and statistical analysis which help develop analytical skills are also useful. Other classes that
help develop communications skills like speech, drama, and creative writing will prove to be an
asset. Lastly, classes associated with one’s special interests should be taken. For instance, if one
has interest in international marketing then courses in foreign languages should be taken, and
those with interest in technical selling might enroll in engineering or physical science courses.

The Basic (but Effective) Sales Tips and Techniques

Today there are more types of sales styles and techniques than you can shake a stick at. So how
do you know what works and what doesn't? It really boils down to what works for you and what
works for your product. Think about your target market and their perceptions about your product
type. Do they know they need it and simply have to choose from the various brands on the
market? Or, do they have no idea how much the product would help them be more productive?
Do they even know about your product? Will the sales call be an education for them - or you?

Think through these things before determining what methods might work for your product or
service. It goes without saying that a sales method that works for office supplies won't work for
management consulting services. Although they are both targeting a similar market, the
knowledge and understanding of your prospects will be much different. They have to be
educated about how much they can benefit from consulting services, whereas, they already know
they have to have binders to put their reports in, or paper for their copiers.

So, even though there are many sales methods, the choices are narrowed as you think about your
market and what their needs are, as well as what their expectations may be.

With that said, let's just go over some things that are beneficial in almost any market. These tips
are basic guidelines that most any sales person can benefit from.

➢ Listen to the emotional side of your prospect or client:

Emotions are tied into almost everything we do even if we don't realize it. Your client may
mention off-hand that they are really stressed-out about a particular project they are working on
(even if it doesn't relate to what you're selling them). Make a note of this and see if there is
anything you can do to assist them. You may have another client who had a similar dilemma and
found a good solution. Make those connections and help where ever you can. You'll be rewarded
with loyalty from all of your clients.

➢ Focus on your prospect or client's needs:

We've talked about it before, but it's worth mentioning again. You may be tempted to sell your
client your top-of-the-line model gadget when they really only need the mid-line model. By
selling them more than they need, you may be cutting off future relations with them. Once they
realize (and they will eventually) that they don't need most of what you sold them, they'll feel
bitter and resentful toward you for wasting their money and not looking out for their best
interest. They'll see you as a "salesperson" and not as a resource.
➢ Use language that focuses on your prospect or client:
Simply changing the way you speak may also make a difference in how you are received by your
prospect. Using "you" and "yours," or "you'll find..." rather than "I think" or "Let me tell you
about," brings your message a little closer to home and may grab their attention more quickly.

➢ Help your prospect see the bottom line:

If you know your product can help clients save money, or increase profitability, then make sure
they understand that? Your product may have an edge in that it includes features that save time.
Time is money as the saying goes, and if you can save time you can often sell your product.

➢ Find out your prospect's priorities:

You can save yourself a lot of wasted time and effort by simply knowing how important your
product and its benefits are to your prospect. If you've listened to them and determined the need,
but still aren't getting anywhere, find out if there are other elements of their business that are
taking priority and pushing your sale aside. If you know they have to implement a program
before they can spend time considering (or funds purchasing) your product then you can
schedule a call back at a later date that may stand a better chance of getting some attention. To
do this you have to ask the questions because the information is not always volunteered. (Again,
the key is focusing on the needs of your prospect, and having an open relationship already in
place.

15. Personal selling and their advantages:

Personal selling is a promotional method in which one party (e.g., salesperson) uses skills and
techniques for building personal relationships with another party (e.g., those involved in a
purchase decision) that results in both parties obtaining value. In most cases the "value" for the
salesperson is realized through the financial rewards of the sale while the customer’s "value" is
realized from the benefits obtained by consuming the product. However, getting a customer to
purchase a product is not always the objective of personal selling. For instance, selling may be
used for the purpose of simply delivering information.

Because selling involves personal contact, this promotional method often occurs through
face-to-face meetings or via a telephone conversation, though newer technologies allow contact
to take place over the Internet including using video conferencing or text messaging (e.g., online
chat).

Among marketing jobs, more are employed in sales positions than any other marketing-related
occupation. In the U.S. alone, the U.S. Department of Labor estimates that over 14 million or
about 11% of the overall labor force are directly involved in selling and sales-related positions.
Worldwide this figure may be closer to 100 million. Yet these figures vastly underestimate the
number of people who are actively engaged in some aspect of selling as part of their normal job
responsibilities. While millions of people can easily be seen as holding sales jobs, the
promotional techniques used in selling are also part of the day-to-day activities of many who are
usually not directly associated with selling. For instance, top corporate executives whose job title
is CEO or COO are continually selling their company to major customers, stock investors,
government officials and many other stakeholders. The techniques they employ to gain benefits
for their company are the same used by the front-line salesperson to sell to a small customer.
Consequently, our discussion of the promotional value of personal selling has implications
beyond marketing and sales departments.

ADVANTAGES:
One key advantage personal selling has over other promotional methods is that it is a two-way
form of communication. In selling situations the message sender (e.g., salesperson) can adjust
the message as they gain feedback from message receivers (e.g., customer). So if a customer
does not understand the initial message (e.g., doesn’t fully understand how the product works)
the salesperson can make adjustments to address questions or concerns. Many non-personal
forms of promotion, such as a radio advertisement, are inflexible, at least in the short-term, and
cannot be easily adjusted to address audience questions.

The interactive nature of personal selling also makes it the most effective promotional method
for building relationships with customers, particularly in the business-to-business market. This is
especially important for companies that either sell expensive products or sell lower cost but high
volume products (i.e., buyer must purchase in large quantities) that rely heavily on customers
making repeat purchases.

Because such purchases may take a considerable amount of time to complete and may involve
the input of many people at the purchasing company (i.e., buying center), sales success often
requires the marketer develop and maintain strong relationships with members of the purchasing
company.

MEANING OF MARKETING:

Marketing is the study and management of exchange relationships Marketing is used to create,
keep and satisfy the customer. With the customer as the focus of its activities, it can be
concluded that Marketing is one of the premier components of Business Management - the other
being Innovation.

MARKETING CONCEPT

The 'marketing concept' proposes that in order to satisfy the organizational objectives, an
organization should anticipate the needs and wants of consumers and satisfy these more
effectively than competitors. This concept originated from Adam Smith's book The Wealth of
Nations, but would not become widely used until nearly 200 years later.[11] Marketing and
marketing concepts are directly related.

Given the centrality of customer needs and wants in marketing, a rich understanding of these
concepts is essential:

Needs: Something necessary for people to live a healthy, stable and safe life. When needs
remain unfulfilled, there is a clear adverse outcome: a dysfunction or death. Needs can be
objective and physical, such as the need for food, water and shelter; or subjective and
psychological, such as the need to belong to a family or social group and the need for
self-esteem.
Wants: Something that is desired, wished for or aspired to. Wants are not essential for
basic survival and are often shaped by culture.
Demands: When needs and wants are backed by the ability to pay, they have the
potential to become economic demands.
 Marketing research, conducted for the purpose of new product development or
product improvement, is often concerned with identifying the consumer's unmet
needs. Customer needs are central to market segmentation which is concerned with
dividing markets into distinct groups of buyers on the basis "distinct needs,
characteristics, or behaviors who might require separate products or marketing
mixes." Needs-based segmentation (also known as benefit segmentation) "places the
customers' desires at the forefront of how a company designs and markets products
or services." Although needs-based segmentation is difficult to do in practice, has
been proved to be one of the most effective ways to segment a market. In addition, a
great deal of advertising and promotion is designed to show how a given product's
benefits meet the customer's needs, wants or expectations in a unique way

MARKETING ORIENTATIONS:

An orientation, in the marketing context, relates to a perception or attitude a firm holds towards
its product or service, essentially concerning consumers and end-users. There exist several
common orientations:

PRODUCT ORIENTATION

A firm employing a product orientation is mainly concerned with the quality of its own product.
A firm would also assume that as long as its product was of a high standard, people would buy
and consume the product.

This works most effectively when the firm has good insights about customers and their needs
and desires, as for example in the case of Sony Walkman or Apple iPod, whether these derive
from intuitions or research.

SALES ORIENTATION

A firm using a sales orientation focuses primarily on the selling/promotion of a particular

product, and not determining new consumer desires as such. Consequently, this entails simply
selling an already existing product, and using promotion techniques to attain the highest sales
possible.
Such an orientation may suit scenarios in which a firm holds dead stock, or otherwise sells a
product that is in high demand, with little likelihood of changes in consumer tastes diminishing
demand.

PRODUCTION ORIENTATION

A firm focusing on a production orientation specializes in producing as much as possible of a

given product or service. Thus, this signifies a firm exploiting economies of scale, until
the minimum efficient scale is reached.

A production orientation may be deployed when a high demand for a product or service exists,
coupled with a good certainty that consumer tastes do not rapidly alter (similar to the sales
orientation).

CONSUMER ORIENTATION

A firm in the market economy can survive by producing goods that persons are willing and able
to buy. Consequently, ascertaining consumer demand is vital for a firm's future viability and
even existence as a going concern.

ORGANISATIONAL ORIENTATION

In this sense, a firm's marketing department is often seen as of prime importance within the
functional level of an organization.

Information from an organization's marketing department would be used to guide the actions of
other department's within the firm. As an example, a marketing department could ascertain (via
marketing research) that consumers desired a new type of product, or a new usage for an existing
product. With this in mind, the marketing department would inform the R&D department to
create a prototype of a product/service based on consumers' new desires.
 3.

PROJECT OBJECTIVE
Objectives of the Study

The main objective of the study is to find out the sales and marketing activity of Ansal properties
& Infrastructure ltd. Especially the objectives of the study are as follows:

1. To identify the buyers status and profession.

2. To describe product and pricing strategies of APIL.
3. To know the consumer’s satisfaction about the price.
4. To describe promotional activities of APIL.
5. To find out the payment procedure of the land.
6. To know the consumer’s opinion about the apartment.
 RESEARCH METHODOLOGY

MEANING OF RESEARCH:

Research as “ the manipulation of things , conceopt of symbols for the purpose of generalizing to
extend, correct or verify knowledge , whether the knowledge aids in construction of theory or in
the practice of an art.

“The research methodology followed for further work can be primarily classified into two stages
namely primary or secondary.”

PRIMARY DATA :

The objectives of primary data are formulated on the basis of research objectives. The
Objectives set the guidelines and directions of research planning. Formulating the objectives
offers the best feasible means of solution. The findings of the research should be capable of
being utilized for the better performance of the organisation. The cost-benefits analysis should
be made for determining the objectives of the primary data collection.

SECONDARY DATA :

It includes those data which are collected for some earlier research work and Sunstar Overseas Ltd.able
in the study the researcher has presently undertaken.

Types of Secondary Data

There can be a number of ways by which secondary data be classified.

a) Internal Data: Data that originate within the firm for which the researcher is being
conducted are internal data.

b) External Data: It refers to those which are collected by the researchers outside the
company for which the research is being conducted.

In this the researcher has used questionnaire method

The term questionnaire usually refers of self-administered process whereby the respondent
himself reads the question and records his answers without the assistance of an interviewer.

Functions of a Questionnaire

The main function of a questionnaire of to obtain specified quantitative and qualitative

information with accuracy and completeness. It provides instructions to the respondents to record
the answers. It facilitates interviewers to record the information and data successfully.
 4.
DATA ANALYSIS
AND
INTERPRETATION
AGE N0. OF RESPONDENTS PERCENTAGE
18-20 3 3
21-25 29 29
26-30 21 21
31-35 32 32
35 ABOVE 14 14

N0. OF RESPONDENTS
3%

14%
18-20
29%
21-25
26-30
33% 31-35
35 ABOVE
21%
Interpretations :-
3% of respondents are in group 18-20 , 29% respondents are in group 21-25, 21% respondents
are in group 26-30, 33% respondents are in group 31-35 and 14% respondents are in group 35
above.

GENDER NO. OF RESPONDENTS PERCENTAGE

MALE 83 83%

FEMALE 17 17%

MALE
1%

NO. OF RESPONDENTS
PERCENTAGE

99%
Interpretations :-
83% of Respondents are male and 17% of respondents are female.

VARIABLES PERCENTAGE

PUBLIC OFFICIALS 26%

PRIVATE EMPLOYEES 44%

SELF EMPLOYEES 20%

PERCENTAGE

22%
29%
PUBLIC OFFICIALS
PRIVATE EMPLOYEES
SELF EMPLOYEES

49%

Interpretations :-
26% of respondents are public officials, 44% of respondents are private employees and 20% of
respondents are self employees.
Ques. 1- Which type of house do you live in ?

NO. OF RESONDENTS PRIVATE EMPLYEES PUBLIC OFFICIALS SELF EMPLOYEES

APRATMENT 23% 6% 8%
SOCIETIES
BUILDER FLOOR 15% 14% 10%
PLOT HOUSES 5% 14% 2%
P.G ACCOMMODATIO 25% 2% 0%

30%
25%
25% 23%

20%
15% 14% 14%
15%
10%
10% 8%
6% 5%
5% 2% 2%
0%
0%
APRATMENT BUILDER FLOOR PLOT HOUSES P.G
SOCIETIES ACCOMMODATIO

PRIVATE EMPLYEES PUBLIC OFFICIALS SELF EMPLOYEES

Interpretations:-
In apartment societies 26% respondents are private employees, 6% are public officials and 8%
are self employees.
In builder floor15% respondents are private employees, 14% are public officials and 10% are
self employees.

In plot house 5% respondents are private employees, 14% are public officials and 2% are self
employees.

In P.G accommodation23% respondents are private employees, 2% are public officials and 0%
are self employees.

Ques. 2: Which type of house do you live in ?

Age v/s housing

NO. OF RESPONDENTS 25-35 36-45 46-55 56-65

APARTMENT 15% 12% 15% 2%

SOCITIES

BUILDER FLOOR 20% 10% 2% 1%

FLOT HOUSES 5% 6% 4% 5%

P.G 3% 0% 0% 0%
ACCOMMODATION

25%
20%
20%
15% 15%
15%
12%
10%
10%
6%
5% 5%
5% 4%
3%
2% 2%
1%
0% 0% 0%
0%
25-35 36-45 46-55 56-65

APARTMENT SOCITIES BUILDER FLOOR

FLOT HOUSES P.G ACCOMMODATION

Interpretations:-
In 25-35 age group, 15% respondents are in apartment societies , 20% are in builder floor , 3%
are in plot houses and 5% are in P.G accommodation.

In 35-46 age group, 12% respondents are in apartment societies , 10% are in builder floor , 6%
are in plot houses and 0% are in P.G accommodation.

In 46-55 age group, 15% respondents are in apartment societies , 2% are in builder floor , 4% are
in plot houses and 0% are in P.G accommodation.

In 56-65 age group, 2% respondents are in apartment societies , 1% are in builder floor , 5% are
in plot houses and 0% are in P.G accommodation.

Ques.- Which factors affected you the most in your decision of choosing above mentioned
option?

FACTORS NO. OF RESPONDENTS

GEOGRAPHICAL LOCATION 56
BANK LOANS 25
PROMOTIONAL ACTIVITIES 2
OTHERS 17

NO. OF RESPONDENTS

17% GEOGRAPHICAL
2% LOCATION
BANK LOANS

PROMOTIONAL
56%
25% ACTIVITIES
OTHERS

Interpretations:-
56% respondents choose geographical location , 25% choose bank loans , 2% choose promotional
activities and 17% choose others.

Ques.- Which factors affected you the most in your decision of choosing above mentioned
option?

FACTORS NO. OF RESPONDENTS

LIVING FACTORS 15%
BASIC AMENITIES 43%
PRICE 31%
SOCIAL LIFE 11%

NO. OF RESPONDENTS

11% 15%

LIVING FACTORS
BASIC AMENITIES
31% PRICE
SOCIAL LIFE
43%

Interpretations:-
15% respondents choose living standards , 43% choose basic amenities , 31% choose pricing and
11% choose social life.
Ques. – which modes do you have chosen together the information about projects ?

INFROMATION SOURCE NO. OF RESPONDENT

DEALER 72%
ADVERTISEMENT 10%
FRIENDS/RELATIVES 18%
OTHERS 0%

NO. OF RESPONDENT
0%

18%
DEALER

10% ADVERTISEMENT
FRIENDS/RELATIVES
OTHERS
72%

Interpretations:-
72% respondents choose dealers , 10% choose advertisement , 18% choose friends/relatives and
no one choose others.
Ques. – Have recent changes in real estate industry modified your decision?

DECISION MODIFIED NO. OF RESPONDENTS

YES 56%
NO 44%

NO. OF RESPONDENTS

44% yes
no
56%

Interpretations:-
56% respondent decided to change or delay their decision of purchasing a property and 44%not
decided to change or delay their decision of purchasing a property.
Experience gain and problems faced

Communication skills:

▪ Learning correct research paper writing methods

▪ Presentation skills

Critical thinking skills:

▪ Ability to understand information from other research studies and evaluate the data directly

▪ Problem-solving skills

Technical skills:

▪ Learn to set up and conduct research studies

▪ Computer skills to analyze research data

Collaboration & Teamwork

Resume content

Problems faced

Time Management

Courses, teaching, research, literature surveys, preparing seminars—there is a lot to do

and it can all seem overwhelming. A daily “to-do list” is helpful, and an even better

option is an appointment planning guide.

Starting your Research

Starting any new endeavor such as a research program may sometimes require a nudge

to get initiated. Find a simple avenue of attack which will get you started with carrying

out research, using analytical equipment, ordering supplies, etc.

Lack of Communication with Advisor

A university professor is a busy person, sometimes too busy to spend time with you. In

the first year, it is important to have guidance in a research project. If you aren’t getting

enough guidance, arrange to meet your advisor privately and explain the situation. A

regularly scheduled meeting to discuss research, perhaps monthly or quarterly, would

be one way to work around an advisor’s busy schedule.

Absent Advisor

An advisor who is physically absent is a difficult problem. These days we have email

and Skype which can give you something resembling a face to face contact.

Micromanaging Advisor

Some advisors, often new and inexperienced, try to run every aspect of the research.

This wastes a good bit of time and defeats one of the purposes of grad school—to

develop the ability to think independently. In this case, it is better to tactfully discuss the

problem and suggest compromises, weekly updates. If that doesn’t work, consider

talking to other members of the faculty, members of your committee, preferably, to see
if they might mediate the problem.

Teaching

Most graduate students teach classes to help pay their way. This can be a terrifying

experience for someone who has never done it before. Thoroughly preparing for classes

and rehearsing beforehand will help.

5.

LIMITATIONS

AND

RECOMANDITION
LIMITATIONS AND RECOMMENDATION FOR FURTHER

RESEARCH:

a) Time Constant

b) Geographical(Restricted Area)

c) Availability of funds/ Cost limitation

d) Responded are biased and some are not responded

e) Gone for Non-Probability

f) Strength Limitations

RECOMMENDATION FOR FURTHER RESEARCH:

There are a number of gaps in our knowledge around public involvement in

research that follow from our findings, and would benefit from further research,

including realist evaluation to extend and further test the theory we have developed

here:

1. In-depth exploration of how Sales and distribution committed to public involvement and

how to influence customer’s services. Would be very helpful.

2. More methodological work is needed on how to robustly capture the impact and

outcomes of public involvement in research, including further economic analysis and

exploration of impact when research partners are integral to research teams.

3. Research to develop approaches and carry out a full cost–benefit analysis of public

involvement in research would be beneficial. Although methodologically challenging, it

would be very useful to conduct some longer-term studies which sought to quantify the

impact of public involvement on such key indicators as participant recruitment and

retention in clinical trials.

4. It would also be helpful to capture qualitatively the experiences and perspectives of

research partners who have had mixed or negative experiences, since they may be less

likely than enthusiasts to volunteer to participate in studies of involvement in research

such as ours. Payment for public involvement in research remains a contested issue with

strongly held positions for and against; it would be helpful to further explore the value

research partners and researchers place on payment and its effectiveness for enhancing

involvement in and impact on research.

5. A final relatively narrow but important question that we identified after data collection

had finished is: what is the impact of the long periods of relative non-involvement

following initial periods of more intense involvement for research partners in some types

of research, particularly clinical trials?

 CONCLUSION:

The real estate industry is on up ward slope again. Many people are interested in
investing in Real Estate industry an Industry is also providing them various offers.
Based on the report and analysis following key points can be concluded:

1. B u i l d e r f l o o r s a r e e m e r g i n g t o b e a p o s s i b l e a r e a f o r i n v e s t m e n t
i n t e r m s o f R O I a n d availability.
2. Much of the organized activities need to be implemented in this industry as
they are not a prime choice of consumers. Various reasons for this are – High Rates,
Govt. Regulations ,and Lack of certain Amenities etc.
3. C o n s u m e r s a r e l o o k i n g a t v a r i o u s c h o i c e s a v a i l a b l e t o t h e m i n
D e v e l o p e r A p a r t m e n t s and Societies and they are on their prime choice for
housing. This is due to advantages offered like – Low Cost, Power & Water Back-
Up, Easy loan schemes etc.
4. More lands rate are very much high and thus the builder floor are loosing preference in
economical housing.
5. But certain individuals are changing their mind and are shifting to Builder
floors because of certain changes like:
 Service tax on Under Construction Apartment.
 Delhi Faridabad Flyover at Badarpur Border.
 6.

ANNEXURE

AND

REFERENCES
 ANNEXURE

NAME.................................... GENDER: Male ( ) Female ( )

AGE: ..................................

OCCUPATION : PUBLIC OFFICIALS ( ) PRIVATE EMPLOYEES ( ) SELF

EMPLOYEES ( )

1 . W h i c h t yp e o f h o u s e d o yo u l i v e i n ?

Occupation v/s housing

a . Apartments b. Builder Floor

c . Plot Houses d. others

2. W h i c h t yp e o f h o u s e d o yo u l i v e i n ?

Age v/s housing

a . Apartment b. Builder Floor

c . Plot Houses d. P.G accommodation

3. Which factors affected you the most in your decision of choosing above mentioned option?
 a . Graphical location b. Bank loans

c . Promotional activities d. others

4. Which factors affected you the most in your decision of choosing above mentioned option?

a . Living standard b. Basic amenities

c . Pricing d. Social life

5. Which mode have you chosen to gather information about projects?

a . Dealers b. advertisement

c . Friends/relatives d. Others

6. Have recent changes in real estate industry modified your decision?

a . Yes b. No
 BIBLIOGRAPHY
 www.ansalp ropertiesltd .co m
 www.realestaten cr.co m
 www.estated evelo per.co m
 www.ind iaproperty.co m
 www.wikip ed ia.co m
 Business standard