A STUDY ON THE EFFECTIVENESS OF THE SALESPERSONS PERFORMANCE WITH SPECIAL REFERENCE TO P.

ORR & SONS, ANNA SALAI, CHENNAI

A Summer internship report submitted in partial fulfillment of the Degree of Master of Business Administration of Thiagarajar School of Management, Madurai By P. POONGKODI Reg No A9410183 Under the guidance of Prof. Manjula. N Faculty TSM, Madurai

Thiagarajar School of Management (Affiliated to Madurai Kamaraj University) Madurai 625 005 May July 2011

DECLARATION BY THE CANDIDATE

P.POONGKODI Reg No A9410183 I MBA THIAGARAJAR SCHOOL OF MANAGEMENT MADURAI 5

I hereby state that the report entitled, A STUDY ON THE EFFECTIVENESS OF THE SALESPERSONS PERFORMANCE WITH SPECIAL REFERENCE TO P.ORR & SONS, ANNA SALAI was undertaken at P.ORR & SONS in Chennai, submitted to Thiagarajar School of Management, Madurai in partial fulfillment of Master of Business Administration Degree is a record of original work done by me and no part of this internship report has been submitted for the award of any other Degree, Diploma, Fellowship or other similar studies.

Organization Seal Guide

Signature of Organization

MADURAI

DATE

(P.POONGKODI)

PROFILE OF RESEARCHER

NAME: AGE: DATE OF BIRTH: EDUCATIONAL QUALIFICATION:

P.Poongkodi 23 24 10 1987

Pursuing M.B.A in THIAGARAJAR SCHOOL OF

MANAGEMENT, MADURAI, with Marketing as specialization B.Sc Mathematics from NIRMALA COLLEGE FOR WOMEN, COIMBATORE
Schooling in Kendriya Vidyalaya 2, Cochin

AREAS OF INTEREST:

Marketing and HR

ACKNOWLEDGEMENT

I put forth my heart and soul to thank The Almighty for being with me all through my achievements, success and failures. I express my sincere and whole hearted gratitude to the management of P.ORR & SONS, CHENNAI for giving me a golden opportunity to pursue a valuable project. I deem it a privilege to thank Mr. Venkiteswaran , Director, Thiagarajar School of

Management for facilitating my value addition at the institution. I sincerely thank Dr. M. Nagaraju, Principal, Thiagarajar School of Management, for his encouragement. I extend my deep sense of gratitude to Prof.N.Manjula, Faculty, Thiagarajar School of Management for providing support guidance and valuable ideas which helped me to complete this project successfully. I deem it a privilege to thank Mr. Nithyanandan (CEO P.Orr & Sons) for giving me the opportunity to undertake a valuable project. I am deeply indebted to Ms.Sripriya (Business Development Manager P.Orr & Sons,) for her valuable suggestion, constant encouragement and conservative criticism at every step of my project work. Finally, I extend my heartfelt thanks to my friends and family members who have been a source of inspiration and support throughout the project.

P.POONGKODI

CONTENTS List of tables List of charts Executive summary Chapter 1 Introduction

1.1 About the company 1.2 History of the company 1.3 About the product 1.4 About the project

Page no. 8 9 10 11 12 13 19

33
1.5 Chapterisation

34 35 40 41 41 41 41 42 43 44 44 45 46 63 65 67
5

Chapter 2 Chapter 3

Review of literature Research Methodology 3.1 Statement of the problem 3.2 Scope of study 3.3 Objectives 3.4 Research design 3.5 Data collection 3.6 Questionnaire construction 3.7 Sampling Method 3.8 Tools for analysis 3.9 Limitations

Chapter 4 Chapter 5 Chapter 6 Chapter 7

Analysis and Interpretation Findings Conclusions Suggestions

Chapter 8 Chapter 9

Bibliography Annexure

69 71

LIST OF TABLES

TABLE NUMBE R 5.1

TABLE NAME

PAGE NUMBER

TABLE SHOWING THE SALES MADE BY THE SALESPERSON FROM JAN 2010 TO DEC 2010

47

5.2

TABLE SHOWING THE CONTRIBUTION OF THE SALESPERSON TO THE TOTAL REVENUE(SALESWOMEN)

49

5.3

TABLE SHOWING THE CONTRIBUTION OF THE SALESPERSON TO THE TOTAL REVENUE(SALESMEN)

51

5.4

TABLE SHOWIN GTHE WALK-INS NOT MAKING THE SALES BILL(SEP 2010 TO NOV 2010)

53

5.5

TABLE SHOWING THE REVENUE THAT COULD BE GENERATED

54

5.6

TABLE SHOWING THE CUSTOMER RATING OF THE SALESPERSON

55

LIST OF CHARTS

CHART NUMBE R 5.1

CHART NAME

PAGE NUMBER

CHART SHOWING THE SALES MADE BY THE SALESPERSON FROM JAN 2010 TO DEC 2010

48

5.2

CHART SHOWING THE CONTRIBUTION OF THE SALESPERSON TO THE TOTAL REVENUE(SALESWOMEN)

50

5.3

CHART SHOWING THE CONTRIBUTION OF THE SALESPERSON TO THE TOTAL REVENUE(SALESMEN)

52

5.4

CHART SHOWIN GTHE WALK-INS NOT MAKING THE SALES BILL(SEP 2010 TO NOV 2010)

53

5.5

CHART SHOWING THE REVENUE THAT COULD BE GENERATED

54

5.6

CHART SHOWING THE WEIGHTED AVERAGE TOWARDS DIFFERENT ATTRIBUTES OF SALESPERSON

55

5.7

PERFORMANCE COMPARISON OF THE SALESPERSON BASED ON MONTHLY SALES (JAN 2010 TO DEC 2010)

56

EXECUTIVE SUMMARY

The purpose of this study is to study the effectiveness of salespersons performance at P.Orr & Sons, Anna Salai, Chennai. Comparison of the sales made by each salesperson at the Anna Salai branch is done for a period of one year (January 2010 to December 2010) in order to compute their contribution towards the total sales revenue. Further a customer survey was done among 100 walk-in customers and their feedback was used to identify the salespersons performance. This project aims in finding out the salespersons performance and contribution towards sales. Suggestions to improve the salespersons productivity are put forth.