Assignment Assessment Report

Campus: Level: Module Name: Students Name: e-mail id & Mob No Stream Bhubaneswar ACL-II Sales Jharana Das Jharana.das777@gmail.com 9937431456 Core Year/semester Assignment Type Assessors Name Reqd Submission Date Actual Submission Date Submitted to : 2011-2013 /ACL -II Assignment- B Mr. Sandip Mitra 21-04-2012 21-04-2012 Mr. Sandip Mitra

Certificate by the Student: Plagiarism is a serious College offence. I certify that this is my own work. I have referenced all relevant materials. Expected Outcomes Clarity of Concepts Analytical ThinkingAccuracy in calculationsFormatting & PresentationAssessment Criteria Grade based on D,M,P,R system

Jharana Das (Students Name/Signatures) Feedback

General Parameters
Clear understanding of the various concepts of financial services industry Ability to analyze the problem realistically Accuracy in solving the problems Concise& clear thinking along with presentation

Subject Specific Parameters

Quality Accuracy Analytical Quality of Philips Pop Up Toasters FABs Accuracy of Sales Questionnaire Comparative analysis of Sales performance of different territories Achieved Yes/No (Y / N)

Grades P M D

Grade Descriptors A Pass grade is achieved by meeting all the requirements defined. Identify & apply strategies/techniques to find appropriate solutions Demonstrate convergent, lateral and creative thinking.

Assignment Grading Summary (To be filled by the Assessor)

OVERALL ASSESSMENT GRADE: TUTORS COMMENTS ON ASSIGNMENT: SUGGESTED MAKE UP PLAN (applicable in case the student is asked to re-do the assignment) REVISED ASSESSMENT GRADE TUTORS COMMENT ON REVISED WORK (IF ANY) Date: Assessors Name / Signatures:

Level ACL-II Sales Assignment B

Philips is selling two popular models of Pop-up Toasters. They come in two varieties, one with a Plastic body and another with a Metal Body. Philips prepares monthly and annual Salesperson Performance Reports for each of its salesperson. The monthly performance report of two salespersons looking after Mumbai and Chennai territories are given in the table below. The sales territories are classified into three types (A,B & C) according to the market potential, customer demographics and distance covered etc. A territory Sales Budget was formulated for each of the three types of territories. Table 1.1 Sales Budget (Type A Territory) Plastic Metal Total 2400 1600 4000 28.8 32 60.8 14.4 24 38.4 18000 18240 3936 3500 43676

Sales in units Sales Revenue (Rs Lakhs) Cost of goods sold (Rs Lakhs) Separable Expenses Salary Commissions Employee Benefits Travelling Exp. Total separable expenses Allocable Expenses Sales Promotion Regular Orders Special Orders Packing & Shipping Credit & Collection expenses Total Allocable expenses Other Performance data Travel Kms. Sales Calls No. of regular Orders No. of special Orders

Mumbai Plastic Metal Total 2300 1700 4000 27.6 32.3 59.9 13.8 25.5 39.3 18000 18330 3950 1200 41480

Chennai Plastic Metal Total 2000 2000 4000 24 40 64 12 30 42 18000 18600 3990 1500 42090

22800 2400 24000 3000 52000

20000 1600 25000 2600 49200 3200 120 125 5

23200 4800 20667 3200 51867 2800 100 145 15

Based on the figures given above and based on your market study, work out the following:

1. Whose performance is better, Mumbai or Chennai. Your assessment should be based on marketing cost analysis and financials with at least 6 parameters.

Ans Chennai performance is better. Because due to the following reason;

1- Number of regular orders of Chennai is better than Mumbai. 2- Number of special order of Chennai is also better than Mumbai. 3- Although the sales calls of Chennai are lower than Mumbai, the sales performance of Chennai is better. 4- The estimated target revenue is 60.8 lakhs, but Chennai has achieved more than the target i.e., 64 lakhs on the other hand, Mumbai has achieved less than the target i.e., 59.9 lakhs .So, Chennai is better. 5- The target Cost of goods sold is 38.4 lakhs. But Chennai has achieved more than the target i.e., 42 lakhs but Mumbai has achieved little bit more than target i.e., 39.3 lakhs, but lesser than Chennai.

6- The Packaging and Shipping expenses of Chennai are lower than Mumbai, but within the budget range, hence, here also, Chennai is doing better than Mumbai.

2. Work out a list of FABs for selling Philips Pop-up Toasters. The list should be based on actual market survey and information from the top three competitors of Philips, namely Inalsa, Morphy Richards and Jaipan.

Ans- FABs (Features, Advantages, and Benefits Morphy Richards Europa Jaipan Pop up 2 Slice Toaster-100B

Features

Philips HD4816 Pop Up Toasters

Power Require Voltages Advantages

800 Watts 220-240

900 Watt 220-250

700 220 - 240

Toaster Type Capacity Type of operation No of slice at a time Shock Resistant Dimension Type

Pop up No Info No Info 2 No Info 275 x 110 x 150 mm Pop Up

2 Slice

Pop Up

No Info No Info 2 yes 275 x 110 x 150 mm

Europe 2 Slice

Electronic 2 Yes

Pop Up

Other Features Additional Features Metal housing, plastic knobs/handles White/Mineral Green Electronic variable browning contro Cool touch body Cool touch side panels

Color

Black and Silver Combination

Benefits

Warranty Tray

2 Years No

2years Removable crumb tray

1 Year No

3. Prepare a Sales Call questionnaire based on SPIN methodology for a Salesperson who needs to get a special order from a Hospital with 5 Canteens, serving 3 categories of patients, 1 Staff Canteen and 1 Managers Canteen. AnsSPIN BASED QUESTIONS

Situation Question
(Situation questions are used to collect facts. Inexperienced salespeople tend to ask more situation questions. Often situation questions can be answered as part of the prospecting process. Only ask essential situation questions as prospects quickly become impatient if too many situation questions are asked.) 1. What equipment(s) are you using now? 2. How long have you had it? 3. Is it purchased or leased? 4. How many people use it?

Problem Questions
(Problem questions are used to probe for problems, points of dissatisfaction, or general difficulties that the prospect has. Answers to problem questions will direct you toward the core need of the prospect.) 1. Are you satisfied with your present equipment? 2. What are the disadvantages of the way youre doing it now? 3. How difficult is it to process orders with your present system? 4. What reliability problems does your equipment have now?

Implication Questions
(Implication questions are used to probe for the consequences of a problem, point of dissatisfaction, or general difficulty. When a prospect answers an implication question s/he should feel that the problem is larger and more urgent than s/he originally felt it was.) 1. Does your expense increase when your equipment goes down? 2. Do rush result because you only have few people who can operate your order processing system? 3. Are you experiencing high turnover and training costs because of the difficulty that your men are having in operating your equipment?

Need Questions
(Need questions are used to uncover the core need (i.e., the buying motive) of the prospect. These questions focus the prospects attention on the solution rather than the problem. Answers to need questions will get the prospect to tell you the benefits that they are looking want.) 1. How do you feel a faster machine will help you? 2. Is there any other way that a machine might help? 3. Would it help if a new system could reduce your time consumption? 4. You said a new machine would be really be useful, Useful in reducing your time, or is there something else?