EXECUTIVE SUMMARY

This research project is about USHA MARTIN Ltd. The Usha martin is an undisputed
market leader in the wire & wire ropes. It manufactures wire & wire rope of national and
international specifications and standard. UML produce different wire & wire rope
products, which are used in different industries for different purpose. Some of its areas of
application are mining general engineering, fishing, shipping construction of aerial
ropewas etc. The wire and wire rope of the UML are of superior !ualit and are
e"tremel durables.

This project was undertaken to understand the sales procedure and system related to
wire and wire ropes. The main purpose was to anal#e those processes which has major
role in the sales procedure and sstem. $ adopting the %arious strategies that ha%e been
anal#ed in this project Usha Martin has a lot of progress in terms of %alue, parties,
T&M, products etc. The main o!ect"#e o$ t%"s pro!ect "s to ascertain the beha%ior and
perception of the e"isting customers towards the ropes usage and also the effecti%eness of
the sales strategies adopted b the organisation. To ser%e this purpose primar and
secondar data was collected, analsed and findings were gi%en to the organi#ation.
The purpose of this stud is to de%elop understanding and skill about concepts, method
and strategies of sales management. It also aims at de%eloping %arious competencies to
tackle different sales related problems. 'lso this stud helped to understand the e"isting
Sales procedures & sstem of UML &to find out the related problem in its sstem and
recommend solution as per the findings
(
Introduct"on to t%e pro!ect
&R'(ECT TITLE
S'L)S &*+,)-U*)S '.- S/ST)MS 'dopted bUS0' M'*TI. LIMIT)- I.
*'.,0I 120'*30'.-4
SC'&E ') STU*Y
The stud was carried in *anchi cit, but scope of this project scattered all o%er the India.
This project was undertaken to understand sales procedures and sstems adopted b usha
martin ltd.
L'CATI'N + *'.,0I 120'*30'.-4
*URATI'N ') THE &R'(ECT
-uration of m project was 56 -as 17 M+.T0S.4
',(ECTIVES
&RIMARY ',(ECTIVE +
To obtain the re!uired knowledge of the subject.
To stud the e"isting Sales procedures & sstem of UML.
To find out the related problem in its sstem and recommend solution as per the
findings.
SEC'N*ARY ',(ECTIVE +
To anal#e the working & function of the sales dept. or sstems to know how well
the manpower is utili#ed.
To stud the buing pattern of customers in different attributes of Usha Martin
Ltd .

T%eoret"cal ac-.round
Sales ,o8ordination -epartment occupies a strategic position in US0'
M'*TI. LT-. It spreads the organi#ation9s effort to suppl customer with
e%er increasing !ualitati%e of product at profitable price. :ood products at
competiti%e price are not enough. ,ompan9s success is affected b the
dealings and association of the sales ,o8ordination department with
customer and public, sales ,o8ordination department with other department
influence the compan9s reputation with public. So each and e%er
department is able to maintain a health relationship with sales department.
Sales ,o8ordination department operations are influenced b the
operationofthe following department;
< &roduction
< =ualit 'ssurance
< Technical Ser%ice -i%ision
< &urchasing
< >inance
< *esearch & -e%elopment
C'M&ANY &R')ILE
Usha Martin limited is an undisputed market leader in the wire & wire ropes and
specialit product. It manufactures wire & wire rope of national and international
specifications and standard.
UML produce different wire & wire rope products, which are used in different
industries for different purpose. Some of its areas of application are mining general
engineering, fishing, shipping construction of aerial ropewas etc.
The wire and wire rope of the UML are of superior !ualit and are e"tremel
durables.
VISI'N
In our chosen business, we shall retain market leadership in India and shall be globall
competiti%e through customer orientation and e"cellence in !ualit, inno%ation and
technolog.

MISSI'N
/ ENRICHIN0 LIVES
?e will do our best to pro%ide !ualit product and ser%ices, which will impro%e the life
stle of our users.
/ 1UALITY IS 'UR )IRST &RI'RITY
?e aim to achie%e customer satisfaction b producing !ualit products. .o sale is a good
sale unless it fulfills our customer9s e"pectations.
/ 'UR 2'R* IS 'UR ,'N*
+ur dealers are our partners. ?e endea%or to practice this golden rule in all our relations
with others.
/ INTI0RITY IS 'UR C'MMITMENT
The conduct of our compan9s affairs must be pursued in a manner that command respect
for honest and integrit.

Loo-"n. ,ac- 3 A ,r"e$ H"story
(@568(@A6 The ,ompan was incorporated as Usha Martin $lack 1?ire *opes4
limited ha%ing its wire rope plant at *anchi. The name was changed to Usha Martin
$lack Ltd. in (@A@ and further changed to Usha Martin Industries Ltd.1UMIL4 in (@BC.
(@5D 8 UMIL promoted Usha Ismal Ltd. 1UIL4 in collaboration with ,,L Sstems Ltd of
U3 for the manufacture of fittings and accessories, e!uipment for pre8stressed concrete
sstem, wire ropes and wire ropes splicing e!uipment at *anchi. UIL merged with UMIL
in (@@6 and became a di%ision of the compan
(@A( 8 UMIL promoted Usha 'llo Steels Limited 1U'SL4 for the manufacture of billets
at 2amshedpur. U'SL merged with UMIL in (@BB.
(@AD 8 U'SL ac!uired an ongoing rolling mill at 'gra.
(@AD 8 UMIL set up its Machiner -i%ision at $angalore for the manufacture of ?ire
-rawing and allied machines in technical collaboration with Marshall *ichards $arcro
Limited 1M*$4 of U3.
(@A@ 8 In order to obtain stead suppl of wire rods for its wire rope plant, U'SL set up a
?ire *od *olling Mill at 2amshedpur.
(@BA 8 UMIL, alongwith $ihar State )lectronics -e%elopment ,orporation, promoted
Usha $eltron Ltd. 1U$L4 in collaboration with '): 3'$)L of :erman for the
manufacture of 2ell >illed Telephone ,ables.
(@@A 8 UMIL merged with U$L w.e.f (st +ctober (@@A.
7666 8 'c!uisition of specialt wire rope manufacturing plant in U3 E$runtonShawF.
7666 8 ,ommissioning of 7D M? thermal power plants for capti%e consumption.
766( 8 G ,ommissioning of 7nd SMS to enhance capacit and produce !ualit specialt
steel.
766C 8 Usha $eltron Ltd ,hanged its name to EUsha Martin Limited 1UML4. UML
created >ine ,ord &lasticated coated >ine wires, household wire, &olmer coated wire,
>ine *opes & $right $ars manufacturing facilities in Tatisilwai8 *anchi
766A8 &eng Usha Martin collaborate with 2o8&eng, 'ustria in 766A for Special ?ire.
UML is the 7
nd
largest wire and rope manufacturer in the world and has the
largest %ariet in South )ast 'sia.
It is multi product, di%ersified engineering conglomerate with (6 production
units in India,( in Thailand,( in U3 and ( in -ubai.
It is sa%ing %aluable foreign e"change b e"porting b e"porting its products
to H7 countries like US', 'frica and Middle )ast, conforming to the strictest
product !ualit standards.
It got the IS+ @666 ,ertification b $I=I in (@@H.
I,I,I 1$,$4 did the business process re8engineering in (@@5 and line sstem
was set up to enhance performance.
?ith the modern concepts like T&M, %alue engineering, =,, suggestions
scheme, customer satisfaction and human resource de%elopment, UML is
tring to reach unparalleled heights.
UML is ser%ing through a leading dail E&rabhat 3habarF, 3rishi :ram Iikas
3endra, Usha Martin Technical Institute.
Steel *"#"s"on
' backward integration initiati%e, the Usha 'llos & Steels -i%ision 1U'S-4 at
2amshedpur is one of the largest amongst secondar steel manufacturers of specialt steel
long products in India. ?ith IS+ @667 certified facilities, U'S- has pioneered the
uni!ue process of steel making through mini blast furnace8arc furnace route, which
ensures superior !ualit of steel at a lower cost. U'S- ser%es a range of industries like
automobile, general engineering, fasteners, railwas, defense and power.
Mac%"nery *"#"s"on
This IS+ @66( unit was set up in (@AH at $angalore to manufacture ?ire -rawing and
allied machines. +%er the ears, the di%ision has added a wide range of ?ire, ?ire *ope
and ,able machiner to its product range and is now the leader in this field in India. The
di%ision started with technical collaboration with MJs Marshall *ichards $arcro of U3
and subse!uentl has collaborated with internationall reputed firms like -e8'ngeli
Industries S&', Ital, Stolberger Maschinenfabrik, :erman, 0i8-raw Machiner Ltd,
U3 and *edaelli Techna Meccanica, Ital. ' facilit in ranchi has also been created for
manufacturing machines re!uired for ?ire -rawing and Stranding 'pplications.
Spec"al &roduct *"#"s"on 4)ormerly Us%a Ismal *"#"s"on5.
This unit, ha%ing manufacturing unit in *anchi 1)astern India4, is the leader in the field
of pre8stressing e!uipment & accessories and also e"ecutes pre8stressing job on turnke
basis. $esides, it pro%ides ser%ices for jointing of reinforcement bars b mechanical
splicing. 'll major ci%il contractors of .ational 0ighwa 'uthorit of India, Indian
*ailwas, &?- are regular users of these products and ser%ices.
It also offers hdraulic presses & accessories for manufacturing mechanicall spliced
wire rope slings, machines for proof load testing of wire rope slings, and die8less hand
operated hdraulic crimping tools. These products find wide application with Steel
&lants, &ort Trusts, +il Sector, 0ea% )ngineering Industr, )lectricit $oards, )lectrical
,ontractors, and >actories etc.

?ire and ?ire *opes -i%ision
Introduct"on
The IS+ @66(8certified (66,666 MT J annum8manufacturing facilities at *anchi 1)astern
India4 is 7
nd
largest producer of ropes in the world. Since its inception, the di%ision has
continuousl de%eloped and e"panded its range of product offerings and is considered a
pioneer in certain classes of products in India. Steel wire ropes manufactured b the
di%ision find wide applications in oil e"ploration, mining, ele%ators, ,rane, fishing,
construction, load transportation and general engineering sectors. It find %aried use in
different parts of the world known for their e"cellent !ualit, long life and low
maintenance, and are the preferred choice of customers across nations.
*opes, ranging from 7 mm to (66 mm diameter find %aried applications. The wide ranges
of products are used in underground mining, surface mining, mooring, onshore and
offshore drilling, fishing, ele%ators, cranes, aerial haulage and track installations besides
%arious general engineering applications. &re8stretched ropes, locked coil wire ropes and
spiral strands made in Usha Martin are used in suspension bridges, antenna masts etc.
$acked b a strong international distribution network our ropes ha%e found a place in
different corners of the world.
*'MESTIC CUST'MERS ') THE UML
Eastern Re."on 6

K Indian *opewas and compan limited, 3olkata.
K Til limited, 3olkata
K Unimesh lifting e!uipment, 0owrah.
K Steel 'uthorit of India, *anchi.
K Indian Iron and steel compan 2amshedpur
K Iil India limited, -arjeeling.
K 0),, *anchi
K TIS,+, 2amshedpur.
K ,,L, *anchi.

2estern Re."on 3
K :rammon India Limited, Mumbai
K &arekh & sons, $ha%nagar
K &remier mills and stores, 'hmedabad.
K >ortune )ngineering Industries, Mumbai
K 2indal Strips ltd.
K +.:,, 'nkaleshwar
K Ma#gaon -ocks, Mumbai
K )ssar steels, Surat
K Mukund Steels limited.
K ',,, 'dilabad
K *eliance Industrial Infrastructure, 2amnagar
K .uclear &ower ,orporation of India.Tarapur
Nort%ern Re."on 3
K 0industan electro graphite limited, Mandideep
K $hel, &anipat
K Iee states corp. kathgodam
K *oshan 2ain compan limited, Udaipur
K 0industan copper limited.
K Maruti udog limited
K .orthern coalfield limited
Sout%ern Re."on G
K United Marine *aders, kollam.
K 3ec Information Limited.
K Larsen & Turbo limited.
K 2ohnson lifts pri%ate limited, ,hennai
&roducts 7%"c% are manu$actur"n. "n Ranc%" &lant
2"re Rope
Stell 2"re
Stand
Var"ous &roducts o$ UML 8 Its Appl"cat"on
?ire *ange 'pplication wire
.eedle wire .eedle Industr
Steel spring wire spring
,cle spoke wire ccle Industr
Motorccle spoke Motorbike Industries wire
Low carbon wire %arious Industries carbon wire
Staple pin wire staple wire
*opes & Strands;
L*&, $ridge construction
&., Strands *ailwas
:uide rope 'rial
Locked coil wind mines rope
'erial ropes 'erial ropewas
+il drilling rope oil drilling sector
$ridge rope $ridges
)ngineering ropes cranes, wireless making
>ishing ropes fishing
)le%ator rope 0oisting
)"ca%ator rope mines
,argo
RESEARCH METH'*'L'0Y
*esearch methodolog is awa to sstematicall sol%e research problem. In it we stud
the %arious steps that are generall adopted b researcher in studing his research
problem along with logic behind them. It is necessar for the researcher to know not onl
the research methodJtechni!ues but also the methodolog. It ma be noted in the conte"t
of planning and de%elopment that the significance of research line is in its !ualit and not
in !uantit. ' researcher should know how to appl particular research techni!ues, but
the also need to know which of these methods or techni!ues are rele%ant and which are
not, and what would the mean and indicate and whL

Mean"n. o$ Researc%+
*esearch is careful and sstematic stud in some field of knowledge,
undertaken to establish facts or principles. *esearch is common parlance refers to a
search for knowledge. In fact research is an act of scientific in%estigation. The project
was di%ided into following steps;
To decide objecti%e of the stud.
To decide research design & application.
To organi#e & collect dat.
To process and anal#e report.
To prepare the research.
Mean"n. o$ Met%odolo.y+
Methodolog can properl refer to the theoretical analsis of the methods
appropriate to a field of stud or to the bod of methods.
*esearch &methodolog contains two tpes of data. The are as follows;
&r"mary data G
It is the Information that researchers gather first hand. It is facts and information
collected specificall for the purpose of the in%estigation. In terms of the primar data a
!uestionnaire has been used to inter%iew desire sample units that gi%e accurate and up to
date information as well as better to research problem.
Researc% "nstruments+3 Marketing researchers ha%e a choice of three main research
instruments in collecting primar data;
1uest"onna"res+ 3 ' !uestionnaire consists of !uestions presented to respondents for
their answers. $ecause of its fle"ibilit, the !uestionnaire is b far the most common
Instrument used to collect primar data. =uestions can be open8ended or closed8ended.
>or m project I ha%e collected the primar data from the end users i.e customers of
UML for wire and wire rope di%ision. The instruments used for collection of data was
!uestionnaire.
Secondary data G
Secondar data is facts and information gathered not for the immediate stud but for
some other purpose. It is the data which has been gathered b others for their own
purposes, &rimar and secondar data are significant inputs into appraisal and market
analsis.
Secondar data for the project has been collected from %arious sources like newspaper,
maga#ine, website and catalogues.
T''LS ') *ATA C'LLECTI'N+
Tools used for data collection is 9Ma"l 1uest"onna"re:.
1uest"onna"re+ ' prepared set of !uestions designed to generate data necessar for
accomplishing the objecti%es of the research project. Information was collected b
&ersonal "nter#"e7s & through 1uest"onna"re.
SAM&LE *ESI0N
' sample design is a definite plan for obtaining a sample from a gi%en population. It
refers to the techni!ue or the procedure the researcher would adopt in selecting items for
the sample. Sample design is determined before data are collected. ,ollecting the
re!uired information from the right source is %er important. Sources from which the data
are collected differ as per the re!uired of researcher.
Sample design for this research is as follows;
4a5 &opulat"on+
This term is applied to an finite or infinite collection of indi%iduals.
,ustomers of US0' M'*TI. Ltd., are the population for this stud.
45Sampl"n. un"t+
It is the unit or areas in which research is done. It can be of social like famil, club,
school, etc. or it can be of geographical like state, district, cit, are in the cit, etc.
Sampling unit for this stud is .othern, southern, )astern & ?estern region of India.
4c5Sample s";e+
This refers to the number of the items to be selected from the uni%erse to continue a
sample.
Sample si#e for this research G D6 closed customers of Usha martin Ltd.
4d5Sampl"n. $rame+
It contains the names of all items of the population, it represents the population.
-ata records of closed customers at Usha Martin Ltd.*anchi
4e5Sampl"n. tool+
Instrument used for data collection is <structured "nter#"e7=. Ma"l 1uest"onna"re "s
used $or "nter#"e7+ ' prepared set of !uestions designed to generate data necessar for
accomplishing the objecti%es of the research project. Information was collected b
"nter#"e7s through structured Ma"l 1uest"onna"re to .enerate pr"mary data.
4$5 Sampl"n. met%od+
Simple random sampling: This tpe of sampling is also known as chance sampling or
probabilit sampling where each and e%er item in the population has an e!ual chance of
inclusion in the sample and each one of the possible samples, in case of finite uni%erse,
has the same probabilit of being selected. This procedure gi%es each item an e!ual
probabilit of being selected. In case of infinite population, the selection of each item in a
random sample is controlled b the same probabilit and that successi%e selections are
independent of one another.
RESEARCH &R'CESS
*ATA ANALYSIS 8 INTER&RETATI'N
The !uantitati%e analses would be done using computer software MS +>>I,). The data
analsis has been shown b me with the help of graph.
In the graph gi%en below, I ha%e done the project on the sales procedure of the US0'
M'*TI. LT-. for the specific period.
1UESTI'NS AS>E* T' THE CUST'MERS+

(. 0a%e ou heard about UMLL
( /es 7 .o
*ata Analys"s8 Interpretat"on+
's the abo%e analsis show that most of the customer are aware about the organi#ation
i.e A7M of the customer and rest 7BM of are not aware.
7. If es then what was the source of informationL
a. .ewspaper b. 0oardings
c. 'rticle d. Through references; friends, relati%es

*ata Analys"s 8 Interpretat"on+
's the abo%e analsis shows that the most of the customers are aware b the
.ewspaper i.e. D7M and CAM of customers are aware b the article and AM of
customers are aware b the hoardings and rest b the references.
C. 0a%e ou used the product of UMLL
( /)S 7 .+
*ata Analys"s8 Interpretat"on+
's the abo%e analsis shows that the BAM customers are used or using the UML products
1out of the A7M shown as abo%e4 and rest of the customers are not using the UML
products.
Sales &rocess

H.'re /ou satisfied with satisfied with the beha%ior of the sales representati%e of US0'
M'*TI. LT-.
)"cellent :ood satisfactor Unsatisfactor
A(M 7@M 6M 6M

*ata Analys"s8 Interpretat"on+
A(M of customers are full satisfied with the compan Ns business manner and rest of
7@M of customers are also satisfied with the compan.most e%er customer is satisfied b
the compan9s business manner.
D. 0ow would ou rate the Sales procedure of the Usha Martin Ltd L
E?cellent 0ood sat"s$actory unsat"s$actory
@AB CCB AB DB
*ata Analys"s8 Interpretat"on+
The graph shows the analsis of the sales procedure of the Usha martin Ltd. 's the sales
procedure of the product is necessar for e%er buer and the user of the product so the
analsis done and result are as abo%e. 's the 5A M people had e"cellent knowledge so it
help to sell the product and to impro%e it if there is an flocks.
5.0ow would ou rate the sales representati%e in pro%iding product support, e.g.
brochures, catalogs, etcL
E?cellent 0ood sat"s$actory unsat"s$actory
DEB FGB HHB @B
*ata Analys"s8 Interpretat"on+
's the ad%isement and the presentation of the product is huge effect on the product as the
continuous impact on the mind of the consumer will increase the cur cit of the product
and its sell. The proper catalog and broucture gi%es proper analsis of the product and
the rate its technical specification so the HD M of people sas its )"cellent and the 5 M are
unsatisfactor as the think the web is the more better option for the product support.
&roduct

A.0ow would ou rate the performance of product of wire & ?ire rope of Usha Martin
Ltd with productsL
E?cellent 0ood sat"s$actory unsat"s$actory
A@B HIB EB JB
*ata Analys"s8 Interpretat"on+

's the graph shows the functionalitJperformance of the product A5M )"cellent as the
technical specification and the brocuture is good so the functionalit of the product is
increases.
B.0ow would ou rate the lead times G from order to deli%er of Usha Martin Ltd.
E?cellent 0ood sat"s$actory unsat"s$actory
EGB FGB DB JB

*ata Analys"s8 Interpretat"on+
The abo%e graph shows the lead time, as the lead time of the product is e"cellent so the
consumption and the sales of the product is increase as if there is shortage in order to
deli%er so the consumers will tr to find the secondar option of the product so the
proper lead time of the project will help to increase the sale the product with good
consumer relation as the demand and suppl will be maintain in lead time.
@.0ow would ou rate the abilit to resol%e !ualit issues in a timel manner b the Sales
representati%e of Usha Martin Ltd.
E?cellent 0ood sat"s$actory unsat"s$actory
@IB C@B EB JB
*ata Analys"s8 Interpretat"on+
The abo%e graph shows the abilit to sol%e the !ualit issue of the product as there is
possibilit of some damage or problem in the product so the !ualit of the product is
affected so the resol%ing of the !ualit issue of the product is e"cellent so the product will
remain unbeaten in its all market.
(6. 0ow would ou rate the o%erall product !ualit of Usha Martin Ltd.
E?cellent 0ood sat"s$actory unsat"s$actory
GCB H@B CB JB
*ata Analys"s8 Interpretat"on+
The graph shows the o%erall product !ualit is e"cellent so the sale of the product is more
as the !ualit is good the liking of the product is more. The !ualit must be maintain and
there should not be an compramisition with !ualit to maintain the %alue in the market.

Customer Ser#"ce K Ins"de Sales

((.0ow would ou rate the &rofessionalism of sales reprentati%e of Usha Martin Ltd.
E?cellent 0ood sat"s$actory Unsat"s$actory
@@B CDB HJB JB
*ata Analys"s8 Interpretat"on+
0ere we see that 55M of the total sur%eed people feel that professionalism of customer
ser%ice staff is e"cellent, while 7HM of them feel that it is good,(6Mconsider it
satisfactor while nobod is unsatisfied with the professionalism of the customer ser%ice
staffs.
(7. 0ow would ou rate the responses of ours in!uiries, either b phone or email b the
sales department of Usha Martin Ltd.L
E?cellent 0ood Sat"s$actory unsat"s$actory
EAB FGB EB JB
*ata Analys"s8 Interpretat"on+
DAM of the customers feel that en!uir response time is e"cellent,CBM rate it as good,DM
of the people are satisfied with the response time while none of the customers are
unsatisfied.
(C. 0ow would ou rate the Sales representati%e of Usha Martin Ltd. about &roduct
knowledge L
E?cellent 0ood Sat"s$actory unsat"s$actory
@CB FCB CB DB
*ata Analys"s8 Interpretat"on+
57M of the total sur%eed customers in the abo%e analsis feel the product knowledge of
the customer ser%ice is e"cellent,C7M rate it as good ,while the analsis shows that 7M
are just satisfied with the product knowledge of the customer ser%ice staff.
(H.0ow would ou rate the &romptness of sales representati%e of Usha Martin Ltd. in
handling a problemL
E?cellent 0ood Sat"s$actory unsat"s$actory
@GB CAB EB JB
*ata Analys"s8 Interpretat"on+
The abo%e analsis shows that 5BM of the total sur%eed customer rate the promptness of
staff handling the problem is e"cellent,7AM rate it as good,DM feel that satisfactor while
nobod is unsatisfied.
)IN*IN0S
'fter doing the sur%e in man organi#ations I found the following things;
(. Most of the people are well aware of Usha Martin Ltd.
7. The compan is not too much in%ol%ed in promotional acti%it.
C. Those who are aware about the compan, the are the e"isting customers of the
Usha Martin Ltd.
H. Usha Martin Ltd. is efficient in pro%inding the knowledge of their products.
D. The customers are satisfied with the sales department emploee of Usha Martin
Ltd.
5. The compan is not pro%iding the catalogues and broachers to e%er customers.
A. Sales department is efficient in sol%ing the customers complaints of Usha Martin
Ltd.
B. Usha Martin Ltd. is known for pro%iding the good !ualit of products to their
customers.
@. Sales department people are knowledgeble and !ualitati%e, professional in their
work.
(6. Sales department gi%ing their full effort for pro%iding the better ser%ice to the
customers.


;

REC'MMEN*ATI'N
The compan should pa more attention on promotional acti%ities.
The compan has to pro%ide the proper response for the !ueries at the minimum
time.
The compan should pro%ide catalogues , broachers to the customers, so that the
can ha%e the good product knowledge.
The compan should focus on pro%iding proper response and !ueries either on
phone or email.
C'NCLUSI'N
'fter anal#ing all the data I can conclude that Usha Martin Ltd is one of the leading
compan in wire &wire rope industr, because Usha Martin Ltd. is ha%ing strong brand
name in the market. Usha Martin Ltd. is mainl famous in the market for their =ualit
Ser%ices.

In case of UML, it is currentl leader in the domestic market and no. two position in
global market of wire rope industr. To maintain its current position at all the front as
discussed abo%e.
'fter studing the sales procedure and sstems of UML, it has been found that certain
procedures are length which can be reduced for effecti%e functioning of the
organi#ation. 'nd certain jobs need to be off8loaded so that the manpower is utili#ed
efficientl. It helps in coordination and functioning of the organi#ation effecti%el, thus
enhancing the producti%it & profitabilit of the compan.


ANNEXURE
*)>)*).,) .+.;
-'T); OOJOOJOOOOOO
Dear Sir/Madam,
This questionnaire is purely for academic purpose & all the data
will be treated as confdential.
&R'(ECT *ETAILS+
A. AM! "# T$!
"%&A'SAT'"/("M)A*............................................................
+. ,"(AT'"- ...................................................................................
.........................
(. ("TA(T "- .M"+',!/...............................................
."##'(!/.........................

( 0a%e ou heard about UMLL
( /es 7 .o
7. If es then what was the source of informationL
a. .ewspaper b. 0oardings
c. 'rticle d. Through references; friends, relati%es
C 0a%e ou used the product sof UMLL
( /)S 7 .+
H. Sales &rocess
're /ou satisfied with satisfied with the beha%ior of the sales representati%e of US0'
M'*TI. LT-.

E?cellent 0ood Sat"s$actory unsat"s$actory

D.0ow would ou rate the sales procedure of the Usha Martin LtdL
E?cellent 0ood Sat"s$actory unsat"s$actory
5.0ow would ou rate the sales representati%e in pro%iding product support, e.g.
brochures, catalogs, etc of Usha Martin Ltd.L
E?cellent 0ood Sat"s$actory unsat"s$actory
&roduct

A.0ow would ou rate the performance of product of wire & ?ire rope of Usha Martin
Ltd with productsL
E?cellent 0ood Sat"s$actory unsat"s$actory
B.0ow would ou rate the lead times G from order to deli%er of Usha Martin Ltd.L
E?cellent 0ood Sat"s$actory unsat"s$actory
@.0ow would ou rate the abilit to resol%e !ualit issues in a timel manner b the sales
representati%e of Usha Martin Ltd.L
E?cellent 0ood Sat"s$actory Unsat"s$actory
(6. 0ow would ou rate the o%erall product !ualit of Usha Marin Ltd.L
E?cellent 0ood Sat"s$actory Unsat"s$actory
Customer Ser#"ce K Ins"de Sales

(7.0ow would ou rate the &rofessionalism of Sales reprentati%e of Usha Martin Ltd.L
E?cellent 0ood sat"s$actory unsat"s$actory
(C. 0ow would ou rate the responses of ours in!uiries, either b phone or email b the
Sales representati%e of Usha Martin Ltd.L
E?cellent 0ood sat"s$actory unsat"s$actory
(H. 0ow would ou rate the Sales representati%e of Usha Martin Ltd. about &roduct
knowledge L
E?cellent 0ood sat"s$actory unsat"s$actory
(D.0ow would ou rate the &romptness of sales representati%e of Usha Martin Ltd. in
handling a problemL
E?cellent 0ood Sat"s$actory unsat"s$actory

,I,LI'0RA&HY

(. www.ushamartin.com
7. www.wirerope.com
C. www.google.com
H. &roduct ,atalogues
D. Maga#ines and newspapers.
5. 'nnual >inancial *eport of Usha Martin Ltd.
A. M'*3)TI.: M'.':)M).T G &0ILLI& 3+TL)*