CHAPTER-5

FINDINGS, SUGGESTIONS AND

CONCLUSIONS
5. FINDINGS, SUGGESTIONS AND CONCLUSIONS

5.1 findings

 From the research conducted it has been found that sales representatives
have at least 0 to 5 years of experience in recliners India Pvt Ltd.
 Most of the sales representatives are aware about the training and
development program provided by the company at the time of joining the
recliners Pvt Ltd.
 An Advertisement is the most effectively used promotional mix in
recliners Pvt LTD.
 Selling across the counter is most commonly used method of personal
selling used by sales representatives in recliners Pvt LTD.
 Sales representatives do have sales target to achieve in recliners Pvt Ltd.
 Hike in the salary is the major benefit provided by the company to the
sales representatives in recliners Pvt Ltd.
 Based on the response of sales representative’s graduation is very
important for being a sales person in recliners Pvt Ltd.
 Good communication and positive attitude of sales representative will be
having positive impact on the sales of the products in recliners Pvt Ltd.
 Majority of sales representative in recliners will be meeting 0 to 5 clients
in a day
 Based on the response of sales representatives both technical and
theoretical knowledge about the products are very important.
 Most of the sales representatives explains the products to clients based
on the knowledge of clients about the products.
 Pc and tab are the most commonly used tools/ instruments by the sales
representatives to explain about the products to clients in recliners.
 Free transportation and pc are the most common benefit provided by the
company to sales representatives in recliners Pvt Ltd.
 Based on this research it can be analysed that skills of the sales person are
reflected on the sales of the products in reclines Pvt Ltd.
 According to sales person word of mouth is effective when carrying out
the personal selling.
 Personal selling is not a difficult task for sales representative in recliners.

 Personal selling should be periodically reviewed from the point of view of

both sales’ representative and customers.
 Majority of sales representatives are satisfied with their job in recliners
Pvt Ltd.

 Convincing the customer to buy the products and getting the proper feed
back from time to time is the major difficulty faced by sales representative
in recliners Pvt Ltd.

 Personal selling contributes up to 40% towards the net sales of the

company.
 Suggestion:

 Majority of sales persons works up to 5 years in recliners, so the company

should provide both monetary and non- monetary benefits to retain an
employee in recliners Pvt Ltd.
 Training and development programs should be provided periodically, so
that will help the sales representatives to meet the on-going trend in the
market.
 Since the customers are wide spread recliners uses advertisement as
effective promotional mix.
 Selling at the counter was method used by Sales representatives in
recliners as it is more convenient for both clients and the sales persons.
 Each and every sales person are given a target to achieve so that they will
use their skills, knowledge and time in order to achieve the give target.
 Both monetary and non- monetary benefits should be given to the sales
representatives after meeting the sales target in order to encourage
them.
 Since Knowledge is acquired thorough education, graduation is required
for being a sales person in recliners Pvt Ltd.
 Personal selling will have positive impact on clients only when the sales
representatives do have good communication skills and positive attitude
towards the clients.
Conclusion:

Any research project is aimed to attain certain objectives, similarly this

project was aimed at studying influence of personal selling towards the
sales of the products in recliners India.

Recliners India is one of the leading furniture company India.it is known

for its quality and customer service provided on or before time. According
to recliners India sales representatives are the main asset of the company.

Even though personal selling is one of the costly and time-consuming

process recliners India adopt this method because they believe that this
is more effective than any other type of promotional mix.
Majority of the sales representatives are able to achieve their target on
time. That will be reflected on the total sales of the products in recliners
India