Assignment-1

O’Brien and company Case study

1.) Sales objectives are as follows:

Both sales goals and objectives are discussed and set by the
leadership team and communicated to the entire sales team,
often with a sales plan. For sales objectives to be
effective, SMART goals are often used to provide.
These sales goals are:
 Specific
 Measurable
 Attainable
 Relevant
 Time-bound
2.) Sales objections
These are the types of objections in sales that most people see
on a regular basis. Jump down to the one that you deal with
most, or start working your way through the list.

 Price objections - no budget, no money, the price is too

high, need a discount to buy 
 Not a good fit- the product doesn’t make sense, too hard
to integrate, not for me 
 Not interested - brushing off, we don’t need this, “It’s
not you, it’s me” 
 Too busy - can’t talk right now, maybe later, send the
information in an email 
 Gatekeepers - passing the buck, you need to talk to
someone else, “I don’t have authority” 
 Competition - we’re going with a competitor, product is
better, we’re already locked into a contract 
 Hard NO - not interested, “How did you get my
information,” “I hate you,”
 Assignment-2
O’Brien and company Sales Presentation

Client’s company
The potential customer is Brian Forbes, the Managing
Director (and owner) of a medium-sized engineering company
in the Midlands with subsidiaries in Manchester, Leeds and
Bristol. They employ a salesforce of 20 men selling copper
piping. In addition, it is estimated that the company employs
around 40 marketing, personnel, and production and
accountancy executives.
Catering the need
O’brien has 2 ranges of suitcase’s
1. 1st range made from good quality plastic, with imitation
hide lining. It is available in black only and priced at £25
for the lockable version and £22 for the non-lockable type.
2. 2nd range made from a deluxe range, is manufactured from
leather and real hide and priced at £95. Colours available
are black, brown, dark blue and claret.
3. Out of the above 2 ranges 20 selling man can be catered
with 1st range and the remaining 40 personnel men can be
catered with 2nd range of deluxe range .
4. And it will also get discount of 4% from this purchase.
Benefits of O’Brien suitcases
 Security:. Hard-shell suitcases reduce the chances of
theft (case slitting) or anyone adding something to
external.

 Lightweight yet strong:. Polycarbonate luggage is

lighter than plastic or aluminium cases, and can be
even lighter than.

 Protection:. The resilience of hard-shell suitcases

offers better impact resistance during the rigours of
travelling.
 Durability:. Hard-shell suitcases are much easier to
keep dry.
 Lesser costs:. Has we are providing at discount raste
upto 6% where no company will provide.
 Assignment-3
Monitor & Review Budget

1. Calculate horizontal and vertical variances. Take

percentages to 2 decimals?
Horizontal Analysis:
Line Budg Actu V V% Favourable/Unfavour
Item et al able
Revenu 25000 2465 350 1.40% Un Favourable
e 0
Wages 5000 6200 120 24.00 Un Favourable
0 %
D.E 15000 1600 100 6.66% Un Favourable
Adv. 500 650 150 30.00 Un Favourable
%
Sundry 700 550 150 21.42 Favourable
expens %
es

Vertical Analysis:
Line Item Budget V% Actual V%
Revenue 25000 100% 24,650 100%
Wages 5000 20.00% 6,200 25.15%
D.E 15000 6.00% 1600 6.49%
Adv. 500 2.00% 650 2.63%
Sundry 700 2.80% 550 2.23%
expenses

2. Which item has the greatest unfavourable monetary

variance?
Wages has the greatest unfavourable monetary variance.

3. Which item has the greatest unfavourable percentage

variance?
Wages has the greatest unfavourable percentage variance.
4. What areas would you investigate for improvement if your
tolerance limit was 22%?
I would investigate wages, Advertising, and also delivery
expenses for the improvement.

5. Suggest actions you may take on significant variances?

Wages has to be taken care in a better manner through

cutting down the no.of labours because it has 24.00%
unfavourable variance in horizontal analysis. And 25.15%
in vertical analysis.
Delivery expenses also has to be taken care in a better
manner through keeping only few no.of. delivery persons
because it has 6.49% unfavourable variance in vertical
analysis.
 7) What relevant information would you collect and record
to assist with future budget preparation?

The wages and delivery expenses has to be decreased in

order to decrease the unfavourable variance in both
horizontal & vertical analysis.
And Sundry expenses has to be still more decreased in
order to increase more favourable variance.
 Assignment-4
Selling Theory

1. Home Furnishings Tata group of hotels:

“Buying Formula theory of selling” in this the prospects
need receive major attention and the sales person easily
identify the prospects need. Tata group of hostel majorly
looking for 3 different type of hotel with different
requirement. The company looking for to change in
furnishings like Bed sheet, pillow covers and curtain for its
hotels the requirement in terms of quality for luxury hotel and
the budget hotel. In this the prospects mind the cause the
decision to buy the name “buying formula” was given to this
theory.
In purchasing solution with an adequate resources and the the
prospects looking for a product and pleasant felling about the
quality which makes their decision easily and the hotel
requirement are different. So, they will look Branded quality
for luxury hotel and the budget hotels.
Attention: The Customer need is different with different
requirements. so, the sales person has to make proper design
with attract the prospect
Interest: The design which make with different plan has to
gain the interest of the prospect and which fulfill the need of
prospects
Desire: Understanding the requirement the prospects are
easily and produce the product by the sales person
Action: After necessary arrangement the proper sales plan
implement so that prospect increase towards the product
2. Laptop:
The prospect here looking with a need which is said to be as
“Need for satisfaction method” the sales person can create a
detailed interactive session with the prospect which make a
requirement plan for the need by the IIM Vizag for laptops for
the Faculty as well the student. so, the sales person first have
to meet the prospect and make a detailed presentation by
asking the question of need for the requirement and
understand the Features, Advantages and the benefits which
are offering for the product they are required. The sales
person has to look after for what are feature which they are
looking for, the process of which they are looking advantages
and we have to offer the Benefits to attract for the product and
a detailed plan has to be made which the required and sales
person has to attract the prospect. It is a easy process to
identify and offering the product and the services
3. Marble:
For this Situation the suitable selling theory is “Right set of
Circumstances” here there is a sudden requirement for the
builder who is looking for a product so it is very easy for
seller to identify the need and the requirement. so, that the
sales person make out the needs for the prospect with all the
necessary goods and services. Here the prospects have a clear
vision and requirement which is easily identified by the seller
and making the need urgency we can easily convince the
prospect.
4. Medical Equipment:
The Suitable Theory suggestion is “ADIAS theory” because
the prospect looking for medical equipment which they are
starting a new branch.so the seller identify the need with the
requirements by the buyer who is looking for product
Attention: The sales person has attracted by creating a
attention of the prospects for creating a special benefits and
special offers for the products with specification for the
medical equipment’s
Interest creating: So we have to create a interest of product
towards the mind the prospect so that he show interest
towards product and create proper marketing and sales design
for know about more product which will make prospect
interested towards the product
Desire Simulation: After all the sales person has make a
product with understanding the needs and what the benefits
which they are looking for. A desired simulation for making a
clear and proper way for sales of which the product satisfies
the need of the prospect.
Action Inducing: So a clear plan has to brief with the action
plan for producing the product with the benefits which they
are producing the product
Satisfaction: After all reaching the product which is meet by
the requirement and product the equipment required by the
prospect
5. Software:
“Right to set circumstance” here the buyer has a clear
understanding the need and the prospect will react according
to the predicted way because we already know the need of the
prospect. We can easily approach with required process plan
and sales man easily control the situation in such way it can
produce the ultimate sales for the requirement for the prospect
which satisfies the need.
6. Cartridge for printers:
The best suitable method for sales is a “Problem solving
approach” in this the Big Bazar has facing a situation for
getting the right number of Cartridges and some problem with
its existing supply of cartridges. The sales person has to use
cross functional expertise so that easily identify by the
salesperson to know about the specs of the need cartridge. The
team has to adopt the team selling approach for reaching the
sales goals. This process will make to produce the number of
required number of sales of that product which they are
expecting.
7. Furniture:
“Right set of circumstances” is a suitable theory for the
Wipro Company looking for the furniture the major emphasis
of theory for particular circumstances prevailing the selling
situation will cause the prospects will respond for the sales
which is both internal and external factors which is identified
by the sales person. In this the sales person was expected to
act in a predictable way so that job of a sales person made
easy the essential oriented theory and it stresses that the
salesman control the situation in such a way to produce the
sales ultimately to produce the requirements for producing the
product and services
8. A 4 Size paper:
“Consultative selling method” is a method which makes
sales person has to approach with the selling the requirement
of the prospects and the cross function expertise
understanding the are requirements of the need by the
customer and the sales person understand the problem and use
the approach to sales.

9. Cell Phone Case:

“Behavioral equation theory of selling” this theory explains
the buyer behavior in term of purchasing decision process
viewed as a phase of learning process considering the
essential elements for process of getting the Samsung toward
the sales process of attracting with benefits for the prospects
which are expecting
Drive a strong internal stimuli that impel buyer response and
learned drivers such striving for social status and approval for
the requirement
Determining the how the buyer will respond f or the prospect
expecting whereas new triggers influences the decision
process
A responsive action has to be taken for what buyer
requirement
Reinforcement for any event for the buyer to attract the
prospects towards the product for the particular response
10 Business Suits
“Buying Formula” by understanding the nature and the
requirement sales person find the proper solution with the
prospects mind which is expecting and make the cause
decision for buying to increase the sales. So, the first
understanding the need of the prospect and make plan for the
suit which produce the requirement. The sales person has
make a solution with the requirements by the quality
expectation and the cost of the product which they are
expecting. Making the purchase plan which the meet the
expectation by the college with required needs. After
producing the right order of plan and the budget which
satisfies the need of the college as well reaching the ultimate
goal