WEEKLY PROGRESS REPORT

Weekly Progress Report No. - 5 Day & Date: Monday 12/July/ 2021

Tasks performed on Monday:

After reaching office I reported to my external guide and in first half we
revised all the things that we did last week. During our discussion we revisited
the points that a sales representative must have in order to provide delightful
experience to customer. The sales representative must follow all the SOP’s
provided by Maruti NEXA. These SOPS’s include the seven steps that he
needs to follow right from greeting the customer till the deal gets closed. Also,
the RM must have skills to identify the buying signals and decision maker. In
second half I was on the floor to observe the way sales representative treats
the customer. Thus, today we recollected the points discussed last week and
understood NEXA way of selling.
Tasks performed on Tuesday:
When I arrived at the dealership, Mr. Parag Jain was informed. After that, I
was introduced to this week’s topic which was related to paper work and deal
closure. If the paper work is not done correctly and transparently there are
chances that customer may cancel his vehicle. The paper work includes
customer documents (PAN Card, Aadhar Card) at the time of booking, Form
16, income proof, residential proof, six months Bank statement for calculating
CBIL score and processing the further process of booking. Then there is
various payment receipt that needs to be provided to customer that consists
of all the payment that he has made during purchase.
Tasks performed on Wednesday:
Today after arriving at dealership, we continued with our previous days
discussion of the paperwork that needs to be done while doing vehicle
purchase. Today Mr. Parag Jain introduced me to various finance documents
and checklist that is collected as per the occupation. There are three broad
classes of finance checklist.
1. For Salaried Form No 16 last two Salary Slip last two
Person years. months.
PAN card Xerox. Bank Passbook Xerox
with last 6 months
statement.
2. For Business I.T return of last 2 Balance sheet of last
Man years. two years
PAN card Xerox. Bank Passbook Xerox
with last 6 months
statement.
3. For Agriculture 7/12 extract Bank Passbook Xerox
with last 6 months
statement.
PAN card Xerox. 2 Photo for all three
types.
Tasks performed on Thursday:
Today we had discussion on docket that is given to customer at the time of
vehicle booking. Firstly, booking form is filled that consists of all the details
of customer. The docket consists of welcome note, Maruti Genuine
Accessories and exchange information. Then there are various forms that
needs to be filled by Relationship Manager at the time of booking. There are
three copies of each form one for showroom, customer and CCM copy. First
form is order booking or commitment checklist form it consists of vehicle
details, commitments done by Relationship Manager, Exchange car details in
case of exchange, Accessories details, Finance scheme, payment details and
customer undertaking. The second form is of Maruti Genuine Accessories
which consist of list of accessories that needs to be fitted to the vehicle.
Tasks performed on Friday:
Today day was quite enthusiastic for me as I went with one of the
Relationship Manager for customer visit. We took the vehicle which customer
wanted to see to his house. After reaching his house RM first explained him
about the model, various variants that comes in this. Then we demonstrated
him the features of the vehicle that we took to his house. After showing him
the features, a test drive was provided to him. During test drive we made him
realize the feature that we explained him orally. Customer like the vehicle
and did the booking and then for further documentation and process we
requested him to visit the showroom. After reaching the showroom along with
Mr. Jain I continued the discussion on reaming forms that were there in the
docket that is extended warranty, exchange and vehicle registration details.
Extended warranty from consists of customer details, extended warranty
details (plan taken by customer). In exchange form there is purchase
agreement is there is contains details of old vehicle and the ways in which
payment is to be done to customer for his old vehicle. Registration form or
undertaking consists of all the norms that customer needs to agree for
purchasing vehicle from the dealership.
Tasks performed on Saturday:
Today pre-lunch Mr. Parag showed me the delivery process in which I learnt
that before delivery date all documentation and account clearance,
accessories fitting, RTO passing is done. On the delivery date vehicle
washing is done, sanitized and decorated for the giving customer
unforgettable memories. Also, customer is shown the accessories that are
fitted in his vehicle as per accessories checklist and customers sign and how
was his experience with dealership is recorded and then it’s handed to
customer. In post lunch I attended a training named Swadesh that focused on
rural marketing. During this training I learnt TIC (Tehsil Information Card)
its importance in understanding the area which is given to team. Then comes
the village wise opportunity assessment that gives the idea of potential
customer of the area and maintaining the database of those potential
customers which can in later stage act as our influencers or provide us
references.
 Learnings in the last week:
In last week I understood how sales representative performance can also
affect the dealership performance. I learned about the 3C (Communication,
Confuse, and Corrupt) rule of sales. The seven steps that are being followed
at dealership level in order to sell the vehicle. These steps were Pre-Sales,
Welcoming Customer, Need Analysis, Product Presentation, Attempted
Closing, Deal and Finance, Vehicle Delivery Process. I also came to know
about two different kinds of enquiry that is natural and generated. The NEXA
way of selling was the most important part of last week learning in which I
learnt four things:
• Start with a big impact introduction pitch.
• Understand the customer beyond F.O.R.M(Family, Occupation,
Recreation, Motivation)
• Pitch the design language of the product with design F.I.R.S.T.
• Using killer points to pitch product advantage.
Cumulative Progress till date (% of total Work):
The cumulative progress of work done till date is 70%
Plan for this week:
Strategies implemented by Maruti.

Name & Signature of Student: Pratik Patil

Endorsed By: Mr. Parag Jain