PROJECT REPORT ON PERSONAL SELLING

Ajai Krishna singh- 21202075

Evo Ranjan Nayak- 21202081
Devi prasad ojha- 21202080
Manaswita sahoo-21202088
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Personal selling
Personal selling, commonly referred to as face-to-face selling, is a sales technique
where a single salesperson tries to persuade a consumer to purchase a product. It is
a type of advertising where the salesperson employs their knowledge and talents in
an effort to close a deal.
For small firms that offer difficult or expensive goods and services to other
enterprises rather than consumers, personal selling is a crucial marketing strategy.
Companies can engage in personal selling by employing sales professionals who
travel to clients or by calling clients. Unless they are marketing high-value products
like cars, offering products that require a demonstration, or selling face-to-face in a
mall, businesses selling to consumers may find it unprofitable to deal with individual
clients.
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Procedure Applied for Sales

Selling Foundation
a. Pre-sale preparation:
First and first, it is crucial for the sales and advertising team to consider and consider their
product or service, its advantages, attributes, as well as preferences and usage, etc. At this
point, a task to identify suitable territories and fields or the list of target clients should be drawn
up in detail. Further explanation of how the item might fit in and be helpful to the client should
be included in each section for a recognized client. Every person would have extraordinary
needs for each item.
To prepare ourselves to work with people and advise them on the most effective way to decide
for their needs rather than simply selling an item, we needed to complete our work effectively
in order to see more about everyone's way of life, socioeconomics, and other financial as well
as social factors that could impact their need for and choice of protection.
The next step in the homework would be to study competition and prepare a detailed chart
comparing the competition product visa vise the product that is being proposed. We should
know all about the competitor’s products as well. We should be in a position to discuss
meaningfully with the customers about his product and compare it with the competition and
bring out the advantages or disadvantages of choosing a particular product from the
customer’s perspective. A customer who finds a salesman discussing objectively about
competition and keeping the customer’s interest at heart will appreciate the sincerity of the
salesman and is likely to trust our advice.
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The product tree of JETCLEAN Pvt.Ltd is as follows:

Car Hand Hand wash refill

wash wash

Dish wash refill Dish Floor

wash cleaner

Liquid
phenyl Detergent

There have also been instances where we have suggested to clients that they choose a certain
competitor's product to meet their demands. It is actually a very sincere proper thought and deed on
the side of the true salesman, which may surprise some. The relationship with the customer and the
demands of the customer come first for every seasoned and assured salesperson.

When the customer's needs are not met by the product, we would prefer to take on the role of advisor
or consultant and help the customer select the best option. By doing this, one might get to know the
consumer and wait for new possibilities rather than giving up on them.
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Sales Forecast
The period chosen for sale is nearer to Diwali where usually Indian households tend to clean their
homes. This creates a good market opportunity for all the products available in the Kalinga product
portfolio, the buying behavior of products like phenyl and handwash are mostly picking in nature, low
involvement, and a high focus on availability. Thus, a forecast of sales as per the size of our sales
team i.e., 5 for phenyl and handwash are around 27 followed by utensil cleaner and cloth whitener,
and vehicle wash.

Pricing Method
Here, the pricing decision has been taken as cost base pricing, as we are a local brand and in a
cluttered market space where the competitors have established their brand, therefore, cost base
pricing has been chosen to gain a small percentage of profit initially and then develop promotional
strategies to strengthen the brand further. Moreover, these products are highly elastic in nature and
have a huge competitor base.

Distribution Channel
Distribution channels are the path products take from their initial manufacturing stage to selling to
consumers. The main goal of these channels is to make goods available to final consumers in sales
outlets as soon as possible.

Distribution channels directly impact a company’s sales, so you want to make them as efficient as
possible.
In this Project, we are using a level 1 distribution channel, as products are being passed from the
manufacturer to the retailer (we the students) and then to the end customer.

Manufacturer Reatiler End Consumer

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Promotional Method

Below-the-line advertising is an advertising strategy where products are promoted in media other
than mainstream radio or television.
Below-the-line advertising campaigns include direct mail campaigns, trade shows, catalogs, and
targeted search engine marketing.
Above-the-line methods are ideal for general brand awareness, while below-the-line tactics are
preferable for fostering direct relationships with potential customers.
Here, for these Projects we have used Below the Line promotional method, as we directly approach
the target customer and tried to sell the product, also we used phone calls to understand whether the
target customer needs the product or not and also tried to understand the nature of the product the
customer wishes for it or not.

Understanding JETCLEAN

 Product – Phenyl, Utensil Care (1LTR,500 ML), Utensil Care (SPRAY), Hand Wash (SPARY), Floor
Cleaner, Cloth Whitener (Ujala), Vehicle Wash, Liquid Detergent (Ezee)
 Organization - Founded on November 8, 2013, Kalinga Production & Marketing Private Limited is a
private company. It is registered with the Registrar of Companies in Cuttack and is categorized as a Non-
govt company. It has a paid-up capital of 70,000 and an authorized share capital of 2,000,000. It pertains to
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secondary and senior high school education. The most recent Annual General Meeting (AGM) of
JETCLEAN Private Limited took place on November 30, 2021, and its most recent balance statement was
submitted on March 31, 2021, according to MCA data.
 Category – The category we found in this project is basically Home Care Products/ Home essentials.
 Competitive analysis – Shivam Chemicals, Explore Chemicals, Hypo chem industry, Introx Chemicals Pvt.
Ltd are the local manufacturer in Odisha and also have big labia playersLysol, Dettol, Nimyle
 In terms of understanding market JETCLEAN use both consumer and organizational buying process:

Consumer Buying Process

1. Problem Recognition: Odisha has 30% people in the lower income level and 60% people in the
medium income level, JETCLEAN has targeted this market because there is no one except local
players in household products who will provide good products at low cost.
2. Information Search: In this stage, we found out what are the other players and also Odisha’s
consumers’ buying behavior.
3. Evaluation of Alternatives: JETCLEAN found the who are main competitors in this household
product category and the other local players in Odisha, there are lots of big and as well as local
players in this market.
4. Purchase Decision: After all of this stage is completely dependent on the consumer because if
marketing and promotion are strong then people will buy directly and become a known brand and
also availability must be there. Therefore, JETCLEAN sent their maximum product to high footfall
areas for promotion and as well visible to the market.
5. Purchase: In this stage, the customer has decided to make a purchase of the product therefore,
JETCLEAN found that in this stage they faced many difficulties because these products are not very
much popular that consumer trust these brands.
6. Post Purchase Evaluation: In this stage, JETCLEAN is handled very carefully which requires
customer benefits.
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Organization Buying Process

Understanding Customer Value

The first step in sales process is to identify the prospects.

A prospect is a potential customer that has been qualified as fitting certain criteria. In most cases, a
prospect:

• Comes in the target market

• Has the means (money) to buy
• Is authorized to make buying decisions
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Prospects don't necessarily need to be enthusiastic about buying. Simply having the prerequisites
listed above will do. Choosing the right prospect is crucial to the sales process because if we choose
the wrong one, we will end up sitting around doing nothing during the sales process because there
would be no need for the product or service.

Based on targeting and segmenting, we choose our prospects. Since the products are FMCG, there
are many established brands that are actively participating in the market. Using factors like pay, age,
occupation, and others, we divided up our clientele. Due to the fact that these products are more
expensive than those that are currently on the market, we have largely targeted students, middle-
class families, and so on. We also concentrated on the homes (females), which was advantageous
because they were now aware of the product.

The second step is to look for the possible account's source. The marketers must comprehend the
customer's thought in this step-in order to determine whether or not there is a hidden need. Finding
potential clients requires first learning as much as possible about who actually needs or has a
purpose for one's goods or services. Age, hobbies, profession, region or location, and any other
demographics that might relate to you would all fall under this category. The best way to gauge a
customer's potential is to find out what he or she likes and dislikes.

The goal is to determine if the lead is a good candidate for what we offer (target market), and has the
money and ability to buy.
In this, we asked the customers about their likes and dislikes and how much they are they willing to
pay for these products and what are the current products they are using.

The third step is Lead Generation. A lead usually is the contact information and, in some cases,
demographic information of a customer who is interested in a specific product or service. There are
two types of leads in the lead generation market: sales lead and marketing leads.

Once we have determined that the lead could be a prospect (fits at least one criterion), we need the
work to qualify them under the other criteria. This can be done in a variety of ways, including a phone
call, in person meeting, online form, email, etc. We preferred to go for in person meeting as it’s a new
product and it will have more impact in face-to-face conversation.
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Suspect can be anyone in the universe who could perhaps buy our offer. We do not even know if a
suspect is interested to your market. It can be an individual or organization with a potential need for

your service or product. But it is not necessary that the suspect will always buy the product. So, we
need to distinguish properly between the suspect and Prospect. A prospect is an individual or
organization that is a possible customer to buy your product and has gone through a qualification
process. A prospect who is interested will engage with you consistently, while a suspect will only
engage with you as long as it’s safe. In this step, we distinguish the prospects from the leads. The
customers who are really interested in buying the product or service are segregated from the
customers who have the ability to buy the product. This is the most crucial step as these customers
bring business to the company. So, their needs and wants should be taken care of.

In the final phase, we separated the prospects from the suspects by analysing their replies to the cold
calls we had made, and we then sought to sell them our products. This happens in B2B situations.
Additionally, we made sure that we didn't spend a lot of time investigating suspects because
purchases are greatly influenced by timing.

Approach used

The approaches which we tried and applied during our assignment were:

1. Customer Benefits approach.

2. Social Benefits/Emotional-selling approach.

Advantages of asking questions:

 It helped us to provide e smooth customer experience.
 It allowed us to get into your customer’s shoes (understand the customer journey
better).
 It gave us meaningful data that can be used to make better decisions.
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Customer Benefit Approach

It is very important to constantly feel the prospect about the attributes that the product has, how it is
going to solve the problems that they are facing currently, how it is better than other products
available in markets

Sometimes it was difficult to make the people understand the value this brand and product is going to
provide, and most of them saw benefits in terms of:
 Price
 Effectiveness
 Longevity
 Multipurpose usage
 Smell
 Variety

Social Benefits/Emotional-selling approach

It is a derived form of customer benefit approach in our case. Because the learnings we got from our
first 4-5 sales calls, encouraged us to approach our upcoming prospects by explaining them in detail
about the following aspects.

Hence, we have started highlighting the backdrops such as:

 Promotor of Swatch Bharat campaign

 Encouraging young Entrepreneurs
 Welcoming usage of Made in India products
 Helping, young tribal kids as the profits are going directly to them
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By, putting all these into a single package, we designed a packet termed, “Package of Smile” and
sold the boxes containing all 9 products (one from each) and went for selling as a bundled unit,
instead of going single ones.

In our case the Emotional selling approach really worked and customer benefits approach failed.

Referrals:

It basically means using your contacts with your friends, colleagues, family, etc., to prospect
customers. Referrals played a key role in the sales of JETCLEAN products. This involved friends,
family and their respective contacts who had need of these products and hence were prospective
customers.

Parameters used for Qualifying the Leads:

• Relationship selling is a relatively recent sales strategy. It is based on trust. Relationship selling is all
about building trust and fostering human connections, as opposed to transactional selling, which is all
about closing the sale. A strong buyer-seller relationship is the outcome of a successful relational
sales process.
• In order to earn your leads' trust, you must demonstrate your credibility, not simply state it.

How did the group determine these particular standards for qualifying leads?

 Trust Based Relationship Selling and the Bant Technique were the best criteria for qualifying
the leads because referrals were the most common and cold calling was employed to some
extent.

 A lead is considered viable if it satisfies at least three of the four BANT criteria. In the instance
of trust-based relationship selling, the relationship with the final consumer was the only factor
that mattered.
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Understanding Pre-Sales Approach

Prospective Information:
The first step that requires any kind of Sales call and meeting that requires lots of pre-research
process in this Prospective information part we do,
 Identify potential customers: Here we have to identify the perfect and identify the customer to
respond to this sale call also have needs and wants for this product and also be involved in
long-term relationship building for the future selling process. In our case, we identify that our
potential consumers are retailers, women like both housewives and working professionals.
 Identify the prospects’ needs: For household products, there is always at high competition and
also there has a need for that. We have to research the market trends and industry
information. In our case, there was very high demand during the festival time, especially in the
Puja Pandals because there was a high demand for cleanliness in the pandals and as well as
houses also.
 Product information and organization research: We also do product research like the price,
cost of ingredients, and chemical use of our own product and also do gather information on
JETCLEAN Foundation.

Identify Value proposition:

 In this stage we summarize why customers would choose our products. Here we communicate
and give detailed demonstration of the products that why these products are required and why
this is essentials, for the household products there are lots of competitors in the market and
also other local players in the market But as Kalinga Products that contributes to the
empowerment towards the society

Call Objective:

Contemplate what we want to accomplish during our call with the potential customers. We have a
clear objective to facilitate an impactful conversation that aligns with our and the buyer’s interests. We
pitch more specific details about our products and why it would be beneficial.

Anticipation of objections:
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Anticipating objections is an influencing technique that involves predicting the objections that people
will have to your proposals and planning your response. In some cases, this strategy is taken a step
further by framing a proposal in a way that's likely to generate an objection that is easy to defeat.

Communicating and Delivering Customer Value:

a. Sales Approach:
 Here we use the Need Satisfaction Approach to sell home care products (Kalinga Products)
here because people buy these products to satisfy their needs and solve problems, before
using this approach first determine the customer need.
 We sold these products mainly during festival time when everyone mostly wants to keep their
house clean and demand is very high at that time, which benefited the buyer.
 That's why we have successfully used this personal selling approach and most salespeople
want to use this approach because the need and want recognition can be done.
b. Sales Support Tools:
 Sales presentation: Here we use this tool for selling our products. we give presentations in
person to inform prospective customers of our products that reach their needs.
 Door-to-door selling: This technique was employed since it is popular and highly effective in
personal selling. Since we lacked channel partners and no shop was interested in carrying our
product, we decided to sell our goods door to door in a neighborhood.
 Field Selling: We conduct sales calls through sales representatives to make phone or in-
person connections with prospective customers. Additionally, we utilize a variety of
communication channels, including the phone, email, and social media marketing.

c. Communication Approaches:

 We have used both verbal and non-verbal communication approach in this selling process,
here we used Openness non-verbal communication to listen to the customers need and
wants properly and we have also been able to tell how much these products are benefited
towards the consumer.
 In verbal communication we use Open-ended questions that can make easy to know
customers reaction, behavior and what he or she thought about this sales call.
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d. Handling Customer Objections:

The objections we faced are:

▪ It’s not required now

▪ It’s too expensive

▪ I’ve never heard of your company

▪ I can get cheaper version somewhere else

▪ Buyer isn’t convinced

▪ I don’t see any benefits in your product

▪ Your product sounds good, maybe next time

Sales Closure
Traditional sales closing techniques usually employ some psychological tricks designed to give that
final nudge.

The assumptive close:

This technique involves using a phrase or language that assumes the close is a done deal. For
example, you could close with, “What day do you want to receive your shipment?”

The suggestion close:

If you have good rapport with the prospect and they view you as a trusted expert, a suggestion close
is a good approach. You could close with, “Based on what you have told me about your operations, I
would suggest you receive orders on Fridays. Does this work for you?”

Follow Up

A crucial step in establishing and maintaining long-term relationships with new clients is following up
on sales. It includes a straightforward correspondence effort to learn how the customer is faring and
whether he has any questions or concerns about the new product or service. Follow-ups not only
show that you gave it some attention, but they also reveal problems that can be resolved. Without
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follow-up, sales representatives might never learn about some of the more common reasons
customers leave.
In this process, we have followed up with the consumers by email, and a couple of them have
recommended that we contact additional people as well.

Overall Sales Analysis (Quantitative)

For this assignment purpose the products which we received from the assigner were as follows:
MRP (Rs) Purchase Price Quantity Taken (Nos.)
ITEM (Rs)

Utensil Wash (refill) 70 35 3

Utensil Wash 80 30 3

Hand wash (refill) 60 40 3

Hand wash 65 45 3

Floor cleaner 60 35 3
Ujala 45 25 3

Phenyl 65 35 3
Vehicle Wash 35 20 3

Liquid detergent 40 30 3
Total 515 295 27

CONCLUSION:
The business process was exceptional, and we learned a lot from it. It frequently demonstrated to us
various aptitudes for handling dismissals. In the early stages of transactions, we frequently faced
dismissal, which made the entire day unpleasant. Later, we realized that this wasn't part of the
agreement. Deals can't be closed off or hurried, therefore one must be patient when handling clients'
questions and objections and anticipating their reactions.
Everything in sales was impromptu and unrestrained, so we sold the most extreme products in the
places we thought we couldn't close deals.
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Income Statement

Particulars Amount Amount

Income:
Sales:
Utensil Care (Spray) 3*70 2100
Utensil Care (1 l) 3*80 240
Hand wash (Spray) 3*65 195
Hand wash (refill) 3*60 180
Floor cleaner 3*60 180
Phenyl 3*65 195
Vehicle Wash 3*35 105
Liquid Detergent 3*40 120
Cloth Whitener 3*45 135

TOTAL 3450
Expense:
Purchase 885
Transportation expense 600
Total 1485
Profit (3450-1485) 1965
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Key Learnings:

 Learnt and Used the advantages of the 4Ps of Marketing.

 We figured out how to converse with outsiders.
 We figured out how to pose an inquiry.
 We figured out how to take notes without looking away.
 We figured out how to manage dismissal.
 We found out about prioritization.
 We Learned about morals.
 Handling Rejection.
 The most effective method to convince without being irritating.
 Underestimation of Product amount.