Summer Internship Project on

“Synergistic Strategies: Optimizing Channel Partner Sourcing

and Client Management for Sales Office Success.”
Submitted for the partial fulfilment of the requirement of the degree of

MASTERS IN MANAGEMENT STUDIES

(MMS)

Affiliated To

University of Mumbai

Submitted by

(Sukant Santosh Gudhekar)

Roll no: A- 41

Specialization: Marketing

Under the guidance of Prof. Gaanyesh Kulkarni

MALAD-MARVE ROAD, CHARKOP NAKA,

MALAD (WEST) MUMBAI -400095 JULY
- 2023

DEDICATION

1
I would like to dedicate this project to my parents. They instilled in me a desire to learn
and made sacrifices So I would have access to high quality education from an early age.

Dedicated

To

My beloved father & mother

Santosh Shrirang Gudhekar

&

Alka Santosh Gudhekar

Who had been reverend to me and

whose blessings are still with me.

2
 DECLARATION BY THE CANDIDATE

I Sukant Gudhekar hereby certify that the work which is being presented in this Summer
Internship Project Report entitled - “Synergistic Strategies: Optimizing Channel Partner
Sourcing and Client Management for Sales Office Success.” in partial fulfilment of the
requirement for the award of the Degree of Masters in Management Studies and submitted
to the Atharva Institute of Management Studies Mumbai, is an authentic record of my own
work carried out during a period from 2 nd May 2023 to 30th June 2023 at Group Satellite
under the guidance of Prof. Gaanyesh Kulkarni.

The matter presented in this project report has not been submitted by me for the award of
any other degree of this or any other Institute. Wherever references have been made to
intellectual properties of any individual / Institution / Government / Private / Public
Bodies/Universities, research paper, text books, reference books, research monographs,
archives of newspapers, corporate, individuals, business / Government and any other
source of intellectual properties viz., speeches, quotations, conference proceedings,
extracts from the website, working paper, seminal work et al, they have been clearly
indicated, duly acknowledged and included in the Bibliography.

Name of Student: Sukant Santosh Gudhekar.

Signature of the Student:

This is to certify that the above statement made by the candidate is correct to the best of
our knowledge.

Signature of Faculty Mentor:

Name of Faculty Mentor: Prof. Gaanyesh Kulkarni

CERTIFICATE OF COMPLETION

3
 ACKNOWLEDGEMENT

I would like to express my deep sense of gratitude to all those who have directly or
indirectly contributed to the successful completion of this project with utmost accuracy
and validity.

4
 Firstly, I would like to thank my mentor Prof. Gaanyesh Kulkarni for his valuable
guidance and feedback has helped me in completing this project. Next, I would like to
thank Mr. Zibran Sayyed for being my mentor and giving his best guidance, and
supporting me throughout.

5
 EXECUTIVE SUMMARY

This executive summary outlines strategies designed to enhance client management

and optimize the sourcing of channel partners for a sales office's success over a two-month
period. The objective is to create a cohesive approach that fosters strong client
relationships, expands the sales network through effective channel partner sourcing, and
achieves sustainable growth for the organization. As a Sales Marketing Intern, getting an
opportunity to complete my Summer Internship Project entitled “Synergistic Strategies:
Optimizing Channel Partner Sourcing and Client Management for Sales Office Success.”

Group Satellite had a few current projects, one of them is “Group Satellite-
Elegance," which is in Goregaon East. The success of a sales office in the competitive
business environment of today depends on its capacity to utilize strategic channel alliances
and handle clients successfully. In order to achieve sales office success, this internship
study the necessity of synergistic tactics in maximizing channel partner sourcing and client
management.

The first step in achieving sales office success is to identify and cultivate strategic
channel partnerships. This research will involve analyzing the target market, understanding
industry trends, and identifying potential partners that complement the sales office's
offerings. For a collaboration to succeed, channel partners must be carefully chosen.
Partners must be compatible with the beliefs, goals, and demographics of the sales office.
Relationship building with potential channel partners will be the next vital phase. The
intern's role will be to initiate outreach efforts with these partners.

Understanding the requirements and expectations of current clients is the first step
in client management. In order to help the sales office better adapt its services to match
client needs, the intern will actively participate in client meetings and help gather
feedback. The sales office may increase client retention and loyalty by proactively
addressing client concerns and reliably providing value.

In conclusion, effective synergistic strategies that prioritize enhancing the sourcing

of channel partners and client management are crucial for sales office performance. The
intern's contributions to market research, partner selection, relationship building, and client
management during the duration of a two-month internship.

(Keywords: client management, salesperson skills, partner selection, strategic sourcing,

synergistic strategy)

6
 CERTIFICATE BY FACULTY MENTOR

This is to certify that Mr. Sukant Santosh Gudhekar is a bonafide student of the two-
year full-time Masters in management Studies (MMS), Marketing, Roll No. A41 of the
institute. The student has carried out the Summer Internship Project Role of Sales Intern at
Group Satellite during the period from 2nd May 2023 to 30th June 2023 under my
guidance in partial fulfilment of requirement for the completion MMS. This Summer
Internship
Project Report is the record of authentic work carried out by him during the period from
2nd May 2023 to 30th June 2023.

Name & Signature Name & Signature

(Faculty Mentor) (Director)

Place:

Date:
CONTENTS

7
Chapter no Details Page
No.
Title Page 01
Dedication 02
Candidate’s 03
Declaration
Certificate by the 04
Company
Acknowledgment 05
Executive Summary 06

Certificate by faculty 07
mentor
Contents 08-09
List of Abbreviations 10
List of Figures/ 11
Illustrations
List of Tables 12
List of Charts 13
1 INTRODUCTION 14-20
1.1 Basic Theoretical 14
Concepts and
Context of the Topic:
Literature Review 15
1.2
1.3 Need for the study 18
1.4 Statement of the 19
Problem
1.5 Objectives of the 19
project
Research Hypothesis 20
1.6
1.7 Scope of the study 20
2 PROFILE OF THE 21-27
ORGANIZATION
2.1 Industry Overview 21
2.2 Name, Address, and 22
Location of the
Company
Vision and Mission of 23
2.3
the Organization
Historical Background 23
2.4
of the Organization
Different Departments 24
2.5
of the Organization
Organizational Chart 25
2.6

8
 Different Product 26
2.7
Profiles of the
Roles and 27
2.8
Responsibilities
Current Status of the 27
2.9
Company
Future Plans of the 27
2.10
Organization
3 RESEARCH DESIGN 28-34
AND
METHODOLOGY
3.1 Sampling Design 28
3.2 Source and methods of 28
Data Collection
3.3 Methods of Data 30
Analysis and Statistical
Techniques
Key concepts and 31
3.4
Definitions
3.5 Scheme of the Study 32
a-Limitations of
study b-Scope of
study c-Outline of all
chapters
4 DATA 35-39
PRESENTATION,
ANALYSIS, AND
INTERPRETATION
4.1 Getting Data Ready 35
4.2 Data Analysis 37
4.3 Interpretation of Data 38
4.4 Details of the findings 38
4.5 Discussion on results 39
derived
FINDINGS AND 40-
5
SUGGESTIONS 43
5.1 Research Gap
40
5.2 Main Findings
40
5.3 Policy Suggestion
41
5.4 Scope for further 42
research
5.5 Conclusion
43
6 BIBLIOGRAPHY
44
7 INTERNET SOURCES
45

9
 8 PLAGIARISM REPORT
46
LIST OF ABBREVATIONS

CP Channel Partner
:

CRM Client Relationship Management

:

EBITDA Earnings before interest, taxes,

: depreciation amortization

ROI Return on Investment

:

10
 LIST OF FIGURES / ILLUSTRATIONS

Figure/ Title / Heading Page No.

Illustrations No

1 Group Satellite logo 22

2 Leadsquared product 26
3 Quadra Product 26

11
 LIST OF TABLES

Table no. Table Title / Heading Page no

Table 1 Sampling Design 28

Table 2 Primary Data and Secondary Data Difference 29
Table 3 Outline of all Chapters 34

12
 LIST OF CHARTS

Chart no. Content Page No

Chart 1 Organizational chart of company 25

Chart 2 Pie chart for data analysis 37

13
 CHAPTER I
INTRODUCTION

1.1 Basic Theoretical Concepts and Context of the Topic:

What does sourcing mean in the context of the real estate industry? Finding a source
for a project or concept that others with connections are aware of is implied by the term
"sourcing" itself. Real estate sourcing success involves a mix of market expertise, research
prowess, networking, and a greater comprehension of the investor's objectives and risk
tolerance. locating appropriate investment possibilities with a channel partner's assistance.
Brokers known as CPs work with consumers to help them find their ideal home and also
for developers to help them attract customers. They are paid via commission. Channel
partners are thus a crucial component of the real estate sector. Both clients and developers
can hire them.

What is the process for sourcing through a channel partner? The term "sourcing with a
CP" refers to establishing contact with a channel partner by going to their office, making
phone calls, or sending emails, informing them of the project, giving the CP all the
information she or he needs to know about it, and asking them to find clients who meet the
project's eligibility requirements. Channel partners collaborate on a commission basis
using both. Developers and potential buyers of real estate are connected in this way,
enabling additional interaction between the parties. A CP's primary responsibility is to
serve as a conduit between clients and developers. The company will be impacted over the
long run by the synergistic sourcing techniques.

In the real estate industry, client management refers to the procedures and techniques
used by agents and brokers to develop and maintain long-lasting relationships with clients,
such as buyers, sellers, and tenants. One had to consider all factors in customer
management, including self-assurance, communication, needs analysis, negotiation and
transaction management, and relationship building. Gaining trust, contentment, and
enduring loyalty through good customer management is advantageous in the real estate
sector.

Sourcing also has its limitations as of sourcing indirectly via calls or emails can be
challenging as it is tough to explain the project and the CP may not fully understand the
project which might result in loss of clients
1.2 Literature Review:
14
 As a Sales intern in the company and managing clients on day-to-day basis. What skills
can be developed and how do political skills affect attitude of clients in real estate
industry? International Real Estate Review. This study, which is based on the social capital
theory, explores how the political skills of salespersons which include interpersonal
influence, social astuteness, networking ability, and apparent sincerity affect the trust of
their clients in order to increase their loyalty. By incorporating the concept of political
skills into research on real estate sales behavior, this study addresses the literature gap on
the lack of discussion of the social abilities of salespersons in the real estate industry. The
results indicate that among the political skills, interpersonal influence and social astuteness
are positively significant, thus indicating that salespersons with high degrees of
interpersonal influence and SA can increase the trust of their clients, which in turn
increases client loyalty. Moreover, the interaction effects on client trust are all negative and
significant, which suggest that self-efficacy has a crucial moderating role. Salespersons
with low self-efficacy who have networking ability and apparent sincerity can enhance
client trust. The findings of this study can be considered as constructive advice for the real
estate industry in their training of salespersons. (Chen, Jing-Yi & Wang, Ming-Hui.
2022).

Journal of Business Research publication. The review focuses on methods for choosing
partners in a range of sectors, including real estate. It investigates the elements that
influence partner choice, including relationship fit, skill, standing, market reach, and
compatibility. The study emphasizes how important it is to match business goals and
objectives with partner selection criteria. (Agnihotri, R. 2019)

Feedback training is thus one tactic that can be applied in the real estate industry.
Motivated by recent research showing that securitized real estate returns are more
predictable than stock market returns and that feedback trading can increase market
volatility and return autocorrelation. Feedback training is, in essence, the systematic
analysis of training programs to guarantee that they are carried out successfully and
efficiently. Examining the effects of Feedback Training techniques on the long-term market
volatility of eight foreign real estate markets is the primary goal of this study. Although this
study is employed in eight nations, India can also benefit from its findings. This study's
primary contribution is an examination of the relationship between short-term favorable
Symmetrically, there is a relationship between positive or negative feedback training and
long-term volatility in eight foreign real estate markets. Additionally, India is introducing

15
feedback training in several industries. (Balomenou, Chrysanthi & Babalos, Vassilios &
Vortelinos, Dimitrios & Koulakiotis, Athanasios. 2020)

An organization's growth can be accelerated and even taken to the next level with a
smart sourcing strategy. Let us quickly summarize what it means. According to the author,
the procedure includes looking for, contrasting, and assessing several potential mates in
order to choose the best ones. It is basically scanning the market thoroughly for potential
prospects and eliminating those that are not. The purpose of this thorough search for a
channel partner is to learn more and then specify your requirements so you can concentrate
on the suitable transactions. This phase in the sourcing process is crucial because, in order
to identify a property that meets your needs, you must first specify your criteria using
precise metrics. The property owner's prices may also need to be compared to those in the
market, which would need extensive research. A wise person once stated, "Your network is
your net worth." Relationships are the foundation of the real estate industry. You might
need to actively build and cultivate helpful contacts in order to source offers efficiently. To
source effectively, one must not restrict themselves to a single technique. To maintain a
steady flow of deals and regular sourcing possibilities, they must mix a few diverse
strategies. Finding profitable real estate deals consistently requires a tremendous amount of
work, systematization, and dedication. (Chirag Mehta 2022)

This is a special synergistic approach to making the real estate sector more effective and
capable of being transparent for both the buyer and seller. Since everything in the world
today is digital, the author has come up with the concept of a digital platform to reach the
parties. This project's goal is to use Java and SQL to create a real estate online application.
The real estate system offers buyers the functionality to look for homes by address or
characteristics. It gives the seller capacity, allowing them to log in and add new adverts or
remove current ones. Each user is given a login account with a login ID and password for
this. In order to increase the efficacy and efficiency of managing real estate properties, it
explains the design and implementation of a real estate management system. The system is
made to automate several processes, including tenant screening, lease administration,
property listings, maintenance tracking, and financial reporting. The system is designed
with an architecture that allows scalability and simple access. (M, Arunkumar & P, Rahul
& B, Nithish & devi, Kiruba. 2023).
Technologies are becoming obsolete yearly in an age driven by millennials. Global
competition among businesses has led to the introduction of fresher, more creative
marketing tactics to connect with prospective customers. With the aid of this study, the
author is attempting to present fresh marketing approaches for addressing the supply-

16
demand issues. One of the largest economic sectors, real estate requires more effective,
targeted marketing efforts because it is a particularly specialized and untapped market in
India. Real estate developments are expensive goods that cannot be effectively marketed to
the precise target market without a well-planned marketing effort. There are between 15
and 60% of unsold inventory in several major cities. Government-mandated real estate
sector growth trends do not align with the reality of piled-up inventories on the ground.
With the rise of digitization, marketing strategies have not changed, and real estate
marketing strategies remain traditional and expensive. Through this study, efforts have
been made to identify the supply-demand issues that are currently plaguing the affordable
and HIG housing markets in Ahmedabad and Mumbai. Additionally, effective marketing
campaign strategies have been suggested considering the present market conditions in both
cities. Group Satellite has also adopted this kind of step with its ongoing Satellite Aarambh
project in Malad, which offers cheap housing options for those looking to purchase dream
houses on a budget.
(Mehta, Manan & Shah, Mr. 2018).

17
 1.3.1 Need for the Study:

Through this research, we will have an explanation and have an idea of how
optimizing channel partner sourcing and client management with synergistic strategies will
help in the overall growth.

This study proves that how helpful is the role of sourcing via channel partners which
help the company gain valuable clients and when the sourcing is done efficiently the return
on investment is beneficial. Alongside the role of client management plays vital role in this
industry.

A few points which will help you to explain why the need to study on channel partner
sourcing and client management is essential.

➢ Optimal Channel Partner Selection

➢ Project Success and good ROI
➢ Strengthening Client Relationships
➢ Maximizing Sales and Market Reach
➢ Knowledge and insights for further projects.

The study of this research will help the real estate industry decide how much
importance should be given to sourcing and the impact of client management on site.

1.3.2 Key originating research question(s)

To completely understand how the process of sourcing and client management works
and how it impacts in the overall growth of the company. Here are few questions to be
answered.

Questions:

1. How does Sourcing works in the real estate Industry?

2. What are the roles in client management on site?
3. What are different methods of Sourcing with a CP?
4. According to you how does Sourcing impacts the real estate Industry?
5. What synergistic strategies will you take in terms of sourcing and client management
to improve growth of a real estate company?
1.4 Statement of the Problem:

18
 “Sourcing’s impact is immense and it can add a lot on the table for the real estate
market. Sourcing has its limitations as the CP should understand the project completely so
he will be able to guide the clients accordingly. While connecting with the CP it should be
on the site or in his office with complete brochure and models. Sourcing via calls or emails
are not that effective as the CP will not get proper idea of project. It has its own limitations
and it can be less efficient. So, the best way to do sourcing is to visit his office or make
them visit the site so you can make him understand the project. This Sourcing will impact
the real estate
Industry.”

1.5 Objectives of the Project:

The primary objectives of the project on optimizing channel partner sourcing and client
management for sales office success are:

➢ Identify the Channel Partner criteria: Develop a clear understanding of characteristics,

criteria for opting channel partners that will help you increase overall sales.
➢ Strengthen Client Relationship Management: Implementing ideas to understand the
client needs, expectations, and preferences. To have personalized approaches for
maintain strong relationships and taking regular feedback will help to strengthen
relationship with clients.
➢ Improving Sales Performance: Improving the sales performance by good
communication and collaboration with CP, taking their expertise and valuable
insights. Optimizing client management practices to develop a feeling of client
satisfaction and loyalty which will also help to retain the clients in future projects.
➢ Develop Sustainable Growth Strategies: Identifying the opportunities which will help
the sales office network of CPs and help to expand new market segments. Identify the
area for improvement and recommend ideas for long term success.
1.6 Research Hypothesis:

Hypothesis 1: Implementing synergistic strategies for channel partner sourcing will

help improve the overall sales and help in revenue generation

Hypothesis 2: Developing and maintaining strong client relations via personalized

communication will help with client satisfaction, retention, and referrals.

19
 1.7 Scope of the Study:

The goal of the study is to ascertain how sourcing affects the real estate industry and
how client management promotes the development of customer relationships, which have a
longterm indirect effect and create revenue for the company. In order to help the business
develop relationships, grow financially, and create connections with other businesses and
customers, it will be helpful to grasp the synergistic techniques that can be employed for
client management, sourcing, and relationship building locally.

Data collection, analysis, and assessment of the methods put into action during a
specific time period will be the main components of this study. In-depth financial
analyses of the business or organizational aspects outside of the sales office are not
included in the scope.

CHAPTER II

PROFILE OF THE ORGANIZATION

2.1 Industry Overview

Real estate industry encompasses a wide range of activities related to development,

management, and sale of property. The real estate industry is influenced by
macroeconomic factors, demographics, government regulations, interest rates, urbanization
trends, and investor sentiment. It plays a crucial role in the economy, contributing to job
creation, economic growth, and wealth creation. However, it can also be subject to market
fluctuations and cyclical patterns. Here is a brief overview of the real estate industry.

There are two major types of property in real estate industry

1. Residential Real Estate:

Residential real estate refers to buying, selling, and renting of properties primarily intended
for residential use, such as apartments for families, bachelors.
2. Commercial Real Estate:
Commercial real estate involves properties used for business purposes, including office
buildings, retail spaces, industrial facilities, hotels, and warehouses.

Apart from these there also terms as Real Estate Investment which involves the purchase of
properties with the aim of generating income through rental yields or capital appreciation.
20
Real estate agencies and channel partners facilitate property transactions between buyers
and sellers or landlords and tenants. They provide market expertise, property valuation,
marketing services, and negotiation support to clients.
Real estate financing involves providing loans, mortgages, and other financial services for
property purchases and development. Mortgage lenders evaluate borrower eligibility, offer
loan options, and manage the mortgage process.

Real Estate is a huge industry and it's important to note that the real estate industry can
vary significantly across regions and countries due to local market conditions, cultural
norms, legal frameworks, and economic factors.
2.2Name, Address, and Location of the Company:

Company name: Group Satellite

Company Home Office address:

Floor, S, Solitaire Corporate Park, 7th, 14, Andheri - Kurla Rd,

Andheri East, Mumbai, Maharashtra 400093

Company Site Address:

Satellite Elegance, Gokuldham colony, Film city road opposite to Satellite Royal

Goregaon East Mumbai, Maharashtra 400063

Location: Goregaon

21
 Figure 1

Source: https://www.group-satellite.com/
2.3 Vision and Mission of the Organization

Vision:
To become a preferred real estate company in Mumbai in terms of ethics, aesthetics, and
operations. to establish the best standards for urban life, product design, and architecture.
Through the production of outstanding value as well as the display of industry-beating
corporate governance and compliance, to become the partner of choice for global capital
and strategic partners wishing to enter the Mumbai real estate market.

Mission:
To use data, analytics, systematization, and optimization to maximize the effectiveness,
efficiency, and efficiency-targeting of every area of operations. to reduce time, financial,
and material waste. to create an open, satisfying, and enjoyable experience for our external
stakeholders in every encounter with the organization. to develop a sense of initiative and
entrepreneurship in our daily work. to reduce red tape-driven bureaucracy and increase
outcome-driven activities and focus.

2.4 Historical Background of the Organization:

In 1970, Group Satellite was founded by the late Mr. Pankaj Shah. One of Mumbai's
oldest and most reputable real estate developers is Group Satellite. Except for a few
projects that were finished in Gujarat, Hyderabad, and Dubai, Group Satellite has always
concentrated on growth in Mumbai. Over the past 40 years, Group Satellite has developed

22
an unmatched level of expertise in Mumbai's local marketplaces thanks to this Mumbai-
centric approach. You may rely on Group Satellite to construct the largest integrated air-
conditioned space in the city (Solitaire Corporate Park) to the tallest residential tower
building in the Mumbai suburbs (Tridev Apartments). Group Satellite has played a crucial
role in the growth of Mumbai. From Borivali to Walkeshwar and Mulund to Juhu, Group
Satellite’s work is to be found all over Mumbai’s urban landscape.

With some 59 projects completed totaling over 4.4 million square feet in Mumbai alone
only a few can compete with Group Satellite’s wealth of experience.
Group Satellite has successfully developed residential projects and commercial project.
There are 4 ongoing projects. Here is a list of few projects which Group Satellite which
were delivered over the years.

1. Satsang Bunglows
2. Satellite Park
3. The View
4. Tridev Apartment
5. Satellite Gardens
6. Sarjan Plaza
7. Satsang Complex
8. Satellite Classic
9. Utpal Park
10. Tridev Annex
11. Suman Apartment
12. Sankalp
13. Pratiksha
14. Satellite Tower
15. Satellite Royal
16. Vandan
17. Solitaire (1-6) (9,10 and 11) (Commercial)

2.5 Different Departments of the Organization:

There are mainly 6 Departments in Group Satellite which are as follows:

23
2.3.1 Marketing
2.3.2 Accounts
2.3.3 CRM (Client Relationship Management)
2.3.4 Sales
2.3.5 Pre Sales (Telephonic)
2.3.6 HR
2.6 Organizational Chart of the Company:

Sales and CRM team

Kalpana Shah

(Chairperson )

Ankur Jain

(CEO)

Himanshu Jain

(Head of Sales)

Batul Shaikh Aparna Bhattacharya Zibran Sayyed

(CRM Head) (HR) (Sales Manager

CRM Team Pre Sales and Sales

Intern

Chart 1

2.7 Different Product Profile of the Organization:

24
 The company provides 2 different types of products which are
mentioned as follows:

• Leadsquared:

LeadSquared is used by pre sales telephoners which helps users to automate tasks like
lead capture and marketing. It also helps in sales CRM, and analytics. LeadSquared also
offers various other features like segmentation and lead scoring you can also get sales
insights which makes the experience easy to use and keep the leads in check.

Figure 2

Source: google.com

• Quadra:

Quadra ERP and CRM is designed with various features and also for construction and real
estate industry to help the business to run smoothly by integrating business process. It has
many features like payment follow up feature, timely alerts.

Figure 3

Source: google.com
2.8 Roles and Responsibilities as a Sales Intern

25
 1. Calls clients and channel partners to schedule site visits.

2. Go to the Channel Partners' offices and describe the project to them.

3. Take care of clients on-site

4. Describe the specifics and costs of the inventories to them.

5. Using my mentor's assistance to close the sale.

6. Keeping track of daily visitor forms for clients.

2.9 Current Status of the Company:

For the fiscal year that ends on March 31, 2020, Group Satellite Developers Private
Limited's operating revenues vary from INR 1 crore to 100 crores. Overall, Group
Satellite's EBITDA improved by 166.77% from the prior year. Additionally, the book net
worth of Group Satellite increased by 0.55% concurrently.

Group Satellite Developers are now active and operational. According to records,
Group Satellite Developers Private Limited's most recent stated AGM (Annual General
Meeting) took place in 2022.

2.10 Future Plans of the Organization:

Currently Group Satellite is working on 4 ongoing projects.

• Satellite Elegance
• Satellite Aarambh
• Sesen
• Satellite Glory

The company is planning to launch more than 6 projects in upcoming 5 years. Satellite
Elegance is one of the biggest launches of Group Satellite which was launched in 2019.
CHAPTER III

RESEARCH DESIGN AND METHODOLOGY

26
 3.1 Sampling Design:
Sample Size Customers who visited site and
filled forms- 48

Sample Unit Potential Buyers in the age range of

30 to 65
City Mumbai

Sampling Technique Random Sampling

Population Customers who are interested in

buying property

Number of selected data Clients who visited the site through

Channel Partner - 21

Table 2

3.2 Sources and method of Data Collection

There are two approaches to gather data when trying to understand the goal of a research

project. The two approaches are as follows Secondary and Primary Data.

Secondary Data:

Secondary data often refers to information that is already on the market. Existing
information that has been gained by another party, publicized by another person, group, or
source. Without collecting any personal information, secondary data is utilized to analyze
or obtain useful insights.
It can be divided in two main parts:

• Various Sources

• Documentaries

Journals, databases, newspapers, websites, and other sources of information can all be

used to gather this information, which can then be used for individual research purposes.

Primary Data:

Primary data is the authentic information that is gathered straight from the source for a
particular research study or project. The collection of primary data can be done in a variety
27
of ways, including through surveys, questionnaires, experiments, interviews, focus groups,
and observations. Primary data provides the chance to gather information for particular
study objectives while also guaranteeing that the information is pertinent, precise, and
comprehensive. It could take a lot of time and resources. Data management, planning, and
ethical issues are also necessary.

In this research, Primary data is used to consider how many clients have been linked to
the company via channel partners and sourcing. People who are interested in buying
property have visited the site in these 2-month period. Forms were on site and it helped in
the research.

Short Difference between Primary and Secondary

Data

Primary Data Secondary Data

• It is first hand data. • Data is available in market.

• It can be time consuming • It is time saving.

• Ex. Surveys, experiments. • Ex. Journals, Newspapers.

Table 2

3.3 Methods of Data Analysis and Statistical Techniques

Data analysis techniques refer to the methods used to process and interpret the data, to
derive meaningful insights from data and analyze it which is collected by primary or
secondary means. It makes logic that the data analysis method aids in breaking down a big
amount of data into smaller pieces.

The data analysis method used in this research is percentage analysis. When it is crucial
to know how many participants provided a specific response, percentage technique can be
applied to this. When there are distinct categories in the responses, percentages are
typically presented.

28
 A percentage is calculated by taking the actual selected data required in the category
divided by the total number of participants and multiplying it by 100%.

In this period of 2-months. Number of people who visited the site is 48 and number of
clients visited through CP is 21. This will give you and percentage of number of clients
visited through CP.

21/48*100 = 43.75

Therefore, based on the data gathered, from May 1 to June 30, 2022, about 44% of
clients visited Group Satellite Elegance through channel partners. Achievable thanks to
sourcing through the channel partner.
3.4 Key concepts and Definitions:
Few key concepts used in this research are:

• Synergistic Strategies:

The concept of synergistic strategies refers to the integration and alignment of different
approaches and actions to optimize channel partner sourcing and client management. It
emphasizes the combined effect and mutual reinforcement of these strategies to achieve
sales office success.

• Client Management:

Client management refers to the practices and strategies designed to build and maintain
strong relationships with clients. It encompasses activities such as understanding client needs,
effective communication, personalized service, relationship-building, and managing client
expectations to ensure client satisfaction and loyalty which will evaluate in the business
success. • Sales Office Success:

Sales office success refers to achieving desired outcomes and goals related to sales
performance, revenue generation, market share growth and customer satisfaction. It
involves optimizing internal processes, leveraging partnerships, and implementing
effective client management practices to drive business success. • Collaboration and
Alignment:

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 Collaboration and alignment refer to the effective working relationship between the
sales office and its channel partners. It involves assigning goals, strategies, and operations
to ensure a mutually beneficial and productive partnership that helps sales opportunities
and enhance customer value. • Performance Metrics and Evaluation:

Performance metrics are key indicators used to assess the effectiveness of channel
partner sourcing and client management strategies. There are few metrics such as sales
growth, retention rates, client satisfaction, as well as financial evaluation. Regular
evaluation of these metrics helps identify areas for improvement and decision-making.
3.5 Scheme of the Study:

3.5.1 Limitations of this research study

• Resource Constraints:

Implementing the synergistic strategies may require additional resources, such as

money, people, and technology, which can be a problem in the long run. • Organizational

Constraints:

The success of the strategies may depend on factors like the organization's structure and

culture, which could limit their effectiveness if there are barriers to change or collaboration. •

External Factors:

External factors such as competition, economy or regulations could impact the success

of the strategies, and these factors are beyond the control of the sales office. • Data

Limitations:

The availability and quality of data may be limited, which could affect the ability to

fully optimize the strategies and make informed decisions. • Time Constraints:

Due to short term duration of this project (2 months) it may limit the ability to fully
implement and evaluate the strategies, as long-term impacts and sustained success may

require more time. • Ethical Considerations:

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 Ethical considerations and differentiated conflicts of interest should also be taken care
of while managing client relationships and working with channel partners needs to be
addressed appropriately.

It is equally important to consider these limitations to provide a better understanding of

the challenges and constraints in employing these synergistic strategies for planning,
stakeholder engagement, and continuous evaluation can help improve the effectiveness and
overall success of the strategies.
3.5.2 Scope of this research study:

The scope of the study on synergistic strategies for optimizing channel partner sourcing

and client management in a sales office includes the following areas: • Channel Partner

Sourcing:

Defining the criteria, processes, and methods for identifying, evaluating, and selecting
channel partners. Exploring strategies for developing partnerships that align with the sales

office's goals and objectives. • Synergistic Strategies:

Investigating strategies for aligning channel partner sourcing and client management
efforts to maximize synergy and collaborative opportunities. Exploring approaches for
integrating and coordinating activities between channel partners and the sales office to
drive sales and revenue growth. Examining the impact of synergistic strategies on sales
office success, client satisfaction, and overall business performance. • Client
Management:

Developing strategies and protocols for effective client management, including

understanding client needs, preferences, and expectations. Exploring techniques for
personalized communication, relationship-building, and managing client satisfaction.
Examining approaches for managing client relationships on-site and addressing the
inquiries of client and any possible concern. • Performance Evaluation:

Developing metrics and evaluation methods to measure the effectiveness and outcomes
of synergistic strategies. Assessing the impact of implemented strategies on key
performance indicators such as sales growth, retention rates and revenue generation.
Examining the relationship between successful channel partner sourcing, client
management, and overall sales office success.

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 • Recommendations:

Providing practical recommendations and best practices for optimizing channel partner
sourcing and client management in a sales office context. Identifying areas for
improvement, potential challenges, and strategies for overcoming obstacles. Considering
ethical considerations and providing guidelines for ethical conduct in channel partner
relationships and client management.

The scope of the study will focus specifically on synergistic strategies related to channel
partner sourcing and client management in a sales office setting. It aims to provide better
insights for enhancing sales office performance, maintaining clients needs, and smooth
conduct of business success through valuable and effective partnerships and client
relationships.

3.5.3 Outline of all the chapters

Chapter I Overall Introduction and Summary

Chapter II Profile of the Organization

Chapter III Research Design and Methodology

Chapter IV Data Presentation and Analysis

Chapter V Conclusion, Findings and Suggestions.

Table 3
CHAPTER IV

DATA PRESENTATION, ANALYSIS, AND INTERPRETATION

4.1 Getting data ready for analysis:

The data used for this research is primary data and is used in the form of Forms which
were collected by the Sales team on site during the Internship period. In this duration of 2
months the forms which have been collected means the total number of clients who have
visited the site.
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 The research shows among the clients visiting the site. The total number of clients who
have made their visit through channel partner.

In this scenario, Sourcing plays a huge role as it helps the developers get its client with
the help of channel partner.

Following points to be remembered while maintaining data:

1. Data Collection:

Gather the sales office forms that capture client information, including details such as

name, contact information, and acquisition source (whether through a channel partner or

directly). 2. Data Entry:

Ensure that the collected data from the forms is accurately entered into a structured

format, such as a spreadsheet or a database. Double-check for any errors or missing

information during the data entry process. 3. Data Cleaning:

Review the collected data to identify and address any inconsistencies, inaccuracies, or
missing values. This can involve correcting the data or standardizing formats and filling
the missing information.
4. Data Categorization:

Create separate categories in the dataset to distinguish clients who came through

channel partners and those who came directly. Assign appropriate labels or codes to

differentiate between the two sources of client acquisition. 5. Data Analysis:

Once the data is categorized, there are a few analysis techniques can be applied to view
the details. Some common analysis methods include:

• Descriptive Analysis: Observing the data using through counts, percentages, and
charts to understand the distribution of clients from different acquisition sources.

• Comparative Analysis: Compare the characteristics, preferences of clients acquired

via channel partners versus those who visited directly or by any other means.

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 • Relationship Analysis: Define the differences and relation between the channel
partner's involvement and the success or performance metrics of the sales office, such
as sales growth or customer retention.

• Data Visualization: Usage of the data visualization methods such as graphs, charts, or
dashboards, to present the analysis results in a visually appealing and understandable
format.
4.2 Data Analysis

As the data which was used was Primary data, Presenting the data in pie chart according
to the responses received in the form.

CLIENTS VISITS DONE

Via CP Hoardings Direct Visits

42%
44%

14%

Chart 2: Pie chart for data analysis

In the above-mentioned pie chart, are the findings of the visits which were done through
channel partners (CP) in this 2-month period while others were done through hoardings
and remaining were direct visits which were done through real estate websites and few by
referrals.
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 4.3 Interpretation of data:

According to the above pie chart there are three ways the clients have made visits on the
site. And it can be derived clients who visit through channel partners is almost close to 44
percent. And those clients who visits directly is around 42 percent. And remaining visits
via ads or Hoardings. Three major ways by which client made sales office visit.

1. Hoardings

2. Through Channel Partner (CP)

3. Direct Visits

• Ads

• Referrals

• Websites

4.4 Details of the findings:

In this 2-month period the data collected via forms is to find out the number of visits
done via various sources. So how Sourcing with channel partner plays a role in this as the
visits done via CP will benefit the company.

So total number of forms which were collected in this period is 48 forms. That means
48 clients visited the site in this period. Among those 48 clients 21 clients visited via CP
which is 44 %, which is the highest number of source of visits. Another 20 visited directly
via different means such as ads, referrals, websites. which is 42%. And the remaining 8
visited via Hoardings nearby which comes down to 14%.
4.5 Discussion on results derived:
• Implications of findings:

The above study is to justify the impact of effective sourcing with the right channel
partner and how it may impact the overall business in the long run, which will also allow
customer retention and partnership with the CP, which will benefit the company.

Channel partners have the direct link with the clients which makes it easier for them to
bring interested clients on site for visit. Firstly, it is important for them to understand the
project. Sourcing plays a vital role here to make them understand the project with minute
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details so with their expertise they can talk to their clients and make them visit the
project.

• Personal perspectives on derived result:

Personally, Sourcing must be effective and must be done strategically by meeting the
CP and only than we will be able to retrieve better results. As in the above study we saw
the highest percentage of clients came through channel partners.

In conclusion, a data analysis of client visits made through channel partners has
enormous potential for fostering business expansion, raising client satisfaction, and
enhancing broker efficiency. Being armed with statistical tools, visualization approaches,
and a genuine curiosity to find insightful data that will help the brokerage firm's future.

CHAPTER V

FINDINGS AND SUGGESTIONS

5.1 Research Gap:

Lack of comprehensive exploration into how the integration of channel partner sourcing
and client management strategies can synergistically enhance sales office success.

5.2 Main Findings:

Optimizing channel partner sourcing and client management can lead to improved sales

office success. Some potential strategies that can be beneficial in this context include: •

Partner Selection:

Carefully selecting channel partners based on their alignment with your business goals,

expertise, reputation, and market reach can enhance the success of your sales office. •

Relationship Building:

Developing relationships with CPs and maintaining open communication which may

result in trust, mutual understanding, and collaboration. • Training and Enabling

Resources:

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 Providing the required training and useful resources to channel partners which will help
them to effectively represent your products or services, resulting in improved client

satisfaction and increased sales. • Co-Marketing and Co-Selling:

Focusing on channel partners by collaborating with them on marketing initiatives and

working on can expand your reach and generate more leads and opportunities. • Client
Relationship Management:

Focusing on strong client management practices, such as personalized interactions,

timely response to inquiries, and proactive support, can enhance customer satisfaction and
loyalty.
5.3 Policy Suggestions:

In real estate business there are always ups and downs, some things are unavoidable in
nature and the company must take in account all the possibilities and consider its impact
and how it can affect the business. Here are few policy changes that can be considered to
put a positive effect in the business.

• Partner Onboarding and Training:

Develop a comprehensive onboarding program to for new channel partners with your
products or services, sales processes, and brand updates. Provide ongoing training and
resources to keep partners updated on updates, market trends, and other information of
your product, • Collaboration and Communication:

Establish regular communication channels with your CPs for collaborating and sharing
information. Utilize technology platforms, such as partner portals or collaboration tools, so
that there is transparency among the parties, seamless communication, and performance
tracking. • Performance Metrics and Incentives:

Define key performance indicators (KPIs) to measure the success of your channel
partners. Set targets related to sales volume, customer satisfaction. Establish a performance-
based incentive structure that rewards high-performing partners and encourages continuous
improvement. • Channel Conflict Resolution:

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 Establish clear guidelines and processes for handling channel conflicts that may arise
between partners or between partners and your direct sales team. Implement a transparent
and fair dispute resolution mechanism to address conflicts promptly and maintain partner
relationships. And, the payments of channel partners must be made on time.
• Customer Relationship Management (CRM):

Implement a CRM system to manage client interactions, keep an eye on sales activities,
and monitor customer needs. It is very important to have feedbacks from the customers.
Provide access to relevant client information to both your sales team and channel partners to
ensure consistent and coordinated customer management. • Continuous Evaluation and
Improvement:

Regularly review the performance of your channel partners and the effectiveness of
your client management strategies. Take feedback from channel partners and customers to
identify areas for improvement and implement necessary changes to optimize performance.

5.4 Scope for further research

There will always be scope for further learnings and research and what can be done better

to achieve better results. There can be numerous things which can be further researched,

Few points for further research:

• Industry Specific Insights:

Observing the channel partners sourcing and client management in specific industries or
sectors. Learn about the market dynamics and customer preferences with the help of a
channel partner which will influence the strategies and outcomes of sales office. • Partner
Relationship Dynamics:

Investigate the motion of the relationship between the sales office and channel partners.
Explore the factors that influence the development and maintenance of successful
partnerships such as trust, communication, collaboration, and conflict resolution strategies.
• Impact of Digital Transformation:

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 Investigate the impact of digital transformation on channel partner sourcing and client
management. Explore how digitalization, e-commerce, and online platforms influence
partner selection, customer interactions, and sales office strategies. Identify successful
digital transformation practices that lead to improved sales office performance.
5.5 Conclusion

The study on optimizing channel partner sourcing and client management for sales
office success highlights the significance of strategic approaches and effective practices in
deriving positive outcomes. The findings underscore the importance of carefully selecting
and onboarding channel partners that align with the business goals and possess the
necessary capabilities to effectively represent the organization's products.

Furthermore, the research emphasizes the value of fostering strong relationships with
channel partners through open communication, collaboration, and knowledge sharing.
Making them understand the project in detail. This collaboration enables both parties to
leverage their strengths, generate synergies, and achieve mutual success.

The study also emphasizes the critical role of client management in enhancing customer
satisfaction, retention, and long-term relationships. Implementing personalized
interactions, proactive support, and effective account management strategies contribute to
client retention and promote positive referrals.

Continuous evaluation and improvement play a crucial role in optimizing channel partner
sourcing and client management. Monitoring partner performance, tracking key metrics,
and implementing performance-based incentives motivate CPs to excel and contribute to
the overall success of the sales office.
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Plagiarism Report

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