MIT School of Management (PG)

MBA I (2019-21)
Case Study Submission
Student Name
MRUNAL WAGHCHAURE
Division & Batch Trimester III
MARKETING-A 1ST YEAR
Roll Number 19MBAMM040

Case Number Assignment

Title of the Case

Source of Case

Date of Submission 25.3.20

Subject WPC

Signature of Student

Name of Faculty Avinash Shukla

Marks

Remarks by Faculty

Signature of Faculty

Date of Evaluation
 Film Review: Rocket Singh Salesman of the Year

1. Story:
No one agrees with him but Harpreet remains firm on his belief and forms his own
company, Rocket Sales Corporation, from within AYS. Rocket Sales is being
managed by the AYS offices where the Rocket partners were still employed. Unlike
AYS, Rocket Sales Corporation's overall strategic goal is customer service and
customer satisfaction as opposed to just selling the product through bribes and
providing zero customer service. AYS's sales start decreasing as many of the clients
cancel their orders and place orders at Rocket Sales, which offers them better services.
Puri moves quickly to attempt to contact the MD of Rocket Sales Corporation and in a
phone conversation attempts to entice him to sell Rocket Sales Corporation to AYS.
Harpreet not only rejects Puri's offer but says that his company will buy AYS
Computers. After multiple failed attempts in locating the Rocket Sales Corporation
office, Puri decides to call the number on Rocket Sales Corporation's brochures and
the phone at the AYS reception desk begins to ring. AYS is unable to maintain Rocket
Sales' commitment to customer satisfaction because of its cold and greedy personnel.
The MD, realizing his downfall in purchasing Rocket Sales, visits Harpreet at his new
job at Croma, an electronics store, and returns the contract to Harpreet in return for
Re.1 .

2. Characters:

1. Ranbir Kapoor as Harpreet Singh Bedi

3. Central Theme:

Harpreet Singh Bedi/ Rocket Singh Role is not just played in the film but All of us have it in
us - a young adolescent salesman who believes in integrity, honesty and fair play. Graduate
with a passing mark, who with difficulty becomes a salesman at a well-known computer
company, At Your Service. The outraged Singh is red-faced and files a complaint with the
company, only to earn himself public humiliation at his workplace as well as a demotion.
Although honesty and integrity does not work for Singh in the short run, in the long-term, his
moral fibre allows him to build relationships with his clients, and inspire trust in his dealings.
Based on these values, he begins his own company by selling computers at a cheaper rate than
AYS from within the company! This I thought was rather filmy and done for dramatic effect,
especially when his own boss has a conversation with the CEO of 'Rocket Singh Corporation'
who happens to be in the other room. Despite the morally grey ground that he enters, Singh
keeps an account of resources such as printing and phone calls and attempts to give
compensation to AYS. He started his business with strong thought that I am successful, here
in film he executed suddenly during a phone call lead to buy computers. In case of Rocket
Singh, his good character gives him way to 360 degree turning to his upside down world, and
made his career right side up.

4. Critical Views:

Harpreet Singh Bedi Rocket Singh Role is not just played in the film but all of us have in it is
a young adolescent salesman who believes in integrity, honesty and fair play. Graduate with a
passing mark, who with difficulty becomes a salesman at a well-known computer company,
At Your Service. The outraged Singh is red-faced and files a complaint with the company,
only to earn himself public humiliation at his workplace as well as a demotion. Although
honesty and integrity does not work for Singh in the short run, in the long-term, his moral
fibre allows him to build relationships with his clients, and inspire trust in his dealings. Based
on these values, he begins his own company by selling computers at a cheaper rate than AYS
from within the company! This I thought was rather filmy and done for dramatic effect,
especially when his own boss has a conversation with the CEO of 'Rocket Singh Corporation'
who happens to be in the other room. Despite the morally grey ground that he enters, Singh
keeps an account of resources such as printing and phone calls and attempts to give
compensation to AYS. Life is cyclical. In case of Rocket Singh, his good character gives him
way to 360 degree turning to his upside down world, and made his career right side up. So the
Receptionist at AYS becomes the Customer Relations Executive at Rocket, while the chai-
walla becomes a computer assembler. By making the receptionist, the chai-walla, the corrupt
salesman and the lazy computer technician his partners as well as the co-owners of Rocket
Sales Corporation, he ignited the passion to have worthiness. You still have the most valuable
lessons you learn from the situation Rocket Singh's failure to sell computer, thought him that
it is asking people is pre-requisite to become a great salesperson. Walk an Extra Mile
Business then, is not about cutting prices but about creating value for the customer. Sales
should be about people and not numbers; numbers must always follow people. By the strength
of focus on customer service, integrity and transparency in pricing, and a genuine approach to
sales, the Rocket Singh Corporation fast overtakes the business of AYS. The hefty bribes
offered by AYS fail in front of the superior service offered by Rocket. You have to Risk it to
get the Biscuit should one need to take risk? If so, what should be the strategy? From the
starting of selling of his first computes sales to the success of Rocket sales Corporation, Singh
has worked out his abilities and going through the details, he also took the risk quiet often.

5. Takeaways/Learnings:

1. Honesty:
When Harpreet went to take his first order, he was asked for a bribe. He wrote a
complaint and got insulted by his Boss for not “understanding” the work. But,
Harpreet remained honest. It was the quality of honesty which helped him in winning
his first client when he started Rocket Sales Corporation.

2.Dedication
Harpreet used to sit in the office,and work till late hours just to meet the expectations
of his clients. He did not leave any stone unturned when the matter dealt with the
growth of Rocket Sales Corporation.

3. Incentivize:
 In one of the scenes, Harpreet offers partnership in Rocket Sales to the peon
(Chotelal) who is treated badly at AYS. Harpreet gave him respect and that motivated
Chotelal to deliver his best. Giving the right incentive to the right people is required to
build a great team. Of course, in a startup paying a high salary may not be possible. So
that’s when other incentives need to be thought of.

4. Self Start:
Even in the most desperate of situations, Harpreet never lost his optimism.
He focused on solutions rather than mulling over the problems. He always made his
way from clutter to clarity, motivated his partners and made them deliver their best.

5. Prioritizing Customers
Even though AYS succeeded in confiscating Rocket Sales Corporation from Harpreet,
they failed to satisfy the customers in the same circuit. As customers never topped
their priority list, AYS could not fit into the mould of Rocket Sales Corporation. In the
end, Harpreet got his Corporation back because he had succeeded in building relations
with the customers. The main aim of an entrepreneur is to attain fame and financial
liberty; however, there lies a thin line of demarcation between ‘making’ money and
‘earning’ money.Through Harpreet Singh’s example, student entrepreneurs can learn
that money can seriously be ‘earned’ if one believes in delivering the best to the
customers while remaining honest to oneself/others and humble to their team. With an
idea which is like a ‘Rocket in Pocket’, if students work a little on building their
comprehensive skills, then their start-up shall certainly launch to attain glorious
heights.