MAJOR RESEARCH PROJECT

On

A STUDY ON MARKETING AND SALES STRATEGY

Submitted to the COER university in partial fulfilment of the

requirements for the award

of the degree of

BACHELOR OF BUSINESS ADMINISTRATION

Submitted By

Shivanshu kala

Under the Guidance of

MR. ANKIT PAL

 CERTIFICATE

I, shivanshu kala hereby declare that the MAJOR RESEARCH PROJECT,

entitled ‘sales and marketing’ submitted to the COER UNIVERSITY in

partial fulfilment of the requirements for the award of the Degree of

bachelor of Business Administration is a record of original training

undergone by me under the supervision and guidance of MR. ANKIT

PAL, COER UNIVERSITY, and it has not formed the basis for the award

of any Degree/Fellowship or other similar title to any candidate of

any University/Institution.

DATE:

Signature of the

Student DATE:

Signature of faculty Guide

Guide Name with
Designation
ACKNOWLEDGEMENGT

I would like to thank to all the people who helped me in completing

my project successfully. I am highly grateful to Mr. Ankit Pal faculty

management at COER UNIVERSITY for giving precious advice when I

needed as well as giving me valuable time and expertise guidance at

every step of my project.

Lastly , I owe my success to my parents who has always motivated me

throughout my project and to the supreme power, the one who

always guided me to the work to right path of life without his grace

his would never come to this reality and I am also thankful to all the

people who directly or indirectly helped me in accomplishing my

Project Report

Shivanshu kala
 PREFACE

To achieve partial and concrete results, it is necessary the theoretical

knowledge must be supplemented with practical environment.
Keeping that view in mind that I have completed my training work
regarding ‘SALES AND MARKETING . By doing the research work I
have learnt a lot of things which would be really helpful for me in
future.
The experience in decision making and practical knowledge e has
contributed greatly to my growth.
 TABLE OF CONTENTS

SR NO. PARTICULARS PAGE NO.

1. EXECUTIVE SUMMARY
2. INTRODUCTION OF TOPIC
3. OBJECTIVE OF STUDY
4. SCOPE OF STUDY
5. RESEARCH METHODOLOGY
6. DATA INTERPRETATION
7. FINDINGS
8. RECOMMENDATION & SUGGESTION
9. LIMITATION OF STUDTY
10. CONCLUSION
11. BIBLIOGRAPHY
 EXECUTIVE SUMMARY
First of all a telephonic interview is conducted for internship. I realised that
interviewer is looking for a dedicated sales and marketing intern during the first few
minutes of the telephonic interview. As I got selected I realised this was a crucial
phase of my life. I was a part of Sales and Marketing Team
First phase of my internship was about getting familiar with the roles and
responsibilities offered. as well as the Environment (People & Processes) at. After a
few days, I was put into a team of Sales and Marketing domain in which I have to do
sales with different organisations of Gujrat by cold callings for promoting companies
products and services.
I worked on Sales & Marketing, Public Relations, Team Building, Collaboration with
team members. Mainly It was dynamic profile and various tasks were already
planned for me by Mr ANIL CHOUDHARY Sir, that included doing sales with different
organisations of Gujrat by cold callings which gave me the opportunity to learn
various concepts of Marketing theoretically and practically too.
This was a great achievement for me because as I have only theoretical knowledge
of all Marketing concepts but here I gain practical knowledge too. It was a very
exciting journey of eight weeks. And I got sample opportunities to learn and apply my
knowledge which 1 got. It helped me a lot to contribute to the growth of business.
Also along with core learning regarding Sales & Marketing, this internship improved
my creative abilities and marketing skills At the end, I was very confident that I learnt
this new Marketing model in this Sales & Marketing domain

SALES AND MARKETING

Marketing and sales management deal with an understanding of customer needs. It includes
the response to them through the development, production, and sales of goods and services
and the impact on customers' needs following the strategic purposes of the organization.

What is sales management?

Sales management is the management of activities and processes relating to effectively
planning, coordinating, implementing, controlling, and evaluating an organisation's sales
performance. Sales management is a core business process in most organisations. Sales
managers and those in related roles support a company's revenue generation and profits.
Sales management is the process of leading, motivating, and influencing people to achieve
sales objectives. The sales manager manages the entire sales cycle, including forecasting
and budgeting sales revenue, recruitment, selection of sales personnel, and ensuring
everyone receives proper training and performance evaluation.
Effective sales management requires a thorough understanding of the sales process and
how you can employ different techniques to drive sales. By carefully analysing key
performance indicators (KPIs), optimising your selling approach, and enhancing your team
with the right competencies and tools to succeed, you can turn your sales department into a
profit-generating department.
 The process of evolving a sales force, synchronizing sales operations, and executing sales
techniques that assist a business to consistently achieve its sales targets is called sales
management. Precise sales management processes are essential when it comes to boosting
sales performance for any size of the operation or any industry. the sales management
process can be the difference between surviving and flourishing in an increasingly
competitive marketplace.

Objectives of Sales Management

A sales manager's responsibility is to set long-term goals and objectives for their
team. By understanding how sales objectives fit into the organisation, you'll better
understand the big picture and can communicate better with senior management.
Some of the main goals of sales management include:
• Revenue generation
• Increased sales volume
• Sustained profit
• Sales department growth
• Market leadership
• Prospect conversions
• Motivating the sale force
• Enhancement of sales and profit
• Increasing customer base
• Enhancing upsells and cross-sells
• Motivating the sales rep to increase productivity
Emerging Trends in Sales management

• Customer Satisfaction will assume the top position in the list of key sales
metrics. A deeper look into the customer journey will allow the sales reps to track the
lifetime value of the customers. Sales professions can increase their professional
competencies to meet future job demands by completing a certified sales &
marketing course.

• Customer engagement will grow on emerging channels like SMS, mobile chat,
and video chat.

• The role of Al is not to replace them but rather to reduce the burden of tedious
tasks and empower them to deliver enhanced customer and brand experience.
The secret of effective sales management is the continuous adaption to and areas
of improvement that are found in the stages of planning, monitoring & tracking as
well as consequently eliminating all weaknesses. Marketing management has
increased in sophistication and it is practical for marketing strategy policymaker to
focus on emerging technologies, pattern, and methods.
Types of sales management
While some selling forms are about maximising sales volume (numbers), others are driving
revenue through high-value accounts. Some sales jobs have a short sales cycle completed
over the phone, whilst others have sales processes that take months or even years. Each
type of sale involves different skills and activities, so finding your niche is essential
. • B2C sales management: Business-to-consumer (B2C) sales involve selling goods and
services directly to consumers. B2C sales often drive leads from aggressive marketing
strategies.
• B2B sales management: Business-to-business (B2B) sales involve selling goods and
services directly to other businesses. B2B sales tend to involve higher-value products with
longer sales cycles.
• Enterprise sales management: Enterprise sales involve selling complex goods or
services directly to large companies. Companies that sell enterprise solutions may have
multiple teams for different aspects of the deal, such as sales engineers and inside and
outside sales teams.
• SaaS sales management: Software as a service (SaaS) companies sell software or
applications over the web, usually by subscription. Inside sales teams, who contact potential
customers by phone or email and close the deal remotely, often sell SaaS products.
 There are three aspects of sales management within the sales process: • Sales Operations
which involves building the sales team. Salespeople need to be great at selling the
company's product. Set targets, assign territories, establish goals and counsel them
throughout the process.
Marketing Management
Marketing is the process of identifying customers and "creating, communicating, delivering,
and exchanging" goods and services for the satisfaction and retention of those customers. It is one of
the primary components of business management and commerce.

Marketing is typically conducted by the seller, typically a retailer or manufacturer. Products can be
marketed to other businesses (B2B) or directly to consumers (B2C)

In this context, marketing can be defined as "the management process that seeks to maximise returns
to shareholders by developing relationships with valued customers and creating a competitive
advantage".

Types of marketing:
Where your marketing campaigns live depends entirely on where your customer spend their time. It’s
up to you to conduct market research that determine which type of marketing, and which mix of tools
within each type, is best for building your brand. Here are several types of marketing that are relevant
today, some of which have stood the test of time.

Search engine optimization: Abbreviated "SEO," this is the process of optimizing content on
a website so that it appears in search engine results. It's used by marketers to attract people
who perform searches that imply they're interested in learning about a particular industry.
Blog marketing: blogs are no longer exclusive to the individual writer. Brands now publish
blogs to write about their industry and nurture the interest of potential customers who browse
the internet for information.
Social media marketing: Businesses can use Facebook, Instagram, Twitter, LinkedIn, and
similar social networks to create impressions on their audience over time.
Print marketing: As newspapers and magazines get better at understanding who
subscribes to their print material, businesses continue to sponsor articles, photography, and
similar content in the publications their customers are reading.
Search engine marketing: This type of marketing is a bit different than SEO, which is
described above. Businesses can now pay a search engine to place links on pages of its
index that get high exposure to their audience. (It's a concept called "pay-per-click" -- I'll
show you an example of this in the next section). video marketing: While there were
once just commercials, marketers now put money into creating and publishing all kinds of
videos that entertain and educate their core customers.

Marketing is "the action or business of promoting and selling products or services,

including market research and advertising." This is a simple but also relatively shallow
definition. Modern marketing is much broader, including many specific disciplines. Examples
include Content Marketing, Social Media Marketing, Digital Marketing, Newsletter Marketing,
account-based marketing, and other areas offline and online.
The classic definition by Jerome McCarthy, made in 1960, uses the "4P" concept. Also
called the marketing mix:

• Product or service
• Price
• Place or distribution
• Promotion and communication
The godfather of marketing, Philip Kotler, has defined marketing as "a social and managerial
process by which individuals and groups obtain what they want and need through creating,
offering, and exchanging products of value with others."
Marketing is the process of getting the public educated on and excited about an
organization's products and services. A marketing team's efforts in market research and
consumer trends guides the strategy behind other aspects of the business and helps
companies to consistently meet the needs of consumers.

The different aspects of Marketing management are:-

• Advertising
• Branding
• Copywriting
• Customer relationship management
• Direct marketing
• Internet marketing

Benefits of Marketing:
Generating brand awareness: Marketing helps increase the consumers'
acquaintance with brands' motives and products. Marketing helps in bridging a
customer base.

Generation of traffic: Different methods of online marketing helps in the generation

of traffic and leads, which increases the brand's sales in the long run.

Increases revenue: Through website optimization, creating email campaigns and

regulating marketing strategies, brands increase revenue and sales.

Developing Trust: It has been observed that brands with strong marketing
campaigns and internet presence aids in building trust, which leads to increased
purchases consumers.

Tracks metrics: Studying the market and business of a brand, in general, is

important when developing marketing campaigns. Therefore, tracking metrics helps
check the brand's progress and adapt marketing strategies accordingly to optimize
sales

Marketing can include activities like:

• Selection of a target audience

• Selection of certain attributes or themes to emphasize in advertising
• Operation of advertising campaigns
• Attendance at trade shows and public events
• Design of products and packaging to be more attractive to buyers
• Selection of the terms of sale, such as price, discounts, warranty, and return •
Product placement in media or with people believed to influence the buying habits
of others
• Contracts with retailers, wholesale distributors, or resellers
• Attempts to create awareness of, loyalty to, and positive feelings about a y
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PROCESS OF MARKETING
The marketing process is the series of steps businesses follow to promote their
products or services to potential customers. It involves identifying the target
audience, creating a marketing strategy, implementing the plan, and capturing
customer value. Essentially, it's the process of making people aware of what a
business offers and convincing them to buy it.

1.Understanding Customers and Markets

The first step of the strategist marketing process includes understanding customer
and markets. The foundation of this step include understanding customers wants and
needs.

2. Creating a Customer-Driven Marketing Strategy

The following step involves creating a customer-driven marketing strategy.

3.Creating an Integrated Marketing Plan

Once a marketing strategy has been established, it is time to create a marketing

plan. The marketing plan broadly relates to the 4Ps of marketing: product, price,
promotion, and place.

4.Fostering Long-Term Sustainable Customer Relationships

Once marketers have established an integrated marketing plan, they must focus on
building customer relationships.

5. Capturing Value from Customers

Once the first four steps of the marketing process are complete, it is time for the
company to capture value from customers.
 STEPS IN PROCESS OF MARKETING

MARKETING FUNNEL
A marketing funnel is a model of the customer journey. It represents the buying stages people go
through after becoming aware of a business, service, or product.
The funnel shape illustrates the audience narrowing as the journey progresses toward purchase.

A marketing funnel is a multi-stage process that guides potential customers from first learning about
a product to making a purchase. Marketing teams often use the AIDA model, which stands for
Awareness, Interest, Desire, and Action, to create targeted strategies that move people through these
stages

Marketing Funnel Stages :

The marketing funnel stages differ by model because businesses create funnels to suit their needs.
For example, business-to-business and business-to-consumer customer journeys tend to work
differently.

To optimize your marketing efforts at each stage of the funnel, here are some tips:

1. Awareness: Focus on creating compelling and targeted content to increase brand visibility.
Utilize social media advertising, influencer partnerships, and search engine optimization to reach a
wider audience.

2. Interest: Provide valuable and engaging content to capture the interest of potential
customers. Offer free resources, host webinars or workshops, and encourage social media
interactions to keep them engaged with your brand.

3. Consideration: Showcase the unique value proposition of your product or service. Offer
personalized demos, provide detailed product information, and share customer testimonials to build
trust and credibility.

4. Purchase: Make the purchasing process seamless and convenient. Optimize your website or
app for easy navigation, provide multiple payment options, and offer incentives such as discounts or
free shipping to encourage conversions.

Remember to track and analyze data at each stage to identify areas for improvement and make
datadriven decisions. By continuously optimizing your marketing efforts, you can enhance customer
engagement and drive more conversions.
MARKETING FUNNEL STAGES
DIFFERENT FORMS OF MARKETING:
B2C marketing

B2C marketing stands for "business to consumer." This means that the target
audience is a direct consumer of the product or service. Depending on the type
of product, the sales cycle for a B2C product can be very short and the decision
making process that consumers go through is not as involved.

Most advertisements that people see are types of B2C marketing. For example,
B2C marketing strategies include:

• A TV advertisement for a candy bar

• Instagram ads for a clothing shop

• Direct mail coupons for a store

B2B marketing

B2B marketing stands for "business to business." This means that the company's
target audience is another company. B2B marketing typically requires a much
longer buying cycle, and is extremely strategic in terms of what customers want
and need. B2B purchases often also have an extremely high purchase intent.
This means that the target audience will be doing a lot of research before
purchasing the final product.

Many B2B strategies are often executed digitally. While there are some
instances in which B2B marketing will make its way towards more traditional
platforms, you will commonly see B2B strategies come to life on digital channels.

Examples of B2B marketing include:

• Event marketing at trade shows

• Inbound marketing strategies

Types of traditional marketing

Traditional marketing encompasses strategies that have been used since the
invention of marketing itself back in the 1800s. These strategies are much more
overt, and sometimes less targeted. Take a look at the 10 most common
traditional marketing strategies.

1. Outbound marketing
When a marketing strategy is referred to as "outbound," it's focused on how the
message is being delivered. Outbound marketing happens when a company
shares their message out to an audience. Billboard advertisements are a good
example of outbound marketing—in the case of a billboard, the company is
trying to share certain information out to the people driving by.

2. Personalized marketing
Personalized marketing is a strategy in which the company uses historical data
to create a personalized experience for you. This could include direct mail that
uses your name in marketing materials or grocery stores that offer you coupons
for items you regularly purchase.

3. Direct mail
Direct mail is when companies send advertisements to a specific address. This
allows businesses to target a specific area. A good example of direct mail
marketing is a weekly grocery store advertisement.

4.Partner marketing
The partner marketing strategy requires two companies to work together to
create one cohesive message. A common example of this is a company
sponsoring something at another company. For example, a cafe may provide
free WiFi courtesy of Google.

5. Telemarketing
Telemarketing is when a company reaches out to individuals via phone calls.
This is still a common tactic, but since cell phones and caller ID have become
the norm, the success of this marketing strategy has dwindled.

6. Public relations (PR) marketing

PR marketing is a strategy where you partner with a news source to generate
more buzz around your business. PR marketing is commonly used when a
company launches a new product, has a major change of leadership, or
announces an expansion. PR marketing might not directly promote a product,
but it's a good way of increasing brand awareness for your business. This is
especially relevant in B2B marketing, because some business buyers will make
decisions based on their understanding of your company's position in the
competitive landscape.

7. Word of mouth marketing

Word of mouth marketing is a marketing strategy that relies on existing
customers referring your business to new customers. This is a hard strategy to
control, because it depends on your customers to do the leg work. A common
way to encourage customers to refer friends is to offer some kind of incentive,
such as a discount or bonus for referring your business. This is commonly seen
in small businesses that are client-based, like hair salons or gyms. This is also
starting to happen more for subscription based services such as meal delivery
services.

8. Stealth marketing
Stealth marketing is the act of marketing a good or service to someone without
them realizing they're being marketed to. A good example of this is product
placement in a movie or TV show. You may notice that certain characters in the
show only use a certain type of computer, or only drive a certain type of car. This
is because those companies paid to be featured.

9. Brand marketing
Brand marketing is a long-term form of marketing in which the goal is to become
recognizable and establish a good reputation. Brand marketing encompasses
many different facets, from visual branding to tone and voice. To measure the
effectiveness of brand marketing strategies, companies will track their brand
awareness. This metric measures how familiar the average person is with your
brand.
Popular forms of Digital marketing
Digital marketing encompasses all marketing strategies that are implemented in
a digital format. Some of the strategies above may sometimes happen digitally,
but the following seven forms of marketing only happen online:

1. Inbound marketing
Inbound marketing is a strategy used to bring potential customers to you instead
of sharing a message out. This is a long-term strategy that involves many
different types of digital marketing tactics to encourage a potential customer to
move further down the marketing funnel.
Inbound marketing uses search engine optimization (SEO) strategies, content
marketing, and email marketing to educate and encourage potential customers
to interact with a brand or business more frequently.

2. Searching engine marketing

Search engine marketing is the strategy of utilizing search engines such as
Google. Search engine marketing can include paid advertisements such as
payper-click (PPC) advertisements and suggested posts. It can also include
organic SEO strategies, such as creating optimized content in the hopes of
ranking. Search engine optimization (SEO) is the process of affecting the
visibility of a website or a web page in a search engine's "natural" or unpaid
("organic") search results. SEO may target different kinds of search, including
image search, local search, video search, academic search, news search and
industry- specific vertical search engines.

3. Content marketing
Content marketing involves creating content, such as e-books or webinars, to
encourage potential customers to interact with your brand more frequently. The
goal of content marketing is for potential customers to share some information,
such as an email address, so the company can continue marketing to you in
different ways.

4. Affiliate marketing
Affiliate marketing is a strategy in which a company pays commission to an
external website for sales that are generated via their website referrals. This is
commonly used in combination with influencer marketing strategies to target a
very focused demographic of consumers.

5. Social media marketing

Social media marketing uses social media platforms as a key channel to share
your messaging. Social media marketing can be paid ads, organic content, or
user-generated content. Social media marketing is commonly used by
ecommerce businesses. Sometimes, social media marketing can go viral. The
major social media platforms (at the moment) are Facebook, Instagram, Twitter,
LinkedIn, Pinterest, YouTube, and Snapchat.

1.Facebook Marketing
Facebook is the world's most popular social network for both businesses and
individuals. With over one billion users, your friends and fans are likely already using the
platform -- and you should be too! In fact, people are 51% more likely to make a
purchase after "liking" a brand on Facebook. Facebook marketing requires a good
intellects and unique thinking to make the campaign effective.

2.Twitter marketing

A game of 140 characters Twitter's flexible, real-time platform allows you toget creative
and drive results at the same time. Whether you're looking to drive sales, increase
brand awareness or launch a product.

3.Pinterest Marketing

It is a visual discovery social network. It is a way of sharing images of anything,

from fashion to pets to pot plants. You can create your own online pinboards to
suit any theme and share it with like minded people. Pinterest completely
revolves around the premise of being creative and visual.

4. Instagram Marketing

The new revolutionary photo-sharing program, making it easier than ever to

share your best pictures with the world. The social media program allows you to
upload, add digital filters, and then post your pictures on your Instagram- feed,
as well as other social networking sites. You can connect your Instagram
account with Facebook, Twitter, Tumblr, Flickr, Foursquare and your email
account. This makes it easy to share your pictures on multiple platforms all at
Once.

5. Email marketing

Email marketing is a strategy where you send potential customers marketing

messaging through email. It's used in both B2B and B2C marketing strategies
and is one of the most effective ways to ensure you're hitting your target market.
One of the major benefits of email marketing is that it's easy to implement some
sort of segmentation in your marketing messaging. If you're looking to test which
audiences respond to certain messages, this is a good marketing strategy the to
use.

7. Mobile marketing

Mobile marketing involves sending marketing messages via push notifications or

text messages. This tactic can be used to achieve many different goals, such as
encouraging app openings to increase daily active users or to share coupons
with discounts, like you would with email. The downside of this form of marketing
is that you need customer phone numbers, and that information is harder to get
than email addresses.
Effective marketing strategy
An effective marketing strategy is a comprehensive and cohesive plan that
comprises all the marketing tactics you use to reach your target audience.
Successful marketing strategies are effective because they are focused and
deliver a clear and concise message to customers. They consider the needs of
your target audience and how your product or service will meet those needs. An
effective marketing strategy is founded on market research and customer insight
and considers your company's objectives. It is also flexible enough to adapt to
change and evolve with your business.

It is important to note that different marketing strategies will have different effects
on those who see or experience them. For example, the best marketing strategy
to reach a younger audience may not be the best approach for reaching an older
demographic.

The importance of effective marketing:

The process of promoting your product or service to potential customers is known as
marketing. Marketing is the most effective way to drive sales or simply raise brand
awareness. It helps you attract new customers, keep old ones coming back, and build
trust with your brand. It is the foundation of any successful business. However, getting it
right can be tricky. You need to create compelling content, come up with creative
marketing strategies, and measure your success. All of this takes time, effort, and
money. As a result, you must ensure that your efforts are effective. With the right
marketing strategies, you can increase sales, expand your customer base, and establish
your brand as an industry leader.

Researching your target audience

Before you can create an effective marketing strategy, you need to research your target
audience. A successful marketing strategy is one that is tailored to your specific
audience. It helps to consider who your target audience is and what their needs and
desires may be. Researching your target audience is a crucial step in any successful
marketing campaign. Knowing whom you're targeting helps you create content and
advertising that is tailored to their needs and interests.

Types of marketing strategies

There are many different marketing strategies you can use to reach your target
audience. You can use various types of marketing tactics to attract new customers and
keep them coming back. To form an effective marketing strategy, you will need to use a
combination of different marketing techniques. In order to do this, it is important to
understand the different types of marketing strategies available to you.

Developing an effective marketing plan

Once you have chosen the right marketing strategy and conducted your research, you
can start developing an effective marketing plan. Your marketing plan should list your
goals and show you how to reach them in a clear, step-by-step way. It should take into
account your specific marketing strategy and offer a plan for implementation. Marketing
plans should be flexible enough to adapt to change and should include regular
evaluation and revision. As your business evolves, so should your marketing strategy.
This is an important way to ensure your efforts are effective and you are reaching the
right customers.

Creating content to reach your target audience

After you have chosen the right marketing strategy and developed an effective
marketing plan, you need to create the content that will reach your target audience.
Content marketing is an important part of any marketing strategy and allows you to
connect with your customers on a more personal level. It is important to create content
that is relevant, engaging, and adds value. This will help you build trust and credibility
with your audience and encourage them to buy your product or service. To reach your
target audience, you can use a variety of content types, such as blogs, eBooks, videos,
podcasts, and more.

Leveraging digital marketing tactics

There are many different digital marketing tactics you can use to reach your target
audience. Digital marketing allows you to connect with your customers and build brand
awareness even when they are not in your physical store. It also allows you to collect
customer data and better understand your audience.

Measuring and evaluating your marketing efforts

In order to ensure that your marketing efforts are effective, you need to measure and
evaluate your marketing strategy regularly. This will allow you to understand how well
your efforts are working and how you can improve. You can assess your marketing
efforts using various tools, including metrics and analytical software, surveys, focus
groups, and more. You can use these tools to measure your progress as well as to
evaluate how effective your marketing efforts are.

Social media marketing strategies

Social media marketing is a popular marketing strategy that allows you to connect with
your customers on a more personal level. It allows you to create engaging content, such
as posts, images, videos, and more, that your audience can share with their friends and
family. This will expand your reach and allow you to connect with a wider audience.

Offline marketing strategies

Offline marketing is an often-overlooked strategy, but it can be an incredibly effective

way of reaching new customers. By taking a targeted approach, you can ensure that
your message reaches the right people. One of the best ways to start is by conducting
market research. Analyze your target audience and their needs, and use that
information to determine the best marketing channels to use. From there, you can start
to develop a comprehensive offline strategy.

EMERGING TRENDS IN SALES AND MARKETING

Here are some potential emerging trends in sales and marketing for businesses-

1. Voice Search Optimization: As the use of voice-activated devices like smart

speakers grows, businesses will need to optimize their online content for voice
search. This includes creating voice-friendly website content and understanding
user intent in voice queries.

2. Video Marketing Domination: Video content will remain a dominant force in

marketing. Short-form videos on platforms like TikTok and Reels will continue to
gain popularity, and businesses will invest in live streaming, interactive videos,
and video ads.

3. Inclusive Marketing: Brands will place a greater emphasis on inclusivity and

diversity in their marketing campaigns. This includes representing a wide range
of backgrounds, cultures, and identities in advertisements and content.

4. Sustainability and Ethical Marketing: With increasing environmental

awareness, businesses will incorporate sustainability and ethical practices into
their marketing strategies. This includes promoting eco-friendly products and
responsible sourcing.

5. Augmented Reality (AR) and Virtual Reality (VR): AR and VR technologies

will find more applications in marketing. Businesses will create immersive
experiences for customers, allowing them to visualize products or engage with
virtual showrooms.

6. Ephemeral Content: Ephemeral content, which disappears after a short

period, will continue to grow in popularity. This format is ideal for creating a
sense of urgency and authenticity, making it suitable for promotions and
behindthe-scenes content.

7. Personalization at Scale: Advances in data analysis and automation will

enable businesses to deliver highly personalized experiences at scale. This
includes personalized emails, product recommendations, and content tailored to
individual preferences.

8. Privacy-First Marketing: As privacy regulations and consumer concerns

about data privacy increase, businesses will need to adopt privacy-first
marketing practices. They'll focus on obtaining explicit consent for data collection
and ensuring transparent data handling.

9. Collaborative Marketing: Businesses will increasingly collaborate with

influencers, micro-influencers, and other brands to expand their reach and
credibility. Co-created content and joint campaigns will be more common.
10. Content Authenticity: Authenticity will remain a crucial aspect of
content marketing. Consumers are drawn to genuine stories and real
experiences, so businesses will prioritize authentic storytelling over overly
polished content.
11. Blockchain for Transparency: Blockchain technology will be used to
enhance transparency in supply chains and verify product authenticity. This can
build trust with consumers concerned about product origin and authenticity.

12. Customer Experience (CX) Optimization: Providing exceptional

customer experiences will continue to be a competitive advantage. Businesses
will invest in improving the entire customer journey, from discovery to post-
purchase support.

13. Sustainable Packaging and Green Marketing: Sustainable

packaging practices and green marketing will become more mainstream as
consumers demand eco-friendly options.

14. Niche and Local Marketing: Hyper-targeted marketing to specific

niches and local communities will be a trend, as businesses seek to connect with
smaller but highly engaged audiences.

15. Data-driven decision-making

With an increasing reliance on analytics and artificial intelligence, sales

operations are elevating their decision-making processes. Sales teams are
leveraging data to discern customer preferences and anticipate buying
behaviors, optimizing sales processes effectively. Tools like predictive analytics
for sales forecasting and predictive lead scoring, along with Al and machine
learning for sales data analysis, are becoming indispensable.

16. Sales process automation

Automation has become ubiquitous across every organization's operations, and

SalesOps is no different. The most effective SalesOps teams are streamlining
routine tasks with automation, and Robotic Process Automation (RPA) has
become a game-changer in this regard. By reducing manual processes (and
removing the likelihood of human error), SalesOps teams can enhance
productivity and focus on more strategic activities. Marketing automation tools,
including chatbots, email marketing automation, and CRM systems, are
streamlining these repetitive tasks, allowing sales teams to focus on more
strategic activities. This trend is expected to continue with more advanced
Aldriven automation.

17. Customer-centric approach to sales

As sales representatives recoup time spent on admin, their focus shifts to more
critical endeavors - such as building relationships with prospects and existing
customers. This is a net gain for revenue, as 61% of consumers are willing pay
at least 5% more if they know they'll have a good customer experience.
Personalization and tailored sales strategies are vital to enhancing customer
experiences through SalesOps. In the future, focusing more on the customer will
assist in building long-lasting customer relationships.

18. Integration of sales technologies

CRM, CPQ, and ERP systems are the backbone of SalesOps. Integrating these
technologies into an organization's tech stack is crucial to creating a unified
sales ecosystem that enables smoother operations and better insights. With data
compiled across platforms, Sale Ops can better understand what's working,
what's not, and where revenue opportunities lie.

19. Remote sales operations

The COVID-19 pandemic accelerated the shift towards remote work and virtual
selling. These days, it's typical for sales operations to adapt to new ways of
engaging with clients, such as virtual meetings, webinars, and online demons.
Remote sales operations are not going anywhere. In fact, according to
McKinsey, 90% of organizations have embraced a variety of hybrid work models.
Even as the pandemic wanes, virtual selling will likely remain a significant part of
the sales landscape.

20. E-commerce integration

Merging e-commerce channels with traditional sales avenues is more than just a
necessity; it's a gateway to untapped possibilities! By tapping into online
marketplaces, sprucing up digital storefronts, and rolling out online self-service
options, companies are opening doors to an enhanced customer experience.

21. Multi-channel sales strategies

Taking engagement to the next level, sales operations are weaving multichannel
strategies into their tapestry, aiming to connect with customers wherever they
wander. This means delving into both online and offline realms, sparking
conversations through emails, social media, phone calls, and even good old
face-to-face interactions.

22. Sales analysis

Key Performance Indicators (KPIs) are evolving to meet the changing landscape
of SalesOps. Measuring the effectiveness of SalesOps and benchmarking
against industry standards are crucial for continuous improvement. In the future,
advanced analytics and Al will play a more prominent role in sales analysis,
providing deeper insights for better decision-making.

23. Social selling

Sales professionals leverage social media platforms to connect with potential

customers, share valuable content, and build relationships. These days, 56% of
sales representatives leverage social media to find new prospects. Social selling
involves using platforms like LinkedIn and Facebook to engage with prospects in
a more personalized way. Building trust and credibility through social media can
significantly impact sales success.

24. Enhance the customer experience

(to make outreach more personal). For example, a customer who starts a
conversation on a web chat can easily transition to phone or email to ensure a
tailored experience.

25. Remain agile.

Multi-channel strategies allow SalesOps to adapt to changing circumstances.

For example, during COVID-19, businesses with diverse communication
channels could pivot quickly to remote sales and virtual selling, ensuring
business continuity.

26. Improve engagement.

Engaging customers through various channels enables sales teams to nurture

leads, address inquiries, and share information about new products or
promotions.

27. Reach a diverse audience.

Different customers have different preferences and online habits.

28. Increase visibility.

A prospect or customer is likelier to notice a brand if they see it on multiple

channels, and a brand has more potential to reach more customers if it covers
more channels.

OBJECTIVES OF STUDY
• To understand the process of Sales and Marketing.

• To Understand and analyse various Marketing factors

• To understand the sales and marketing structure in AIS GLASS SOLUTIONS

LTD. and to study about the further aspects of improvement.

• To understand what is the advertising techniques which should be used by AIS

GLASS SOLLUTIONS LTD. for the promotion of their courses.

• To study about the type of job needed in Corporates in respect to the AIS
GLASS SOLUTIONS LTD. courses.

• To find out the drawbacks in the development of AIS GLASS SOLUTIONS LTD.
SCOPE OF THE STUDY

• This study can be used by researchers for the further analysis and
recommendations
• The company executives can utilize the project report for the purpose of
taking marketing and company decisions. • The training students can use the
report to undergo the various aspects of sales and marketing management.
• This study can be used to get the in depth view of sales and marketing B2B
process in an organization as AIS GLASS SOLUTIONS.
• This study can be used to gain information regarding sales and marketing
policies and compliances.
 Work profile

JOB BRIEF
Organisation is looking for a results-driven Sales Representative with excellent
interpersonal skills to actively seek out and engage customer prospects. • ROLES &

RESPONSIBILITIES:
1. Present, promote and sell products/services using solid arguments to existing
and prospective customers
2. Establish, develop and maintain positive business and customer relationships
3. Reach out to customer leads through cold calling

4. Achieve agreed upon sales targets and outcomes within schedule

5. Coordinate sales effort with team members and other departments

6. Keep abreast of best practices and promotional trends

7. Continuously improve through feedback

8. Update call records daily

REQUIREMENTS & SKILLS:

1. Must be a student/fresher/ experience 1 year in any undergraduate programme

2. Have a basic knowledge of MS office

3. Highly motivated and target driven

4. Fairly good selling, negotiation and communication skills

5. Prioritising, time management and organisational skills

6. Relationship management skills and openness to feedback

PERKS & BENEFITS:

1. Receive quality master classes in regards to learning manual

2. Get trained in various at sales related tasks and perform hands on tasks, to learn
practically

3. Participate and receive performance certificates for the months and weekends
4. Get a verified website international certificate of completion, letter of completion
and letter of recommendation (performance based)

5. Also get a chance to earn incentives performance based

6. Get clear and to the point mentoring in your lacking areas

7. Also, grab the chance to experience the roles at various hierarchies of the domain,
and learning corporate culture
8. Convenient and concise - i.e. work from anywhere at you own times, which will
make you competitive and reliant in the job market.
MY EXPERIENCE IN AIS GLASS SOLUTIONS LTD.

During this internship, I had the opportunity to dive deep into the world of sales and
marketing. From market research to developing marketing strategies, from building
relationships with clients to analysing sales data, I've had hands-on experience in
various aspects of the field. These experiences have not only broadened my
understanding but also sharpened my skills in communication, problem-solving, and
critical thinking.
Starting from day 1 it was an amazing and overwhelming experience of working in
this prestigious organisation. A big thanks to all the core team members and ANIL
CHOUDHARY Sir for always motivating me to do more, achieve more, learn more.
When it comes to my ROLES and RESPONSIBILITIES so I have to do sales on daily
basis for our organisation perspective.
I have to make calls to different organisations of different cities of Gujrat and to
engage them with us. I used to make 50-60 calls daily basis depending on my
mentor providing the list of callings for promoting our products. It although increases
my communication skills, interpersonal skills, leadership skills, and marketing
communication skills.
Also to provide complete and appropriate solutions for every customer in order to
boost top-line revenue growth, customer acquisition levels and profitability.
1. Present, promote and sell products/services using solid arguments to existing and
prospective customers

2. Establish, develop and maintain positive business and customer relationships

3. Reach out to customer leads through cold calling

4. Achieve agreed upon sales targets and outcomes within schedule

5. Coordinate sales effort with team members and other departments

6. Keep abreast of best practices and promotional trends

7. Continuously improve through feedback

8. Update call records daily.

Lastly, I want to express my gratitude to the organization for giving me this
opportunity. This internship has been a stepping stone in my career journey, and I
am excited to take the skills and knowledge I've acquired here and apply them to
future endeavors.
 RESEARCH METHODOLOGY
Business research is a systematic enquiry that provides information to guide business
decision and aimed to solve managerial problems. Business research is of recent origin and
it is largely supported by business organizations that hopes to achieve competitive
advantages Research Methodology is a way to systematically solve the problems. It may be
understood as a science of studying how research is done scientifically. It include the overall
research design, the sampling procedure, data collection method and analysis procedure.

1. Title
To study, evaluate and analyse sales and marketing process in AIS GLASS SOLUTIONS
LTD.

2.Objectives of study

• To understand process of sales and marketing in AIS GLASS SOLUTIONS LTD.

• To Understand and analyse various Marketing factors.

The research design refers to the overall strategy that you choose to integrate the different
components of the study in a coherent and logical way, thereby, ensuring you will effectively
address the research problem; it constitutes the blueprint for the collection, measurement,
and analysis of data.
A well-planned research design helps ensure that your methods match your research
objectives and that you use the right kind of analysis for your data. A well-designed research
study should have a clear and well-defined research question, a detailed plan for collecting
data, and a method for analysing and interpreting the results. A well-thought-out research
design addresses all these features.

Here we have used EXPLORATORY research design.

A research design is the specification of methods and procedures for acquiring the
information needed to structure or solve the problem. It is the overall operational pattern or
framework of the project that stimulates what information is to be collected from which
source and by what procedure. On the basis of major purpose of our investigation the
EXPLORATORY RESEARCH was found to be most suitable. This kind of research has the
primary objective of development of insights into the problem. It studies the main area where
the problem lies and also tries to evaluate appropriate courses of action.

Sampling:

• Sampling type - Simple Random Probability technique

• Sample Population - 784

DATA COLLECTION
Both Primary and Secondary sources of data have been used in this research report. So
MIXED DATA is used in this research. The key point here is that the data you collect is
unique to you and your research and, until you publish, no one else has access to it.

PRIMARY DATA
Data that has been generated by the researcher himself/herself, surveys, interviews,
experiments, specially designed for understanding and solving the research problem at
hand. The primary data is also called raw data which is collected first hand by the
researchers. The primary data is collected according to the objectives laid out by the
research.
The data that is collected first hand by someone specifically for the purpose of facilitating the
study is known as primary data.

• PRIMARY SOURCES

The data required for the study has been collected from OBSERVATIONS

SECONDARY DATA
Secondary data is the data that has already been collected through primary sources and
made readily available for researchers to use for their own research.

SECONDARY SOURCES:

The secondary data has been collected from:

• Company brochure

• Internet • websites (company)

• Organizational Reports and records

• Case Studies

• Business magazines

• Books

• Journals on e-learning Industry

RESEARCH METHODOLOGY

In investigating the Consultative Sales concept, a descriptive method in form of personal

observation has been chosen. The observations were carried out in order to get a deep
comparative knowledge regarding the different practices and processes at the AIS GLASS
SOLUTIONS LTD. company. Subjectivity that may creep into the research has been kept in
mind at all times and efforts have been made to make the research as objective as the
research methodology permits. I have chosen the Observation methods of data collection
due to limited time in hand. While designing data-collection procedure, adequate safeguards
against bias and unreliability must be ensured. I have examined the collected data for
completeness, comprehensibility, consistently and reliability. I have also gathered secondary
data which has already been collected and analysed.

So in this research the data is collected from respondents through OBSERVATIONS.

OBSERVATIONAL RESEARCH
A wide ranging set of research techniques aimed at observing consumers interacting
naturally with their surroundings including products and services in use. A key advantage of
observation research is that often the respondent or consumer is unaware that they are
being observed, allowing their behaviour to be observed naturally. A personal observation
was carried out to gain a vision into the behavioural patterns of the business executive while
on a sales call with the client, before and after training. Consent was gained from the
Industry Mentor to carry out the research on such lines.

Procedure and Techniques

The business development executive was observed during the sales meetings with the
clients through a viewing window for 20-30 minutes. A behavioural checklist was used to
record each instance of a listed behaviour during the meeting.
 DATA INTREPRETATION

1. How many candidates wanted to refer AIS GLASS SOLUTIONS LTD. To their
friends and family members?
INTREPRETATION
Out of 10 candidates in the academy 7.1 wanted to give AIS GLASS SOLUTIONS
LTD. reference to their friends, families and others whereas 2.1 did not have any
referral.

Sources from where the candidates got to know about AIS GLASS SOLUTIONS
LTD?
INTREPRETATION
Out of 100 candidates,
40 came to know about AIS GLASS SOLUTIONS LTS. Through internet and social
media platforms as LinkedIn, Instagram, Facebook etc.

25 came to know from friends

20came to know from tele-calling

5 came to know from posters

&10 came to know through other sources.

How many different organisations of Noida done sales and marketing with AIS
GLASS SOLUTIONS LTD?
INTREPRETATION
68% different organisations of Noida accepted sales with AIS GLASS SOLUTIONS
LTD. While 32% denied with AIS GLASS SOLUTIONS LTD.

FINDINGS
• The prescreening process is done well in order to get the
good talent pool.
• All the company policies are strictly followed at any point of
time.
• It more that consumes a lot of time.
• Company provides good facilities for both applicants as
well as employee.
RECOMMENDATIONS& SUGGESTIONS
• 40% of the candidates came to know about AIS GLASS
SOLUTIONS LTD. from internet so; the promotion must be
mainly focussed on internet.
• Candidates rating on an average were 3.91 which means
there is a further scope of improvement.
• Candidates reference is one of the major source of getting
more.
• There should be few techniques while counselling to take
out reference from the candidates.
• Library and canteen facilities should be improved.
• Management should cooperate with interns in every aspect
of internship clearing all their doubts and solution to their
problems.
• Sales and marketing process should be improved.

CONCLUSIONS

At this moment I have reached to the end of this research on

the topic "SALES AND MARKETING IN AIS GLASS
SOLUTIONS LTD."
Now I have an idea of how a sales and marketing in a
company works. By research I also came to know that the
candidates are placed on the daily basis. I have a deeper
understanding of its logical design.
I have only a theoretical knowledge regarding sales and
Marketing concepts in any organisation but after doing this
internship I go deeper with practical aspect of all these
concepts and exceptionally helped me a lot in developing
interpersonnel and marketing skills as well.
This Summer Internship project has helped me gain huge
practical knowledge which can't be gained only through
books. This experience gave me an opportunity to learn new
things which provided me a peek into the corporate culture.
Being a fresher, I would never be exposed to a corporate
environment if it were not for this project. I thank ILP
OVERSEAS for giving me the chance to work with them as a
summer intern and showing me the path of knowledge and
experience which will help me succeed in my career and
enter into a bright fun.
As a whole it's that this paperwork report has introduced
benefits in the placement procedure. May this summer
training project (STP) helps in understanding candidates
mind set in further development in the promotion and
advertising of a company.