Selling Skills

Project Work Marks: 20

Section: C Group: Date: 19/4/2010

Group members:

# Enrolment No. Name

1 Kapil Krishna
2 Mansi Arora
3 FT-09-783 Neha Sarin
4 FT-09-842 Saurabh Bihani
5 FT-09-858 Siddhi Barman
6

Project Description:

1. As a Group, select a product and market segment for your selling project.

2. Discuss as a group, and complete the project report as attached, in softcopy.

3. Mail the completed Project Report to mukul@jediispl.com by the 18th April, 2010 for evaluation.
 Project Report

Service: Educational Services [PGDM College]

MARKET SEGMENT IDENTIFIED AS SUSPECTS:

All the students who might have needs and who are graduates (minimum selection criterion)

a. Criteria used to identify Suspects: Students of the age below 3o years

PROSPECTING
a. Following are the Questions that should be asked of Suspects to see if they will be Prospects:-

• Are you studying?

• Are you willing to study further?

• Have you given CAT or MAT?

• What percentile did you scored?

• Would you like to pursue a career in MBA or PGDM?

• Are you willing to take a scholarship?

a. Following Information should be provided to Suspects about the college:-

• Our college stands among the Top 20 institutes in India

• It is approved by AICTE

• Have a faculty who have worked in various big corporate firms and some from IIM’s

• Should provide full information about the various Courses offered

a. Following are the Challenges which one could face:-

A student not interested as:

• Our college is only 4 years old, which means we have less brand image as compared to
various other institutes

• In case the student has received offers from 2 more colleges and thus he wants a
comparison, we could do so by telling how our college is better in terms of better
infrastructure, faculty, ease in loan providing facilities, foreign learning programme being
offered, latest tecnology being used to facilitate teaching.
ANALYZING
a. Following are the Questions that should be asked of Prospects to complete a Proposal to
submit to them:-

• We have every comprehensive course available which is designed keeping in mind the
current requirement of the business world.

• We have our branches in all four metropolitan cities: Delhi, Mumbai, Chennai and
Kolkata. Apart from this we have two more branches in Bangalore and Ahmadabad

• Which location would you prefer?

a. Following Information should be provided to the students :-

• Have a faculty who have worked in various big corporate firms and some from IIM’s

• We have great infrastructural facilities, our campus is fully Wi-Fi and above all it is
environment friendly with ample trees planted everywhere in the campus looking
towards the health point of view of our students

• Should disclose them the fee structure and provide them with the prospectus which
have all the necessary details about the institution

a. Following are the Challenges we could face, and the way we overcome them:-

• The student’s requirement of faculty might not match with the current faculty. In that
case we have to tell them about our visiting faculty which matches their requirement

• The branch which he prefers as the location is in the city is away from his hometown. So
he/she is confused as to where the will stay. Here we will tell them about the hostel
facilities both in campus as well as the out campus

NEGOTIATING
a. Following are the Aspects of Value one identified for Customers, and for Seller in the project
scenario:-

• Low fees

• Experienced faculty

• Guest lectures

• Industrial visits
 • Infrastructure[ includes academics, mikes sport facilities ]

• 100% placements

• Average package between 5-7 lakhs

a. Following Challenges could be faced in such a situation: -

• The biggest challenge is to compete with other colleges as there are a huge number of
MBA colleges in India and so the completion is very hard. It is difficult for a student to
decide which institution to opt for

• Then we have to tell the prospect as to how we are better which would again depend
upon the fee structure and various other activities availed by the institute

CLOSING
a. Following are the Challenges one will face while closing off:-

• Details about the commencing of the session

• Last date for enrolling themselves in the in campus hostel as there are a few seats
available

• The various documents required at the time of registration

• Last date of submitting the admission fees and documents and where to submit them

• In case the student wont be able to come to the location as per the required date, in
that case he/she is allowed to mail the necessary documents required

• Fees can be paid in installments and provide them with the information about the first
installment and when and where to submit

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