Name Raghavendra.B.

R
Subject Enterpreneur Business Communication (EBC)
Batch 33rd Batch
Term Term1
Teacher Prof. Sunil D Anto
Assignment Assignment-1

1) Imagine that you have been hired to make “cold calls” to ask potential
customers whether they are familiar with a new restaurant that has just
opened in your neighborhood. Write a script for the phone call, considering
all the components of an effective communication model (such as sender,
receiver, key message, encoding, decoding, noise, etc.)

Cold calling is defined as the solicitation of business from potential customers

who have had no prior contact with the salesperson conducting the call. Cold
calling is used to attempt to convince potential customers to purchase either the
salesperson’s product or service. Cold calling is generally referred to as an over-
the-phone process, making it a source of telemarketing, but can also be done in-
person by door-to-door salespeople.
Cold calling script is a training vehicle to help new salespeople better structure
their conversation and get appointments. The more cold calls you make, the less
you’ll have to rely on a script, and the more you’ll be able to improvise around it.
Things to keep in mind while speaking with a potential customer…

1. Keep a happy tone, no one likes talking to someone who sounds miserable
or upset in any way.
2. If they begin to be rude to you, or immediately hang up on you, don’t
become upset. You want to keep a calm demeanor throughout or it will
affect your next call.
3. Ask questions. People like talking about themselves, and you’re sure to
keep them on the phone longer if you ask them questions.
4. While asking questions, you also want to keep things short. Not many
people want to sit on the phone all day and listen to someone try to sell
them something.
 5. Don’t give up. You’re going to be rejected a few times in a row. This is no
reason to become distraught, and is also no reason to begin to think about
giving up.

Representative: “Hello Sir/Madam, Good Morning/Afternoon”

Firstly, who are you? Introduce yourself.

Representative: “My name is Raghavendra calling from ABC Restaurant”

Make sure you show respect for their time. The prospect doesn’t know you, or how you can
benefit them, so show that you’re aware that your cold call isn’t the most important thing in
their day.

Representative: “Is this the good time to talk?”

I know what you're thinking, that this sets you up for a big fat NO. Don’t worry. There’s a clever
follow-up sentence that can work no matter their reply, while still respecting their time.
Salespeople do have a reputation for not understanding a customer's needs or time.
Regardless of whether they have said it’s a good time or not, use your next response to push
the conversation forward.

Representative: “I want to respect your time, so I’ll get straight to the point.”
Keep this part brief and gripping. You have just a few seconds to give a pitch. If they ask you to
call back tomorrow, or say they aren’t interested, that’s all right. Move on to the next prospect.
However, if they are willing to listen to your pitch make sure to get to the benefit straight away.

Representative: “May I know your good name Sir/Madam”

Note down Name of the Customer for future communication.

Customer: I am XYZ, tell me

Representative: “Hello XYZ, We have newly opened ABC Multi Cuisine
Restaurant, at your neighborhood”
Customer: “What is special about this Restaurant?”
Representative: “We serve Indian, Continental and Chinese dishes, also have
Buffet Lunch and Dinner”
Customer: “Do you have any offers?”
Representative: “As an introductory offer, there will be discount of 5% on Bill
above Rs. 1000/-, also free Wi-fi is available at the Restaurant”
Customer: “What time is time is this Restaurant open?”
Representative: “Restaurant is open from 11:00AM to 11:00PM”
Representative: “Would you like to book a Table for you?”
Customer: “Yes, book a table for 4, tomorrow at 7:00pm”
Representative: “Thanks Sir/Madam, your booking is Confirmed, do you need
any other details”
Customer: “No”
Close down your conversation by wishing him/her Good Day

Representative: “Thanks for your time, looking forward for your Visit, Have a
Good Day”.

2) Make a list of marketing communication messages you observe for a one

hour period of time. Rationalize any 5 of these messages.

TV commercials:-
 Bigbasket.com - Big basket, India’s largest Online Super market
 Disk TV – Every connection of Disk TV is coming with HD Connection
 Trivago – Hotel & Flight bookings, compares more than 100 hotels
 Hathway – Speed so high everything will fly
 Pureit RO – Pure drinking water Just for 8500/-
 Asian paints – Smart Care solutions from Asian paints
 V-Guard – India’s No.1 Stablizer
 Voltas Air-conditioning
 Indigo floor paint – Sab kuch chale, salo sal chale
 7up – Nimbu masala soda
 Lifebuoy Soap – Strong with Active Silver
 Clean & Clear – Natural bright for every face
 Fair & Lovely – fairness like lazer light treatment
 Symphony Cooler
 New Supro – Heavy duty truck
 Good night fabric rollon
 Fair & Lovely fairness face wash – cleans like a parlor
 Sugar free – Smartness like sweetness
 Yono mobile – both life style and banking
 Johnson’s – Always cares for babies
 Indulekha hairoil – use thrice a week
 Rin – Smart foam
 Veet – Just veet it
 Lloyd A/c – Wi-Fi enabled Air-conditioner
 Dove – Hair problems & Hair Damage
 Philips – T-bulb
 Tetley Green Tea
 Boroline Suthol – Use daily after bath
 Idea – Nirvana Ise kehate hai
 Fevicol – Original water proofing solution

Mobile Messages:-
HP-MDLFFE: Last Day to Save upto 65% on medicines (30%
*@Medlife+10%ecash+25% Mobikwik CB)Use:MC65 on 1st order for today. Click
smsv.in/VBkpoM0P8J or Call 186012341234 *TCA

AD-OLACBS: Use code APRIL50 & get Flat Rs 50 off on 5 cab rides except Ola Sare.
Valid in Bengaluru between 1st to 5th April. Book Now! Bit.ly/C_SMS

HP-AXISBK: Never Before! Offer from AXIS BANK Personal loan. Foreclosure 0%
and part payment 0% Rate of interest Start 11.25% for more details cont. Sona
9900919500 T&C

AD-HDFCBK: UPDATE FOR YOU! Now you can use your HDFC Bank Debit Card for
e-payment of Taxes. Pay it now: bit.ly/HBDTAX T&C*
AD-KHADIM: Rush to Khadims and avail the flat 50% off. Visit your nearest
khadims store and check out the range of shoes & accessories. T&C apply.

Rationalizing:-
1) Google Pixel 2 Ad
The three-minute video aims to show the user that with Pixel 2 is a part
of their life. Rahul Dravid, a cricketing legend and coach, has been
roped in by the brand to share real user’s experience in the film. The
personality traits of Rahul – dependable, honest, passionate, genuine
and one with a smart cricketing brain – are in perfect sync with the
smartness and simplicity Pixel offers and the brand attributes
of Google.

2) Bajaj Dominar 400

Bajaj auto recently released a new advertisement in promoting Bajaj

Dominar 400. In which they compared Royal enfield to Elephants (bullet
as a slow moving machine compared with Dominar).
3) ICICI Prudential Insurance Ad

The tagline, “Bande Ache Hain” was deeply moving and inspirational for
the modern man. On one hand it shows that those men who take care
of their responsibilities are noble, and on the other hand, it inspires
those who have not thought about security and insurance aspect. Both
men and women loved this creative advertisement.
4) Tanishq Wedding Ad
When this advertisement hit the media, everyone was stunned. No one
had attempted to touch the tender issue of re-marriage; and this
advertisement broke all shackles of this mindset. Set in the
contemporary India, this ad highlights and celebrates re-marriage like
no other brand has ever done.
5) Philips Widescreen TV Ad:
Two lovers are running towards each other: a typical Bollywood
romance scene. But instead of hugging, they are tired in between and
they quit their meetup. And they are tired because Philips have
introduced such a wide screen TV. Amazing creativeness!