A Project Report on

Management Process and Organizational Behavior

Submitted in the partial fulfilment of the requirements for the degree of

Masters of Business Administration (2021- 23)

Submitted By: -

Aman Baghel
2K21/UMBA/40

Suraj Raj
2K21/UMBA/59

Dhaarak Goswami
2K21/UMBA/61

Raj Harsh
2K21/UMBA/35

Under the Guidance of:

Dr. Nidhi Maheshwari

UNIVERSITY SCHOOL OF MANAGEMENT AND

ENTREPRENEURSHIP
DELHI TECHNOLOGICAL UNIVERSITY
(Formerly known as Delhi College of Engineering)
Vivek Vihar Phase 2, Block E, Vivek Vihar, Delhi, 110095

1
 CERTIFICATE

This is to certify that the major research project report titled “Organisation Behaviour” is
the bonafide work of “Aman Baghel, Dharak Goswami, Suraj Raj, Raj Harsh” batch of
MBA 2021-2023 and submitted to university school of management and entrepreneurship
(USME), East Delhi Campus, Delhi Technological University (DTU), Delhi in partial
fulfilment of the requirement for the award of the degree of Masters Of Business
Administration. The project is carried out under my supervision and to the best of my
knowledge and the piece of work is original and the student has submitted no part of this
project to any other Institute/University earlier.

Dr. Nidhi Maheshwari

Signature

2
 ACKNOWLEDGEMENT
We would like to express our humble thanks to our teacher Dr. Nidhi Maheshwari, who
gave us his valuable suggestions and ideas as and when needed. We are sincerely thankful to
her, as she has been a constant source of advice, motivation and inspiration. We are also
grateful to her for giving her suggestions and encouragement throughout the project work.
We are also grateful to our college for giving us the opportunity to learn and implement the
concepts and be able to analyse the results as per our understanding. We are also thankful to
our family and friends for constantly motivating us to complete the project and providing us
an environment that enhanced our capabilities and knowledge.

Aman Baghel
2K21/UMBA/40

Suraj Raj
2K21/UMBA/59

Dharak Goswami
2K21/UMBA/60

Raj Harsh
2K21/UMBA/35

3
 ABSTRACT
For analysing and applying individual behaviour concepts in organizational situations, we
targeted a particular domain, which is “Sales”. We connected with various Sales managers
and associates, & took their interviews on online mode. We made a questionnaire for
gathering the information about the organisational behaviours. We had a conversation with
the 4 managers of different organisations. After successfully conducting the interview, we
collected the information about different perspectives of individuals regarding the Sales of the
organisation

4
                                Sales Department of the company 
 LawgicalIndia Business Developers Private Ltd.
           
                                                    By: Ankita Singh

Q. What are your basic duties as a sales manager?

Responses Recorded - First of all, the main task is to look after the sales which is actually a
step to achieve the organizational goals. And if we talk about regular duties that i have to
perform. I have to pick up the enquiries that are generated through ads, then convert the
enquiries into the sale. Apart from this I have to prepare the EOD sheet for the daily work
record of all the writers, assign tasks and follow every task of the writers.  

Interpretation- Mam have to meet planned sales goals. She tracks each activity of the sales
department from picking up an enquiry till its complete sale. She understands her ideal
customers.  
.

Q. What qualities make a great sales manager?

Response Recorded- For a sales manager it is mandatory to be focussed to maximize
company’s growth. A manager should not always think about its own interests, a good
manager must also think about the interest of the employees. I think employees should not
be burned with a lot of work as in order to maximize the profits you definitely lose the quality
of the work. Lastly, I think the manager should be a team person and should work along with
others for the company's objective. 

Interpretation- A manager should have a great understanding of the team. As per mam’s
response a manager should be emotionally intelligent and should understand the
seriousness of the particular task.  A good manager should also have good listening skills.   
   
   
Q. How do you motivate your team?
Response Recorded- At the time when no one wishes to work and feeling bored, I usually
announce the sale on the projects that are being drafted by the writers. I encourage
happiness by announcing the referral schemes within the branch and this brings positivity
among the employees.

Interpretation- A manager must find innovative ideas to boost the morale of the employees.
This helps a manager to get the work done in one way or the other. 

Q. What do you like and dislike about the sales?

Response Recorded- The part which i like the most about sales is connecting with the
people and making formal bonds for the betterment of the organization. Secondly I feel happy
to help someone with something that my company has. The thing which I dislike about the
sales is that many times i come across with stubborn people who are not ready to listen and
just block the contact with us. That thing is not only frustrating but also brings down the
motivation to work.

5
Interpretation- Sales is a job of interacting with the people, finding the needs of the
customers and providing them what they actually need. While making potential customers
you create a formal bond with others. But if we look to the other side of it, talking to strangers
all day.  
 

Q. Was the covid-19 pandemic an opportunity or obstacle in your sales? (your views)
How do you handle the covid-19 situation?

Response Recorded- It was not an opportunity of course as our majority customers are the
students who are applying for the studies abroad and in the pandemic all of the educational
institutions were closed and this affected our sales in a drastic manner. I handled the
situation by not losing hope and believed in our trusted customers. 

Interpretation- At times when everything fails like in the case of this covid situation you have
to find a way to make things work as before. As mam said they kept the activities on and
found alternatives to generate revenue.

Q. How do you handle stress in a sales job?

Response Recorded- Yes there are times when a person is too stressed and his willingness
to perform better almost collapses at that time I provide paid leave to the particular employee.
And the same happens with me. I also like to take a break from the task at the time of stress. 

Interpretation- Repeat actions or doing the same activities again and again may give you
stress and employees in the company face the same. At that time managers should stop
expecting high from the employees and must provide them paid leaves to take a break to
relieve some stress.   

6
 REFERENCES

Link to video clips:

1. Video Interview with Ankita Singh

https://drive.google.com/file/d/1kMPOwnrDKTEyfE-EMcQ2usOFOaTZGYwu/view?
usp=sharing