PROJECT REPORT ON:

An empirical study of sales management in automobile sector, with

reference to VYAS LUGGAGE COMPANY .

SUBMITTED TO:

IN PARTIAL FULLFILLMENT OF THE REQUIREMENT FOR THE AWARD OF THE

DEGREE OF

BACHELORS OF BUSINESS ADMINISTRATION

IN
SPECIALIZATION
INTERNATIONAL BUSINESS.

SUBMITTED TO
THE DEAN
DR. RUPALI KHAIRE.

UNDER THE GUIDANCE: SUBMITTED BY:

Dr. AMIT AGRAWAL SANYAM ASOPA
ASSISTANT PROFESSOR. SOCMS, SANDIP UNIVERSITY.
SOCMS, SANDIP UNIVERSITY, NASHIK.
NASHIK

SCHOOL OF COMMERCE AND MANAGEMENT SCIENCES

SANDIP UNIVERSITY,
PRN:-………………………… SESSION:

1
 SCHOOL OF COMMERCE AND MANAGEMENT SCIENCES,
NASHIK.

CERTIFICATE.

This is to certify that the internship project report entitled “ An

Empirical study of management in transportation sectors, with reference to
VYAS LUGGAGE COMPANY ”. Submitted by Sanyam Asopa
[220102271017]. In partial fulfilment of the degree in Bachelor of
business
administration of Sandip University is a record of his/her own
work carried out under my supervision and guidance. The matter
enclosed here is not been submitted elsewhere of award of any
degree or diploma.

Dr Amit Agrawal. Dr Rupali Khaire.

Guide. Dean.
Assistant professor, Sandip University,Nashik.
Sandip University, Nashik.

2
 EXAMINERS CERTIFICATE OF APPROVAL.

An Empirical study of management in

The Internship Project Entitled
Transportation sectors with reference to Vyas Luggage Company .”.
Submitted by Sanyam Rajesh Asopa [220102271017] in partial
fulfilment of the requirement for the award of the degree of
Bachlore of Business Administration of Sandip University, Nashik
is hereby approved for the award of the degree.

CHAIRMAN: EXAMINERS:
[1] EXTERNAL:

[2] INTERNAL:

PLACE: NASHIK.
DATE:

3
CERTIFICATE BY
COMPANY.

4
 ACKNOWLEDGEMENT.

A moment comes which comes but rarely in a students life when with
outmost pleasure and satisfaction, I Sanyam Rajesh Asopa , submitted my
project report on “An empirical study of management in transportation
sector.”

I would first like to thank my thesis advisor professor Dr. Amit Agrawal
of the School of Commerce and Management Sciences at Sandip
University, Nashik.

I would thankful to dean Dr Rupali Khaire mam of School of Commerce and

Management Sciences, Sandip University, Nashik. For extending all the
available facilities for my work.

Finally, I must express my very profound gratitude to my parents and to my

friends for providing me with unfailing support and continuous
encouragement throughout my years of study and through the process of
researching and writing this thesis. This accomplishment would not have
been possible without them.

THANKYOU,
SANYAM RAJESH ASOPA

5
 TABLE OF CONTENT.
CHAPTER PARTICULAR PAGE NO.
Chapter-1 1.1 Literature. 7
Introduction.
1.2 Need of study.

1.3 Objective of
study.

1.4 Scope of study.

1.5 Limitations of
study.
Chapter-2 2.1 Theoretical 17
Conceptual background of study.
background and
literature review. 2.2 literature review.
Chapter-3 3.1 Background of 21
Profile of organisation. organisation.

3.2 Activities of the

organisation.

Chapter-4 4.1 Nature of data 23

Research methodology.
4.2 Research design

4.3 Research tools and

techniques.
Chapter-5 5.1 Table reprentation. 28
Data analysis and
interpretation. 5.2 Examples.

5.3 Statistics.

Chapter-6 6.1 Findings 35

Summary of findings
and suggestions and 6.2 Suggestions.
conclusion.
6.3 Conclusion.

6.4 Bibliography.

6
CHAPTER 1- INTRODUCTION.

VYAS LUGGAGE TRANSPORT COMPANY is a Private COMPANY on

31 August 2018. It is classified as Non-govt company and is
registered at Registrar of Companies, Mumbai. Its authorized
share capital is Rs. 10,000,000 and its paid up capital is Rs.
5,500,000. It is inolved in Growing of crops; market gardening;
horticulture

Jakhete Industries Private Limited's Annual General Meeting

(AGM) was last held on N/A and as per records from Ministry of
Corporate Affairs (MCA), its balance sheet was last filed on 31
March 2022.

Directors of Jakhete Industries Private Limited are Chirag Sanjay

Shah and Akshay Jakhete Prakash.

Jakhete Industries Private Limited's Corporate Identification

Number is (CIN) U01100MH2018PTC313297 and its registration
number is 313297.Its Email address is adityajakhete@gmail.com
and its registered address is Unit No. 117 Tower F 1st FLR
Kanakia Zillon BKC Kurla West Mumbai Mumbai Mumbai City
MH 400070 IN.

Current status of Jakhete Industries Private Limited is - Active.

7
Effect on profitability of the company
The sales management policies of Ram Honda by Jakhete Group
can have a significant impact on the profitability of the company.
Here are some ways in which the policies can affect the
company's profitability:
1. Increased Sales: The sales management policies, such as
setting sales targets and providing incentives for exceeding
them, can motivate the sales team to work harder and achieve
higher sales. This can result in increased revenue and higher
profitability for the company.
2. Improved Customer Satisfaction: By investing in sales
training and development policies, the sales team can improve
their knowledge of the product and provide better customer
service. This can lead to higher levels of customer satisfaction,
which can result in repeat business and increased profitability.
3. Effective Sales Forecasting: The sales forecasting policy can
help the company to plan its production and distribution
processes effectively. This can help the company to avoid
overproduction or stockouts, which can lead to wastage or lost
sales, respectively. This can improve the company's efficiency and
profitability.
4. Cost Reduction: By dividing the market into specific sales
territories, the company can focus its resources on those areas
where the potential for sales is high. This can reduce the cost of
sales and marketing, as resources are not wasted on areas with
lower sales potential. This can improve the company's
profitability.
Overall, the sales management policies of Ram Honda of Jakhete
Group can have a positive impact on the company's profitability
by increasing sales, improving customer satisfaction, effective
sales forecasting, and reducing costs.

8
 1.1 literature.S
This internship paper discusses about the freight forwarding industry in Bangladesh.
Especially Ocean freight and Air freight for SG Logistics (SGL). I have tried to gathered
information about the achievement and gap between SGL and freight forward
industry and assess the opportunities to grow the company as a whole. There are
certain factors that perpetuate our organization one of the leading in the industry and
as an agent of DB Schenker, gives us brand name in the market and easy access to
potential consumers. Because DB Schenker has vast network in the world. Third
largest in Air Freight and second largest in Ocean Freight and first in Rail Freight in
the world in terms of revenue and Tue. The aim of SGL and in particular Schenker is
to provide its customer smooth operation support with minimum error from
customer to buyer end. SGL responsible for delivering customers goods intact and
untouched. And provide continues support as long as it required to satisfy the
ultimate customers. My job as an ocean freight executive and system support for last
2 years has given me valuable insight into the reality of the freight forwarding
industry regarding Bangladesh. In addition to my job responsibilities at SGL, I am
expected to submit reports of our sales to my line manager within strict deadlines. As
an ocean executive, I have to follow precise codes of professionalism, attend
professional development training sessions and also foster relationships with
stakeholders at my organization as well as outside of the organization.

1.2 Need of study.

A study on sales management policies of Ram Honda and its
effect on profitability would be beneficial in several ways.
Firstly, such a study would provide insight into the sales
management policies of Ram Honda and how they are
implemented. This would help identify areas of strength and
weakness in the company’s sales strategy, allowing for potential
improvements to be made.
Secondly, the study would examine the impact of these policies
on the company’s profitability. By analyzing the financial data,
the study would determine whether the current sales
management policies are effective in generating revenue and

10
increasing profits. This information would help Ram Honda make
informed decisions regarding its sales strategy going forward.
Finally, the study would contribute to the overall knowledge of
sales management in the Automobile industry. It would provide
valuable information for other companies in the same industry to
learn from, potentially leading to improved profitability for the
industry as a whole.
Overall, a study on sales management policies of Ram Honda and
its effect on profitability would be a valuable investment for the
company, potentially leading to increased revenue and improved
market position.
Studying the sales management policies of Ram Honda and their
impact on the profitability position company is an important
research topic for several reasons.
Firstly, effective sales management is crucial for the success of
any business, and Ram Honda being an Automobile company
needs to have a well-defined sales management policy to
compete in the market. The sales management policies of the
company
would include the strategies and techniques used by the
company to promote its products, manage its salesforce, and
achieve its sales targets.
Secondly, profitability is a key performance indicator for any
business, and understanding how sales management policies
affect profitability can help Ram Honda make informed decisions
to improve its financial performance. By identifying the specific
sales management policies that contribute to profitability, the
company can allocate resources to these policies to maximize
their impact on the bottom line.
Additionally, studying the sales management policies of Ram
honda can also provide insights into the automobile industry
and its competitive landscape. By understanding how Ram honda
sales management policies compare to those of its competitors,
the company can identify areas for improvement and develop
strategies to gain a competitive edge.
Overall, conducting a study on the sales management policies of
Gud World and their effect on profitability is essential for the
11
company’s growth and success. The findings of such a study can
inform the company’s decision-making and help it achieve its
business goals.
1.3 Objective of study
The objective of studying the sales management policies of Ram
Honda could be to understand and analyze the strategies and
methods that the company uses to manage its sales function.
This could involve looking at how the company identifies and
targets potential customers, how it manages its sales team, and
how it tracks and analyzes sales data to optimize performance
and improve sales outcomes.
Specifically, studying the sales management policies of Ram
Honda could help to:
1. Identify key sales metrics: By studying the sales management
policies of Ram Honda , it would be possible to identify the key
performance indicators that the company uses to measure and
track its sales performance. This could include metrics such as
sales revenue, customer acquisition costs, customer retention
rates, and sales conversion rates.
2. Understand the sales process: Studying the sales management
policies of Ram Honda could provide insights into the company’s
sales process, from lead generation and qualification to closing
deals and managing customer relationships. This could help to
identify areas for improvement and optimization.
3. Analyze sales team performance: By studying the sales
management policies of Ram Honda , it would be possible to
analyze the performance of the company’s sales team, including
how they are trained, managed, and incentivized. This could help
to identify best practices for managing and motivating sales
teams.
4. Optimize sales strategies: By understanding the sales
management policies of Ram Honda , it would be possible to
identify opportunities to optimize the company’s sales strategies
and tactics. This could involve developing new sales channels,
refining pricing strategies, or improving sales messaging and
targeting.

12
Overall, studying the sales management policies of Ram Honda
would be useful for gaining insights into how a successful
automobile company manages its sales function, and for
identifying opportunities for improving sales performance and
optimizing sales strategies.
The objective of analyzing the profitability of Ram Honda, an
automobile company, would be to assess the financial
performance of the company and determine whether it is
generating sufficient profits to sustain its operations and provide
returns to its stakeholders. Some specific objectives could
include:
A sales manager’s responsibility is to set long-term goals and
objectives for their team. By understanding how sales objectives
fit into the organization, you’ll better understand the big picture
and can communicate better with senior management. Some of
the main objectives of sales management include:
1. Revenue generation
2. Increased sales volume
3. Sustained profits
4. Sales department growth
5. Market leadership
6. Prospect conversions
7. Motivating the sales force
1. To determine the net profit margin of Ram Honda : This would
involve analyzing the company’s revenue and expenses to
determine how much profit it is generating as a percentage of its
total revenue.
2. To assess the return on investment (ROI) of Ram Honda : This
would involve analyzing the company’s profits in relation to the
amount of capital invested in the business. It would help to
determine whether the company is generating sufficient returns
on its investments.
3. To evaluate the efficiency at Ram Honda operations: This
would involve analyzing the company’s profitability in relation to
13
its operating expenses, such as salaries, rent, utilities, and other
costs. It would help to determine whether the company is
operating efficiently and effectively.
4. To identify opportunities for improving profitability: This would
involve analyzing the company’s revenue and expenses to identify
areas where it could reduce costs or increase revenue to improve
its profitability.
Overall, the objective of analyzing the profitability of Ram Honda
would be to help the company’s management make informed
decisions about how to optimize its financial performance and
maximize returns for its stakeholders.
1.4 Scope of study
The scope of a study on the sales management policies of Ram
Honda, could include the following areas:
1. Sales strategy: This would involve analyzing Ram Honda
approach to selling its products and the strategies it uses to
increase sales. This could include evaluating its pricing strategy,
product positioning, distribution channels, and marketing
campaigns.
2. Sales forecasting and planning: This would involve analyzing
how Ram Honda forecasts its sales and plans for future growth.
This could include evaluating its sales forecasting methods,
inventory management practices, and demand planning
processes.
3. Sales performance management: This would involve analyzing
how Ram Honda manages the performance of its sales team and
evaluates its sales results. This could include evaluating its sales
targets and incentives, performance tracking and reporting, and
sales training and development programs.
4. Customer relationship management: This would involve
analyzing how Ram Honda manages its customer relationships
and engages with its customers to increase sales. This could
include evaluating its customer segmentation and targeting
strategies, customer engagement and retention programs, and
customer service and support practices.

14
5. Sales operations management: This would involve analyzing
how Ram Honda manages its sales operations and processes to
ensure efficiency and effectiveness. This could include evaluating
its sales forecasting and planning processes, sales order
processing and fulfillment, and sales data management and
analysis.
6. Financial performance analysis: This would involve
analyzing the company’s financial statements, including
income statements, balance sheets, and cash flow statements,
to evaluate its financial performance and profitability over
time.
7. Cost analysis: This would involve analyzing the company’s
costs and expenses, including production costs, labor costs, and
overhead costs, to identify areas where costs can be reduced or
managed more effectively to improve profitability.
8. Pricing strategy: This would involve analyzing the company’s
pricing strategy and its impact on profitability, including the
effect of changes in pricing on sales volume and revenue.
9. Sales and revenue analysis: This would involve analyzing the
company’s sales and revenue trends over time, including its
sources of revenue and the factors that drive sales
growth or decline.
10. Industry and market analysis: This would involve analyzing
the company’s industry and market trends and how they impact
profitability, including changes in consumer behavior,
competition, and market demand.
11. Strategic planning: This would involve analyzing the
company’s strategic planning process, including its goals and
objectives, and assessing how well its strategies align with its
profitability targets.
Overall, the scope of a study on the effect of profitability of Ram
Honda would be to assess the company’s financial performance
and identify opportunities for improving profitability through cost
management, pricing strategy, revenue growth, and strategic
planning.
1.5 Limitations of study
15
Limitations of a study on the sales management policies of Ram
Honda and its effect on profitability could include:
1. Data availability: The study may be limited by the availability
and quality of data related to the company’s sales and
profitability, especially if the company does not maintain
comprehensive records or is not willing to share its data.
2. Timeframe: The study may be limited by the timeframe of the
data available for analysis, as sales and profitability trends may
change over time and may not be reflective of current or future
performance.
3. Sample size: The study may be limited by the size of the
sample population or the number of data points available for
analysis, which may impact the accuracy and representativeness
of the results.
4. Industry factors: The study may be limited by industry factors
that are beyond the control of the company, such as economic
conditions, regulatory changes, or competitive pressures.
5. Bias: The study may be limited by the potential for bias in the
collection, analysis, or interpretation of data, which may impact
the accuracy and reliability of the results.
6. Generalizability: The study may be limited by the
generalizability of the results to other companies or industries, as
the specific factors that impact sales management policies and
profitability may vary widely across different contexts.
It is important to consider these limitations when interpreting the
results of any study and to acknowledge the potential for
uncertainty and variability in the findings.

16
CHAPTER 2 – CONCEPTUAL BACKGROUND AND
LITERATURE REVIEW
2.1 Theoretical background of the study
The study of sales management policies and their effect on
profitability is rooted in several theoretical frameworks. One of
the most important is the marketing mix, which consists of the 4
P’s: product, price, promotion, and place. Sales management
policies, including pricing strategies, promotional activities, and
distribution channels, all fall under the marketing mix and are
crucial components of a company’s overall marketing strategy.
Another important theoretical framework is customer
relationship management (CRM), which emphasizes the
importance of building and maintaining strong relationships
with customers. Effective sales management policies should take
into account the needs and preferences of customers, and should
aim to establish long-term relationships that foster loyalty and
repeat business.
In addition, the study of sales management policies and their
effect on profitability is often informed by theories of
organizational behavior and management, which highlight the
importance of effective leadership, communication, and
teamwork in achieving business objectives. Effective sales
management policies should be designed and implemented in a
way that promotes collaboration among sales teams, encourages
innovation and creativity, and enables efficient decision-making.
Overall, the theoretical background of the study of the sales
management policies of Ram Honda automobile company and its
effect on profitability is rooted in a range of interdisciplinary
fields, including marketing, customer relationship management,
organizational behavior, and management. By drawing on these
theories and frameworks, researchers can develop a more
comprehensive understanding of the factors that influence sales
performance and profitability, and can identify strategies and
best practices that can help businesses achieve their goals.
The study of sales management policies and their impact on a
company’s profitability is an important area of research within

17
the field of business management. Sales management involves
the planning, organizing, directing, and controlling of a
company’s sales activities, with the ultimate goal of generating
revenue and maximizing profits.
In order to understand the impact of sales management policies
on profitability, it is important to consider several key theories
and concepts within the field of business management. These
include:
1. Marketing Mix: The marketing mix is a framework used to
describe the various elements of a company’s marketing
strategy, including product, price, promotion, and place.
Effective sales
management policies must take into account each of these
elements in order to maximize profitability.
2. Customer Relationship Management (CRM): CRM is a strategy
that focuses on building and maintaining strong relationships
with customers in order to increase loyalty and repeat business.
Effective sales management policies must include CRM strategies
in order to retain customers and increase their lifetime value.
3. Sales Force Management: Sales force management involves the
recruitment, training, and motivation of a company’s sales team.
Effective sales management policies must include strategies for
managing and motivating sales teams in order to maximize their
performance and drive sales.
4. Sales Forecasting: Sales forecasting is the process of
estimating future sales based on historical data and market
trends. Effective sales management policies must include
accurate sales forecasting in order to optimize production
and
inventory levels, as well as to ensure that the company is able to
meet customer demand.
Overall, the study of sales management policies and their impact
on profitability is a complex and multifaceted area of research
that requires a thorough understanding of key business
management theories and concepts. By applying these theories
and concepts to the case of ram honda , researchers can gain
valuable insights into how effective sales management policies
18
can be used to drive profitability and sustain long-term success.

19
2.2 Literature Review
1. David Brock May 2016: Sales Manager Survival Guide:
Lessons From Sales Brock is a seasoned sales expert and
executive who pulls from a wealth of experience in the
trenches
to lay out a roadmap for succeeding from your first day as a sales
manager. He tackles such important topics as transitioning from
peer to superior, finding time to coach salespeople, closing
performance gaps, executing productive reviews, interviewing,
hiring, onboarding, and more.
2. Mike Weinberg Oct 2015: Sales Management. Simplified.: The
Straight Truth About Getting Exceptional Results from Your
Sales Team “As Goes the Leader, So Goes the Organization.” The
title of this book’s first chapter lays out the stakes, and Weinberg
follows up with a bevy of recommendations for boosting the
performance of your team. In blunt and straightforward fashion,
he walks us through the essentials of goal- setting, prioritization,
handling underperformers, coaching, and more.
3. John A. Weber June 2013: Growth Juice: How to Grow Your
Sales, If you’re looking for a quick and easy read, this might move
to the top of your list. Filled with cartoons and concisely stated
points, Growth Juice is not so much about the principles of sales
management as it is about the tenets of business development.
The charming presentation makes Weber’s concepts digestible
and relatable for the reader. He examines key modern selling
mainstays like highlighting value props, thoughtfully segmenting
markets, and identifying competitive advantages.
4. Chris Lytle March 2011: The Accidental Sales Manager: How to
Take Control and Lead Your Sales Team to Record Profits, “You
outsold your colleagues and put your company ahead of the
competition, so you’ve just been rewarded with a big promotion
to sales manager. Congratulations! Now for the rub: You have
gone from being an expert salesperson to an incompetent
manager— and on top of that, you may be stuck doing your old
sales job
while you transition to your role as sales manager.” With this,
Lytle sets up The Accidental Sales Manager. As that passage
suggests, this book is more of an introductory overview for those
11
0
who are new to a management role, guiding you through a foreign
landscape with step-by-step instructions and techniques
for avoiding the “sales management trap.”
5. Anthony Iannarino November 2018: Eat Their Lunch:
Winning Customers Away
from Your Competition, The less cuddly, feel-good side of sales
management. At the end of the day, business is a competitive
battlefield, and in order for your team to win, someone else has to
lose. Despite this reality, Iannarino does not preach a
bloodthirsty, cutthroat approach to displacing your competitors;
instead, he offers helpful guidance on capturing mindshare,
prospecting with a displacement mindset, building a wall of fire
around your customers, and more. "Nothing in this book will
teach you that you need to win at all costs," he writes. "You are
not a Mafia don or a warlord out to destroy your rivals ... Instead,
you will win those clients by creating greater value than they do,
which is the only sustainable strategy for winning clients."
6. Keith Rosen March 2008: Coaching Salespeople Into
Champions: A Tactical Playbook for Managers and Executives,
There’s a difference between training and coaching. Rosen’s
goal is to turn the reader into a master coach with an in-depth
exploration of what it takes to develop salespeople and get the
most out of your team. Within this book, you’ll find six universal
principles of masterful coaching, six fatal coaching mistakes,
seven types of sales managers, and much more.
7. Weber June 2013: Growth Juice: How to Grow Your Sales, If
you’re looking for a quick and easy read, this might move to the
top of your list. Filled with cartoons and concisely stated points,
Growth Juice is not so much about the principles of sales
management as it is about the tenets of business development.
The charming presentation makes Weber’s concepts digestible
and relatable for the reader. He examines key modern selling
mainstays like highlighting value props, thoughtfully segmenting
markets, and identifying competitive advantages.
8. Travis Bradberry and Jean Greaves June 2009: Intelligence
quotient (IQ) refers to our ability to learn, and it generally

20
remains static after age 15. But emotional intelligence (EQ) is
flexible, and can be continually developed with the right
knowledge and tools. Bradberry and Greaves outline the core
skills contributing to a high EQ — self-awareness, self-
management, social awareness, and relationship management —
and offer tips for sharpening each one.

CHAPTER-3-PROFILE OF THE ORGANISATION.

3.1 Background of the organisations.

Basic information – Ram Honda an motorcycle dealership
showroom and workshop established in the year 2012 by Jakhete
groups rated4.0 by 346 ratings.
Jakhete group private limited is an Indian non – government
company. It’s a private company and is classified as company
limited by shares.
Company authorized capital stands at rs 10.0 lakhs and has
100% paid-up capital which is rs. 10 lakhs.
Company is registered in Mumbai [ Maharashtra] registrar office,
jakhete capital private limited registered
address is plot no. 14, jilha peth, GS ground , jilha peth,MG
road, Jalgaon, Maharashtra.425001.

3.2 Activities of the organization

Design, development, manufacturing, marketing, selling,
repairing, and modifying motor vehicles encompass various
crucial activities within an automotive organisation.

1. Design: This phase involves conceptualizing and creating

the blueprint for a new motor vehicle. Designers
consider factors like aesthetics, aerodynamics, safety,
and
functionality. They work on the vehicle's exterior,
interior, and components.
21
2. Development: Once the design is finalized, the
development process begins. This entails engineering and
prototyping the vehicle, including its mechanical and
electronic systems. Extensive testing and refinement occur
during this stage.

3. Manufacturing: This phase is where the vehicle is actually

built. It includes procuring raw materials, assembling
components, and quality control. Manufacturing may involve
highly automated production lines, and it's crucial for achieving
consistency and efficiency.

4. Marketing: Marketing efforts are essential to promote the

vehicle to potential customers. It involves creating advertising
campaigns, identifying target demographics, and establishing a
brand image. Marketing strategies can influence the success of
the vehicle in the market.

5. Selling: Selling involves the actual process of getting the

vehicle into the hands of customers. This may occur through
dealerships, online platforms, or other sales channels. Effective
sales strategies, including pricing and incentives, are essential to
driving purchases.

6. Repairing: After vehicles are sold, providing repair and

maintenance services is crucial to ensure customer satisfaction
and retention. This includes scheduled maintenance, warranty
repairs, and addressing unexpected issues.

7. Modification: Some customers may wish to customize or

modify their vehicles. Offering modification options or accessories
can create additional revenue streams for the organization and
cater to diverse customer preferences.

22
Each of these activities plays a pivotal role in the automotive
industry. Success in one area often depends on the effectiveness
of others. Moreover, as the automotive landscape evolves,
organizations must adapt to technological advancements,
sustainability concerns, and changing consumer preferences to
remain competitive and sustainable.

CHAPTER 4 - RESEARCH METHODOLOGY

4.1 Nature of Data
The nature of the data of the sales management policies of Ram
Honda automobile Company would likely include information on
their sales strategies, pricing policies, promotional activities,
customer segmentation, and distribution channels. This data
could be collected through surveys, interviews with employees,
and analysis of sales and customer data.
To evaluate the effect of these sales management policies on the
profitability of the company, financial data such as revenue,
expenses, and profit margins would also be necessary. This data
would need to be analyzed in relation to the sales management
policies to determine their impact on the company's financial
performance.
Overall, a combination of qualitative and quantitative data would
be needed to fully understand the nature of the sales
management policies of Ram Honda automobile Company and
their effect on profitability.
It would likely involve quantitative data such as sales revenue,
profit margin, and sales volume. Additionally, it could also
include qualitative data such as customer feedback, sales team
feedback, and market trends.
To analyze the effect of sales management policies on
profitability, the data could be examined through various
statistical methods such as regression analysis, correlation
analysis, and trend analysis. These methods could help identify
any patterns or relationships between the sales management
policies and profitability metrics.

23
The data could also be used to identify areas where sales
management policies could be improved to increase profitability.
For example, if sales revenue is declining, it may indicate that
sales team training or product promotion strategies need to be
improved.
Overall, analyzing the data related to sales management policies
can provide valuable insights for improving the profitability of
Ram Honda.
The nature of data for the sales management policies of Ram
Honda automobile Company would include information such as
sales figures, customer demographics, marketing strategies,
distribution channels, and pricing structures. This data would be
collected through various sources such as sales reports,
customer surveys, and market research. To determine the effect
of these sales management policies on the profitability of the
company, financial data would also need to be analyzed. This
would include metrics such as revenue, cost of goods sold, gross
profit margin, net profit margin, and return on investment. By
analyzing both the sales and financial data, it would be possible
to determine the effectiveness of the company's sales
management policies and their impact on profitability. This
information could then be used to identify areas where
improvements could be made, and to develop strategies to
optimize the company's sales and profitability.
It include quantitative data such as sales figures, revenue,
expenses, profits, and other financial metrics. It may also include
data on customer demographics, market trends, and sales
strategies employed by the company. To evaluate the effect of the
sales management policies on profitability, the data would need
to be analyzed to identify any correlations or causal relationships
between the policies and financial outcomes. This would involve
statistical analysis and possibly the use of predictive models to
forecast future profitability based on different sales management
scenarios. Overall, the data would provide valuable insights into
the performance of the company and help guide decision-making
around sales management policies to maximize profitability.

24
4.2 Research Design
To design a research study on the sales management policies of
Ram Honda , the following steps could be taken:
1. Define the research problem: The research problem could be to
identify the effectiveness of Ram Honda’s sales management
policies and their impact on sales performance.
2. Develop research questions: Some potential research
questions could include.
3. Select research methodology: The research methodology
could be a combination of quantitative and qualitative research
methods. Quantitative research methods could be used to collect
numerical data on sales performance, while qualitative research
methods could be used to collect insights on the experiences and
perceptions of sales managers and employees.
4. Determine data collection methods: Data collection
methods could include surveys, interviews, focus groups, and
sales performance metrics.
5. Choose participants: Participants could include sales
managers, sales representatives, and other employees involved
in the sales process.
6. Develop data analysis plan: Data analysis could involve
statistical analysis of sales performance metrics and thematic
analysis of qualitative data.
7. Consider ethical considerations: Ethical considerations could
include obtaining informed consent from participants, ensuring
confidentiality and anonymity, and avoiding any harm to
participants.
8. Develop research report: The research report could include
an executive summary, introduction, literature review, research
methodology, data analysis, findings, and recommendations.
Overall, this research study could provide valuable insights into
the effectiveness of Ram Honda sales management policies and
identify potential areas for improvement to enhance
sales performance.

25
4.3 Research Tools and Techniques
There are several research tools that can be used to analyze the
sales management policies of Ram Honda . Here are some tools:
1. Surveys: Surveys can be used to gather data on customer
preferences, buying habits, and satisfaction levels. This
information can be used to improve sales strategies and policies.
2. Sales Analytics Software: Sales analytics software can help
analyze sales data to identify trends and patterns that can inform
sales strategies and policies. It can also help track sales
performance and identify areas for improvement.
3. Focus Groups: Focus groups can be used to gather feedback
on new products or sales initiatives. This can help determine
how customers might respond to new policies and inform the
development of effective sales strategies.
4. Sales Reports: Sales reports can provide insight into sales
trends, customer behavior, and sales team performance. These
reports can be used to inform sales policies and identify areas for
improvement.
5. Customer Relationship Management (CRM) Software: CRM
software can help track customer interactions and sales data.
This information can be used to inform sales policies and
improve customer satisfaction.
Overall, a combination of these research tools can be used to
gather data on sales management policies and make informed
decisions to improve sales performance.
There are several tools and techniques that can be used to
analyze the effect of profitability on a company like Ram Honda
an automobile Company. Here are some examples:
1. Financial ratio analysis: Financial ratios can be used to
measure the financial performance of a company over time.
Ratios such as return on assets (ROA), return on equity (ROE),
and gross profit margin can help identify areas where Ram
Honda may be losing money or not generating enough profits.

26
2. Cost-volume-profit analysis: This technique can help Ram
Honda determine the break- even point for their products or
services, as well as how changes in pricing or production costs
will affect profitability.
3. SWOT analysis: A SWOT analysis can be used to identify Ram
Honda strengths, weaknesses, opportunities, and threats. By
identifying these factors, the company can develop strategies to
improve profitability and mitigate risks.
4. Value chain analysis: This analysis can help Ram Honda
identify the activities that add value to their products or services,
as well as those that do not. By optimizing their value chain, they
can improve profitability.
5. Benchmarking: Benchmarking involves comparing Ram Honda
financial performance to that of their competitors. This can help
identify areas where they are falling behind, as well as areas
where they are doing better than their competitors.
6. Scenario analysis: Scenario analysis involves modeling the
potential impact of different scenarios on Ram Honda
profitability. For example, they could model the impact of a new
competitor entering the market, or the impact of a change in
government regulations.
By using these tools and techniques, Ram Honda can gain a
better understanding of their financial performance and
develop strategies to improve profitability.

27
CHAPTER 5- DATA ANALYSIS AND INTERPRETATION.
5.1 table reprentation.
1. sales goals Ram Honda aims to increase
revenue by 20% over the next
year by expanding their customer
base and increasing repeat
business.
They will also aim to increase their
market share by 5%
2. Sales team structure The sales team is composed of sales
representatives who are responsible
for generating leads, qualifying
them, and closing deals. The sales
manager oversees the team and
provides guidance and coaching.
The account manager manages key
accounts and maintains
relationships with customers.
3. Sales training and Sales representatives undergo a
development one-week onboarding program that
covers product knowledge, sales
techniques, and company policies.
Ongoing training is provided on a
quarterly basis, focusing on new
products, market trends, and
customer needs. Coaching is also
provided by the sales manager on
a regular basis.
4. Sales process. The sales process begins with lead
generation through various
channels, including social media,
trade shows, and referrals. Leads
are then qualified through a series
of questions and a scoring system.
Sales representatives then present
the product to the customer and
address any objections before
closing the deal. Post-sale follow-up
is conducted to ensure customer
satisfaction and identify
opportunities for upselling or cross-
selling.
5. Sales tool and Ram Honda uses a CRM software to
technology. manage leads, customer data, and
sales activities. They also use a lead
management system to score and
prioritize leads. Other sales tools
include sales collateral, such as
28
 brochures and presentations, and a
quoting tool to generate proposals.
6. Sales compensation and Sales representatives are
incentives. compensated through a commission
structure based on the revenue
generated. They are also eligible for
bonuses based on achieving sales
targets and customer satisfaction
ratings. Other incentives include a
quarterly sales contest and a
President's Club trip
for top performers.
7. Sales reporting and Sales activities are tracked and
analysis. reported on a weekly basis using
the CRM software. Metrics tracked
include revenue, leads generated,
and conversion rates. The sales
manager provides regular reports to
senior management and the sales
team on performance and trends.
8. Sales forecasting. Sales forecasting is conducted on a
monthly basis using a combination
of historical data and market
trends. The sales manager works
with the
finance team to develop accurate
revenue projections, which are
used to guide sales activities and
resource allocation.
9. Sales performance Sales performance is evaluated
management through regular performance
reviews, feedback, and coaching
sessions. Sales representatives are
also encouraged to set individual
goals and develop a personal
development plan.
10. Sales strategy Ram Honda sales strategy is
focused on expanding their
customer base in the food industry,
particularly in the health and
wellness segment. They will also
focus on increasing repeat business
and building strong relationships
with key accounts. The company
plans to achieve these goals through
targeted marketing campaigns,
product innovation, and exceptional
customer service

29
TYPES OF 2 WHEELERS [MOTORCYCLES]

Two-wheelers, also known as motorcycles or motorbikes, come in

various types to suit different riding preferences and purposes.
Here are some common types of two-wheelers:

1. *Cruiser Motorcycles*: These bikes are known for their laid-

back, comfortable riding position and low-slung design. They
often have larger engines and are ideal for long-distance cruising.

2. *Sport Bikes*: Sport bikes are designed for high performance

and agility. They have a more aggressive riding position, powerful
engines, and are meant for spirited riding and racing.

3. *Touring Motorcycles*: Touring bikes are built for long-

distance travel. They come equipped with features like
comfortable seats, windshields, luggage storage, and advanced
electronics to enhance the riding experience during extended
journeys.

4. **Adventure Motorcycles (ADV)**: ADV bikes are versatile and

designed for both on-road and off-road riding. They have a taller
stance, longer suspension travel, and are equipped for adventure
touring and exploring diverse terrains.

5. **Naked Bikes (Standard Motorcycles)**: These are stripped-

down bikes without extensive fairings or bodywork. They offer a
more upright and neutral riding position and are known for their
simplicity and versatility.

6. *Cafe Racers*: Cafe racers have a retro, minimalist look and

are often customized by enthusiasts. They typically feature a
crouched riding position and a distinctive, vintage appearance.
30
7. *Dirt Bikes*: These lightweight motorcycles are built for off-
road use. They have knobby tires, long suspension travel, and
are designed to handle rough and uneven terrains.

8. *Scooters*: Scooters are characterized by their step-

through frame and automatic transmission. They are typically
smaller, more maneuverable, and are popular for city
commuting.

9. *Electric Bikes*: With the growing interest in electric

mobility, electric motorcycles and scooters have become more
prevalent. They offer eco-friendly options for urban
transportation.

10. *Mini Bikes and Pocket Bikes*: These are small, compact
motorcycles often used for recreational purposes or by beginners.
They come in various styles and sizes.

11. *Trikes*: Trikes have three wheels and provide more

stability, making them a popular choice for riders who may have
balance or mobility concerns. They can be designed for touring,
cruising, or even off-roading.

12. *Supermoto Bikes*: Supermoto bikes are a hybrid

between dirt bikes and sport bikes. They have smaller wheels
and are designed for a combination of on-road and off-road
riding.

These are just some of the many types of two-wheelers available,

each tailored to different riding styles, preferences, and purposes.
Riders can choose a type that best suits their needs, whether it's
for daily commuting, long-distance touring, sporty riding, or off-
road adventures.
31
5.2 EXAMPLES OF HONDA 2 WHEELERS.

1. HONDA SHINE 124 DRUM.

It is powered by a 124cc single-cylinder, air-cooled engine

that generates 10.59 bhp of power and 11 Nm of torque. It
also has both front and rear drum brakes, alloy wheels, and
an electric start.

Technical specification.
1. Displacement - 123.94cc
2. Max Engine Output - 7.9 kW @ 7500 rom
3. Max Torque - 11 N-m @ 6000 pm
4. Ground Clearance - 162 mm
5. Rear Suspension - Hydraulic Type
6. Type - 4 Stroke, SI, BS-VI Engine
7. Fuel System - PGM-FI
8. Battery - 12V,4.0Ah
9. Head lamp - Halogen Bulb, DC

32
2. HONDA SP 125.

SP 125 price starts at Rs. 86,752 in India with top variant

price starting from Rs. 91,289. The Honda SP 125 is
powered by 124cc BS6 engine which develops a power of
10.72 bhp and a torque of 10.9 Nm. With both front and
rear drum brakes, Honda SP 125 comes up with combined
braking system of both wheels.

33
5.3 STATISTICS DATA.

34
CHAPTER 6- SUMMARY OF FINDINGS AND SUGGESTIONS
AND CONCLUSION.

6.1 FINDINGS
1. There is a good report between management and
employees and the always work to maintain the same.
2. The excellence of facility and quality as ranked is good.
3. Management is always strong to appoint efficient and
skilled person.
4. Ram Honda deals with excellence and use standardised
products so that it increases the company’s profile and
reputation.
5. Operations in the organisation is well occupied with
advanced technologies.
6. The activities and operations should be given preference and
compete with them.
7. The organisation maintain cleanliness in the organisation.
8. Organisation profit and standards are good compared to
other organisation.
9. All the products are well-thought-out be the best service
which the organisation provides.
10. Service proposal currently has decent impact through
additional organisations.

35
6.2 SUGGESTIONS
There are some suggestions which may helpful in sales of
automobile industry.
 End of licensee raj 1991 (DE licensing).

 An amazing gear up in competition.

 Technological up gradation.

 Customer oriented market development.

 Increased service facility's.

 Development & growth of oil company's with automobile

company's in parallel way.

 Development & growth of infrastructure company's

with automobile company's in indirect way.

 Formation of traffic police and increased road

safety measures.

36
6.3 CONCLUSION.

The automobile industry has experienced significant

developments and challenges over the years. It plays a
crucial role in the global economy, providing transportation
solutions for people and goods. Key trends in the industry
include the shift towards electric and autonomous vehicles,
increased focus on sustainability, and the integration of
advanced technology. The industry is also influenced by
factors like government regulations, consumer preferences,
and global economic conditions. As of my last knowledge
update in January 2022, the future of the automobile
industry appears to be shaped by innovation, environmental
concerns, and changing consumer demands. Please consult
more recent sources for the latest developments and
conclusions in the industry.

the conclusion regarding the sales of the automobile

industry was influenced by several key factors:

1. Global Economic Conditions: The sales of automobiles

were closely tied to the overall health of the global economy.
Economic downturns, like the one seen during the COVID-
19 pandemic, could lead to a decrease in sales due to
reduced consumer spending and uncertainty.

2. Consumer Preferences: Shifts in consumer preferences

played a significant role in the types of vehicles being sold.
There was a growing interest in electric vehicles (EVs),
which influenced sales in this segment.

3. Regulatory Environment: Government regulations

on emissions, fuel efficiency, and safety standards
could
impact sales, as automakers needed to adapt to meet these
requirements.

37
4. Supply Chain Challenges: The industry faced supply
chain disruptions, including shortages of essential
components like semiconductors, which could impact
production and, subsequently, sales.

5. Emerging Markets: Sales were growing in emerging

markets like China and India due to increased urbanization,
rising incomes, and a growing middle class.

6. Used Car Market: The sales of used cars also played a

significant role. Economic conditions and the availability of
affordable used vehicles influenced new car sales.

7. Shift to Online Sales: Many automakers and dealerships

were increasingly offering online sales and contactless
buying options, especially during the pandemic.

Please note that the situation in the automobile industry

can change rapidly due to various factors, and the
conclusions drawn in 2022 may not reflect the current
market conditions. To get the most accurate and up-to-date
information on automobile industry sales, I recommend
consulting recent reports and industry news.

38
6.4 BIBLIOGRAPHY.

Website and search engine

1. https://gudworld.in/
2. https://www.mofpi.gov.in
3. https://en.wikipedia.org/wiki/Jaggery
4.https://apeda.gov.in/
5. https://www.aecengg.com
6. https://www.techno-preneur.net/
7. https://www.researchgate.netsurement
8.http://mpagro.org/
9. https://papers.ssrn.com/

Books referred: Author name

1. Sales Management. Simplified by Mike Weinberg.

2. 2. The Accidental Sales Manager: How to Take Control

and Lead Your Sales Team to Record Profits By Chris
Lytle.

3. Sales Management for Dummies by Butch Bellah.

4. Cracking the Sales Management Code: The Secrets to

Measuring and Managing Sales Performance by Jason
Jordan and Michelle Vazzana.

5. Coaching Salespeople into Sales Champions: A Tactical

Playbook for Managers and Executives by Keith Rosen.

6. Sales Manager Survival Guide: Lessons From Sales’ Front

Line by David Brock.

7. 52 Sales Management Tips - The Sales Manager's

Success Guide by Steven Rosen.

39
8. ProActive Sales Management: How to Lead, Motivate,
and Stay Ahead of the Game by William "Skip" Miller.

9. The Sales Boss: The Real Secret to Hiring, Training and

Managing a Sales Team by Jonathan Whistman.

10. Sales Growth: Five Proven Strategies from the

World's Sales Leaders by Thomas Baumgartner.

40