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Sales Activity Project Report - Stall A4.do

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Summary
Sales and Distribution Management

Sales Activity Project Report

Submitted By:
NAME SAP ID DIVISION ROLE ASSIGNED
ADITYA 74022121222 TYBBA O PR & Communications
CHOWDHARY (HOD – Division O)
ANANYA GUPTA 74022120996 TYBBA O Stall Design
APOORVA KUMAR 74022120226 TYBBA O HR (HOD – Division O)
ESHA VAGHIJIANI 74022119689 TYBBA O Marketing
KHUSHI GOEL 74022120933 TYBBA O Promotions
RACHIT JAIN 74022119397 TYBBA O Legal (HOD – Division O)
RAGHAV SHARMA 74022120873 TYBBA O Identifying Customers &
Conversion Rate
SHIKHA DANGWAL 74022120570 TYBBA O Advertising
SUBHAM RANJAN 74022119646 TYBBA O Finance
VIRAAJ VERMA 74022120972 TYBBA O Logistics

Submitted To:
Professor Pradeep

Topic:
Sales Activity Report: Stall A4 (Pick your Poison – Halloween Theme)
Table of Content

Topic Page
Number
Thankyou Letter 1
Introduction 2
Selection of Products 3
Target Audience 4
Pricing Strategy 5
Distribution Strategy & Territorial Coverage 7
Marketing Before the Event 8
Selling Technique used 10
Sales Forecast 10
Impact of Customers 12
Impact of Competition 13
Prospecting Technique 14
Approach Technique 15
Presentation & Demonstration Techniques 15
Objection & Overcoming It 16
Cross Selling/Up Selling 16
Closing Deal & Negotiation 17
Deviations addressed during activity 18
Learning from Competition 19
Learning Lessons 20
Success & Failures 21
Surprise Package for Salesmanship 22
Incidents to Share 22
Individual Experience 23
Bibliography 30
Thankyou Letter

We would like to express our sincere gratitude to the course faculty Professor Pradeep S
for the invaluable experience and knowledge gained in his Sales and Distribution class,
particularly which helped us in the Distribution Project that allowed us to interact with a
company's sales and distribution manager.

We are incredibly thankful for the opportunity to gain insights into their roles and
responsibilities, including sales, inventory management, setting product & price strategy,
incentives to prospects, buyer - vendor relationships, and much more.

Your commitment to providing a comprehensive and practical education has left a lasting
impact on my understanding of the complexities of the sales and distribution field. The
Sales Project was a pivotal component of the course, enabling us to bridge the gap between
theory and real-world application. By setting up the stall for two consecutive days, we not
only deepened my understanding of the subject matter but also honed our interpersonal,
problem solving, negotiation, creative presentation, and effective communication skills.

The experience was truly eye-opening, and we gained a profound appreciation for the
intricacies of sales, demand-supply management, and the importance of data-driven trend
analysis. Learning about the various incentives and the delicate balance required in
maintaining buyer - vendor relationships has been instrumental in preparing us for a
successful career in the sales and distribution industry.

We would also like to extend our sincere gratitude to Narsee Monjee Institute of
Management Studies management for its continuous support and for providing a platform
that fosters such enriching educational experiences. We would also like to thank the course
anchor to incorporate this project in the course outline. The resources and guidance offered
by the university have been instrumental in our growth as a student.

1
Introduction

The selling activity was a two-day event aimed at providing students with a practical
understanding of sales and marketing concepts. This hand-on project gives the students an
exposure to real world experience in selling products and improving their problem-solving,
decision making, negotiation and communication skills. Over the two days, students
engaged themselves in various situations of dealing with students and faculties from
various schools and maintain buyer vendor relationship.

The activity was set up to happen in the college premises near the Moot Court area from 9
AM to 4 PM for both the days where 11 stalls were present displaying several products
with value added from their side and selling as per the prices set as per their strategy. Each
member in the team was assigned a role from marketing, finance, advertising, logistics,
stall design, human resource, legal, identifying customers and conversion rate, PR and
communications and promotion. We were expected to formulate strategies to promote,
advertise and market our stall before the event and use the marketing mix during the event
to generate revenue.

The Selling Activity Project aims to prepare students for future career opportunities in sales,
marketing, and entrepreneurship while fostering a spirit of innovation and competitiveness.
It encouraged students to think creatively, adapt to customer needs, and apply marketing
strategies effectively in a real-world setting.

Our team has set up a stall based on Halloween theme selling food items, mocktails, and
exciting food challenges. The products sold were momos, chaap, mojito, Mc flurry and
challenges include guess the drink and finishing spicy noodles. All members exhibited the
best of their skills even outside their department domain which is well described in the
group video shared. Our stall was loved by the audience and our food items got sold in no
time and zero wastage was ensured in terms of food items. In the subsequent sections of
the report, all strategies adopted by the team are elaborated with proper reasoning and
justifications ending with the individual experience of each member.

2
SELECTION OF PRODUCTS

PLANNED STRATEGY
 Momos (Veg and Paneer): The decision to offer both vegetarian and paneer-filled
momos showcased our inclusivity, catering to a wider audience. Anticipating a high
demand, we planned to prepare 250 momos daily, ensuring a fresh supply for our
customers.
 Special Mocktail: Creating a unique mocktail added an element of exclusivity to
our stall. The recipe and presentation were meticulously planned to offer a
refreshing beverage option that complemented our food offerings.
 Oreo Ice Cream (Mc Flurry): A classic dessert choice that appeals to a broad
demographic. Offering a popular dessert like Oreo ice cream ensured that our stall
had a sweet option for those with a sweet tooth.
 Food Challenges: Introducing two food challenges not only added excitement but
also encouraged participation. These challenges aimed to attract adventurous eaters,
adding an element of fun to our stall.

ACTUAL SELLING EXPERIENCE

 Momos (Veg and Paneer): Due to the unexpected high demand and large crowds,
the initial estimate of 250 momos per day proved insufficient. Restocking the
momos four times ensured that we could meet the demand, preventing disappointed
customers and maximizing sales.
 Special Mocktail: The popularity of our mocktail surpassed our expectations,
leading to an unforeseen demand for the syrup. Quick thinking and adaptability
allowed us to restock the syrup promptly, ensuring that we did not miss out on
potential sales.
 Oreo Ice Cream (Mc Flurry): The Oreo ice cream, being a crowd favourite,
experienced consistent demand. Its inclusion in our product lineup contributed to
our overall sales and customer satisfaction.
 Food Challenges: The food challenges successfully attracted participants, adding
an interactive and entertaining aspect to our stall. These challenges not only engaged
the audience but also created a buzz around our stall, drawing in curious onlookers
and potential customers.

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TARGET AUDIENCE

PLANNED STRATEGY

 Students:
o Planned Engagement: Anticipated active participation due to budget-friendly
options and adventurous food challenges.
o Objective: To create a buzz among students, making the stall a popular
hangout spot during the event.
 Faculty and Staff:
o Planned Engagement: Expected moderate engagement, especially during
promotional events and special discounts.
o Objective: To attract professionals seeking a quick and delicious meal option
during their break times.
 Food Enthusiasts and Adventure Seekers:
o Planned Engagement: Anticipated enthusiastic participation in food
challenges and exploration of unique food items.
o Objective: To cater to individuals seeking unconventional and adventurous
culinary experiences.

ACTUAL SELLING EXPERIENCE

 Students:

o Actual Engagement: Majority of customers, showing keen interest in momos,

mocktails, and ice cream.
o Outcome: The primary focus and source of maximum sales, indicating the
success of student-oriented menu items and pricing.

 Faculty and Staff:

o Actual Engagement: Active participation, especially during special
promotions, showcasing interest in quality food options.
o Outcome: Provided a steady stream of customers, contributing significantly
to sales, indicating the effectiveness of promotional events.
 Curious Onlookers:

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 o Actual Engagement: Engaged by interactive food challenges, leading to
spontaneous participation.
o Outcome: Attracted a new customer base, enhancing the overall reach and
popularity of the stall, showcasing the effectiveness of engaging activities.

PRICING STRATEGY

Price decisions are crucial for selling activity because they directly impact sales,
profitability, and customer satisfaction. In the context of our two-day selling activity, here's
how price decisions played a significant role:

 Cost Recovery: Initially pricing items according to our planned strategy was
essential to cover the cost of goods sold (COGS), which includes the cost of
ingredients, and other expenses incurred to prepare and serve the items. By sticking
to our planned prices on Day 1 and for most items on Day 2, we aimed to recover
these costs.
 Profit Margin: Pricing also affects the profit margins. Setting prices too low might
have led to lower profits, while setting them too high could deter potential customers.
By keeping prices within the planned range, we aimed to maintain a balance
between attracting customers and ensuring profitability.
 Preventing Food Wastage: The decision to reduce all items to Rs. 59 at the end of
Day 2 was made to prevent food wastage. By lowering the prices, we made it more
attractive for customers to purchase remaining inventory, reducing the risk of unsold
items going to waste.
 Attracting Budget-Conscious Customers: Keeping some items priced at Rs. 150
may have been a deliberate choice to cater to a diverse customer base. By offering
items at various price points, we made it more accessible to a wider range of
customers.
 Market and Competition: Pricing decisions was made considering customer
demand and competition. It was important to adapt prices based on what our target
customers are willing to pay and what similar offerings are priced at in the market.
 Break-Even Consideration: The decision to lower prices to Rs. 59 at the end of
Day 2 indicates a focus on reaching the break-even point. This was a sound financial
strategy, as it allowed us to recover our initial investment.

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Price decisions are essential to balance the need for profitability with the goal of satisfying
customer demand. Our approach of sticking to the planned prices, adjusting when
necessary to prevent food wastage, and keeping options for budget-conscious customers
demonstrated a thoughtful pricing strategy that considers various factors to maximize sales
and profitability.

PLANNED PRICES
October 26, 2023
- Veg Momos (4 pieces): Rs. 60
- Paneer Momos: Rs. 70
- Martini: Rs. 50
- Mc Flurry: Rs. 25
- Guess the Drink: Rs. 60

October 27, 2023

- Veg Momos (5 pieces per plate): Rs. 70
- Paneer Momos: Rs. 80
- Corn Cheese: Rs. 100
- Mocktail (Martini): Rs. 60
- Noodles (No Cashback): Rs. 60
- Challenge (50/50, losing one will pay 100): Rs. 50
- Guess the Drink: Rs. 60
- Chaap: Rs. 150

ACTUAL PRICES
October 26, 2023
- Veg Momos (4 pieces): Rs. 60
- Paneer Momos: Rs. 70
- Martini: Rs. 50
- Witch Flurry: Rs. 25
- Guess the Drink: Rs. 60

October 27, 2023

- Veg Momos (5 pieces per plate): Rs. 70
- Paneer Momos: Rs. 80
- Corn Cheese: Rs. 100
- Mocktail (Martini): Rs. 60

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- Noodles (No Cashback): Rs. 60
- Challenge (50/50, losing one will pay 100): Rs. 50
- Guess the Drink: Rs. 60
- Chaap: Rs. 150

Actual Pricing Strategy (After reaching break-even point):

All items reduced to Rs. 59

The decision to reduce all items to Rs. 59 at the end of Day 2 was taken to prevent food
wastage and possibly to attract more customers due to the lower price point.

DISTRIBUTION STRATEGY & TERRITORIAL COVERAGE

PLANNED STRATEGY
 We planned to keep only Exclusive distribution strategy where we will be serving
as the producer making the products accessible to end consumer directly.
 We wanted to be the provide the best and unique products to our customers because
of which initially we decided on being the exclusive seller for the products.
 With regards to territory coverage, we have planned to cover all possible sales
territories which includes students and faculties from all schools (SOC, SOE, SOS,
SOL, SBM), non-teaching staff and other workers at campus.

ACTUAL SELLING EXPERIENCE

 Our strategy comprised a mix of Exclusive and Selective strategy as per the products
offered. We changed it to maintain the economies of scale for providing the
customers best products at the best price option possible to maintain the sales level
as per our expectation.
 Former being for mocktails & Mc Flurry as a producer. Latter being for selling
momos and chaap as a distributor after adding value to the end consumer.
 Territory coverage was executed the same as planned. No much differentiation was
observed in this because the stall was set up inside the college premises while
interaction with the outsiders being the minimum.

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MARKETING BEFORE THE EVENT

Link to the Instagram account

https://instagram.com/pick_your_poison_soon?igshid=OGQ5ZDc2ODk2ZA%3D%3D&
utm_source=qr

Link to the promotional reel showing the activities conducted during marketing before
the event:
https://www.instagram.com/reel/Cy1EoIsv0Xj/?igshid=MzRlODBiNWFlZA==

PLANNED STRATEGY
 Our planned marketing strategy post ideation aimed at achieving more than just
raising awareness about our theme or stall. We had a unique twist in mind, and we
deliberately kept the food items we were offering a secret to create a surprise
element. Our primary goal was to maximize student engagement, and we wanted
our strategy to be sustainable and easily accessible to all.
 Instead of resorting to traditional methods like using posters on notice boards and
relying on physical evidence, we decided to leverage the power of social media,
with a particular focus on using Instagram Stories. Here is how our strategy worked:
 Creating an Online Presence:
o We established a social media account, 'pick_your_poison_soon,' which
immediately piqued curiosity and interest among our target audience. We
began posting teasers related to our stall's Halloween theme, building
anticipation and excitement.
 Free Ice Cream Coupons:
o To boost engagement and create a buzz on the day of our promotional event,
we strategically placed 'free ice cream' coupons under the chairs of 1-2
students in almost every class. The surprise factor generated an immense
sense of joy and excitement among the winners. This personal interaction
with the winners allowed us to witness firsthand the happiness one
experiences when they receive something for free.
 Creating a Winners Page:
o We then took pictures of each winner and, after tagging them, uploaded their
pictures on our 'Winners Page.' This not only recognized their achievement
but also made them feel special, lucky, and excited. This recognition and
sense of belonging became a vital aspect of our strategy.
 Leveraging User-Generated Content:

8
 o Our strategy was not confined to our team's efforts. By uploading the
winners' pictures to our Instagram Stories, we tapped into the powerful aspect
of social belongingness. The winners themselves shared our Stories on their
personal accounts, leading to a wider reach and increased audience
awareness. The recall value of our stall increased as more and more students
engaged with our content.

ACTUAL SELLING EXPERIENCE

 As our actual sales started exceeding our forecasted sales, we had to adapt our
marketing strategy on the spot. Here is how we improvised:
 Combo Selling:
o We introduced combo selling by offering our martini along with the chaap.
This not only added value for the customers but also increased the average
transaction value.
 Charm Pricing:
o As soon as we felt that the fun element was going a bit low, we used the
strategy of charm pricing where we sold the chaap for Rs. 100 only, and
brought in a combo for that as well.
o Soon when we understood that our competitors used our strategy to boost
their sales, we began selling all our items at Rs.59 only as we had a pasted
our break-even.
 Creating a Buzz:
o We strategically created excitement in the canteen by emphasizing our two
best and fast-selling items, the momos and chaap. By promoting these items
vigorously, we made them the preferred and favorite choices for students.
 Visible Impact:
o Our strategy had an immediate impact, as students flocked to our stall to try
the momos and chaap, resulting in a significant increase in sales and overall
success.

In summary, our marketing strategy was a blend of planned and improvisational efforts
that aimed at maximizing student engagement, utilizing social media, and capitalizing on
user-generated content to create a memorable and successful event. The combination of
surprise, recognition, and customer-focused tactics led to an event that surpassed our initial
expectations and left a lasting impression on the college community.

9
SELLING TECHNIQUE USED

PLANNED STRATEGY
 We planned to execute the selling activity with Stimulus Response Method and
Needs Satisfaction method as the selling technique for both the days to generate
revenue.
 These both strategies were chosen because the former deals with application of
correct stimulus with efforts to acquire customer’s interest and the latter been
focused on identifying customer’s needs and pitching them the product accordingly.
 Both strategies were meant to question the prospect’s needs and wants to generate
sales with the pitch to satisfy those needs.

ACTUAL SELLING EXPERIENCE

 The actual experience gave hints to opt for a different strategy in sometime.
 To some extent, Needs Satisfaction theory was giving the desired results but
eventually, the strategies required to be changed.
 Team Selling and Problem-Solving techniques were tried to generate revenue then.
 This served as a solution to the need of addressing the personal relationships with
prospects and pitching to them in team from all departments.
 This strategy was a big hit on Day 2 where our team not only crossed the break even
but also earned profits to what we invested.

SALES FORECAST

PLANNED STRATEGY
We had planned to sell numerous food items to the customers at our stall. All these items
were to be sold in the form of challenges or as per plate.
 We have used Sales Force Composite method to forecast sales as all the personnel
in our group had some idea about the demand of different food items that were not
available in the cafeteria and the fast food that are usually popular among the
students all the time.
 We also used the Survey of Customers Buying Plan method to check if people were
really interested in having spicy food challenges as health concerns were our top
priority.

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  So we came up with spicy food challenges like the Jolo chip and Spicy Ramen
challenge as our main attraction. We also planned on selling Veg, Corn & Cheese,
and Paneer momos as it is a popular dish which is ideally unavailable in our cafeteria.
 For beverages, we planned to focus only on one mocktail as we got to know that a
lot of our competitors were focusing on beverages so it will not be a sensible move
to invest in a highly competitive area.
 McFlurry (ice cream) was another item that we planned to sell due to the hot and
scorching weather and expected it to be one of our bestsellers.

ACTUAL SELLING EXPERIENCE

 Unexpectedly our bestselling items turned out to be the Momos on our first day. We
restocked several times and sold over 400 momos.
 The spicy noodles challenge had a good response and people wanted plate
irrespective of the challenge so we ended up selling spicy noodles as per plate
quantity.
 We sold over 10 liters of mocktail as this also surprisingly had a good response.
 We ended up cancelling the Jolo Chip challenge due to health concerns as pointed
out by our Legal Department.
 We gave out free McFlurry to people who had our coupons which we distributed to
the students during our promotional activity.
 We also created an impromptu GUESS THE DRINK CHALLENGE to attract
crowd and sell our food items and successfully hosted over 10 challenges without
giving out cash prizes.
 So, based on our first day demand and sales, we decided to not sell McFlurry and
introduce a new item, popular in North India, called the Afghani Chaap.
 We had hiked the prices of our food items to take advantage of our popular demand
and ended up selling over 500 pieces of momos and over 150 plates of chaap.
 Basically, we used time series method to decide the food items that we scrap, keep
or introduce, along with the pricing, based on our 1st day sakes.

To support the figures, we have attached the excel sheet indicating the actual sales figure
separately in the Google Drive folder.

11
IMPACT OF CUSTOMER

We are explaining it for both the days separately with respect to the kind of audience that
showed up to our stall for respective days.

October 26, 2023

PLANNED STRATEGY
 On the first day of event, we did the spicy food challenge all the people gathered
around our stall and wanted to have to taste of it.
 We also planned for the guess the drink challenge spontaneously.

ACTUAL SELLING EXPERIENCE

 To gain the attention of everyone we use to sing a song along with customers to
energise ourselves and showcase the number of people coming to our stall and make
it more competitive.
 As we started doing it, the other stalls also repeated the same thing as us.
 We were giving cash backs to participants during the first day of event spicy food
and guess the drink challenge. We could see people enjoying the event and gathering
to see who is doing the event.
 Customers found the food challenge competitive, and we told them handle the spice
for 3 minutes and some of them gave up easily.
 We also did the guess the drink challenge to and got many customers in that
challenge.

During the first day, some of our customers asked what are we bringing for the next day
which showed interest in the customers kind for our stall.

October 27, 2023

The next day we came across the same people that arrived on the first day of the event and
were excited to see our new food range which was the chap.
During this day also people mostly participated for spicy food challenge compared to guess
the drink challenge.

PLANNED STRATEGY
 Sell chaap and momos during this day.
 Have a smooth functioning of all department in serving food.
 Restock all cutlery and crockery every hour.
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  Keep selling momos and mock tails at higher price compared to previous day.

ACTUAL SELLING EXPERIENCE

 We went ahead with these strategies and many people decided to buy the momos at
a higher price.
 As soon as our stock was getting finished, the other stall decided-to have 50 % off
on their posters with bottle flip challenge. This made our customers getting
distracted to this stall for interactive bottle challenge.
 To overcome this problem to finish up our stock and less time remaining, we
decided to sell our food and Mock tails at lower price compared to first day and
morning of second day event. As soon as they failed the bottle flip challenge, they
came back to our stall and ignored most of the stalls to have food and drink.
 We were continually making Mock-tails to whoever came to our stall. We were
providing instant service to whoever was visiting our stall.
 We were able to go ahead with this plan because our sales had covered the expenses
which we occurred and already gained a profit.

Overall impact of the competitor was more compared to customer as the competitor kept
on changing its pricing techniques. The impact of customers was significant because people
were asking us about the items for the second day of Event, and everyone seemed to be
excited for the next day event from our side.

IMPACT OF COMPETITION

It is explained with an excerpt from the promotional activity we conducted on October 25,
2023. During the promotion we were unable to showcase our event properly which was
Halloween and spicy food challenge and one group had already dressed as a ghost to
promote their stall for the selling event.

PLANNED STRATEGY
 To promote our event, we decided to make free coupons for McFlurry dessert which
was installed underneath of some chairs of every class.
 Whenever we use to go other classes, we would request the audience to look down
their chair and see for any coupon available underneath their chair and whomsoever
found it was allowed to have free McFlurry at our stall during the selling event.

13
  Another thing we planned was showcasing the Jordan shoes to all the classes during
the promotional event whoever wins the bumper lottery may win the Jordan one.

ACTUAL SELLING EXPERIENCE

 The McFlurry Coupon plan worked brilliantly because customers were eager to
have and see our stall and we gave them a free mc flurry. The plan would work since
many stalls did not have any cold dessert on that day and since we were doing spicy
food challenge some of participants would require something cold and sweet after
the event.
 The people of various classes were surprised to see someone to selling Jordan’s as
a lottery and many people showed interest towards it. This plan at the later stages
was dropped because people were more interested in what type of food, we will be
selling for the next day event rather than bumper lottery event

The competition was fierce among the groups, and we adapted to it effectively during the
promotional event. Another impact from competitor was coordination which was done
brilliantly in second day because in the first day we were disorganised and some of the
events like guess the drink went well but was unplanned on who will conduct it. To plan
this, we gave each member of our group a different task to have smooth functioning from
serving food in hygienic way to note every payment made by the customers.

PROSPECTING TECHNIQUE

For our activity to be known to the correct audience, identifying correct prospects was an
important task. We used below mentioned techniques for prospecting and qualifying:

PROSPECTING
 For day 1, it mainly came through networking by the team members and promoting
the event before the day of event.
 For day 2, existing customers have given referrals who were satisfied with the
products offered to generate leads.

QUALIFYING
 The additional screening was done by classifying our targets as hot, warm, and cool
customers.
 We classified students with immediate interest from all schools as hot customers.
 We classified faculties as warm customers.
14
APPROACH TECHNIQUE

After gaining insights from who our prospects will be and qualifying them into the
categories, we implemented the approach technique as follows:

PRE-APPROACH
 We gathered information about the prospects as much as we can based on their
demography, years they are in, course, break time, and schools they are studying in.
 This gave us confidence to plan on what to sell and keep as back up for the selling
activity.

APPROACH
 Techniques used by us during the activity were Introductory Approach, Product,
Praise and Customer Benefit.
 Introductory Approach was used mainly for faculties and MBA Students where we
did not have any pre contacts established.
 Product technique was used mainly for chaap as it happened to a unique product
from other teams and many of the students being away from home were missing it
to induce sales.
 Praise and Customer Motive was used to start the conversation with the prospects
and break the ice and directly making a sale.

PRESENTATION & DEMONSTRATION TECHNIQUES USED

Considering that we were selling food goods in college and that students from various courses
were our target market.
 We selected the Formulated Method as our PRESENTATION strategy in the
presentation because our prospects shared our age group and degree of product
understanding, even though we were selling snacks (momos, noodles, and beverages).
When a buyer is familiar with the product and frequently makes repeat purchases, this
strategy works well.
 Since every prospect is the same, AIDA is utilized to increase sales by raising
awareness and promoting conversion. By writing the names of the food items on the
wall back as the daily menu, awareness was raised.
 A few challenges were named throughout the promotional materials to get students
excited. When a consumer inquired directly, more components were provided to grab

15
 their interest. Additionally, dynamic pricing was created to cope with changing
circumstances and satisfy potential customers expectations. It was simpler to sell things
since five members of the group dealt with consumers, while the other five worked on
the back end to ensure that prospects could have the product as soon as they placed an
order.

 The process of DEMONSTRATION involved going into further detail about FAB
(feature, advantage, benefit), which was not explained to every prospect directly but
rather to a crowd by demonstrating how the products (momos & chaap) we were selling
were only available on our stalls and that the quality of the product was good while
also being hygienic.
 To prevent any misunderstandings, the team skillfully displayed the challenge, together
with all the rules and conditions related to winning the reward, to the audience. Because
a pitch was created the day before the selling activity, this was made practicable.

OBJECTION & OVERCOMING IT

Our group encountered several reasonable objections from prospects during our presentation
which were majorly “Logical” in nature.
 Logical objections are real and practical, which is related to product quality, pricing
etc.
 Some of common objection raised by prospects were regarding price of product and
few were about ingredient of product.
 The team was ready for these kinds of arguments, so instead of debating with the clients,
they broke down the pricing for them and suggested that they purchase a half plate if
the price was still too high. Many consumers who had never eaten chaap before and
were unsure about the product's quality were offered a piece to sample. Many potential
customers were persuaded to buy from the stall by this method of managing objections
since all their concerns were allayed.

CROSS SELLING/UP SELLING

To promote cross-selling and upselling and make our Halloween-themed stall even more
memorable, two creative strategies that we used are:

 The act of distributing free coupons was one of the tactics we employed to
encourage cross-selling. We gave customers coupons for a discounted or free add-
16
 on when they ordered a specific item. For instance, we used to give customers who
ordered our mouthwatering momos a coupon good for a free "Vampire’s Martini"
in addition to their order. This delighted our customers and inspired them to explore
more of our offerings.
Imagine getting a coupon for a complimentary order of "Ghoulish Momos" to go
with your delicious plate of our mouthwatering chap. Customers thought they were
getting a great deal, and we increased the likelihood that they would try more things
from our menu. It was a win-win situation for both of us.
 Additionally, we introduced platters to help with upselling. These platters, ideal for
sharing or for those who wanted to tackle the ultimate Halloween feast, featured a
selection of our most well-liked dishes in larger portions. As an illustration, the
Platter came with a huge portion of the spicy noodles challenge, chap, and a variety
of momos. It was intended for people or groups seeking a mouth-delicious
experience.
A group of friends could order the 'Spooky Feast Platter' and take on the challenge
together if they visited our stall. It increased sales of our products and gave our event
a more enjoyable, social element. These platters provided guests with an all-you-
can-eat sampling of our finest offerings.

In conclusion, by giving out free coupons and samples for cross-selling and presenting
platters for upselling, we improved not only our customers' overall experience but also our
own sales. We were able to accommodate different tastes and financial constraints, which
made our Halloween-themed event more thrilling and inclusive.

CLOSING DEAL & NEGOTIATION

Let us now discuss how our Halloween-themed selling activity went about closing deals.
Converting potential clients into happy ones requires skill in closing deals. These are a few
methods we employed:

 Active listening was an essential element. We took care to understand the wants and
needs of our clients by listening intently to them. We made recommendations that
were specific to their preferences, whether they were searching for a delicious meal
or an exciting culinary challenge.
 If someone said they loved spicy food, for example, we would highly recommend
the spicy noodles challenge, emphasizing its fiery flavour. However, to professors,

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 we would highlight our tastier offerings, like chap and momos, to make sure their
visit was appropriate for all ages.
 Product expertise was yet another crucial element. We took care to ensure that
everyone on the team was knowledgeable about the menu, including the
components, taste characteristics, and unique attributes of each dish. This gave us
the assurance to respond to inquiries and provide tailored advice.

Our primary focus was always customer satisfaction for goodwill and loyal customers
revisiting our stall. We ensured this mantra in each of our strategy.

DEVIATIONS ADDRESSED DURING ACTIVITY

ANALYSIS OF THE STRATEGIES ADOPTED

During the activity, we opted for many strategies spontaneously to cater to the evolving
demand and changing trends as per customers and competition.
 We changed our product portfolio on Day 2 when we added chaap and removed Mc
flurry from the menu. Former was added to the response we got on momos on day
1 and latter was removed due to storage issues.
 Pricing strategy was changed in mid to charm pricing and after attaining break even
we reduced the price Rs. 59 for all products which led to increase ratio of customers
turning up to give it a try.
 We believe that the transportation part by our team to bring any product when it was
getting over could have been better to decrease the waiting time for the customers
on getting the products sold out.

REACTION TO COMPETITOR MOVES

Our team believed in team spirit and fair opportunity for all. We used to be very much open
and supportive of other teams’ ideas and activities conducted during the event duration.
 Our team members have visited other team stalls and helped in their operations and
even purchased from them.
 Suppose if any team used to start any activity for their promotion, we used to respect
their time and not obstruct their activities in any way out of jealousy but plan our
activities accordingly on how to always do better.
 We have never mentioned us to be better than others but have always worked for
perfectionism as we believe ‘Actions speak louder than words.’

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LACK OF PRODUCT AVALABILITY DESIRED BY CUSTOMER
When we faced a situation where the product desired by the consumer was not in the stock
or we were not selling, the strategies adopted are:
 We used to divert their attention to the products offered by us targeting the same
need of hunger with which he/she has shown up.
 We used to prove that our products are equivalent to the products they are looking
for with price and value break-up to induce sales.
 We tried giving them the sample of food items for tasting to tempt them to purchase
from us.
 Even if customer was highly persistent on visiting other stall, with the feeling of
sportsmanship we used to guide them to desired stall as asked for.

LEARNING FROM COMPETITION

There is always learning prevailing from everything going in our surroundings. Though we
can consider ourselves to be best but we should never underestimate our competitors and
should learn from what they are doing and try to incorporate the atmosphere of healthy
competition fostering the spirit of innovation, creativity, and team development.

Key learnings from our competitors are:

1. The creatives part of team from other division doing Halloween based stall and tarot
card reading was appreciated and loved by many. There could have been a scope of
improvement considering their efforts for us.
2. Team selling chaats with the Indian theme were quick to decide on when they got
over their product of ‘Kurkure Chaat,’ they immediately switched to an alternate,
‘Lays Chaat’ to prevent stopping of sales showing their like mindedness to adapt.
3. Team Daawat-e-Ishq had presented items with the blend of Indian and foreign
products keeping the nutritional aspect alive while selling foreign names such as
‘Khakhra Pizza.’
4. Merchandising strategy by Team Mini Mela was something to learn from where the
team members were wearing customized t-shirts throughout the entire duration of
event with their names on it painted in middle of hand prints. This was an exclusive
example of the physical evidence offered by the team in their stall.
5. Team Noor-e-Diwali was quick in its promotions before the event which is a great
lesson to take note of exhibiting the skills of first mover advantage.
6. Team selling the VR experience is a perfect example of risk taking to achieve the
set goals which is a very important skill set for any business or corporate person.

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 7. Team with the Arcade theme was selling bakery products of which some were never
tasted before by the mass audience which gave them a status of first mover for
bringing such unique items on floor.

There were quite interesting things to learn from all the stalls of which few are mentioned
above.

LEARNING LESSONS

Selling Activity was a great experience to learn from our mistakes and to make sure it does
not get repeated in future. Some of the significant lessons we as a team learnt are:

1. Team work is always required to produce the best results. The benefit of utilizing a
variety of abilities and expertise is that teamwork allows members to approach
challenging assignments more effectively and imaginatively. In the end,
collaboration improves the overall quality of the task or project by fostering a sense
of group responsibility, stimulating idea exchange, and frequently leading to greater
problem-solving and innovation. Teams can also foster professional and personal
growth by providing opportunities for learning from one another, mutual support,
and motivation.
2. Time management is the key to efficient result. People who are good at managing
their time can prioritize their duties, lower their stress levels, and increase their
output. It enables more effective resource allocation, guaranteeing the timely
completion of crucial tasks and promoting a more balanced and relaxed way of life.
Additionally, effective time management can give people greater chances for both
personal and professional growth because it makes more time available for
education, self-improvement, and pursuing worthwhile endeavors.
3. Proper planning of activities before executing is important for smooth, quick, and
efficient output and leads to minimal wastage of resources. It enables people or
groups to set specific objectives, make an organized plan, and foresee any obstacles.
By guaranteeing that resources are distributed optimally and that tasks are
completed in a logical manner, this improves efficiency. Good planning also
encourages team members to be accountable and coordinate their efforts, which
facilitates project or task execution and produces better results.
4. Coordination among all team members should be assured to ensure transparency.
Open communication and trust are fostered by transparency in all endeavors. It
makes it possible for people or organizations to behave with integrity, responsibility,

20
 and clarity. This results in stronger bonds and more fruitful achievements in the long
run as well as better cooperation and comprehension of common objectives.
5. Clarity of thought was required on what to do for achieving the set goals. People
who think clearly can reason more logically and arrive at well-informed conclusions.
Because concepts are communicated clearly and concisely, it facilitates effective
communication. Better problem-solving, fewer misunderstandings, and enhanced
decision-making procedures are all facilitated by this mental clarity.

SUCCESSES & FAILURES

The selling activity was a roller coaster ride with mix of emotions giving us the taste of
success and failures at the same time. These experiences will help us to cater interest to the
field and make us strive to work for innovation and creativity in our future endeavors.

Some of the success we shared are:

 Zero Food Wastage: One of our standout achievements was the absence of food
wastage. Despite the challenges in estimating demand accurately, efficient
restocking and customer engagement strategies ensured that all our products were
sold, leaving no excess food at the end of each day. All the products we were selling
got sold within no time and we had to restock it multiple times but always the food
items keep on getting sold assuring no wastage of food.
 Standing Out: Our unique selling points included the variety in our menu (momos,
mocktail, chaap, and Oreo ice cream), coupled with interactive food challenges.
This distinctive combination set us apart from other stalls, attracting a wide range
of customers and ensuring a memorable experience for all. We catered to the dire
need of students of items they were missing while being away from home due to
which our stall got stood out from others.
 Team Spirit: Once our products got sold out and we were sitting idle for next lot to
come, we used to attend other teams’ stalls to cheer them, help with their operations,
and even buying from them to boost their morale and foster a sense of healthy
competition.

Some of the failures we shared are:

 For day 1, we went incorrect in estimating the demand for momos due to which we
arranged for a smaller number of products and our waiting time got increased
unnecessarily. But this was taken care of on day 2 when we rightly estimated the
demand and there was no need of much hustle and all activities were planned with

21
 new product being added to portfolio and properly defined time slots for challenges
to keep audience engaged.
 One of the parts where we could have worked on was the promotions to get started
a bit earlier than when it got started for more awareness of the activity and our stall.

In summary, we have had a great time in conducting this activity and learnt significant
skills required for corporate and professional life. Successes and failures are always a part
of learning and what matters the most is how we take lessons from it and move ahead in
future. In our opinion, each of our member has learnt from this experience and have taken
life lessons out of it.

SURPRISE PACKAGE FOR SALESMANSHIP

This activity challenged all our inner salesman, negotiator, spokesperson, marketer, and all
personalities required for a person to sell the items profitably. All team members exhibited
unique skills on both the days during the activity and proved to be an indispensable part of
the team and a crucial part of the activity.
It is explained as follows:
1. Making an efficient product pitch to prospects and repetitive customers compelling
them to buy and make repeated purchase was ensured by Rachit, Raghav & Apoorva.
2. Making and giving the products with neat presentation to ensure hygienic standards
and quality was ensured by Khushi, Shikha, Aditya, Ananya & Esha.
3. Ensuring smooth logistics for us to ensure less waiting time for customers was
ensured by Subham & Viraaj.

INCIDENTS TO SHARE

1. When we approached a vendor asking for help in making momos as the product to
be sold in the activity, the seller was very kind to address and offer help to the team
after getting to know about the activity due to which the work got streamlined in
making momos making the presentation more appealing to customers.
2. Staying up till late night to prepare the stall designs and other craft work for
promotional activities with the team was a memorable experience to cherish forever.
It can be seen in the reels shared on Instagram account.
3. Running from one class room to other during the promotional day was very hectic
yet refreshing to see laughing faces during our presentation and approaching

22
 faculties to invite them to our stall with the special gifts prepared for them made it
more special.

INDIVIDUAL EXPERIENCE

Below is the experience shared by the individual team member during the activity from
when it was assigned till it was executed:

RACHIT JAIN (LEADER)

Role Assigned: Legal (HOD – Division O)

 My experience in the activity was hectic, at the same time refreshing. This was
something I have tried for the first time in my life where selling was made fun with
learning. Being the team leader and HOD for the division was responsible task
assigned to me but working with such a diverse team helped me to challenge myself
to work out of my comfort zone.
 My role was to administer the administration work of the activity for my division
and arranging for all necessary requirements for all the teams as per their
requirement before their event. During the event, I was supposed to make sure that
all activities are happening as per the college rules and permissions granted and was
expected to make sure that all teams activities are not disturbing the college normal
day functioning and it ends maturely. After the event, I was asked to make sure that
all teams take their respective stuff back with them or dispose in bins provided and
leave no belonging or trash in college premises.
 Few conflicts got raised on the day such as few teams were seen doing the art work
outside the allotted area, to which quick action was taken and they were asked to
vacant the area or else, their stall activities will be stopped. Another was about
sharing space between two teams where due to a misunderstanding two teams got
confused with the places allotted to them for setting up their stall. This was solved
easily over a telephonic conversation itself.
 Working in other departments as guided by their respective HODs was also new for
me such as in stall design, marketing and promotions.
 Some of the lessons I have learnt are how to be clear with the instructions, and
commanding people alongside keeping the personal relation intact.

23
ESHA VAGHIJIANI

Role Assigned: Marketing

Keys learning from my selling activity experience

Active participation:
 As it was essential in the marketing and sales domain. It was not enough to simply
show up and go through the motions; I had to actively engage with not just students
but potential customers. This experience taught me the importance of being present
and engaged in any task or activity I undertake.
On the spot challenges:
 The world of sales is unpredictable, and it frequently presents unexpected
challenges. During my experience, I encountered numerous on-the-spot challenges
that required quick thinking and adaptability. Whether it was addressing a
customer's concerns, resolving a logistical issue, or finding creative solutions to
unforeseen problems, I learned the importance of thinking on my feet and remaining
composed in high-pressure situations.

My experience in this selling activity during my college years was far more than just a
break from the mundane routine; it was a transformative journey that taught me valuable
lessons about teamwork, adaptability, active engagement, confidence, trust-building, and
multitasking. These skills will continue to serve me well in my personal and professional
life, and I am grateful for the opportunity to have gained such practical knowledge during
my academic years.

RAGHAV SHARMA

Role Assigned: Identifying customers & Conversion Rate

My role in sales activities for targeting customers is to identify, engage, and convert
potential customers into loyal clients. This involves understanding customer needs,
providing tailored solutions, and building lasting relationships. My responsibilities
included lead generation, prospecting, conducting sales presentations, negotiating deals,
and offering exceptional customer service. Ultimately, my goal was to meet or exceed sales
targets by connecting with the right customers and delivering value to them. Overall, it was
a great experience i learned a lot of new sales techniques i was able to accomplish my tasks
well and create a good atmosphere at the stall while engaging with the customers also.
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ANANYA GUPTA

Role Assigned: Stall Design

My role was of a marketer and designer in sales activity, I was responsible for creating
visually appealing and persuasive materials to promote products or services. It involved
designing marketing collateral, such as advertisements, brochures, and digital content, that
effectively communicates the value of what we were selling. My work played a crucial role
in attracting and engaging potential customers, influencing their purchasing decisions, and
ultimately contributing to the success of the sales team by driving leads and conversions
through effective design and marketing strategies.

SUBHAM RANJAN

Role Assigned: Finance

In terms of personal development, activity has improved my interpersonal and communication

abilities. Having to interact with a wide range of clients, each with their own tastes and
requirements, forced me to modify my communication style and methodology. My ability to
communicate more effectively and sympathetically has improved because of this, which is a
useful talent in both daily life and work. My creativity and strategic thinking have grown
because of learning about marketing and promotion. These abilities help me communicate
myself more clearly, give ideas persuasively, and think creatively in a variety of contexts
outside of the corporate world. Further, from sourcing products to ensuring they were available
at the right place and time, I realized that a well-organized supply chain and distribution
strategy are fundamental to the customer's experience and the bottom line. In summary, the
college selling activity has played a crucial role in my personal development. It imparted
profound lessons about the critical roles of distribution and finance in any business venture.
At the extremely least, this experience has strengthened my sense of accountability and duty.
High levels of dedication and accountability were needed to run a stall and ensure the customer
satisfaction; these traits have improved my organizational and time-management abilities in
my personal life.

KHUSHI GOEL

Role Assigned: Promotions

25
Before the Event:
In the lead-up to the event, my role as the Head of Promotion was multifaceted. I
meticulously planned and executed promotional strategies to create buzz around our stall.
initiated the hidden coupon card campaign, strategically placing them under chairs to entice
students. Crafting unique hampers for professors showcased our attention to detail.
Personally, engaging with students in classrooms and leveraging digital platforms
showcased our stall's offerings effectively.
During the Event:
During the event, my responsibilities escalated. I actively participated in various
departments, from stall design to marketing, and even finance and logistics. I took a hands-
on approach, leading by example. We implemented engaging strategies ensuring visitors
had a memorable experience. I played a pivotal role in customer retention, ensuring visitors
not only tried our products but came back for more. On-the-spot offers and combos
broadened our customer base.
After the Event:
Post-event, my duties shifted towards reflection and analysis. I assessed the strategies that
worked and those that didn't. Customer feedback was invaluable, helping us understand
our strengths and areas for improvement. Collaborating with the team, I compiled a
comprehensive report highlighting our achievements and areas needing enhancement. I
ensured that every team member received due recognition for their hard work, fostering a
sense of accomplishment and motivating them for future endeavors.

Lessons Learned:
 Adaptability: I learned to adapt swiftly to changing circumstances, ensuring our
strategies remained effective despite unforeseen challenges.
 Teamwork: Collaboration was key. I understood the significance of cohesive
teamwork, where every member's contribution, no matter how small, added
significant value.
 Resourcefulness: Working within budget constraints taught me to be resourceful.
Creativity and innovation, rather than financial resources, became our most valuable
assets.
 Leadership: I discovered the importance of strong leadership. Guiding the team with
enthusiasm, even under pressure, inspired confidence and determination in every
team member.
 Customer-Centric Approach: Understanding customer preferences and engaging
them in unique ways proved essential. Building a rapport with customers ensured
their loyalty and repeated visits.

26
  Resilience: Not every plan worked perfectly, but learning from failures and adapting
our approach made us resilient. We bounced back stronger after setbacks.
 Time Management: Working within deadlines and managing time effectively
became second nature. Prioritizing tasks ensured that every aspect of the event was
meticulously planned and executed.

APOORVA KUMAR

Role Assigned: HR (HOD – Division O)

 The selling activity in which I played the role of HR was a dynamic and engaging
experience that involved coordinating a team of 10 individuals to successfully
execute a themed food event. This event required a mix of planning, teamwork, and
creative problem-solving, making it an exciting and memorable undertaking.
 Planning and Preparation: As the HR, I played a pivotal role in assembling and
organizing the team. Our primary goal was to create a unique selling experience for
our customers. We decided to focus on a food-related event with a specific theme
which was Halloween, which added an extra layer of excitement to the project. Our
brainstorming sessions taught us that a diverse team with varied skills and
perspectives can come up with innovative ideas. Working together enabled us to
refine our concepts and create a well-rounded menu.
 Decor and Food Preparation: To make our event stand out, I actively participated
in the decoration and food preparation processes. This included brainstorming and
sourcing the appropriate decorations to fit our chosen theme. We wanted the
ambiance to be as authentic as possible, so attention to detail was crucial. For food
preparation, I worked closely with team members to create a menu that aligned well
with our target audience and theme. We all had a role to play, whether it was
prepping ingredients, cooking, or presenting the dishes in an appealing manner. This
hands-on approach not only helped to ensure a high-quality product but also fostered
a sense of camaraderie among the team members.
 Conflict Resolution: During the event preparation, we encountered two significant
conflicts. The first conflict was related to the use of the microwave. We as a team
facilitated a discussion that resulted in a fair schedule for microwave use, allowing
everyone to meet their deadlines. The second conflict catered on the theme itself,
we had another team which decided to keep the same theme as us. As per rules 2
teams cannot have the same theme within the class, so we as a team approached our
teacher and the other team and sorted out the issue. We then worked together to
27
 make the necessary adjustments, resolving the conflict, and ensuring that our theme
was executed. These events taught me how to resolve conflicts seamlessly.
 Event Execution: The event itself was a great success. Our team's hard work and
cooperation paid off, and the food items and decorations were well-received by our
customers. We received positive feedback on our attention to detail and the overall
experience we provided.
 Lessons Learned: This experience taught me valuable lessons about teamwork, and
problem-solving amongst the other things. It also highlighted the significance of
active involvement in the preparation process to ensure a high-quality product. We
learned the importance of market research during this phase. Understanding the
preferences and demands of our target audience was crucial.
o Every interaction with a customer provided us with valuable feedback. We
learned that listening to customer suggestions and making improvements
based on their input was a key driver of our success.
o Adaptability is Vital: In the growth phase, we realized that adaptability is
crucial. We had to be flexible and ready to pivot, when necessary, whether it
was changing our menu, adjusting our pricing, or expanding our team.
o Time Management and Organization: Growing the business taught us the
importance of effective time management and organization. We had to
balance multiple responsibilities, from food preparation to marketing and
finance.

My food selling venture was not just about making money; it was a journey of self-
discovery and learning. Brainstorming creative ideas, facing challenges, and growing the
business taught me valuable life lessons about teamwork, market research, quality,
customer feedback, adaptability, and effective time management. These experiences have
left an indelible mark on my personal and professional growth, and I will carry these
lessons with me in all my future endeavors.

VIRAAJ VERMA

Role Assigned: Logistics

The selling activity honed my negotiation and problem-solving skills, as well as my ability
to think on my feet. I became more attuned to non-verbal cues and learned the art of
persuasion, understanding when to push forward and when to step back. Overall, my
experience in selling has been immensely rewarding, providing me with a rich tapestry of

28
experiences and a comprehensive skill set that is transferable across various domains. The
challenges and triumphs have shaped me into a more competent and confident individual,
ready to tackle new opportunities and continue learning and growing in my professional
journey.

ADITYA CHOWDHARY

Role Assigned: PR & Communications (HOD – Division O)

Personally, this project was a very good example of how B-schools should conduct their
activities and engage their students into the practical application of the subjects.
Sales as a subject is quite interesting but the application of the theories into practice is very
difficult as we experienced in the project. Right from ideation to execution, it takes time
and teamwork to put forth a business plan good enough to attract and sell. I was the part of
PR and communications which bound me with the duty of promoting my stall and reaching
out to as many prospective customers as possible in order to kick start our project. I also
helped with logistics and customer interaction which was very essential and even more
hectic than just PR work. But I’m glad I volunteered to help with other departments as it
gave me a dynamic experience of different jobs and roles that are crucial for a business to
run.
So, all in all it was a taxing but fun and educational experience.

SHIKHA DANGWAL

Role Assigned: Advertising

My personal experience with most of the group has been amazing, however, it was
frustrating to see some of them not being able to take any responsibility. We were all
compatible with each other in not only academic aspects but other aspects too. It was
amazing to see how much we helped each other too. No matter what, there was always
someone ready to help you out and appreciate your work and your efforts.

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BIBLIOGRAPHY

1. Notes shared in class

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