A SUMMER TRAINING PROJECT REPORT

ON

" TRAINING IN BUSINESS DEVLOPMENT"

NIVESH
GLOBAL
NIVESH GLOBAL Pvt. Ltd.
SUBMITTED IN PARTIAL FULFILLMENT OF REQUIRMENT FOR THE AWARD OF
THE DEGREE

BACHELOR OF BUSINESS ADMINISTRATION

SESSION — (2018-2021)

SUBMITTED TO: SUBMITTED BY:

Ms. Nishi Sangwan Rahul Kumar

HOD. MANAGEMENT DEPARTMENT ROLL NO.-8085574

ASSISTANT PROFESSOR BBA 5th SEM.

SCHOOL OF ENGINEERING & TECHNOLOGY A UNIT OF GANGA TECHNICAL

CAMPUS , SOLDHA AFFILIATED BY MAHARSHI DAYANAND UNIVERSITY, ROHTAK
 DECLARATION
I RAHUL KUMAR hereby declare that the project report on Comprehensive study in BUSSINES
DEVLOPMENT" in NIVESH GLOBAL Pvt. Ltd. submitted for the BBA (BACHELOR OF BUSINESS
ADMINISTRATION) through the School of Engineering, Ganga Technical Campus, and it has not been
submitted to any other university or institution for the award of any degree or diploma in any other
university.

RAHUL KUMAR
 ACKNOWLEDGEMENT
It is said, the most important single word is we and the zero important single word is I. This true even in
todavs nw»dern era. It is absolutely impossible fora single individual to complete the assignedjob
without help and assistance from others.

It is my greatest pleasure to acknowledge sincere gratitude towards Ms.NlSHl SANGWAN who guides
me on ever,' step in my project on comprehensive study on BUSSINES DEVLOPMENT" in
NIVESHGLOBAL PVT. LTD. for the completion of the project work.

I am thankful to all Of my friends and batch mates for their help in completing this project work.
Finally, I am thankful to entire family members for their great support and encouragement.

RAHUL KUMAR
 PREFACE
It is said that without theory, practice is blind and withoutpractice theory is meani ngless.
Hence practical traininghas been made integral part Of the management in India, The Summer
training programmersare designed togive a managerthe future Of the corporate happenings and work
culture,

It exposes the potential ofthe managerofthe future to the actual tune of the working envi ronment
present isdynamicorganization.

personnel is thatpart of managementconcerned with the people at work and with their
relationships Within the organization.

Traini ng is the process of increasingthe knowledgeand skill fordoing a particularjob. It is an organized

procedure by which people learn knowledge and skill for a defi nite purpose. The purposeof training is
basically to bridge the gap between job requirements and presentcompeterty Of an employee.

I am fortunate project I triedto find outthe working methodsand techniques, which is enough to getthe
opportunity Of trai at NIVESH GLOBAL DELHI.
 Date: Il-Aug-2020

TO WHOMSOEVER IT MAY CONCERN

This is to certify that Mr.Rahul Kumar from Ganga Technical Campus has successfully completed
his Summer internship in the field of Business Development in our from ta his
internship tenure in organization. hard Sincere and diligent person his behavior and
WðS

We wish him all the best for his future endeavors.

For Nivesh Global

atory)
 TABLE OF CONTENT
S.NO. Particular page no.

Acknowledgement

Preface

CHAPTER-I : INTRODUCTION

CHAPTER-2 RESEARCH METHODOLOGY

CHAPTER-3 : CONCEPTUAL DISCUSSION

CHAPTER-4 ; DATA ANALYSIS

Finding and recommendation

Conclusion

Bibliography

Questionnaire
 CHAPTER 1
INTRODUCTION
INDUSTRY PROFILE
Rea' Estate in India
The real estate in India has along a way by one of the fastest growing markets in the world. It is not only
successfully attracting domestic real estate developers, but foreign investors as well. The growth Of the
industry is attributed mainly to a large base rising income level, and rapid urbanization. The sector
comprises Of four sub-sectors-housing retail, hospitality, and commercial. While housing contributes to
five-six percent Of the countMs gross domestic product (GDP), the remaining three sub-sectors are also
growing at a rapid pace, the increasing infrastructural needs. The real estate sector has transformed
from being unorganized to a dynamic and organized sector over the past decade.
have been instrumental in providing support after recognizing the need for infrastructure development
in order to ensure better standard of living for its citizens. In addition to this, adequate infrastructure
forms a prerequisite for sustaining the long-term growth momentum of the economy.

Market size/Growth prospects

The total revenue Of the real estate sector was USS 66.8 billion during 2010-11.BV 2020. the sector is
expected to earn a revenue of US$ 180 billion. In fact, the demand is to grow ata compound annual
growth rate (CAGR) Of 19 percent between 2010 and 2014, With tier metropolitan cities projected to
account for about 40 percent of this. Growing infrastructure requirements from sectors such education,
healthcare and tourism are providing numerous opi»rtunities in the sector. Further, India is going to
produce an estimated two million new graduates from various Indian universities during this year,
creating demand for 100 million square feet of office and industrial space. In addition, presence of the
large number of Fortune 500 and other reputed companies will attract companies to initiate their
operational bases in India thus; creating more demand for corporate space.
Investments

India's rank 20th in the listofthe woricrs top real estate investment with investment volume Of US$ 3.4
billion in 2012, according to the latestreport titled 'International Investment Atlas' by Cushman &
Wakefield. The sector is set for robust inflows of USS 4-5 billion from overseas investors in the next
couple of years, a global real estate consultancy giant.

Construction development sector (including township, housing, built-up, infrastructure & construction
development projects) has attached a cumulative foreign direct (FDI) worth USS 22,007.67
million from April 20m to February 2013. FDI flows into the construction sector for the period April-
February 2012-13 stood at USS 1,260 million, according to the development of industrial policy and
promotion (DIPP).

Bengaluru witnessedthe highest number and value of private equity investments at RS. 32.5 billion (US$
585.57 million) in 2012, recording more than double of investment over last year, followed by Mumbai
with

RS. 13 billion (USS 234.17 million) and National capital Global (NCR) with RS. 7 billion (USS million) of
investments.

India needs to invest USS 1.2 trillion over the next 20 years to rncKiernize urban infrastructure and keep
pace
With growing urbanization, as per report released by McKinsey Global Institute (MGI)-India's urban
awakening.
Some of the major investments India real estate sector are:

In October 2020, Brookfield Asset Management made massive investments in India through a
USS 2 billion real estate deal. Brookfield will buy 12.5 million square feet of commercial real
estate from privately held developer RMZ Corp. The purchase includes rent-yielding Office space
and commercial coworking space.
In October 2020, Rajasthan-based realty developer, Shumika group, announced its plans to
invest RS 450 CRORE (USS 60.81 million) in two residential and one retail project in Udaipur,
Alwar and Jaipur, respectively,
In October2020, Australia's REA Group Ltd. Announced its to acquire a controlling interest in
Elara technologies Pte Ltd., the owner Of housing.com, proptigher.com and makaan.com.
According to property consultant, Anarock, India is likely to have 100 new malls by 2020.0f this
number, 69 malls in will be built in the top seven metropolis and the remaining 31 malls will be
in the tier 2 & 3 cities
In March 2020, the government approved proposals from TCS and OLF to set up SEZs for IT
sectors in Haryana and Uttar Pradesh.
Blackstone crossed US$ 12 billion investment milestone in India.
Government •nitiatives

In October 2020, the ministry Of housing and urban affairs (MOHUA) has launched an
affordable rental housing complex portal
On October 27, 2020, the government announced the application Of real estate (regulation &
development) act, 2016 in the union territory of Jammu &Kashmir. This has paved the way for any
Indian citizen to buy non-agricultural land and property, as Opposed to the eligibilityof only local
residents earlier. In order to receive around 1,600 stalledhousing prouects across top cities in the
country, the union cabinet has approved the setting up of rs. 25,WO crore (USS 3.58 billion)
alternative fund (AFL Under pradhan mantra Awasyojana (urban) (PMAY(U)), 1.12
crore houses have sanctioned in urban areas, creating 1.20 crore jobs,
Government has created an affordable housing fund (AHF) in the national housing bank (NHB)
with an initial corpus Of rs. 10,000 crore (USS 1.43 billion) using priority sector lending short fall of
banks/financial institutions Of micro financing Ofthe HFCs.
On July 31, 2020, India formally approved 423SEZs, of which 248 were already in operation.
Most special economic zones (SEZS) are in the IT/BPM sector.
Road Ahead

The real industry in India is yet in a promising stage. The sector happens to be second largest employer
after agriculture and is expected to grow at the rate Of 30 percent over the next decade. A growing
migrant 'mulation due increasing job opportunities, together With healthy infrastructure development,
is underpinning demand in the region's residential real estate market.

The kalpataru spokesperson feels that finance ministry's motivation through softening of interest rates
and leading nu)re to real estate sector will have a positive impact on both developers and
The real estate market could start to perform better as the easing of FDI norms will begin to show
results during the second half of the year, according to Lalit Kumar Jain, Chairman &Managing Director,
Kumar Urban
Development Ltd and President national — CREDAL. "The economy Will alsobe recovered in 2013
Which intum Will perk up the real estate sector in India. With the government trying to introduce
developer and buyer friendly policies, the outlook for real estate in 2013 does 100k promising," said
MR. Lalit Kumar Jain.
 OUR INTRODUCTION

NIVESH
GLOBAL
Nivesh Global private limited is a private incorporated on 22 April 2015. It is classified as non-
govtCompany and is registered at registrar of companies, Delhi. Its authorized share capital is R5.
100,000. It's involved in real estate activities Withown leased property. This class buying, selling ,
renting and operating Of self-owned or leased real estate such as apartment building and dwellings,
non-residential buildings, developing and subdividing real estate into lots etc. also included are
development and sale of land and cemetery lots, operating of apartment hotels and residential mobile
home sites.

At Nivesh global, we build 'Trust'. By dint Of sheer hard work and commitment, we have earned this
trust in our journey of last 10 years. We understand the Value Of collaborative approach, and ensure
Our solutions are based around this. At the core, deeply engrained is our value system that puts
'people First'. No wonder, a profound sense of community drives bulk of our initiatives.

Spending time in understanding your requirements and seeing to it that they are delivered has been
our mantra. We work with a smile on our faces, striving to put a on your as face as well. What makes
this possible is our corporate culture driven by integrity, performance, and passion. Success is
notachieved by leaps and bounds; it is earned through those baby-steps, taken with you by Our side.
Today, at 100 core in revenue and a member family— we at NiveshGIObaI are committed to create a
unique combination Of 'Wealth 8 Value' for you.
Our Services — Achieving excellence through persistence

Real Estate Research

At Nivesh Global, we provide an in-depth market analysis report to our through primary and
secondary research conducted by our best in class professionals. The market analysis is done
through our best driven approach to give you the best possible outcomes. We thrives our best to
make our investors understand this complex asset class mostly characterized by opacity,
heterogeneity and lumpiness. TO better understand how real assets performs we put out the
data in a most logical way with all informed risk related factors to Create a better understanding
of our approach before they make their investment decisions.

• Real Estate Marketing

We have created a niche for ourselves in the market through right kind Of marketing mix. Our
knack Of exploring new accounts With the help Of customized data-led creativity, automated
optimization, performance marketing, and digital transparency has led us to create a ripple in the
market. Our marketing professionals use these customers —centric approach not just to close the
sales butto build a long lasting relationship with Our clients. portfolio Management
We are also help clients in managing the entire real estate portfolio With an Objective Of
preserving and increasing value of their investment professionals through interactive charts and
dashboards to improve your chances for a better return.
Real Estate Consulting
We are not just a team of real estate consultants but we take pride in calling ourselves as a
subject matter expert in real estate who can help you with our sound expertise to turn your
critical and complex real estate issues into opportunities for growth. We Offer you the
experience, know-how expertise and the strategies in making the value Of your investment.
Real Estate Funding
As an expert in providing real estate fund management, our funding services in Delhi-NCR Offers
a wide range Of impeccable solutions for investors and borrowers both to capitalize on the
opportunity. We choose our investment prudently and proactively by conducting extensive research
to offer easy and quick access to our investors and borrowers. Real Estate Legal Framework and
Compliance
Our legal advisory team understands this real estate framework and compliance from a
microscopic level and advises our clients from this multifaceted perspective ranging from
conveyance, documentation of all types and registration works, viz., legal opinions title
verification, Sale Deeds, Mortgage Deeds, Partition Deeds, Lease Deeds, Sale Agreements,
Memorandums and Agreements for all Purposes, Bipartite Cum Tripartite Agreements.

CORPORATE MESSAGE

Success is an inclusive idea. With humility, we extend our gratitude to society at large, through our
foundation 'Ekprayas'.
 DIRECTORS'S PROFILE

MEGHRAJ RATHORE

Meghrajrathore is registered With ministry Of corporate affairs (MCA).

VISHNU KUMAR RAKIWAR

Vishnu Kumar Rakia is registered with ninistry of corporate affairs (MCA).

The company's ability is to meet the special requirements Of the real estate and clients demand from
its Strong foundations Of professionalism. The group's strength lies in its panel Of dynamic, young,
qualified and highly experienced management and dedicated marketing professionals that take care
of the entire activities keeping its main trust On customer satisfaction, which is the main motive of
the company.
NG also has a dedicated customer care center that comprises of experienced executives. A vast
database of customers is maintained and customers can call them up for inquiries, complaints&
feedbacks. Our staff is always engaged towards meeting the demands of the industry.

Vision

WE BELIEVE IN THE POWER OF ACTIVE MANAGEMENT — Expertly delivered for your long-term and
short-term goals, mindful of your risk constraints and committed to your needs, as financial advisors,
professional fund selector and consultants.

Mission

'Ekpravas'

We make an effort to keep family happy.

CUTOMER CENTRIC ATTITUDE

Our foundation ensures that operations are complaint free With maximum number Of customer•s
satisfaction through resolving issues of customers With the fastestservices.

BRAND VALUE

We are an established project development & management and fund management group that seeks
to add value for our Clients the delivery Of medium to long term.

INNOVATION THROUGH TECHNOLOGY

Nivesh global.
 CHAPTER 2
RESEARCH MATHODOLOGY
Research methodology
I. primary source
Group discussion and brainstorming session
Questionnaire
Interaction With sales staff On NIVESH GLOBAL.
2. Secondary source.

Obiective of the studw.

get an empirical view of NUVESH GLOBAL.

study the procedure Of customer complaint in NIVESH GLOBAL.

get an insight Of all the competitors.
study the various products Offered.

study the customer preference and perception regarding NIVESH GLOBAL

Scope Of the

The Objective Of the project was to find out the buyer Of NIVESH GLOBAL and also to provide
key information about the buyers reception and preference. The study also helps in getting information
about the performance Of the company as well as their own investment centre or where people go for
NIVESH GLOBAL It helps in finding out the problem related to buyers.
Managerial usefulness of study:
The study highlights the problem related to distribution of NIVESH GLOBAL so that the company can
improve the service rendered by them as a distributor. The study gives information about prospective
buyers both individual as well as institutional clients. The study provides the complete information
about all close competitors Of NIVESH GLOBAL. It provides the feedback form customers regarding
their problem and their about investing in NIVESH GLOBAL SO that the company can improve
their services.
Data collection

This report is based on primary as well as secondary data over primary data collection was given more
important since it is overhearing factor in attitude studies. One of the most important user of research
methodology is that it help in identifying the problem, collecting, analyzing the required information
data and provide an alter native solution to the problem. It also helps in collecting the viral
information that is required by the top management to assist them for the better decision making
both day-to-day decision and critical

Data source:

(A) primary data primary data are those, which were collected a fresh and for the first time and
does happen to be original in character. However. there are many method Of collecting the
primary data. All have not been used for the purpose of this project. The ones that have been used
are:

• Face to face communication (interviewing).

• Observation.

(B) Secondary data

When an investigator use the data that has been already collected by other is called secondary
data. The secondary data could be collected from the general report and various publications. The
advantage of secondary data can be economical, both in terms of and time spent. In this report
secondary data was collected through:

•Company balance sheet.

•Report and record.
•Flow chart and tables.
•Website.
primary data was collected through questionnaire

Sample area New Delhi

Sample method Random sampling methods

Sam lin
(A) Sampling procedure:
 The sample was selectedof them who are the customer/visitors of niveshglobal. It was also
collected through personal visit to persons, buy formal and informal talks and through filling
up the questionnaire prepared. The data has been analysedby using mathematical/statistical
tool.

(B) Sample size:

The sample size of my project is limitedto 20 people only. Out of which only 10 people had
invested in talk, Other 10 people did not have invested in NIVESH GLOBAL.

(C) Sample design:

Data has been presented with the help Of bar graph, pie chart, line graph etc. The following are
the questionnaire that was been carried out all the of survey. The questionnaire also shows the
value of perception of customer to word NIVESH GLOBAL.
1. satisfied customer of NIVESH GLOBAL

Perception about the brand name

Buying behaviour of customer to NIVESH
GLOBAL preference of customer to NIVESH
GLOBAL Reason to prefer NIVESH GLOBAL
Awareness Of the brand in market Limitations:

1. Suggestion is based the given information.

2. Due to large number Of employee it was not possible to collectall the information from each.
3. The time period is limited to know the entire process. We cannot draw effective conclusion as
it is continuous us process.
4. The area of survey was limited to some particular areas.
Scope of the studv:
Extensive survey on customer preference will provide lot of valuable information about the brand
awareness Of the product and it Will be easy to find out the like and dislike about the prcxiuct.
For company, it Will provide through knowledge about the customer preference in comparison With
Other market product and suggest valuable direction of the current market Trend.

It will provide lot of information about the market Trend and customer preference about the product.
It will include valuable suggestion for the company, how the company can strength their on brand?
The study Of customer preference Will provide me lot Of information on:

HOW customer profiles differ across the user segments?

the different classes of the different their preferences?

My study includes an extensive survey over hundred customers who normally use the services. The
companies included.

LITERATURE REVIEW
Marketing — promotion strategv

Promotion is the method you use to spread the word about the product or services to customers,
stakeholders and the broader public. Once you have identified your target market you Will have leave
a good idea of the best way to reach them, but most businesses usea mix of advertising, personal
selling, referral, selling, sales promotion and public relations to promote their product or services.
1. Advertising
2. Selling
3. Sales promotion
4. Public relations

Sale & Marketing promotion Of Nivesh global

Creating a sales and marketing promotion strategy requires a through knowledge Of your companvs
products, competition and overall mission. Sales and marketing promotions strategists must first be
able to identify which segment of the general public might be interested in purchasing products. For
in6, targeting core man penciling Barbie dolls likely wouldn't yelled positive results. Sales and
marketing promotions strategies also must be creative in promoting their products.

Markets

Marketing a product goes beyond just the vision aspect of age group and gender. Strategies have to
factor in life styles, income and location, as well as what is trendy. They conducted research and polls
to discover what the public like about their products, or what the public would do differently. They
alsoneed to find out way people are choosing not to buy their products.
promotions

A good sales and marketing promotions strategy involves a sure-fire method to reach its audience. This
involves designing graphics to creative catchy jingles for advertising. Sales and marketing strategies
push their products and services from a different venues, such as broadcast and print advertising,
billboards, and email newsletters. Other from promotions includes offer discounts on product or
rewards for purchasing a certain degree of services.

Competition

Sales and pronK'tions strategies focus must focus heavily on What the competition is doing, and how it
goes about promotion its on product. Strategies have to ask ifwhat the competition is doing is
successfully, and if so Why. They also need to be aware that they can infect learn a lot from the
competition and if necessary, children competitions ideas and make their own much like Coke and
Pepsi, orburger King and McDonalcrs, all do On a regular basis.
Pricing

When it come to making a purchase, the firstthing a customer typically observed in the cost. It's up
to sale and marketing promotions strategies to figure out how much a customer is willing to pay for
a product, factoring in how much itcost to manufacture the product. There is also the location factor,
where prices for the same product might need to vary by region.

Supply and demand

Along with knowing the many factors of purchasing products and services, sales and marketing
promotion strategies keep track Of inventory. making sure that are enough item available to meet by a
demand. If another company is manufacturing the product, they have to make sure order and place
and that products arrive in go(Ÿi condition. Where and how the store or display item may be another
consideration.

How to design a sales promotion strategv

For a sales promotion strategy to be successfully there need to be a plan in place. When you design a
sales promotion strategy, you need it to make sure that the company is getting the bestreturn on
investment and good marketing exposure in exchange for the promotional part of the strategy. If a
company is using a buy one, get one free promotional strategy, then their needs to be sufficient
return for the item that Will be given for free to make sales promotion a success.
Researching sales
step
Determine ifyou want the sales promotion to be a short-term or long-term promotional. For a product
just being introduced, you Will want to use a long-term promotion to help establish the product in the
sale representative minds. A product that is at the end Of life would be short term promotion as you
are trying to get Old product Of shelves.

step 2
Create a space based promotion for your product that will entire sale representatives to want to
push your product will stop the space can be done on a per unit basis where every unit sold geta
bonus, or you can create a space basedon volume where the bonus is not paid until the certain
value of sales is read.

Step 3
Develop a registration system that Will require sales representatives to sign up to be part Of the sales
promotion. Registration will not only track sales value for each representatives, if it can alsobe used as
a contact database for future sales promotion involving sales representatives.
Step 4
Create marteting materials that outline the complete program to sales representatives, gives
registration information and Of a sales pitch information that representative scan used when
trying to sell out your product.

step 5
Stay in touch With registered sales representative With weekly sales pitch information updates and
updates on how its representative is performing in the prormtions. This Will helps to talk the
competitive fire among the sale representative and drive revenue.

Promoting to retail customers

Step I
Focus your promotion on one product, or one Of products. It you make the to broad
then retail customers may get confused and not participate. Ifthe promotion works for one product,
then you can replace it for Other product as well.

step 2
Determine which kind of retail sales promotion strategy Vou Want to use full stop some of the popular
retail promotions are buy one get one free as well as free sample, by a product and get a free
accessories ora Mail in store.

Step 3
Create a comprehensive set Of rule for the promotion and include those rules on all Of the
promotional material. Work With your company legal department to ensure that the rules Of your
promotion are complete and effective.

Step 4
Develop a website where customer can registerto receive promotional reward and find out
information about the product and company. Askcustomer to give their email address for
future promotions. Designatea toll free phone number where customer can call and ask for rmre
information on the promotion.

Step 5
Create a retail display that gives all the offer detail of the promotion to be placed in all of your retail
outlets.
The im of advertisin & sales romotion in
revenue
While the two terms are Often used interchangeably advertising and sales promotion designate
different parts Of a business marketing Strategy. Advertising has to do With bundling brand
reorganization and taking measure to build long-term profitability. Where as sales pronu3tion are
short-term strategies that infuses immediate revenue into a business by directly affecting the price of
goods or services will stop while both can potentially affect revenue, sales promotions have a direct
connection to the amount of money for businesses bring in.

Increasing value

Advertising can help your business to increase its value and build its reputation. This can happen in two
ways are there for the purchase Of advertising space in magazines, newspapers, social media or other
Outlets, or throw editorial coverage, editorial coverage is the aim of many small businesses will Stop it
cost you virtually nothing and can have long-lasting impact on building your farms reputation is initially
this is about generating public relations. Make contacts With your local newspaper, community
organizations and social clubs. Take part in promoting non-profit events or sponsors a little legal team.
All Of these are ways to get your business name out in the public without spending money directly on
advertising.
Brand reputation

Apart from this more traditional for increase brand value your business should also be concerned with
its brand reputation. A solid brand reputation Will directly affected revenue as customer Will feel safe
and secure in purchasing goods and services from your company. Reputation it is about understanding
their influence of customer perception on your business revenue prospects. The Idea hair is
tremendous customer expectations to respond quickly to problem or issue andto always conduct your
business in an ethical way. This concern with reputation should extend through all forms of marketing
and advertising and your approach to customer service.
Sales promotions

Sales promotions are meant to directly drive revenue. There are many way to go about sales
promotion, all Of them to do With communicating and adding value or incentive to your consumers.
For example, you can Offer a free trial Of a product or services, issue coulÿ'ns, Offer rebates, or hold
contest for free All Of this methods aim to get customer in your business to spend money.

Bring it together
As you night have guessed, marketing, advertising and sales promotion to do not exit in isolation
businesses read a good mix of all this method to encourage both short and long-term revenue and
growth, The goal is to keep your business is profitable and to keep a good reputation in the community
and among your current and potential customers Will Stop by balancing value increasing activities With
the direct in advertising and sales promotion for businesses can purpose.

Direct sales Vs. Promotion

Direct sale and sales promotion are two major component of the promotional of marketing. The
marketing mix outline four critical strategy marketing element —product , place ,price and promotion.
When marketing a product, sold through specific distribution channels and atcertain price, various
strategy such as advertising, direct sales and promotion are cornrt-K»n.
Direct Sales Basics

Direct sales involves person-to-person selling in Which a company salesperson communicates the Of
product and services to prospective customer. This can happen in business •to business, trade channel
or consumer markets. Direct sales is a more assertive marketing approach in which companies use
salesperson to personally present persuasive customer, listen to their feedback and concern,
and attempt to close the deal by responding effectively to those concern.

Pros and Cons

Direct selling is more personalized and engaging than Other type Of marketing. Salespeople personal
interact With customer face-to-face, whereas With traditional advertising are delivered
through media With the hope Of a consumer response, to build effectiveness long-term relationship
With kev customer. Costof employing salespeople and the potential alienation of customer drive away
by high pressure selling tactics are drawback.

promotion Basics

Sales promotion is a form Of advertising that focus on short-term sales investment.SaIes promotion and
customers With price discount or Other price oriented benefits. This separate promotions from band
brand building advertising that focus on the long term question sales promotion centre on the price
side Of the value equation Which main consumer receive value as a concept comparison Of price and
benefits. Sales promotions suggest a good value because of reduced reduced price but constant
benefits.
Tactics and Goals
Coupon, of price discount, rebates and recent of sales are among common sales promotion technique.
Companies use sales promotion for a variety Of reasons. New companies use them to drive instance
traffic. Clearing out excess inventory is an Other common intention. Additional e companies use
sales prormtion to attract customers in hopes Of also selling higher margin products. Generating
immediate cashflow to cover short term depth and expenses Obligation in another conunon and
important purpose Of sales promotions.

Sales promotion advantages

A sales promotion is a marketing technique that is designed to entice a customer to take a specific
action such as making a purchase or request more information. sales promotion usually occurs for a
limited period of time helps create a sense Of urgency. Example Of sales promotion and include
coupons free trial and discount to a few. Face promotion Of para number Of advantage to Other owner
Of a small business.
Luring new customer With price

By offering a reduced price on a popular item you can deliver Customer away from competitors.
Which may ultimately help them into shoppers. For example, ifyou own a small electronic store
that's competitive with the retailer offer a discount price on a popular cell phone for a linited on
stock. If you serve the customer well during the purchase process they may be willing to be come
back.

Gaming community favor

Create a good for a business by standing a prormtion that Supports a worthy cause. For example, if
you your town need Of new fire engine or police car donate a portion of customer purchase at your
business to the cause. You will be your community, which is a Win-Win for everything when male lead
to more business for

Encourage repeat purchase

Business like airlines and hotels successfully used reward program to encourage customer loyalty and
you can do the same for your small business. If yot/re on a coffee shop for instance give customer a
reward card that you hole- punch it time they may purchase. After the make fue for 10 purchase they
can redeem the card for a cup Of coffee.

Entice reluctant consumers

giving away free product for services is a good way to get people to try them for a first time Which may
lead to a purchase. if you're on a dial and you have added a new Sandwich to the menu pass out small
samples to eachofyour consumer as they come inthe door. Session toget people to give you a try.
providing information

A sales promotion can help you providing information to potential customers that aids them in making a
decision. This canbe beneficial for a products or services that are complicated for are and unfamiliar to
For example, if you are a financial planner and you are attempting to gain clients in the area
of retiring mint pan link a free seminar allows you can explain what you do and how sum investment
product

Obiective Ot promotions

Sales promotion is a marketing technique usually designto last for relative short time. Common sales
promotion technique can include special pricing coupon and staging events to gain publicity. Small
businesses can make use Of sales promotions to attack achieve a number of specific business
Objectives.

Keep exciting customers

Sales promotion can be grade 2 word keeping exciting customer specially if a new computer is opening
nearby. For example, a barber shop owner can Mel coupons to all of his existing customers to take
attention away from our competitors grand opening event. Dry cleaners could implement a refer
program where he gives exciting customer discount when they refer new to make purchase
Which can help build consumer loyalty.

Ventory clearance

Special promotion can help vou clearing inventory to make room for seasonal or new merchandise. If
you're on a clothing boutique for example you may need a to advertise a reduced price on winter
clothing to make room for spring and summer fashions. The owner of a giftshop can conduct a
clearance sales on Halloween merchandise to make a room Of Christmas products.
Reaching new market

A promotion can be a way to reach a new segment Of a market. For example, if you operate a bakery
and you are unwilling a new line of pastries you can generate a promotion to get people to come your
bakery and try them. Your can offer a discount price for additional of 1 item such as a
coupon of coffee.
New product launch
A sales promotion can help you introduce a new product to a market place. For example, if new
operator bakery and building a new line Of fisheries you cangenerate a promotion to get people to
come to Vour bakery and try them. A promotion can offer a discount price or additional Of free item
sets coupon.
Increase brand awareness

Assess can help increase awareness of brand which can ultimately lead to additional
sales. For example, by sponsoring a charity event that are charity because or Rafael you can make
people in the community aware of your company in a positive way Which can lead a them
increasing your business,
 CHAPTER 3
CONCEPTUAL
DISCUSSION
 CHAPTER 3
CONCEPTUAL DISCUSSION
BUSINESS DEVELOPMENT

Business development entails tasks and processes to develop and implement growth opportunities
within and between organizations. It is a subsetof the fields of business, commerce and organizational
theory. Business development is the creation of long •term value for an organization from customers,
markets, and relationships. Business development can be taken to mean any activity by either a small
or large organization, non-profit or for-profit enterprise which serves the purpose Of 'developing' the
business in some way.

In addition, business development activities can be done internally or externally by a business

development consultant. External business development can be facilitated through Planning Systems,
Which are put in place by governments to help small businesses. In addition, reputation building has
alsoproven to help facilitate business development.

In practice, the term business development and its actor, the business developer, have evolved into
many usages and applications. Today, the applications of business development and the business
developer or marketer tasks across industries and countries, cover everything from IT-programmers,
specializedengineers, advanced marketing or key account management activities, and sales and
relations development for current and prospective customers. For this reason, it has been difficult to
discern the unique features Of the business function and whether these activities are a source
Of profits.
Recent Systematic research on the subject has outlined the contours of an emerging business
development function with a unique role in the innovation management The business development
function seems to be more matured in high-tech, and especially the pharma and biotech industries.
Business development professionals frequently have had earlier experience in sales, financial
services, investment banking or management consulting, and delivery; although some find their
route to this area by climbing the corporate ladder in functions such as operations management.
Skill sets and experience for business-development specialists usually consistofa mixture Of the
following (depending On the business requirements);

• Sales

• Marketing

• Mergers and acquisitions

• Legal

• Strategic

• Proposal management or capture management

Business development is to be thought Of as a marketing tactic. The Objectives include branding,
expansion in markets, new user acquisition, and awareness. However, the main function Of business
development is to utilize partners in selling to the right customers. Creating opportunities for value to
be ongoing in the long term is important. To be successful in business development the partnership
must be built on strong relationships.

The "pipeline" refers to the flow of potential clients which a company has started developing. Business
development staff assign to each potential client in the pipeline a percent chance of success, with
projected sales-volumes attached. planners can use the weighted average of all the potential clients in
the pipeline to project staffing to manage the new activity when finalized. Enterprises usually support
pipelines With some kind Of customer relationship management tool or database, either web-based
solution or an in-house system. Sometimes business development specialists manage and analyze the
data to produce sales management information. Such nunagement of information could include:

• Reasons for wins/losses

• progress of opportunities in relation to the sales process

• Top performing salespeople/sales channels

• Sales of sen.'ices/products
For larger and well-established companies, especially in technology-related industries, the term
"business development" often refers to setting up and managing strategic relationships and alliances
with other, third party companies. In these instances, the companies may leverage each other's
expertise, technologies or other intellectual property to expand their capacities for identifying,
researching, analyzing and bringing to market new businesses and new products. Business
development focuses on the implementation Of the strategic business plan through equity
financing, acquisition/divestiture Of technologies, products, and companies, plus the establishment
Of strategic partnerships where appropriate.

Facilitated development

Business Development is affected by external factors. "planning Systems" are systems set in place in
order to regulate businesses. In many cases, ruling agencies deem the necessary for business survival.
There is a section of Business that is dedicated to facilitating ethical business development in
developing countries. In the early 2000s, Business Ethics was dedicated to helping the Businesses in
need that are in these countries, However, owing to the strong backlash from critics, they have changed
their focus into helping businesses that are going to help the most people develop. These policies have
improved the quality Of life Of the people. However, this facilitation changes the norms and, in turn,
harms some groups. In order to enforce the new l»licies in an ethical manner Business Ethicists have
createda cost-benefit analysis, placing an emphasis on basic necessities. These concerns have become
so great that Business Ethicists have created a new department called Development Ethics. Now,
instead of simply helping developing businesses, international business developers have begun ensuring
that the companies keep basic human rights in This especially applies to countries where the laws are
not so strict and allow for abuse to take place. These development now have to follow the
criteria that Penz created, consisting Of: security, empowerment, rights,

equity, integrity, and cultural freedom. The idea Of providing people With human rights in order to
facilitate business development can be seen through the rapid development Of China in the last few
decades. The that were implemented in the last couple decades coincide With these
In the 1980s, government policies facilitated the rise in literacy rate and education. The
following decade, healthcare coverage increased significantly. This development was not originally
seen as monetary capital, but instead, it was seen as human capital. With nwre workers able to bring
skill and maximum effort to their workplace, conwanies were able to develop extremely rapidly,
Reputation building

With companies becoming more and conscious Of ethical practices, closely watching their selves to
avoid scrutiny, a company's reputation has become a great concern. Ethical business practices are
closely tiedwith reputation which makes it essential to follow ethical guidelines if a company is looking
to build their reputation. In fact, Businesses that develop quickly and successfully have tendencies to
show honesty, impartiality, and service to all of their stakeholders. In order for a company to be
considered "ethical", itmust cater to the needs of the customer, keeping their best interest in mind.
This will influence customers to make repeated purchases and lead to more profit. In order for a
company to build a strong reputation with their suppliers. it is crucial for them to focus on impartial
business interactions and developing long relationships. These relationships can lead to mutually-
beneficial business deals for both the company and its supplier. With the employees, they must take
their interests into consideration and facilitate teamwork as opposed to rigorous competition. This
ensures that the company Will keep their most loyal and dedicated employees for as long as possible.
Funding for further development can rise when a company is able to develop strong relationship with
each stakeholder individually, and ethically. This is based on the concept of reciprocation, which states
how in order for social change to take place between groups of people, trust must be built between
them through mutually beneficial actions. This can be supported through the results of a questionnaire
study that was conducted on technology industries in GTSM and TSE. In addition, in order fora company
to practice business ethics, and ensure strong business development, it is essential to maintain a
relationship with the environment. With concerns about the recent decline Of the environment
increasing, stakeholders have become more involved in efforts to preserve resources and a negative
impact on the environment brings about risks Of damaging stakeholder relationships.
CHARACTERSJ'cs OF BUSINESS DEVELOP MENT
Business development is distinctly different than sales. Top business development professionals
become a trusted advisor to clients. This is the key to a long-term and strategic relationship that adds
more value than sales alone.

Companies have a higher expectation Of business development. More than ever, this Workforce
isn'tjustyour Old run-of-the-mill tactical salesperson. Don't getme Wrong, there is a place for both. But,
to be a successful business developer, these individuals must possess additional skills. Clients require
these deeper relationships too. Business have a lot of options. And, it's easierforthem to go to
your competitor than to do business with someone who doesn't quite cut it. Great business
development professional are responsible for the liveliht»d of the business. For a business to remain
competitive, they not only need to bring a client to the table once, but are tasked With providing
enough ongoing value that clients stay for the long haul.

This is the nx•dern conundrum Of business development today. In 20 years serving the market
research and consulting communities, I have learned that to be successful I must continually expand
my skills. I have found that success in business development can be traced to eight attributes and
behaviors:

I. Customer Obsession
You understand your client's business and products and services. Taking thata step further, you
must know their internal strategic initiatives and plans. until you understand this, and can tailor
your solution to map to support them in these, you Will never build a strategic, long-term
relationship. NO longer are the days Of having your product be one to many. If you do this, your
offering Will be one Of tactical products that they could take or leave.

2. Emotionally Intelligent
To build a long-term relationship with key client executives, you must possess a high level of
emotional intelligence. What this means is understand cues outside of what is written and spoken
that are big indicators of creating a successful business relationship. Understand what motivates
your client, about people's egos and their underlying expectations as well as how these provide big
clues into to how your client Will buy. When you can piece this together and apply this to the
overall business landscape, you can build a relationship that Will keep a client for life.
3. Digitally relevant
much of business today is done digitally. Your personal and company's online business presence,
social profiles and networks are crucial in business success. Research is conducted, due diligence is
collected; your company's reputation is compared to your competition's. potential clients aren't just
looking at the company that you represent; they count on you being digitally sawy. They need to
have communication about your products and services easily deliveredto them digitally and in real
They can reach you when it's convenient for them through this open channel.

4. Domain Expertise
 A true business development professional builds deep knowledge of the industry that they serve.
This industry and solution expertise allows you to be part of the solution, not just a purveyor of it.
This unique and inherit knowledge makes you valuable to the client.

5. Trust
Maintain honesty and integrity with clientno matter what the circumstances. Make Sure they
understand that thev know that they cancount on Vou to be honest. You are your client's advocate,
inside your company and out. Don't ever give your client a reason to doubt anything that you Say
or do.

6. Commitment
Believing in the company and solution, you represent. And, no matter what, you always have the
best interests Of your client at hand. You don't give up, and you fight for them when needed. The
overall commitment in the relationship builds customers for life.

7. Optimism
You have a positive outlook about business and life in general. Nobody likes to do business With
who is negative and a bummer to be around.
8. perseverance
When the chips are down, you stick with the relationship. Everyone can push forward in good
times and When all is going perfectly as planned. But When it doesn't go perfectly, you're ready to
attack head on. Business isn•talways easy, butyou're known for being there through thick
and thin.

THE IMPORTANCE OF BUSINESS DEVELOPMENT

When it comes to organizational growth, business development acts as the thread that ties together all
of a company's functions or departments, helping a business expand and improve its sales, revenues,
product offerings, talent. customer service and brand awareness.

There are a number of key areas in which someone tasked with business development can help effect
change and promote growth across departments. Here are four reasons Why business development is
important.
It builds important relationships.
Whether cultivating new talent, with prospective partners or courting l»tential customers,
relationship-building is an integral piece of the business development process. A business developer can
hone in on the relationships that demand the most attention. Connecting with clients, colleagues and
other memtMs of one's network can be fundamental to identifying new business opportunities,
generating leads and making critical hires.And, strengthening existing relationships will help deliver
repeat customers, or provide an opportunity to hone and enhance talent from Within.
It's a key Strategy for boosting revenue and lowering costs. Growth is the end game Of business
development, and one of the most common metrics for measuring that growth is the bottom line. Key
to the business development process is devising strategies to help increase the amount of money that's
coming into an organization, while making sure less money is going out. Focusing on business
development can help an organization identify which markets and products have the most profit
potential, and which deals to chase first. Business development also entails making decisions that help
keep costs down as well as identify areas of growth and the funding needed to facilitate such
expansion.

It can help improve the company's overal image. Marketing is vital to a business' growth, and a
business developer can help an organization build a better brand. A business developer can work
closely with the marketing team to develop campaigns that solidify the company's target audience
and reach new customers and markets. A significant aspect of business development understands the
inner workings of a company's products and services, as well as its customers. Business development
leaders can use these insights to help inform new marketing campaigns that guide potential
customers to products and services that could benefit

It may open up expansion into new markets. Tapping intonew areas of opportunity could a lucrative
growth strategy, and business development involves staving on top Of market trends and
opportunities. By analyzing demographics and customer data, a business developer can find ways to
enter these markets and access new segments Of customers.

BUSINESS OBJECTIVES OF A BUSINESS DEVELOPMENT

Five most important objectives of business may be classified are as follows:

1. ECONOMIC OBJECTIVES,
SOCIAL OBJECTIVES,
HUMAN OBJECTIVES,
4. NATIONAL OBJECTIVES,
GLOBAL OBJECTIVES

Objectives represent the purpose for which an organization has been started. Objectives guide and
govern the actions and behavior of businessmen. According to William F. Glueck, "Objectives are those
ends which the organization seeks to achieve through its existence and operations." Another term for
objectives is goals. Logically, objectives ought to specify ends or results sought that are derived from
and congruent with the mission the organization has set itself Attempts to set Objectives should always
be guided by references to the mission they are meant to fulfill. Business Objectives are something
Which a business organization wants to achieve or accomplish over a specified period Of time. These
may be to earn profit for its growth and development, to provide quality goods to its customers, to
protect the environment, etc.
CLASSIFICATION OF OBJECTIVES OF BUSINESS
It is generally believed that a business has a single objective. That is, to make profit. But it cannot be the
only objective of business. While pursuing the objective of earning profit, business units do keep the
interest of their owners in view. However, any business unit cannot ignore the interests Of its
employees, customers, the community, as well as the interests Of society as a Whole. For instance, no
business can in the long run unless fairwages are paid to the employees and customer satisfaction is
given due importance. Again a business unit can prosper only if it enjoys the support and goodwill Of
people in general. Business Objectives also need to aimed at contributing to national goals and
aspirations as well as towards international well-being. Thus, the objectives of business may be
classified as;
1. Economic Objectives:
Economic Objectives Of business refer to the objective Of earning profit and also Other Objectives that
are necessary to be pursued to achieve the profit Objective, Which includes creation Of customers,
regular innovations and best possible use Of available resources.

Profit Earning:
Profit is the lifeblood of business, without which no business can survive in a competitive market. In
fact profit making is the primary objective for which a business unit is brought into existence. profits
must be earned to ensure the survival of business, its growth and expansion over profits help
businessmen not only to earn their living but alsoto expand their business activities by reinvesting a
part Of the profits. In order to this primary Objective, certain Other Objectives are also
necessary to be pursued by business, Which are as follows:

(a)Creation Of customers:

A business unit cannot survive unless there are customers to buy the products and services. Again a
businessman can earn profits only when he/she provides quality gocpds and services at a reasonable
price. For this itneeds to attract more customers for its existing as well as new products. This is achieved
with the help of various marketing activities.

(b)

Innovation means changes, Which bring about improvement in products, process Of production and
distribution of goods. Business units, through innovation, are able to reduce costby adopting better
methods of production and also increase their sales by attracting customers because of improved
products. Reduction in cost and increase in sales gives profit to the businessmen. Use of power looms in
place of handlooms, use of tractors in place of hand implements in farms etc. are all the results of
innovation.
(c) Best possible use of resources:

As we all know, to run any business we must have sufficient capital or funds. The amount of capital may
be used to buy machinery, raw materials, employ men and have cash to meet day-to-day expenses.
Thus, business activities require various resources like men, materials, money and machines. The
availabilityof these resources is usually limited. Thus, every business should try to make the best
possible use of these resources. Employing efficient workers, Making full use of machines and
minimizing wastage of raw materials, can achieve this objective.

B. Social Objectives:
Social Objective are those Objectives Of business, which are desired to be achieved for the benefit of
the society. Since business operates in a scxiety by utilizing its scarce resources, the society expects
something in return for its welfare. No activity of the business should be aimed at giving any kind of
trouble to the society. If business activities lead to socially harmful effects, there is bound to be public
reaction against the business sooner or later. Social objectives of business include production and
supply of quality goods and services, adoption of fair trade practices and contribution to the general
welfare of society and provision of welfare amenities.

Since the business utilizes the various resources Of the society, the society expects to get quality goods
and services from the business he Objective Of business should be to produce better quality goods and
supply them at the right time and at a right price It is not desirable on the part of the businessman to
supply adulterated or inferior goods which cause injuries to the customers. They should charge the
price according to the quality of e goods and services provided to the society. Again, the customers also
expect timely supply of all their So it is important for ever/ business to supply those goods and
services ona regular basis.
(ii) Adoption Of Fair Trade Practices:

In every society, activities such as hoarding, black- marketing and over-charging are considered
undesirable. Besides, misleading advertisements Often give a false impression about the quality Of
products. Such deceive the customers and the businessmen use them for the sake Of making
large profits. This is an unfair trade practice. The business unit must not create artificial scarcity of
essential goods or raise prices for the sake of earning more profits. All these activities earna bad name
and sometimes make the liable for penalty and even under the law. Therefore, the
objective of business should be to adopt fair trade practices for the welfare of the consumers as well as
the society.
Contribution to the General Welfare Of the
Societv:
Business units should work for the general welfare and upliftment Of the society. This is possible
through running Of schools and colleges better education opening Of vocational training centers to
train the people to earn their livelihood, establishing hospitals for medical facilities and providing
recreational facilities forthe general public like parks, sports complexes etc.

C. Human Objectives:

Human objectives refer to the Objectives aimed at the well-being as well as fulfillment Of Of
employees as alsoof people Who are disabled, handicapped and deprived Of proper education and
training. The human Objectives Of business may thus include economic well-being Of the employees,
social and psychological satisfaction Of employees and development Of human resources.

(i) Economic Well-being of the Emplovees:

In business employees must be provided with tan remuneration and incentive for performance benefits
of provident fund, pension and other amenities like medical facilities, housing facilities etc. By this they
feel more satisfied at work and contribute rmre for the business.

(ii) Social and PsycholORicaI Satisfaction Of Emplovees :

It is the duty Of business units to provide scxial and psychological satisfactionto their employees. This is
possible by making the job interesting and challenging, putting the right 'Mson in the right job and
reducing themonotony of work Opportunities for promotion and advancement in career should alsobe
provided to the employees. Further, grievances of employees should be given prompt attention and
their suggestions should considered seriously when decisions are made. If employees are happy and
satisfiedthey can put then best efforts in work.

(iii)
Employees as human beings always want to grow. Their growth requires proper training as well as
development. Business can prosper if the people employed can improve their skills and develop their
abilities and competencies in course of time. Thus, it is important that business should arrange training
and development programs for its employees.

peop'e:
Business units being inseparable parts Of society should help backward classes and also people those
are physically and mentally challenged. This can be done in many ways. For instance, vocational training
programs may arranged to improve the earning capacity Of backward people in the community. While
recruiting its staff, business should give preference to physically and mentally challenged persons.
Business units can also help and encourage meritorious students by awarding scholarships for higher
studies.

D. National Objectives:
Being an important part Of the country, every business must have the Objective Of fulfilling national
goals and aspirations. The goal Of the country may be to provide employment opportunity to its citizen,
earn revenue for its exchequer, become self-sufficient in production Of goods and services, promote
social justice, etc. Business activities should conducted keeping these goals Of the country in mind,
Which may be called national objectives of business. The following are the national objectives of
business.
Creation of
Emplovment:
One of the national objectives of business is to create opportunities for gainful employment of
This can be achieved by establishing new business units, expanding markets, widening
distribution channels, etc.

(ii) Promotion Of Social Justice:

As a responsible citizen, a businessman is expected to provide equal opportunities to all persons with
whom he/she deals. He/ She is alsoexpected to provide equal opportunities to all the employees to
work and progress. Towards this objectives special attention must be paid to weaker and backward
sections of the society.
production According to National priority:

Business units should produce and supply in accordance With the priorities laid down in the plans and
Of the government. Oneof the national objectives of business in our country should to increase
the production and supply of essential goods at reasonable prices.
Contribution to the Revenue of the Countrv.

The business owners Should pay their taxes and dues honestly and This Will increase the revenue Of
the government, which can be used for the of the nation.

(v) Self-sufficiencv and Export Promotion;

To help the country to become self-reliant, business units have the added responsibility of restricting
import Of goods. Besides, every business units should aim at increasing exports and adding to the
foreign exchange reserves of the country.

E. Global Objectives:
Previously India had very restricted business relationship With Other nations. There was a very rigid
policy for imp-Olt and export Of and services. But, now-a-days due to liberal economic and export-
import policy, restrictions on foreign investments have been largely abolished and duties on imported
gocxis have been substantially reduced, This change has brought about increase in competition in the
market. Today due Of globalization the entire world has become a big market. produced inone country
are readily available in Other countries. so, to face the competition inthe global market every business
has certain Objectives in mind, which may be called the global objectives. Let us learn about them.
Raise General Standard of
Living:
Growth of business activities across national borders makes quality goods available at reasonable prices
all over the world. The people Of one country get to use similar types Of goods that people in Other
countries are using, This improves the standard Of living Of people.

(ii) Reduce Disparities among Nations:

Business should help to reduce disparities among the rich and nations of the world by expanding its
operation. Byway of capital investment in developing as well as underdeveloped countries it can foster
their industrial and economic growth.

Make Available Globally Competitive Goods and Services:

Business should produce goods and services Which are globally competitive and have huge demand in
foreign markets. This will improve the image of the exporting country and also earn rmre foreign
exchange for the country.

WHAT BUSINESS DEVELOPMENT PLAN?

A business development plan is just like the business plan you created when you started your business
but with a focus on growth and how to achieve it. It's a long-term plan that outlines strategies for
steady and business growth over the coming years.

OPPORTUNITIES FOR GROWTH

Study your target market, your competitors, and your previous progress. From there, identify opportunities for
growth-whether it's in creating new products, adding more services, breaking into new markets, a combination
Of these, or other opportunities. Consider your options and work out What's best for your business.

FUNDING PLAN
Determine that how you will fund your business growth. How much capital do you already have? How
much do you need more? HOW Will you get it?

Financial goals

DO profit, revenue, and cost projections, then use them as basis forsetting your short-term and long-
term financial goals.
Sales and marketing activities
Figure out what sales and marketing efforts will effectively promote growth and how these efforts will
change as you get bigger and better. Make sure your sales and marketing plan is study enough to
support your growth business.

Team needs

Evaluate your existing team and think about how you can improve their capabilities to your growth
objectives. Consider hiring new employees and what skills they need to have.

HOW TO CREATE YOUR STRATEGIC BUSINESS DEVELOPMENT PLAN

A business development plan that outlines, how you implement your business strategy. It
can be a plan for an individual, a practice or the firm as a whole. Its scopes both the marketing and sales
functions, as they are so inter-wined in professional services firms.

1. Define your target audience:

Who are you trying to attract as new clients? Focus on your best-fit clients, not all possible prospects. It
is most effective to focus on narrow that you can't achieve your business goals.

2. Research their issues, buying behavior and your competitors:

The nwre you know about your target audience the better equipped you will be to attract their
attention and communicate how you can help them. What are their key business issues? Is your
expertise relevant to those issues? Where do they look for advice and inspiration? What is the
competitive environment? How do you stack up?

3. Identify your competitive advantage:

What makes you different? Why is that better for your target client? Are you the most cost-effective
alternative, or the industry's leading expert? This "positioning" as itis often called, needs to be true
provable and relevant to the prospect at the time they are choosing Which firm to work With, Be sure
to document this as you Will use itover and over again as you develop your messages and
marketing t'*lls.

4. Choose your overall business development strategy:

Pick the broad strategy or strategies to reach to reach, engage and convert your prospects. you can
start With the list of top strategies provided above. Which strategy fits with the needs and preferences
of your target audiences? Which ones best convey your competitive advantage? For example, if you
are competing because you have superior industry expertise, a thought leadership/content marketing
strategy Will likely serve you well.

5. Choose your business development tactics:

A great place to start is the list of the most effective tactics we provided above. Make sure
that each technique you select fits your target audience and strategy. it's not about
your personal preferences or familiarity with a tactic. It's about works with the audience.

Also, you will need to balance your choices in two important ways: First, you will need tactics that
address each stage Of the business development pipelines. Some techniques work great for term
nurturing. You need to cover the full funnel.

Second, you need a good balance between digital and traditional techniques.

6. Specify how you will monitor implementation and impact:

Often these important considerations often spell the difference between success and
failure. Unimplemented strategies don't work. Keep track of what you do. and when. This will both
motivate action and provide a greatstarting place as you troubleshoot your strategy. Also monitor and
record the impacts you see. The most Obvious affect Will be how much new business you closed. But
you should also monitor new leads or new contracts, at the bare minimum. finally, don't
neglectimportant process Outcomes suchas referrals, new added to your list, downloads Of content
that expose prospects and referral sources to your expertise.

If you follow these steps you will end up With a business development strategy and a
concrete plan to implement and optimize it.

TOP BUSINESS DEVELOPMENT STRATEGIES

Networking: networking is probably the most universally used business development strategy. It's
built on theory that professional services buying decisions are rooted in relationships, and the best
way to develop new relationships is through face-to-face networking.lt certainly is true that many
relationships do develop in that way. And ifyou are networking With your target audience, you can
develop new business. But there are limitations. Todavs buyers are Very pressured, and networking is
time Consuming. it can be very expensive, if you consider travel and time away from the office.Newer
digital networking techniques can help on the costand time front. But even social media requires an
investment of time and attention,
Referrals: The close relative of networking and referrals are often seen as the mechanism that turns
networking and clientsatisfaction into new business. You satisfied clients do the same.Cleariv, referrals
do happen, and many firms getmost or all Of their business from them. But referrals are passive. They
rely on your clients and contacts to identify good prospects for your services and make a referral at the
right time. The problem is referral sources Often do not know the full range Of how you can help a
client. so many referrals are poorly matched to your capabilities. Other well-matched referrals go
unmade because your referral Source fails to recognize a great prospect when they see one. Finally,
prospects that might be good clients rule out your firm before even talking with you. One recent study
puts the number at over 50K
Sponsorships and advertising: this can develop new business directly by events and
advertising? It would solve a lot Of problems if it works. NO more trying to get time from fully utilized
billable professionals-unfortunately, the results on this front are not very encouraging. Studies have
shown that traditional advertising is actually asscxiated with slower growth. Only when advertising is
combined with Other techniques, such as speaking atan event, do these techniques bear fruit. The most
promising advertising strategy seems to be well-targeted digital advertising. This allows firms to get
their and offers in front of the right people at a lower cost.
Outbound telephone and mail: professional services firms have been using phone calls and mail to
directly target potential clients for decades. Target the right firms and roles with a relevant message
and you would except to find new opportunities that can be developed into clients.There are a couple
Of key challenges With these strategies. First they are relatively expensive, so they need to be just
right to be effective. Second, if you don't catch the prospect at the right time, your Offer may have no
appeal relevance — and consequently, no impact on business development.The key is to have a very
appealing Offer delivered to a very qualified and responsive list. It's not easvto getthis combination
right.
Thought leadership and content marketing:the Strategy is to make your expertise visible to potential
buyers and referral sources. That is accomplished through writing, speaking or publishing content that
demonstrate your expertise and how it can be applied to solve client problems -Here, the strategy is
to make your expertise visible to potential buyers and referral sources. This is accomplished through
writing, speaking or publishing content that denK'nstrates your expertise and how it can be applied to
solve client problems.
Books, articles and speaking engagements have long been staples Of professional services business
development strategy. Many high visibility experts have built their practices and firms upon this
strategy. It Often takes a gcx'd part Of a career to execute this approach.

But changing and technology have reshaped this strategy. With the Onset Of digital communication it
is now easier and much faster to establish your expertise with a target market. Search engines have
leveled the playing field so that relatively unknown individuals and firms can become kncr.vn even
outside their physical region. Webinars have democratized public speaking, and blogs and websites
give every firm a 24/7 presence. Add in video and social media and the budding expert can access a
vastly expanded martetplace.
But these developments also open firms to much greater competition as well. You may find yourself
competing With specialists whom you were never aware Of. The impact is to raise the stakes on your
business strategy.

Combined strategies: it is cornrmn to combine different business development strategies. For example,
networking and referrals are frequently used together. And on one level, a combined strategy
perfect sense.

But there is a hidden danger. For a strategy to perform at its peak, it must be fully implemented.
There is a danger that by attempting to execute too many different strategies you Will never
completely implement any Of them.

Good intentions, no matter how ambitious, are of little real business development value. Under-
investment, lack of follow through and inconsistent effort are the bane of effective business
development.
It is far more effective to fully implement a simple strategy than to dabble in a complex one. Fewer
elements, competently implemented, produce better results.

Next, we turn our attention to the tactics used to implement a high-level strategy. But firstthere is a bit
Of confusion to clear up.

Business Development Vs. Marketing

Marketing is the of determining which products and services you will offer to which target audiences,
at what price. It also addresses how you will position and promote your firm and it's offerings in the
marketplace. The result Of all this activity Should be an increasing awareness Of firm among your
target audience — and a stronger flow Of qualified leads and opportunities.

Historically, business development has been a subset of the marketing function that was focused on
acquiring new marketing or distribution relationships and channels. While this role still exists in many
companies, the business title has become interchangeable With many marketing and sales
functions.

Business Development vs. Sales

Sale is the task of converting leads or opportunities into new clients. Business development is a broader
term that encompasses many activities beyond the sales function. And while there is some most
traditional BD roles are only lightly involved in closing new clients.

Business development is Often confused With sales. This is not too surprising because many people
Who are clearly in sales have taken to using the title Of Business Developer. Presumably this is done
because the Organization believes that the BD designation avoids some possible stigma associated with
sales.

Nowhere is this practice more prevalent than in professional services. Accountants, lavwers and
Strategy consultants do not want to be seen as "pushy sales people." This titular bias is firmly rooted
despite the fact that developing new business is an important rote of most senior members of
professional services firmsSince so many clients want to meet and get to know the professionals they
Will be working With, the Seller-doer role is well established in many firms. The preference for Seller-
doers also tends to discourage firms from fielding a full-time sales force.

As an alternative approach to leveraging fee-earners' time, some firms have one or more Business
Developers On staff. In the professional services context, these folks are often involved in lead
generation and qualification, as well as supporting the Seller-doers in their efforts to close new clients.
In other organizational contexts, this role rrùght be thought of as a sales support role.
The result Of this confusing picture is that many professional services firms call sales "business
development" and make it part Of every senior professional's role. They may also include some
marketing functions, such as lead generation and lead nurturing, into the professional's BD
responsibilities.ltis this expanded role, where business development encompasses the full range Of
lead generation, nurturing and sales tasks, Which we Will concentrate on in this post.
Strategic Business Development

Not all business development is of equal impact. In fact a lot of the activities of many professionals
are very opportunistic and tactical in nature.This is especiallytrue With many seller-doers. Caught
between the pressures Of client work and an urgent need for new business they cast about for
something quick and easy that Will produce short term results. Of course this is no real strategy at
all.
Strategic business development is the alignment Of business development prcxesses and
With your firm's strategic business goals. The role of strategic business development is to acquire ideal
clients for your highest priority services using brand promises that you can deliver upon.

Deciding which targets to pursue and strategies to employ to develop new business is actually a high
stakes decision. A good strategy, well implemented, can drive high levels Of growth and profitability. A
faulty strategy can stymie growth and frustrate valuable talent.

Yet many firms falter at this critical Step. They rely on habit, anecdotes and fads — or worse still, "this
is how we have always done it" In a later section we'll cover how to develop Vour strategic business
development plan. But firstwe'll cover some Of the strategies that may go into that plan.

Business Development Strategy vs. Tactics

The line between strategy and tactics is not always clear. For example, you can think of networking as
an overall business development strategy or as a tactic to enhance the impact of a thought
leadership strategy, Confusing to be sure.

From our the distinction is around focus and intent. If networking is your business
development strategy all your f'*us should be on making the networking effective and efficient.
You will select tactics that are aimed at making networking more powerful or easier. You may try out
another marketing technique and drop it if it does not help you implement your networking strategy.
On the other hand. if networking is simply one of many tactics, your decision to use it will depend on
whether it supports your larger strategy. Tactics and techniques can be tested and easily changed.
Strategy, on the Other hand, is a considered choice and does not change from day to day or week to
week.
10 Most Effective Business Development Tactics

Which business tactics are most effective? TO find out, we recently conducted a study that looked
at over professional services firms. The research identified those firms that were growing at
greater than a compound annual growth rate over a three-year period.
These High Growth firms were compared to firms in the same industry that did not grow over the
same time We then examined which business development tactics were emplqed by
eachgroup and which provided the most impact-The result is a list of the ten most impactful tactics
employed by the High Growth firms:

Networking at targeted conferences, trade shows and

events providing assessments and/or consultations
Demos (in-person or digital)
4. Using a proposal toolkit
Speaking at targeted conferences or events
6. Video blogging
Creating downloadable, gated content
8. Nurturing prospects through phone calls
9. Publishing written blog posts on your website
10. Digital ads(pay-per-click, banner ads, etc.)

CHAPTER 4
Data analysis
Data analvsis
 1. Does Nivesh Gloabal has enough resources to sell their product?

(a) Strongly agree (c) Disagree

(b)Agree (d) strongly disagree

resources to sell

strongly

The survey, that 30% Of the people Who were surveyed strongly agree to the option that NIVESH
GLOBAL possess relevant recourse to sell out their product that is construction of housing
societies and complexes to the relevant customers. Whereas 34% and 26% respectively, came to
a conclusion Of agree and disagree the fact and fixtures. Where strongly disagreed With the
point and thought that the company has to improvise in the certain area so that the selling of
the product ma y increase as per the yearly targets.
2.
What according to is the produces best selling point?

(a) Cheap (c) Easy availability

(b) Quality (d) Others

BEST SELLING POINT

easy
availability

NIVESH GLOBAL a relatively new conwanv in the market and laving high comlX•tition. The
respondents agreed to a certain level that easy availability andquality Of the conduction is
the main and leading beat selling A cumulative of and 32%) respectively agreed to the same ,
agreed to the same where as a healthy percentage of 3% to the decision that the price and
various other factors were the selling point of the product.

What is the target audience for NIVESHGLOBAL?

(a) High income group (c) lower income
group
 3.
(b) Middle income group (d) all

TARGET AUDIENCE

high income
•

group

Middle group

In the questionnaire the main question was the target audience of NIVESH GLOBAL Being a real estate
firm it is very important for the company to set their preferences in regard to target audience. The
respondents agreed to the point that the company should focus more on the middle income group the
segment of the housing societies thatthe company deals in cam is easily sold to middle income group.
Nearly of the respondents agreed to that point. 28% respondents also agreedto the lower income
group canalsobe targeted as know they have power Of housing loan schemes from various bank. 14%
favored the high income group people to be the target audience keeping in 'Tind the business Of the
company Of building complexes.
Where N IVESH GLOBAL does their products?

(a) In business premise (c) Online

(b) Through agents (d) through business sources
 4.

Place of sellings

though .entS

• online

• through
business

According to the respondents the main place of selling for NIVESH GLOBAL is within
business. 30% agreed to the point that the main business is generated Within their business
this is because the purchases visit the company so as to vies the flats and complexes and
main collaborations regarding the construction of various sites for road in done Within the
company , The company also sells the pr(liuct though the agents on the comic basis. This
helps them to obtain good volume of sales because rmre offer the customers goes to agent
and property dealers to buy property. Which in turn have link with company.45% selling in
dose though these dealers? With the growing use of internet for various purchases the
company had also started online procedures for sale through internet.

What doesthe marketing plan ofNIVESHGLOBALcovers?

(a) internet (c) Sales

promotion
(b) Advertising (d) direct marketing
(e) public relations
5.

Market plan

The main aims Of the marketing plan that NIVESH GLOBAL has is to advertise this product in the
market and to do direct marketing at the same time. 38% and 29% of the respondents agreed to
the Same point. Then main focus is on sales promotion of the prcKIuct. Later comes the use of
internet to advertise and market the product so as to grow public relations with more and
customers which in turn will be a great help increasing the turnover of the company.
6. How can marketing help increase help increase in sate for N IVESH GLOBAL?

(a) Increase in profit (c) Building a brand name

(b) Increase customer (d) no use

knowledge

Marketing helps in

• Building a brand

• no use

Marketing has a core aim Of increasing the sale Of the company. According to a large number
Of residents (38%) marketing Will help the company to increase sale Which Will result in
increasing the profit of the company which can be further used for expansion of the business.
More over NIVESH GLOBAL being a new brand in the market has to also understand the
important of building a potential and sustainable brand name in the market. Marketing will
contribute in the cause according to 31% of the respondents. Marketing and proper
advertisement will also make the customer aware of the upcoming projects and will provide
them with the knowledge.
7. What is the best medium for the advertisement to yourof view?
(a) Local newspapers (c) Radio
(b) Hoarding (d)
Campaigns
(e) Internet

Medium of advertisement

newspapers

• hoardings

• Radio
Cam pa
internet

NIVESH GLOBAL according to the respondent's should advertise the product through local newspaper.
agreed to it. The reason easy of newspapers amongst the people in the society, a
very large % of people read newspaper on daily basis and this can be a core means of
advertising the product. Radio in the present day has become very popular amongst the
people, With easy access in every house and cars it has grown as a very strong medium Of
advertisement. 23% Of the respondent also shares the same view. each agreed to the point
that hoarding and campaigns can alsobe used as effective Of advertisement.
8. What according to Other that can be GLOBAL?
modes of

(c) Social media marketing

(a) Direct mail (d) Mobile web marketing
(b) Brand marketing
 MODE OF MARKETING

• Direct mail

• grand marketing media marketing

Mobile web marketing

Ways Of marketing is another import Segment Of marketing. The various modes can direct mail,
Brand marketing, Social-media marketing and mobile web marketing. 39% of the respondents
agreed to the point that social media marketing can br5 a perfect way of marketing. Where's
33% approved that brand marketing can be used as the mode. Which state that the company
should use its brand name for marketing the products. A cumulative of 28% agreed that direct
mail and mobile web marketing that is marketing through SMS and cold calling can also turn as
an effective way of marteting,

9. HOW much according to you N GLOBAL is Willing and realistically able to spend on
advertisement?

(a) O to Of revenue (c) 20% to 30% of revenue

(b) to of revenue (d) of revenue
to
 Marketing Budget

Every conWany has to decide a budget for marketing. A proper budget helps in effective ness
Of the marketing schedule. 48% Of the respondents agreed to the point that EARTH
INFRATUCTURE should invest to 30% of their revenue in marketing because being a new
company they need to build a brand and to do that it takes a lot of funds and resources. While
25% of people have a view that a little less amount can alsobe the needful.

What Of the advertisement by N MESH GLOBAL?

to the
(a) Funny (c) Informative

(b) Interesting (d) Boring

 Effectiveness Of the Advertisement

interesting
informative

When respondents were questioned the effectiveness Of the current advertisement, 42%
Of them saidthat advertisement is informative and provide knowledge about the product. 33%
agreed that the advertisement was inserted enough to pay attention On the advertisement. On
the Other hand 18% and 7% respondents respectively replied the advertisement Was funny and
boarding.

FINDINGS
AND
RECOMMENDATION
FINDING
 The survey showed that of the people who were surveyed strongly agree to the option that
Nivesh Global possess relevant resources to sell Out their products that is construction Of
housing stxieties and complexes to the relevant customers

Relatively new company in the market and having high competition, the respondents agreed
to certain level that the easy availabilityandquality of the construction is the main and leading
beat selling point. Being real estate firm it is very important for the company to settheir
preferences in regard to target audience.

The main focus is on sales promotion Of the products, later comes the use Of internet to
advertise and the product so as to grow public relations With more and customers Which
in turn Will be great help increasing the turnover of the company.
Marketing and proper advertisement Will also make the aware Of the upcoming
projects and will provide them with knowledge.
 RECOMMENDATIONS
Nivesh global is entering the market and therefore has to necessarilypreparing the entire
costing With an intention to provide the best goodwill.
have seenthe attitude and style Of the working Of this comparM5 people is very goCKi and
target oriented. They are full Of zeal to work for the organization Which is a good sign for the
development Of the company.

Even in this recession period When most Of the companies are struggling to survive this
company is one of those strong companies which is not only stable but making huge profits.
 CONCLUSION
CONCLUSION
The investment objective of the portfolio is to generate long term capital appreciation from portfolio of
equity linked instruments. The investment portfolio for equity and equity linked is primarily
drawn from the banks in the BSE 30- INDEX. As observed the portfolio is undiversified as the NIVESH
GLOBAL included are from a single sectorviz.„ banking. Thus the risk cannot be diversified to a large
extent. Moreover it is also observed that returns from the portfolio are on the tracks.

Initially for some period the portfolio did not give as good returns as the Index i.e. BSE 30 but after
sometime the returns generated by the fund out-performed the Index Returns. After that a Very heavy
fall in the return
Of index as well as portfolio was seen.
 BlBUOGRAPHY
BIBLIOGRAPHY

WEBSITES:-

NiveshpJobaJ .cøm

www_eoogge.com

Www.wikipeida.com

www.zaubacorp.com

www.iustdiaI*c0m

www.propertvwaIaxom

www.elassdoor.co.in

www.instafinancial.com

https://in.linkedln.com

www.Nanubhaiproperty.com

www_gl*.com

ndi a mart.c om

NEWSPAPERS AND MAGAZINES:

The economics times

Navbharat times

Business todaytimes Of India

Hindustan times

QUESTIONNAIRE
QUESTIONNAIRE
1. do the NIVESH GLOBAL has enough resources to sell their products?

a. Strongly agree
b. Disagree
c. Agree
d. Strongly disagree
2. What according to you is the product's best selling point?

a. Cheap
b. Easy availability
c. Quality
d. Others

3. What is the target audience for NIVESH GLOBAL?

a. High income group

b. Lower income group
c. Middle group
d. All
S. Where does 'NIVESH GLOBAL' sells their products?

a. In a business premise
 b. Online
c. Through agents
d. Through business sources
6. What does the plan of NIVESH GLOBAL covers

a. Internet
b. Sales prormtion
c. Advertising
d. Direct marketing
e. public relations

7. How can marketing help increase in sale for NIVESH GLOBAL?

a. Increase in profit
b. Building a brand name
c. Increasing customer knowledge
d. No use
8. What is the best medium for the advertisement according to your point of view?

a. newspapers

b. Radio
Hoardings
Campaig ns
e. Internet

9. What according to you can be other modes Of marketing that can be used by NIVESH GLOBAL?

a. Direct mail
b. Social media ma rketing
c. Brand marketing
d. Mobile web ma rketing

10. How much according to you NIVESH GLOBAL are willing and realistically able to spend on
advertisement?
 a. O to 10% of revenue
b. 20 to Of revenue
c. 10 to 20% Of revenue
d. 30 to of revenue
11. What according to you is the impression of the advertisement by NIVESH GLOBAL?

Funny
b. Informative
Interesting
d. Boring