Shubha Internship Report

EXECUTIVE SUMMARY
I’m SHUBHA R currently pursuing my graduation in bachelor of commerce at Government
first grade college Vijayanagar Bangalore – 560-104.
During my internship at Global TVS retail store, which lasted for 30 days (90 hours), I had the
opportunity to apply my classroom learning to a real- world environment. As part of the
Bangalore University B. Com program, I was assigned to work under a sales executive for a
period of 6-8 weeks, as a hands-on training experience.
Throughout my internship, I gained practical knowledge and developed professional and
technical skills related to sales performance analysis. I was involved in various tasks, such as
handling purchase and sales bills, data entry into Excel, and calculating GST values like
CGST and SGST. Additionally, I learned about product promotions, demonstrations, and the
art of personal selling.
This project aims to provide a detailed account of the tasks I undertook during my internship
period at Global TVS retail store. It showcases my ability to apply theoretical knowledge to
practical situations and highlights the skills I acquired in the field of sales.
Government First Grade College 1

CHAPTER- 1
INTRODUCTION

TITLE OF STUDY
“A STUDY ON TWO-WHEELER SALES EXCELLENCE AT GLOBAL TVS
PVT LTD COMPANY”
THE THEORETICAL BACKGROUND OF STUDY
An internship is a period of work experience molested by an organization for a limited period

of time. Interns are usually undergraduate or students and most internship are last for any
length of time between one week and 5weeks internship study helps a researcher to
understand the working and policy making activities ofa company as a whole it provides a
researcher a practical knowledge about the functioning and condition of the activities of the
department in the organization and develop practical knowledge about the working of the
organization. It provides boththeoretical and practical knowledge regarding various aspects
of management and implication which would condition and gear the prospective manager to
face challenges lying ahead. This report is a short description of the internship program
carried out at GLOBAL TVS AT BANGALORE. TVS motor company is a multinational
motorcycle company headquartered at Chennai, India. It is the third largest motorcycle
company in India with revenue of over 20000 crores in 2018- 19.TVS motor company is also
the 2nd largest exporter in India with exports to over60 countries. TVS was established by
Thirukkurungudi Sundaram lyengar. It was founded in the year 1978. it has various products
such as motorcycles, scooters, three-wheeler, and spare parts TVS motor company Ltd a
member of the group in terms of size and turnover. It was the first Indian company to deploy
a catalytic converter in a 100-cc motorcycle and the first to indigenously produce a four stroke
150 cc motorcycle. The effective implementation of Total productivity maintenancepractices
gave TVS motor the TPM Excellence Award given by Japan Institute of Plant Maintenance
in 2008. It also gives a general idea of the industry and helps tounderstand the organizational
structure, functions duties and responsibilities of thevarious function departments. More than
a plain account of tasks assigned and the report reflects upon the experiences collected during
the internship from the perspective of an b.com studen

ABOUT INDUSTRY ANALYSIS
Automobile industry comprises that manufacture motorcycle. Motorcycle is two- wheeler
vehicles used for transportation. Motorcycles are equipped with engines that run on fuels
such as petrol diesel and LPG. Motorcycles primarily require petrol to run. Motorcycles
manufactures across the world have evolved from manufacturing bicycle to fully functioning
high quality, fast engine equippedmotorcycles. Companies that manufacture motor cycles
are comprises of functions of designing, manufacturing, testing, and maintenance of
motorcycles. Apart fromproducing the product companies also offer service in maintenance
and repair. Motor cycle manufactures across the world are spanned into different regions
different countries and have setup cost stores for expansion of their brand. Companies that
manufacture motorcycles are competitive and innovative in nature. Their growth is
determined upon their innovative and efficient production ofmotorcycles that sustains
rough and harsh condition and that offer longevity
HISTORY OF TWO - WHEELER AUTO SECTOR IN INDIA

The two-wheeler industry in India has been in existence since 1955. It consists of three
segments viz., scooters, motorcycles, and mopeds. The increase in sales volume of this
industry is proof of its high growth in 1971 sales.
royal Enfield bullet was the first two-wheeler in India being introduced but it was used by
the military at first. Back then owing a two-wheeler was status and it was not considered as
a mode of transportation. But this was changed in the 1970’s whenthe market was opened for
new companies like Yezid and Rajdot.
The two-wheeler industry in India has a rich history that dates back to the early 1950s. The
first two-wheeler manufacturer in India was Bajaj Auto, which started producing scooters in
collaboration with the Italian company Piaggio. These scooters became popular for their
affordability and practicality, catering to the needs of the Indian middle class.
In the 1980s, the Indian government implemented economic reforms that liberalized the
market and allowed foreign companies to enter the country. This led to the entryof major
international players like Honda, Yamaha, and Suzuki, who brought advanced technology
and design to the Indian two-wheeler market.

Over the years, the two-wheeler industry in India has witnessed significant growth and
development. Motorcycles became increasingly popular, offering better fuel efficiency and
affordability compared to scooters. Indian manufacturers like Hero MotoCorp and TVS
Motor Company emerged as key players in the market,competing with both domestic and
international brands.
The introduction of new models, technological advancements, and changing consumer

preferences has shaped the evolution of the two-wheeler auto sector in India. Today, the
industry is highly competitive, with a wide range of options available to consumers,
including commuter bikes, sports bikes, scooters, and electric vehicles.
The Indian market has also become a hub for exports, with many Indian two- wheeler
manufacturers exporting their products to various countries around the world.
1. The 1990s saw a significant shift in the market with the introduction of gearless
scooters like the Honda Active. These scooters became incredibly popular due to their
convenience and ease of use.
2. In recent years, there has been a growing demand for electric two-wheelers in
India. Several companies have entered the market with electric scooters and
motorcycles, aiming to provide eco-friendly transportation options.
3. The Indian government has implemented various policies and initiatives to

promote the growth of the two-wheeler industry. This includes incentives for electric
vehicles, stricter emission norms, and infrastructure development for electric charging
stations.
4. India has emerged as one of the largest markets for two-wheelers globally. The
rising disposable income, increasing urbanization, and improved road infrastructure
have contributed to the growth of the sector.
5. The two-wheeler industry has also played a significant role in generating

assembly, sales, and after-sales service.
6. Strong customer support system in place. this emphasis on customer satisfaction

has helped build trust and loyalty among growth of auto sector.

7. The many brand’s commitment to excellence and innovation in the two wheeler
Industry.
8. The offer a variety of models, ranging from sporty motorcycles to stylish

scooters, ensuring
9. It consists of three segments viz., scooters motorcycle, and mopeds. The

increase in sales volume of this industries is proof of its high growth. In 1971, sales
were around 0.1 million units per annum.
The main cause of the growth in the segment was the fuel efficient 4 stroke engine.In the
present scenario, the motorcycles in India constitute for 81.5% of the total Indian two-
wheeler market. The companies manufacturing motorcycles in India aremaking necessary
innovations to make the them safer, more comfortable, user- friendly, and ergonomic.
THE FACTORS FOR THE GROWTH OF INDIAN MOTORCYCLES
 The Gross Domestic Product has grown to 8%

 The average family income has increased
 The finance has become easier to access
 The reduction in taxes and duties
 Introduction of international standards in India
 The economic and fuel-efficient engines
 The teenager and the youth using more and more motorcycles
TWO WHEELER MANUFACTURERS IN INDIA
 TVs motor company

 Honda motor cycle and scooter pvt ltd
 Hero Honda motors India ltd
 Royal Enfield motors India ltd
 Yamaha motors pvt ltd
 Mopeds in India
 Motorcycles in India

 Scoters in India
 Bajaj auto ltd
 Kinetic motor company ltd
 Monto motors
 Suzuki Motor Corporation
 Hero MotoCorp motors ltd
HISTORY OF TVS COMPANY

TVS Motor Company Ltd. Company History and Annual Growth Details 1982 - The
company was incorporated as Indian Motorcycle Pvt Ltd. on 15th July. Its name was changed
to Indo Suzuki Motorcycles Pvt Ltd. and itwas converted into a public limited company on
12th January, 1984. It waspromoted by Mr. N. Krishnan in collaboration with Suzuki Motor
Co. Ltd. Japan; Sundaram-Clayton, Ltd., a member of the Company to the extent ofRs 70
lakhs. - The company entered into a technical know-how and assistance agreement with
Suzuki Motor Co. Ltd., of Japan on 22nd September. As per the terms of the Collaboration,
Suzuki agreed to furnishcomplete technical information and know-how, trade secrets and
other data.
- All shares taken up by promoters etc.
2023 - ION Mobility and TVS Motor Company Announce Collaboration through Project
Dynamo in Indonesia. -TVS Motor Company launches newProducts in Ghana, Africa". -TVS
Motor launches The New TVS Metro Plus 110 in Bangladesh. -TVS Metro Plus has sold
over 1.2 lakhs units in Bangladesh since its first launch and delivers the best in-class mileage
of 86kmpl. -TVS Motor Company sold 20,356 units of TVS iQube Electric Vehicle.
TVS Motor Company announces investment in Formula 1 Driver Narain KarthikeyanÂ’ s
start-up ''DriveX".Â -TVS Motor collaborates with UK Govt.'s Chevening Scholarship
Programme. -Sundaram Auto Components conferred with TPM Excellence Award for its
Mysuru plant".

WHAT DOES TVS MOTOR STANDS FOR?
There is much misinformation about what TVS stands for. The most common is theclaim it
stands for Trust Value Service while TVS does provide all these things it isnot the history of
TVS Motors.
The name comes from the founder of TVS whose name was Thirukkurungudi Vengaram
Sundram Iyengar. We suspect that the misinformation is spread because non-Indian
speakers have noidea how to pronounce the name.
TVS company owner
TVS Motors is owned by the TVS Group, a conglomerate based in India. The company is a
part of the group’s automotive business and is one of the leading two-wheeler manufacturers
in India. The TVS Group is a family-owned business, with the majority stake in TVS Motors
being held by the family of T. V. Sundaram Iyengar, the founder of the group. However, the
company is publicly listed on the Indian stock exchanges, and shares of the company are
traded by a wide range of investors, both institutional and retail. As of 2021, the TVS Group
holds a 57.4% stake in TVS Motors, while the remaining shares are held by other investors.
TVS Group
The TVS Group has a wide range of subsidiaries across different industries. Here are some
of the notable subsidiaries of the TVS Group:
1. TVS Motor Company: A leading two-wheeler manufacturer in India,producing a

range of motorcycles, scooters, and mopeds.
2. Sundaram-Clayton Limited: A leading supplier of aluminium castings and
components for the automotive industry.
3. Lucas-TVS Limited: A manufacturer of automotive electrical systems, including
starters, alternators, and generators.
4. Wheels India Limited: A manufacturer of steel wheels for commercialvehicles
and passenger cars.

5. TVS Srichakra Limited: A leading manufacturer of two- and three-wheelertires.
6. TVS Electronics Limited: A manufacturer of computer peripherals, mobiledevices,
and point-of-sale terminals.
7. TVS Credit Services Limited: A provider of financing solutions for two-
wheelers, consumer durables, and other products.
8. TVS Logistics Services Limited: A provider of supply chain managementand
logistics solutions.
9. Sundaram Finance Limited: A non-banking financial institution providingfinancial
services, including vehicle finance and asset management.
10. Sundaram Asset Management Company Limited: A subsidiary of SundaramFinance
Limited, providing mutual fund management services.

FOUNDER OF TVS MOTOR COMPANY
Thirukkurungudi Vengaram Sundram Iyengar (22 March 1877 – 28 April 1955) was an
Indian industrialist and automobile pioneer. In 1911, he founded T. V Sundram Iyengar &
Sons, a bus company which later diversified into automobileproduction and emerged as the
parent company of the TVS Group, one of India's biggest business conglomerates With his
humble beginning as a lawyer, he grew into one of the most successful industrialists of his
time. The flagship company of the group is TVS Motors established by his son T. S. Srinivasan.
He laid foundationfor road transport industry in the erstwhile Madras Presidency through
the state's first bus service. The TVS group he thus started now extends from motor
industry,auto services to financial services.

VENU SRINIVASAN
Chairman Emeritus, TVS Motor Company awards:

Padma Bhushan, Padma Sri
Former President of confederation of india industry(CII) (2009)
Venu Srinivasan is an Engineer and an MBA from Purdue University (USA) and took over as the
CEO of Sundaram – Clayton, the holding company of TVS Motor in 1979. In the same year, TVS
Motor Company was born and Under Venu Srinivasan’s persistent and diligent work grew to be
the Third Largest manufacturing unit in India. He is currently the Chairman Emeritus of the Company.
Hard work, persistence and self-belief make the man Venu Srinivasan. He began
his career as a mechanic in his own garage during vacations and put in long, gruelinghours of
preparation for his task ahead. With the success of TVS, he has .demonstrated that an Indian
company can grow to be a company of global quality and recognition and manufacture
products which would match or even exceed the best in the world by adopting the right work
ethos.

Venu Srinivasan is an Indian industrialist. He is Chairman Emeritus of TVS MotorCompany,
one of the leading manufacturers of two-wheelers in the world and Sundaram-Clayton
Limited, a leading manufacturer of auto components in India. He also serves on the board of
Tata Sons Ltd., the holding company of theconglomerate the Tata Group and TVS & Sons.
He is a Director on the Central Board of Reserve Bank of India. He is also Vice Chairman
of Tata Trusts. Tata Trusts holds 66% of the equity capital of Tata Sons. He was conferred
the Padma Bhushan Award, the third Highest civilian award in India, in January 2020. ]
As part of the social outreach of TVS Motors and Sundaram-Clayton, he started andoversees
Srinivasan Services Trust (SST), which works in more than 2500 villages in India.[] SST
follows a holistic development approach in villages with active participation of the
community. The focus areas are societal development through development of women and
children, water conservation, improving livelihoods through agriculture & livestock and
preservation & conservation of environment.
Srinivasan was also the chairman, Board of Trustees, of the Srirangam Sri
Ranganathaswamy Temple and has supported restoration work at the complex andseveral
other ancient temples in India. He was also appointed as a non-official director on the Central
Board of Reserve Bank of India in 2022.
TVS MOTOR COMPANY MISSION STATEMENT
We are committed to being a highly profitable, socially responsible, and leading

manufacturer of high value for money, environmentally friendly, lifetime personal
transportation products under the TVS brand, for customers predominantly in Asianmarkets
and to provide fulfillment and prosperity for employees, dealers, and suppliers.
TVS Motor Company Vision Statement
TVS Motor will be one among the top Two two-wheeler manufacturers in India andone
among the top five two-wheeler manufacturers in Asia.

TVS Motor Company Values
 Commitment
 Profitable
 Environmentally friendly
 Prosperity
TAGLINE OF TVS COMPANY

A red-hued jumping horse serves as the TVS logo. The horse's silhouette is headingright, into the
future, and represents the brand's growth and velocity. TVS' tagline says, “Inspiration in Motion”.

TOPIC SELECTED
“A STUDY ON TWO-WHEELER SALES EXCELLENCE ATGLOBAL TVS PVT LTD
COMPANY RETAIL STORE”
DEFINITION OF TWO WHEELER SALES EXCELLENCE:

Two-wheeler sales excellence refer to achieving exceptional performance and success in the
sales of two-wheeler vehicles. It involves consistently meeting or exceeding sales targets
establishing a strong market presence, and delivering exceptional customer experiences.
Sales excellence in the two wheeler industry involves various factors such as effective
marketing strategies, a wide range of appealing products, competitive pricing, efficient
distribution channels, and excellent after sales support. It also includes building strong
relationships with Customers, understanding their needs, and providing them with the right
solutions.Overall, two wheeler sales excellence is about achieving outstanding Results and
creating a positive impact in the market
Key Points highlighting the importance of sales excellence in a TVS retail showroom:
1. Customer Experience: Sales excellence ensures that customers visiting the

showroom have a positive and memorable experience. This includes providing
personalized assistance, product knowledge, and addressing customer queries and
concerns.
2. Brand Representation: Sales excellence plays a crucial role in representing theTVS

brand effectively. Sales professionals who are knowledgeable, enthusiastic, and
provide exceptional service contribute to building a strong brand image and reputation.
3. Increased Sales: With sales excellence, the showroom can achieve higher sales
figures. Well-trained sales staff can effectively promote TVS products, highlight their
features and benefits, and persuade customers to make a purchase.
4. Customer Retention: Sales excellence helps in building long-term relationships with

customers. By providing excellent service, addressing customer needs, and

maintaining regular communication, the showroom can enhance customer loyalty
and encourage repeat business.
5. Competitive Advantage: In a competitive market, sales excellence can give theTVS

retail showroom an edge over competitors. By delivering exceptional service and
creating a positive buying experience, the showroom can attract more customers and
stand out from the competition.
6. Product Knowledge: Sales excellence requires a deep understanding of TVS products

and their unique selling points. Well-informed sales professionals can effectively
communicate the features, benefits, and value of the products to customers, increasing
the likelihood of sales.
7. Up selling and Cross-selling: Sales excellence enables the showroom to maximize

sales opportunities by effectively upselling and cross-selling. Skilled sales
professionals can identify customer needs and recommend additional products or
accessories, increasing the overall purchase value.
8. Customer Feedback and Improvement: Sales excellence involves actively seeking

customer feedback and using it to improve the showroom's operations. Bylistening to
customer suggestions and concerns, the showroom can make necessaryimprovements
and provide an even better sales experience.
THE PROCESS OF ACHIEVING SALES EXCELLENCE IN A TVS SHOWROOM

INVOLVES SEVERAL KEY STEPS
1. Training and Development: Sales professionals undergo comprehensive training
to enhance their product knowledge, communication skills, and salestechniques.
This includes learning about TVS products, understanding customer needs, and
developing effective selling strategies.
2. Customer Engagement: Sales professionals engage with customers in a friendlyand

approachable manner. They actively listen to customer requirements, provide
personalized recommendations, and address any concerns or questions. Building
rapport and establishing a positive connection with customers is essential.
3. Product Presentation: Sales professionals showcase TVS products in an appealing

and informative manner. They highlight the features, benefits, and unique

selling points of each product, helping customers make informed purchasing
decisions.
4. Active Selling: Sales professionals actively promote TVS products by highlighting

their value and benefits. They use persuasive techniques to encouragecustomers to
make a purchase, while also respecting their preferences and budget.
5. After-Sales Support: Sales excellence extends beyond the initial purchase. Sales
professionals provide after-sales support, assisting customers with product
registration, service appointments, and addressing any post-purchase concerns. This
helps build trust and ensures customer satisfaction.
6. Continuous Improvement: The TVS retail showroom continuously evaluates and

improves its sales processes. This involves gathering customer feedback,analysing
sales data, and identifying areas for improvement. Regular training and
performance evaluations help sales professionals refine their skills and stay up-to-
date with market trends.
7. Team Collaboration: Sales excellence requires effective teamwork within the

showroom. Sales professionals collaborate with other team members, such as
service technicians and finance representatives, to provide a seamless customer
experience. Clear communication and coordination are crucial.
8. Customer Relationship Management: The showroom utilizes customer

relationship management tools to maintain a database of customer information,
preferences, and previous interactions. This enables sales professionals to provide
personalized service and targeted marketing campaigns.
By following these steps, a TVS retail showroom can achieve sales excellence, delivering
exceptional customer experiences, increasing sales, and building long- term customer
loyalty.

WHEN IT COMES TO SALES EXCELLENCE IN A TVS RETAIL SHOWROOM,
THERE ARE SEVERAL KEY ASPECTS THAT CONTRIBUTE TO A STRONG
MARKET PRESENCE. LET'S EXPLORE THEM:
1. Appealing Products: One of the main factors is offering a range of appealing

products. TVS is known for its innovative and high-quality motorcycles and
scooters. By showcasing a diverse selection of models with attractive designs,
advanced features, and reliable performance, the showroom can attract customers
and create a positive impression.
2. Competitive Pricing: Another important aspect is competitive pricing. Setting

competitive and fair prices for TVS products helps the showroom stand out in the
market. Offering reasonable prices that align with the value and quality of the
products can attract customers and encourage them to make a purchase.
3. Distribution Channels: Effective distribution channels play a crucial role in sales

excellence. Ensuring that TVS motorcycles and scooters are readily availablein the
showroom, as well as in other authorized dealerships, can enhance customer
convenience and accessibility. A well-managed distribution network helps meet
customer demands efficiently.
4. After-Sales Support: Providing excellent after-sales support is essential for

customer satisfaction and loyalty. This includes offering maintenance services,
spare parts availability, and timely repairs. When customers receive reliable and
efficient after-sales support, it enhances their overall experience and builds trust in
the brand and the showroom.
By focusing on these aspects of sales excellence, a TVS retail showroom can establish a
strong market presence. Appealing products, competitive pricing, efficient distribution
channels, and reliable after-sales support contribute to customer satisfaction, loyalty, and
ultimately, increased sales.
Turnover and Profit: Turnover of TVS-Bridgestone Agencies expected 45 croresin the

financial year 1/April/2018-31/March/2019 (Profit expected on the same yearis More than
5000000).

Has over 90 Companies under the umbrella. TVS Group turnover including all key
subsidiaries and associates is Rs. 59400 Cr for FY 2017-18, approximately USD
8.5 Billion. A Vehicle for Everyone TVS Motor currently manufactures a wide range of two-
wheelers. Take your pick from mopeds to racing inspired motorcycles. Scooters: (Ntorq,
Jupiter, Wego, Scooty Zest 110, Scooty Pep+) Motorcycles: (Apache Series, Radeon, Victor,
StaR City+, Sport) Mopeds: (XL 100, XL 100 Comfort and XL 100 Heavy Duty, XL100
HD i-Touch start)

“A STUDY ON TWO-WHEELER SALES EXCELLENCE AT
GLOBAL TVS PVT LTD COMPANY RETAIL STORE”
Company profile
Name of the employer/MD/CEO: DHRUV SHAH
Address: #20/1 ,80Ft Ring Road, Papareddypalya Nagarbhavi, Bangalore-560072
Phone no: 6364935062
Email: globalqutocraftllp@gmail.com
Inception of the organization/ branch: GLOBAL TVS
Authorized Main Dealer:
TVs motor Company Ltd.
#20?1,80Ft Ring Road, Papareddypalya,Nagarbhavi, Bangalore-560072
Sales; 91 7619 37 5566

ABOUT THE ORGANIZATION
Inception of company; TVS Group is one of India's oldest business groups. It isa giant
conglomerate with presence in diverse fields like automotive component manufacturing,
automotive dealerships and Electronics. Today, there are over thirty companies in the
TVS Group, employing more than 40,000 people worldwide and with a turnover in excess
of USD 2.2 billion.
Location: GLOBAL TVS Authorized Main Dealer TVs motor Company Ltd.
#20?1,80Ft Ring Road, Papareddypalya, Nagarbhavi, Bangalore-560072
Functional areas:
Dealer Management System
The company has been using a SAP ERP system since three years. However, somemechanism
was needed at the dealers end to monitor and meet customer needs. SoTVS Motors stepped
in to ease it A's dealers Å burden by roping in Mind tree Consulting to customize a DMS for
its 450 dealers countrywide, which will be implemented by Wipro. "Each dealer would have
to cope up around a lakh and a half towards the project, which will include the charges for
the hardware infrastructure, software, and the support A". The DMS will have finance
management, inventory management, service, and customer analysis modules. It's not just
the dealers, but the parent company also stands to benefit in the long run. Issues like selection
of vendors, hardware, and maintaining network availability for the dealers were typical
challenges faced during the implementation. The company,which spends around Rs. 20-30
cores annually on IT, has put up its level 3 data centre recently, which now includes a call
centre. Although the concept of implementing a DMS is a new concept in the industry, its
inherent advantages are quickly bringing it in the limelight.

ORGANIZATION STRUCTURE
MANAGING
DIRECTOR
SALES SPARES
WORKSHOP
MANAGER MANAGER
MANAGER
SALES SALES DIRECT SPARE SALE SPARES
SPARE BILLING
EXECUTIVE 1 EXECUTIVE 2 MARKETING PURCHASING FLOOR
SUPERVISOR
SUPERVISOR
FLOOR FLOOR
WASHING
SUPERVISOR 1 SUPERVISOR 2
MECHANIC MECHANIC
WASHING 1&2

GLOBAL TVS AT NAGARBHAVI BANGALORE; TVS GLOBAL TVS in
Nagarbhavi, an authorized dealer of TVS motorcycles and Scooters in Bangalore. TVS
motors is the third largest two-wheeler manufacturer in India, and one of the most popular
two-wheeler names in the country. The TVS 50 created a revolution in motorized two-
wheelers in India. It is the second two-wheeler in India to achievethis milestone, beaten only
by the Hero Splendor. The affordable pricing, ease of use and its ability to carry almost
anything that could be loaded upon it were the most prominent factors that made it such a
raging success. In sales counter volumearound 250 to 300 numbers and having 6 sub dealer
Ad authorised Sub dealers saleswould be 400 to 450 numbers, Total sales in a month would
be 600 to 650 vehicles.
Vehicles MOPED
1) XL 100 HD
2) XL 100 HD (Self start with battery)
3) XL 100 HD
Comfort Motorcycles
1) Sport
2) Victor
3) Radeon
4) RTR 160 4V ABS
5) RTR 180 2CH ABS
6) RTR 200 2.0 ABS
7) RTR RR 310
Scooters
1) TVS scooty Pep
2) Zest
3) Wego 6
4) Jupiter ZX Normal/Classic

5) NTORQ
Marketing Activities Sales in counter/Outside Activities/leaflets insertion/mela's/Mall

activity TVS Group spans across industries like Automobile, Aviation, Education,
Electronics. Energy, Finance, Housing. Insurance, Investment, Logistics, Service and
Textiles.
Manufacturing Locations The company has four manufacturing plants, three located in
India (Hosur in Tamil Nadu, Mysore in Karnataka and Nalagarh in Himachal Pradesh) and
one in Indonesia at Karawang.
Innovation at the Helm TVS Motor's strength lies in design and development of new
products. We at TVS deliver total customer satisfaction by anticipating customer need and
presenting quality vehicles at the right time and at the right price. The customer and his
everchanging need is our continuous source of inspiration. We have proved time and again
that this sense of responsiveness along with a penchant for quality is a winning formula. The
company has many firsts to its ereditincluding the fact that we launched seven vehicles on
the same day a rare feat in Automotive history.
Inspiring Millions of Smiles TVS has always stood for innovative, easy-to- handle, and
environment-friendly products, backed by reliable customer service. More than 33.5 million
customers have bought a TVS product to date. TVS productsgive you only reasons to smile!
In early 2015, TVS Racing became the first Indianfactory team to take part in the Dakar
rally, which is one of the longest and most dangerous rallies in the world. TVS Racing
partnered with French motorcycle manufacturer Sherco for the Dakar rally, and named the
team Sherco TVS Rally Factory Team. The company has four manufacturing plants three
located in India (Hosur, Tamil Nadu; Mysore, Karnataka and Nalagarh, Himachal Pradesh)
and onein Indonesia (Karawang).
Customer Targets
90% Of local customers ,10% Out said customers Strategy, Attractive finance
Schemes, discounts and offers.

STRUCTURE OF SALES DEPARTMENT
1
• MARKETING MANAGER
2
• SALES EXCUTIVE
3
• SALES MAN
Department allotted and reporting to; Marketing is the department thatis assigned for
the interns. And reported directly to the marketing head. Mr. Shivu Sir he is the head of
marketing department was the one who assigned to the marketing department of the
showroom. Brief description about the whole internship: The internship was quite useful as
the interns got to thoroughly understand the fundamentals and mechanisms how a showroom
operates. Each department plays an important role in the functioning of the showroom as
each department contributes their fare share valuable outputs for the showroom. The main
objective is to sale as many as units to the customers and also providing a good quality
customer Satisfaction they deserve.
SWOC ANALYSIS OF TVS MOTORS
SWOC analysis of TVS company. SWOC stands for Strengths, Weaknesses,

Opportunities, and Challenges.
STRENGTHS:
- TVS has a strong brand reputation and a long history in the automotive industry.
- The company offers a diverse range of high-quality motorcycles and scooters.

- TVS has a strong distribution network with a wide presence in both domestic and
international markets.
- The company has a focus on innovation and technological advancements in its

products.
WEAKNESSES:
- TVS may face challenges in terms of brand recognition compared to some of its
competitors.
- The company's market share in certain regions or segments may be relatively

smaller.
- TVS may need to invest more in marketing and advertising to increase its
visibility.
OPPORTUNITIES:
- The growing demand for electric vehicles presents an opportunity for TVS to
expand its product portfolio in this segment.
- The company can explore new markets and expand its international presence.
- TVS can leverage its technological expertise to develop advanced features and
improve customer experience.
CHALLENGES:
- Intense competition in the two-wheeler industry poses a challenge for TVS to

differentiate itself.
- Economic fluctuations and changing consumer preferences can impact sales and market
demand.
- Adapting to evolving government regulations and emission norms can be a challenge

for the company
By analysing these factors, TVS can capitalize on its strengths, address its weaknesses,
explore new opportunities, and overcome challenges to maintain and enhance its position in
the market.

/
CHAPTER 2
DESIGN OF THE STUDY

1. OBJECTIVE OF THE STUDY
PRIMARY OBJECTIVE:
The objective of the study is to analyse the consumer buying behaviour ofthe
respondents in motorbikes of different brands.
SECONDARY OBJECTIVE:
 To study the future prospects of TVS motorbikes.

 To provide a fair picture of technology used by TVS motors.
 To study the sales trends of TVS motors.
 To analyse the quality of after sales services being provided by TVS motors
1. ESEARCH MEDHODOLOGY
The research design undertaken for the study was Descriptive one. The reason for using a
descriptive research method was to obtain qualitative data and also since the nature of study
is as such that it required the exploration of various aspects within and outside the company.
2. SCOPE OF THE STUDY
The scope of the study is to study the customer buying behaviour of the respondents in
Ambedkar Nagar and attain the awareness level of the customers. The scope is that the
services of the dealer, advertising media as well as celebrity has made an effect on the
customer or not and how much. This study also allows knowing the future prospects of the
company and where it is at present in the market.

4. LIMITATIONS
 This report incorporates sincere efforts to submit the best possible dossier on the topic
assigned because no study can be perfect. There are bound to be limitations that I faced
and within which I had to work.
 The data used in most part of the report is secondary data, it has inherentdiscrepancy.
 As TVS is still not a household brand name, some of the respondents were not
completely aware of its products and track record.

CHAPTER – 3
DISCUSSION

FINDING AND ANALYSIS ON SALES
Sales Performance: This section will focus on the sales performance of TVS Showroom,
including revenue trends, seasonal variations, and product-specific sales. By analysing these
factors, we can identify areas for improvement and growth opportunities. Customer
Preferences Understanding customer preferences is crucial for business success. We will
examine the popular models, features, and buying behaviour of customers at TVS
Showroom. This analysis will guide marketing andproduct development strategies. Market
Trends Exploring the market trends in the two- wheeler industry will provide valuable
insights. We will analyse the competition, pricing strategies, and emerging trends to adapt
and stay ahead in the market.
STUDY ON PRODUCT DEMONSTRATION IN GLOBAL TVS RETAIL STORE
Product demonstration in global TVS two-wheeler retail stores involve showcasing and
presenting motorcycles, scooters, or other types of two-wheeled vehicles to potential
customers in a retail environment. Here's what it typically entails:
Display Setup: Two-wheeler retail stores often have dedicated areas within their premises
where motorcycles or scooters are prominently displayed. These areas may include
platforms, stands, or racks to showcase the vehicles effectively.

Interactive Displays: Some stores incorporate interactive displays where customers can
interact with the two-wheelers. This might involve allowing customers to sit on the
vehicles, touch various parts, or even start the engine to get a feel for the vehicle's
performance.
Demonstration Models: Retailers typically have operational models of motorcycles or

scooters available for customers to inspect and test. These models are often set up to
highlight specific features such as engine power, handling, comfort, and fuel efficiency.
Knowledgeable Staff: Two-wheeler retail stores usually employ sales staff who are
knowledgeable about the different models available and can provide information and
assistance to customers. These staff members may conduct live demonstrations, explain
features and specifications, and help customers find theright vehicle for their needs.
Test Rides: Many two-wheeler retailers offer test rides to potential customers,allowing
them to experience the vehicle firsthand before making a purchase decision. Test rides
typically involve a short ride around designated routes nearthe store, supervised by staff
members for safety.
Promotional Events: Retailers may host special events or promotions to showcase new
models, offer exclusive deals, or engage with customers. These events may include product
launches, demo days, or ride events where customers can test multiple models in a
controlled environment.
Accessories and Add-ons: In addition to the vehicles themselves, retailers may also
demonstrate and promote accessories, gear, and add-ons such as helmets, riding apparel,
luggage racks, and aftermarket parts.
Product demonstration in global two-wheeler retail stores serves to engage customers,

educate them about the features and benefits of different models, and ultimately influence
their purchasing decisions. It's an essential aspect of the retailexperience that helps customers
make informed choices while also driving sales andrevenue for the retailer.
at a TVS two-wheeler showroom in a sales role can provide you with a range of valuable
skills and learning outcomes that are applicable not only to the automotive

industry but also to sales and customer service roles in general. Here are some keyskills and
learning outcomes you might gain from such an internship:
Product Knowledge: You'll develop a deep understanding of TVS two-wheeler products,

including their features, specifications, and benefits. This knowledge is essential for
effectively communicating with customers and guiding them toward the most suitable
options.
Customer Interaction: You'll learn how to engage with customers in a professional and
courteous manner, actively listen to their needs, and tailor your recommendations to meet
their requirements. This involves effective communication skills, empathy, and the ability
to build rapport.
Sales Techniques: You'll gain hands-on experience with various sales techniques, such as
product demonstrations, upselling, cross-selling, and overcoming objections. Learning to
navigate the sales process from initial contact to closing thedeal is a valuable skill in any
sales role.
Customer Service Excellence: Providing exceptional customer service is paramountin retail

sales. You'll learn how to address customer inquiries, resolve complaints, and ensure a
positive buying experience that fosters customer satisfaction and loyalty.
Teamwork and Collaboration: Working in a showroom environment requires collaboration

with colleagues from different departments, such as sales, service, andadministration. You'll
learn how to effectively collaborate with team members to achieve common goals and
deliver results.
Time Management: Managing multiple customer interactions, inquiries, and sales

transactions requires good time management skills. You'll learn how to prioritize tasks,
stay organized, and maintain efficiency in a fast-paced retail environment.
Adaptability and Resilience: Dealing with diverse customers and unpredictable situations
requires adaptability and resilience. You'll learn to quickly adapt to changing
circumstances, handle rejection or objections gracefully, and maintain apositive attitude in
challenging situations.

Product Presentation and Demonstration: You'll develop skills in presenting and
demonstrating products effectively to showcase their features and benefits. This involves
presentation skills, product knowledge, and the ability to engage and captivate the audience.
Business Acumen: Understanding the business aspects of retail sales, such as inventory
management, pricing strategies, and sales performance metrics, is crucialfor success. You'll
gain insights into these aspects and learn how they impact overallbusiness operations.
Professional Development: Internships provide opportunities for professional growth and

development. You'll receive feedback from mentors and supervisors, identify areas for
improvement, and work on enhancing your skills and competencies.

PRODUCTS IN GLOBAL TVS
I-QUBE
Launched in January 2020, TVS IQUBE marked the foray of Company into the
Electric Vehicle segment. The TVS IQUBE is a smart mobility solution that promises
to deliver a convenient, personalized, connected and future mobility experience. It
comes equipped with SmartConnect, advanced features like Geofencing, Ride
Statistics, Telematics, Remote charge assist and Navigation assist along with 117
connected features. With a top speed of 78 kmph, a range of 75 Km in a single charge
and features like Q-Park assist, the TVS IQUBE redefines style, comfort and riding
experience. A dedicated public charging ecosystem spanning across 10 dealerships in
Bengaluru further enhances customer ease and experience. With TVS IQUBE, the
Company also leveraged digital channels for vehicles booking and sales. A digitally
enabled purchase

process allows seamless home charging unit installations providing atruly hassle-free
experience to the customers. The product has seen extremely encouraging response
from the customers. With the increased focus on Electric Vehicles, the TVS IQUBE
is a strong contender in this space in the times to come.

.JUPITER
TVS Jupiter, reached 4 Mn+ happy customers during FY'20-21. To continue the
journey of providing "Zyada ka Fayda" ZX Disc intelliGO and a sheet metal wheel
variant was introduced in this period. TVS Jupiter ZX Disc intelliGO was launched in
February 2021, making it the first 110cc scooter to have Stop-go technology (idle stop
/ start). TVS Jupiter ZX Disc intelliGO further enhances the Zyada philosophy by
reinstating Zyada Convenience, Zyada Mileage and also enhancing technologically
advanced imagery. The non alloy wheel variant was launched in October 2020,
catering to more price sensitive customers who are looking for affordability and utility
led features and has received positive response across markets. To sustainthe strong
brand association and to establish Jupiter offers better features and higher value than
others in the segment campaign named, 'Har Scooter se Zyada' was aired with high
frequency during festive season.

APACHE
TVS Apache Series has been a pioneer in race performance and introduced many
industry firsts and best-in-class offering. As a brand, keeping in view of the evolving
customer needs, it has proudly upheldthe tradition this year as well. The Apache series
achieved global sales milestone of 4 Million in the month of October 2020. The
customer experience is further enhanced by the presence of exquisite brand
experience program with Apache Owners Group (AOG), APP (Apache Pro
Performance), Apache
Riding Experience (ARE), TVS Racing Training School, Women's Training and Selection
and One Make Championship, which continue to develop aspiration. The brand
witnessed it's never seen before increase in customer experience program with 172
activities in just 4 active months. Leading the 200cc sports segment with its
technological prowess, the TVS Apache RTR 200 4V was introduced with ride modes.
This is not just an industry first but also a technologyusually seen in 650cc and above
motorcycles. The three ride modes are "Sport, Urban and Rain", with varying

acceleration and ABS response; all from the same engine. Another development this
year was upgrade of Apache RTR 160 4V with 17.63 PS of power, making it the most
powerful 160cc motorcycle. Leading the two-wheeler industry with another big
breakthrough, was the launch of first ever Augmented Reality experience by a two-
wheeler OEM- TVS ARIVE. This app allows customers to view the TVS Apache series
motorcyclesright before their eyes, from the place of their choice. Adding to thatit
offers detailed information about the machine with the options of booking a test ride
and placing an order, instantly.

RAIDER
If the TVS Raider is indeed a new model, you can find detailedinformation about its
specifications, features, and availability on the official TVS Motor Company website,
through authorized dealerships,or from automotive news sources. Additionally, you
might find reviews and user experiences online from individuals who have had the
opportunity to test or own the TVS Raider.
TVS Motor Company, based in India, is known for its wide range of motorcycles and
scooters. They frequently introduce new models and update their existing line-up to
cater to different market segments and customer preferences.
FINDING AND ANALYSIS COMPANY AT PRESENT AND INFUTURE
 Successfully launched the Victor and Fiero-F 2 models after parting ways with
Suzuki.
 Two-wheeler markets show sign of revival after a lacklustre first half.
 The company is suffering a decline in volumes due to poor response of its two
strokes Max motorcycles.
 Recently launched the TVS Centra and 125 cc TVS Victor GLX and four strokeMax
in the pipeline, which would be launched later this year.
 Plans major foray into three-wheeler and quadricycles market through fresh
investments of Rs 500 crore.
 Actively looking to set up manufacturing unit in Indonesia or Vietnam.
 Strong focus on R&D and product development.

TWO STROKE MAX RANGE – ON THE WAY OUT
The company is currently looking forward to phase out its two stroke Max range, which is
perceived to be less fuel efficient with a new four stroke range. The changeover is expected
to take place by the end of June 2009.
Two new launches could out TVS on a high growth trajectory
TVS Centra
TVS Centra a new 100 cc model has recently been launched and the company has set ambitions
targets of achieving monthly sales in the range of 15000-20000 bikes per month.
Also, a new upgraded 125 cc TVS Victor has been launched which will improve the trajectory of the
company.
CONCLUSION
The company’s valuations are dependent on five events:
 Current four businesses grow at the normal industry growth rates.

 New product launches achieve their targets and are well accepted by the market.
 Two-wheeler foray achieve targeted volume in the desired rates of return oncapital
employed.
 Two-wheeler achieve the desired rate of return on the capital employed.
 Overall investment returns.

Research Design: Descriptive Research design
The research design undertaken for the study was Descriptive one. The reason for using a
descriptive research method was to obtain qualitative data and also since the nature of study
is as such that it required the exploration of various aspects within and outside the company.
In order to carry out a well-researched analysis efforts were taken to collect enough
information from the respondents. For this purpose, various primary and secondarysources
were used. This would however include the research design, the sampling procedure, and the
data collection method. This section is perhaps difficult to writeas it would also involve some
technical terms and may be much of the audience will not be able to understand the
terminology used. The methodology followed by the researcher, during the preparation of
the report was
INSTRUMENTS FOR DATA COLLECTION
The instruments used for collection of data were mainly questionnaires, surveys andpersonal
visits to the respondents.
Tools Used for Analysis
 Bar Diagram
 Pie Diagram
 Tables

COMPETATIVE BRANDS OF TWO
WHEELER
8%
5% 20%
10% BAJAJ
HERO HONDA
12%
TVS
30%
15% LML
KINETIC
INTERPRETATION
The above pie chart shows the brand awareness of bikes among the respondents. Inthe above
pie chart it is clear that HERO HONDA is the most popular brand in Ambedkar Nagar
whereas BAJAJ .TVS comes at 3rd place taking lead from LML,KINETIC and ENFIELD
BULLET.

WHO INFLUENCED YOU WHILE PURCHASING THE BIKE?
60
50
40
30 NO. OF RESPONDENTS
20
10
FRIENDS FAMILY DEALER MEDIA
INTERPRETATION
From the above graph it is clear that FAMILY plays a major role in the purchase ofbike and
the reference and suggestions of FRIENDS come at the second place. Whereas MEDIA
factor comes at third place with DEALER making no promisingeffect on the purchase of
bike.

38%
62%
0%
INTERPRETATION.
As shown in the above PIE CHART, the percentage of respondents who have visited the
TVS SHOWROOM is more than those respondents who have not visited the TVS
SHOWROOM. Thus, the interest of customers in TVS product can relateto 62% among 100
respondents.

HAVE YOU VISITED T VS DEALERSHIP?
NO
38%
YES
62%
0%
INTERPRETATION
In the PIE CHART given above it is clear that out of 100 respondents 62% of themhave
visited the TVS DEALERSHIP and only 38% have not visited the TVS DEALERSHIP. By
the chart given above it makes clear that the TVS DEALERSHIP has attracted a greater
number of respondents.

WHICH BRAND DO YOU THINK IS THE MOST POPULAR IN
THE MARKET?
60
50
40
30
NO. OF RESPONDENTS
20
10
0
BAJAJ TVS YAMAHA ENFIELD LML KINETIC
HERO
HONDA BULLET
INTERPRETATION
As shown in the above BAR GRAPH it is clear that HERO HONDA is the most popular
bike in Ambedkar Nagar with BAJAJ taking the 2nd place with 30%. TVS is the 3rd most
popular bike in Ambedkar Nagar taking lead from YAMAHA, BULLET, LML and
KINETIC.

FINDINGS
Ever since man evolved into social animal, he felt the need for “Transportation”.As he
formed a civilization, he felt the need for “Better Transportation”. Today on the threshold
of exploring the universe he feels the need of “Best Transportation”.
Truly the modern world relies on transportation which can be airways, roadways, railways
and on water. Bicycle was the most important part of road transportation in early days and as
the scenario changed bicycle was transformed into a fast, stylishand trendy mode of transport
known as Motorcycle nowadays known as Motorbike. Each human being that is living in
this social world knows theimportance of bikes because it serves the purpose in any kind of
situation and in any part of this world.
The topic of the project is Comparative study of Consumer Buying Behaviour in Motor
Bikes with reference to TVS Motors. TVS motor company is one of the leading bike
manufacturers in India. The analysis of the project was based on consumer’s point of view.
For the study, both primary data and secondary data were required. The primary data was
collected based on survey research, using a structured questionnaire with both open ended
and closed-ended questions.
The sampling procedure used was random sampling for the 1st objective i.e. to understand
consumer needs on motorbikes. For the 2nd objective i.e. to understand the awareness levels
of TVS, I went to the prospects and met the respondents to fillthe questionnaire. The mode
of survey was of personal interview, where therespondents filled up the questionnaires. The
secondary data was collected from business newspapers, magazines, Company brochures,
journals and the Internet. The major conclusion from this study was that TVS has to improve
itself to gain the 1st position in the market as it is doing well to maintain its 3rd position in
the market.

SUGGESTIONS AND RECOMMENDATIONS
 In the analysis the respondents have shown that they consider TVS motor company after
HERO HONDA and BAJAJ and this is a major concern for the company. TVS motor
company has to make some arrangements to increase the awareness level among the
prospects through media.
 The company should also emphasize on other bikes excluding TVS STAR CITY and
TVS SPORT because some of the bikes in TVS like Apache RTR aremore popular than
these bikes in the surveyed area.
 In Global Tvs the respondents who have visited the dealership are not satisfiedwith the
service facilities which can be improved by regular visit of the servicemanagers as well
as providing regular training to the staff as well as the owner.
 The dealership in Nagarbhavi also lacks in space, which is a major concern because the
first impression on the mind of the customer is about the window display, which can be
improved with the help of the professionals.
 The buying behaviour of the customers in Global TVS is not focused on the celebrity
endorsement but they want a product which should contain all the factors and at an
affordable price.
 The customers in Global TVS want more number of dealers in their area so as to have
more options in visiting the dealership. Every dealership should have the same services
and excellent window display so as to attract more customers.
 As in the demographic phase of the respondents the younger generation wants to have a
bike with lot of power and style which TVS should come within future. As TVS has
launched its new bike VICTOR GLX in the market. TVS should improve its channel
management and should invest in the brand image in the market.

CONCLUSION
 The facts and figures shown in the analysis is correct and the survey has been done
in a good faith and responsibility
 As HERO HONDA, BAJAJ and YAMAHA have taken the 1st, 2nd and 3rd position.
Thus, TVS motor co. has to make some more efforts to increase the awareness among
the people in the context of bikes.
 The respondents have been asked about the most effective slogan in different brands
of bikes in which again HONDA and BAJAJ have taken the lead. TVS motor co. has
emphasized only on STAR CITY and not on other bikes, thus people only know
about STAR CITY and no other bikes. Print media and different types of media
should be used to make people know about the slogan.
 The respondents in the factors, which they consider while purchasing a bike, have
done the ranking. MILEAGE is the first factor following with POWER and STYLE
and also with an adaptable PRICE. The company has to make efforts for making a
product that should have all these three factors with considerable price.
 The most influencing factor in purchasing decision of the bike is FAMILY andafter
that FRIENDS which is not at all linked with the company investment. Thecompany
generally invests in Dealer promotion and Media, which is not appropriate as
analysed in this question. Awareness level through Media and dealer should be
increased.
 When asked about the experience at the TVS dealership most of the respondentshad a
good and average experience with a small number having bad experience.The small
number of bad experiences can be avoided by giving warm welcome and good
behaviour by the staff.
 The respondents who have not visited the TVS dealership are either notinterested in
TVS bikes or they are not satisfied with TVS products. In this matter the dealer
should increase the road shows as well as arrange regular customers meeting which
will create interests in other prospects.
 Most of the respondents had knowledge about the TVS bikes, which is a good sign
for the TVS motor company.
 In TVS motor company STAR CITY is the most popular bike and very interestingly
without any media interaction SPORT has taken the 2nd spot with

APACHE on the 3rd spot which has taken a lead with only one place from WEGO. It is
recommended that SPORT should be given equal sales promotionthan APACHE because of
its popularity has come through people network andnot through channel media.
 The respondents have liked the service facility and the staff but the important factor
is the lack of space. The dealership in New Delhi has to improve the staffas well as
the after sales services and the customer relations.
 Celebrity endorsement does not affect most of the respondents whereas only 34% of
the respondents have an affect over the purchasing decision of bike. Company should
give more importance to the product so as to give the best in quality to the customer.
 In context to popularity TVS ranks 3rd according to this sample size and thus the
company should introduce new products as well as reposition its product according
to the demand in the market.
 In the case of no price consideration TVS ranks 4th and according to survey analysis
the respondent wants to purchase his dream bike which TVS Companyhas to make in
comparison with HERO HONDA, BAJAJ and ENFIELDBULLET.

CHAPTER 4
LEARNING OUTCOMES

WORK PROFILE AND JOB RESPONSIBILITIES HANDLING
DURING INTERNSHIP
1. Analysis Practical Work Experiences As a partial fulfilment of B.com

program, Bangalore University I am conducting work on “Sales excellence at
global TVS pvt ltd
The information gathered will be used for academic purpose onlyResearch work is not
an easy task in a developing country like India. When I started doing my job, I had to
face some difficulties including respondents are so busy in their work. They could not
provide time enough for the information required for preparing internee paper. Lack
of the up-to-date information is one of the major limitations. Others limitations are
as follows
a) Access to various information, as it is the secrets of thisreport success, so I

have to accomplish this study depending on some limited materials.
b) I also face some problems because lack of sufficient books inLibrary about
sales and marketing strategies.
c) Because of time and cost constrains, it is not possible togenerate a

representative sample size and also to use simple random samplingprocedure.
d) Lack of time and resource constraint has also limited the scope to conduct the
survey smoothly and so as to prepare the internee report.

e) Experience makes a man efficient such kind of research of research activity is
done by me for the first time. That’s why inexperience creates obstacle to
follow the systematic and logical research methodology.
Although above limitations, I tried my level best to prepare this masterpaper. I think
this master paper will be a good source of further research about sales management.
I gathered some experiences through this research work including the following:
1. Customer Engagement and need analysis: You'll be responsible for engaging with
customers as they enter the showroom, greeting them warmly, and initiating
conversations to understand their needs and preferences. This involves actively
listening to customers, askingprobing questions, and qualifying their requirements
to recommend suitable two-wheeler options.
2. Product Presentation and Demonstration: Once you have identified thecustomer's

needs, you'll present and demonstrate relevant two-wheelermodels that meet their
criteria. This includes highlighting key features,benefits, and specifications of each
model to help customers make informed decisions.
3. Test Rides and Experience: Facilitating test rides for interested customers to allow
them to experience the performance and handling of the two-wheelers first-hand.
You'll ensure that test rides are conducted safely and provide guidance and
assistance during the ride to address any questions or concerns.
4. Sales Consultation and Negotiation: Guiding customers through the sales process,
including discussing pricing, financing options, and any available promotions or
discounts. You'll use your negotiation skills to address customer objections,
overcome barriers to purchase, and ultimately close the sale.
5. Documentation and Paperwork: Assisting customers with the necessary paperwork

and documentation required to finalize the

purchase of a two-wheeler. This includes handling paperwork related to vehicle
registration, insurance, financing agreements, and warrantydocumentation.
6. After-Sales Support and Follow-up: Providing post-sale support to customers by

addressing any questions or concerns they may have and ensuring a smooth
handover of the purchased vehicle. You'll also follow up with customers after the
sale to ensure their satisfaction andaddress any additional needs they may have.
7. Customer Relationship Management (CRM): Utilizing CRM systemsto maintain

accurate records of customer interactions, preferences, andpurchase history. You'll
use this information to personalize the customer experience, anticipate their needs,
and foster long-term relationships.
8. Team Collaboration and Communication: Collaborating with other members of the

sales team, as well as showroom staff and management, to ensure seamless
coordination and communication throughout the sales process. This includes
sharing feedback, insights, and best practices to continually improve sales
performance.
9. Sales Performance Tracking and Reporting: Monitoring and tracking sales

performance metrics, such as conversion rates, average transaction value, and
customer satisfaction scores. You'll prepare regular reports to assess sales
performance, identify areas for improvement, and develop strategies to achieve
sales targets.
10. Continuous Learning and Development: Staying updated on product knowledge,

industry trends, and sales techniques through ongoing training and professional
development opportunities. You'll continuously refine your skills and knowledge
to enhance your effectiveness as a sales professional in the two-wheeler showroom.

11) PRODUCT PORTFOLIO & ACTIVITIES SALES PROCESS: This process
basically 3 inter related broad based process
1. Pre-Sales
2. Sales
3. Post Sales
1. Pre Sales’-sales consists of activities which are done before the actual sale of the car.
Enquiries may come in any form such as Walk-in, Telephonic, referrals,events,
Advertisements etc. I systematic tracking ‘system which is Dealer Management System
(DMS) based. As soon as the enquiries havebeen made the Customers should be followed
up and test drives should be offered within specified time Product demonstration should
be donein order to sell the car and help the prospective customers to know moreabout its
features anduoite.
2. Sales:
a) Pre Delivery
b) Delivery
a) PreDelivery:- Thisprocessisfurtherclassifiedintoseveralactivitiessuchasenquirytrackin
g, order booking and finance process. The date & time of delivery isdiscussed with
the customer and finalised. To ensure vehicle is as perorder, getting ready with the
paper works and making sure thateverything is ready before the delivery of the
vehicles Perth stock.
b)Delivery,

Work assigned by trainer:
1) Updating the customers about newly arrived HSRPnumber plates
through phone calls.

2) Purchase voucher:
Preparing purchase invoice
Global TVS pvt Ltd

Materials Receiving Report
From (Seller) …. No ………
Place ….. Date …….
Description of Quantity Quantity Quantity

SL.No Code No Purchase Order No Rate Value Remarks
Materials Ordered Received Rejected
Compared by ..
Inspected by …
SAP is useful software because of SAP the bases of only orders number the all information
are copy in SAP. It helps to identify the remaining quantity of materialswith the description
of products and their value /net value. It helps to generate invoice
A purchase voucher, also known as a purchase receipt or purchase invoice, is a document
issued by a seller to a buyer to confirm the purchase of goods or services. It serves as a record
of the transaction and includes important details such as the items purchased, quantities,
prices, payment terms, and any applicable taxes or discounts.
Key components of a purchase voucher typically include:
1. Vendor Information: Name and contact details of the seller or vendor from whom
the goods or services were purchased.
2. Buyer Information: Name and contact details of the buyer or purchaserwho
made the purchase.
3. Transaction Details: Description of the goods or services purchased, including
item names or numbers, quantities, unit prices, and total amounts.

4. Date of Purchase: The date on which the transaction took place.
5. Payment Terms: Terms of payment agreed upon between the buyer and seller,
including payment method and due date.
6. Tax Information: Details of any applicable taxes, such as sales tax or value-added
tax (VAT), along with the tax amounts and total payable.
7. Discounts or Promotions: Any discounts, promotions, or special offers applied to
the purchase, along with the corresponding deductions from the total amount
payable.
8. Total Amount Payable: The total amount due from the buyer to the seller,
including taxes and any adjustments for discounts or other factors.
Purchase vouchers play a crucial role in accounting and record-keeping for businesses, as
they provide documentation of transactions for financial reporting purposes. They also serve
as evidence of ownership or entitlement to the purchasedgoods or services and can be used
for warranty claims, returns, or exchanges.
Additionally, purchase vouchers may vary in format and content depending on thespecific
requirements of the buyer, seller, or industry regulations. Some businessesmay use electronic
purchase vouchers generated through accounting or invoicing software, while others may
rely on paper-based receipts or invoices.

3. Digital leads about the product to customers through TVSWebsite
Authorized Dealer Websites: Many TVS authorized dealerships have their own websites
where they showcase available models, promotions, and dealership-specific information.
These websitesoften include contact forms or inquiry options for customers to reachout and
express interest in purchasing a vehicle.
In the context of a TVS showroom or any other automotive dealership, "digital leads" refer
to potential customers who express interest in purchasing a vehicle or obtaining more
information through digital channels. These channels could include thedealership's website,
social media platforms, online advertisements,email campaigns, or other digital marketing
initiatives.

When a prospective customer visits the dealership's website and submits a contact form, calls
a phone number listed online, interactswith the dealership's social media posts, or engages
with online advertisements, they generate a digital lead. The dealership's sales team then
follows up with these leads to convert them into actual vehicle sales.
Managing digital leads effectively involves promptly responding to inquiries, providing

relevant information about available vehicles, scheduling test drives, and nurturing the
relationship with the potential customer to guide them through the sales process. This often
involves using customer relationship management (CRM) software to track and manage
leads, automate follow-up communications, and analyse the effectiveness of digital
marketingefforts in generating sales opportunities.
In the context of a TVS showroom specifically, digital leads may pertain to individuals
interested in purchasing TVS two-wheelers orobtaining information about specific models,
promotions, financing options, and after-sales services offered by TVS. The showroom's
sales and marketing teams work together to leverage digital channelsto attract and engage
potential customers, ultimately driving sales and revenue for the dealership.

Various facilities given to the customer after purchasing the vehicle:
1) They provide 5 years engine warranty
2) 3 free services water, labour charges will not be charged
3) 5 years insurance
*1st year – comprehensive insurance
* 4years -3rd party insurance
4) finally closing deals with providing vehicle invoice, insurance, RSA ,
manual book ,toolkit ,free services with all explanation.
Learning skills:
At a TVS two-wheeler showroom in a sales role can provide you with a range of valuable
skills and learning outcomes that are applicable not only to the automotiveindustry but also
to sales and customer service roles in general. Here are some keyskills and learning outcomes
you might gain from such an internship:
Product Knowledge: You'll develop a deep understanding of TVS two-wheeler products,

including their features, specifications, and benefits. This knowledge is essential for
effectively communicating with customers and guiding them toward the most suitable
options.
Customer Interaction: You'll learn how to engage with customers in a professional and
courteous manner, actively listen to their needs, and tailor your recommendations to meet
their requirements. This involves effective communication skills, empathy, and the ability
to build rapport.
Sales Techniques: You'll gain hands-on experience with various sales techniques, such as
product demonstrations, upselling, cross-selling, and overcoming objections. Learning to
navigate the sales process from initial contact to closing thedeal is a valuable skill in any
sales role.
Customer Service Excellence: Providing exceptional customer service is paramountin retail

sales. You'll learn how to address customer inquiries, resolve complaints, and ensure a
positive buying experience that fosters customer satisfaction and loyalty.

Teamwork and Collaboration: Working in a showroom environment requires collaboration
with colleagues from different departments, such as sales, service, andadministration. You'll
learn how to effectively collaborate with team members to achieve common goals and
deliver results.
Time Management: Managing multiple customer interactions, inquiries, and sales

transactions requires good time management skills. You'll learn how to prioritize tasks, stay
organized, and maintain efficiency in a fast-paced retail environment.
Adaptability and Resilience: Dealing with diverse customers and unpredictable situations
requires adaptability and resilience. You'll learn to quickly adapt to changing circumstances,
handle rejection or objections gracefully, and maintain a positive attitude in challenging
situations.
Product Presentation and Demonstration: You'll develop skills in presenting and

demonstrating products effectively to showcase their features and benefits. This involves
presentation skills, product knowledge, and the ability to engage and captivate the audience.
Business Acumen: Understanding the business aspects of retail sales, such as inventory
management, pricing strategies, and sales performance metrics, is crucialfor success. You'll
gain insights into these aspects and learn how they impact overallbusiness operations.
Professional Development: Internships provide opportunities for professional growth and

development. You'll receive feedback from mentors and supervisors, identify areas for
improvement, and work on enhancing your skills and competencies

ANNEXURE AND APPENDIX
Appendix B:
Attachments
1. company certificate
2. college certificate
3. log sheets
4. letter of acceptance
5. company statements
73 Acronyms
sales Plan: data analysis Plan
RSA: road side assistance
TOD: Time of Delivery
PR QTY: Purchase Required Quantity.
SR Date: Sales Required Date.
PP Meeting: Pre-Production Meeting.
SUPPLY INVOICE
PURCHASE INVOICE
DELIVERY NOTE

BIBLIOGRAPHY
BOOKS:
 Marketing Research, Test and cases, Richard D. Irwin, Linois

 C.R Kothari, sales Methodology
MAGAZINES AND JOURNALS / NEWSPAPERS:
 Auto Sports
 Business Outlook
 Times Auto
 The Economic Times
INTERNET:
 www.tvsmotor.in
 www.wikipedia.org
 www.google.com
 Official website
 TVS Press Library (Graphical timelines bike models)
 TVS Automobiles
 TVS Motorcycles
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EXECUTIVE SUMMARY

I’m SHUBHA R currently pursuing my graduation in bachelor of commerce at Government

first grade college Vijayanagar Bangalore – 560-104.

opportunity to apply my classroom learning to a real- world environment. As part of the

period of 6-8 weeks, as a hands-on training experience.

Throughout my internship, I gained practical knowledge and developed professional and

art of personal selling.

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An internship is a period of work experience molested by an organization for a limited period

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HISTORY OF TWO - WHEELER AUTO SECTOR IN INDIA

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The introduction of new models, technological advancements, and changing consumer

3. The Indian government has implemented various policies and initiatives to

5. The two-wheeler industry has also played a significant role in generating

6. Strong customer support system in place. this emphasis on customer satisfaction

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8. The offer a variety of models, ranging from sporty motorcycles to stylish

9. It consists of three segments viz., scooters motorcycle, and mopeds. The

THE FACTORS FOR THE GROWTH OF INDIAN MOTORCYCLES

 The Gross Domestic Product has grown to 8%

TWO WHEELER MANUFACTURERS IN INDIA

 TVs motor company

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HISTORY OF TVS COMPANY

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1. TVS Motor Company: A leading two-wheeler manufacturer in India,producing a

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Chairman Emeritus, TVS Motor Company awards:

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TVS MOTOR COMPANY MISSION STATEMENT

We are committed to being a highly profitable, socially responsible, and leading

TVS Motor Company Vision Statement

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TAGLINE OF TVS COMPANY

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DEFINITION OF TWO WHEELER SALES EXCELLENCE:

1. Customer Experience: Sales excellence ensures that customers visiting the

2. Brand Representation: Sales excellence plays a crucial role in representing theTVS

4. Customer Retention: Sales excellence helps in building long-term relationships with

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5. Competitive Advantage: In a competitive market, sales excellence can give theTVS

6. Product Knowledge: Sales excellence requires a deep understanding of TVS products

7. Up selling and Cross-selling: Sales excellence enables the showroom to maximize

8. Customer Feedback and Improvement: Sales excellence involves actively seeking

THE PROCESS OF ACHIEVING SALES EXCELLENCE IN A TVS SHOWROOM

2. Customer Engagement: Sales professionals engage with customers in a friendlyand

3. Product Presentation: Sales professionals showcase TVS products in an appealing

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4. Active Selling: Sales professionals actively promote TVS products by highlighting

6. Continuous Improvement: The TVS retail showroom continuously evaluates and

7. Team Collaboration: Sales excellence requires effective teamwork within the

8. Customer Relationship Management: The showroom utilizes customer

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1. Appealing Products: One of the main factors is offering a range of appealing

2. Competitive Pricing: Another important aspect is competitive pricing. Setting

3. Distribution Channels: Effective distribution channels play a crucial role in sales

4. After-Sales Support: Providing excellent after-sales support is essential for

Turnover and Profit: Turnover of TVS-Bridgestone Agencies expected 45 croresin the

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