A Report on

“INDIVIDUAL ASSIGNMENT”

SUB: SALES MANAGEMENT

SUB CODE: 18MBAMM401
Class- 4nd Semester MBA,

Submitted to,

Suresh (adjunt faculty),

MBA Marketing,
Department of business administration

Submitted by,
Parashuram Roma Naik
USN: 4TV18MBA24

Vidyavardhaka Sangha (R), Mysore

VIDYAVARDHAKA COLLEGE OF ENGINEERING
(Affiliated to VTU and approved by AICTE)
Department of Business Administration
PB No 206, Gokulam III Stage, Mysuru - 570 002, Karnataka
2019-2020
IDENTIFY ANY COMPANY OF YOUR CHOICE

1. Company name and address

Company name: Sunpure oil (MK agrotech Pvt, Ltd)

Address: Kaveri layout, M.B. Road, Srirangapatna, Karnataka 571438

About Sunpure oil:

Sunpure is India's first and only refined sunflower oil that is refined without the use of harmful
chemicals in its refining process. This leads to an improved taste and the natural goodness of the
oil being intact in the oil. Thus Sunpure has never felt the need to add synthetic vitamins. The
vitamins are in there naturally. Sunpure is produced in Srirangapatna, which is ideally located to
cater large markets within the great state of Karnataka. The large fleet of self-owned and
operated distribution vehicles also enables us to deliver the product quickly and efficiently as and
when the market requires it. This enables us to logistically provide you with oil that is freshly
produced and free from preservatives.
Sunpure is a diversified Company, with interests in fields as diverse as Herbal Extracts,
Nutraceuticals, Phytochemicals, bio ingredients, spice and natural specialties. Sunpure has a
competitive edge built on its knowledge base of over 20 years in Extracts, Nutraceutical, Organic
ingredients and commodity markets. Our strong R&D makes us different and stay ahead from
competition.

Consistently delivering the Ingredients of Success for the most exciting Food, Health and
Fragrance Solutions, we will be the partner of choice to our clients worldwide.

2. Vision and mission

Vision:

To give the best valued product that will satisfy the customer's requirement to the best of
our ability and to make products that not only sell but make a difference.

Mission:

To provide the health conscious consumer a product that is rich in its retained natural
ingredients, flavor and goodness at the most reasonable value, produced in the state of the art
process.

3. Identify the company’s business and business model

Company’s business: Sunpure oil

To carry on the business of manufacturing, processing, buying, selling, exporting,

importing, manipulating and dealing in refined edible oil and by products as edible
protein, gums and waxes which are used for candles.

To carry on business is manufacturing producers extractors, refiners, bleaches exporters,

importers distributors and dealers in edible oils.

To purchase, sell, import, export all types of edible oil and/or carry on business of
extraction of oil from oil-bearing commodities and seeds.
 Business model: Manufacturer model

A manufacturer makes finished products from raw materials. It may sell directly to the
customers or sell it to a middleman i.e another business that sells it finally to the
customer.

4. Products

 Sunpure oil
 Competitors for Sunpure oil:

 Saffola
 Fortune
 Sundrop
 Dhara
 Rasoya
 Gemini

SWOT analysis:

STRENGTHS

1) It takes health of the consumers into consideration by adding essential nutrients in its product.
2) It sells its product to the mass consumers at a relatively low price in the market.

3) Sunpure has a strong brand value.

WEAKNESS

1) Limited market penetration in the edible oil market

2) Sunpure is mostly sold in the southern India. Thereby giving their competitors higher
chance of earning profits who sells their products in both southern and northern region.

3) No diversification.

OPPORTUNITIES

1) Sharp increase in demand for branded oils

2) They can enter into northern region markers of India where they can improve their brand
value to the rest of India.

3) Health conscious people are increasing

4) They can enter into the global market

THREATS

1) The threats of low price competition

2) Competitors may innovate better process and new ideas which might lead to efficient
and lead to lower price of production.

3) Better quality of oil from the competitors

4) Highly competitive industry with large number of domestic as well as multinational

players.
5. Organization structure
The organisation can have a separate teams under marketing department that is the
branding and field teams.
In R&D department the organisation doesn’t require a lab incharge instead they can just
have a lab supervisor to supervise the R & D team which in turn will help them to save
the cost of the company.
Overall the organisational structure of MK Agrotech PVT limited is good.it has very
good structure in the administration department.

6. Sales organization and size

Sales organization:

The actual skills and competencies of the employees working for the company. Skills are
the abilities that firm’s employees perform very well. They also include capabilities and
competences. During organizational change, the question often arises of what skills the
company will really need to reinforce its new strategy or new structure.

The employees are capable of taking the decision in any situation. Efficiently do and
fulfill required transportation for the customers. They maintain quality in their products.
Business model:

Size of organization:

The employees and their general capabilities. Staff elements is concerned with what type
and how many employees an organization will need and how they will be recruited,
trained, motivated and rewarded. In this organization it consists of 352 regular employees
and 130 contract based employees.

Sales department:
 Distributive channel:

A distribution channel can be defined as the medium through which the product or service is
propagated or delivered to the customer/consumer. It can consist of multiple levels of hierarchy
or it can simply be a direct exchange between the manufacturer and the consumer with no
middlemen involved.

Covid-19 situation:

 Limited distribution channel.

 Clearing of inventory.

 Production based on amount of order.

 Less production due to limited workers and less availability of raw materials.
 Transferring products by creating online order flat form.

7. Territories covered
Territories covered:
 All parts of Karnataka
 Haryana
 Telangana
 Some parts of Andhra Pradesh
 Covered South Indian market

8. As a sales manager
a. Mission and values of sales manager.
As a manager, mission is to become successful in organization and making my
organization proud based on my contribution to my organization.
The values which necessary for manager are like:
 Leadership
 Motivating team
 Decision taking
 Achieving target
b. Marketing of the organization.
Marketing offers significant benefits to organizations looking to promote a cause,
exceed sales expectations, or simply better serve their customers.
This can be done by:
 Communicating with customers.
 Differentiating yourself from competitors.
 Make people easier to find the market.
 Empower customer service culture.
 c. Monitor of attitude and self image.
As a sales manager, I wants to be positive in every changing environment, will
work with a team and I encourage my team. I will value every individuals opinion
towards the sales.
Before assigning any work to my workers, I will try before assigning.
d. Sales goal action plan.
Sales action is based on the target fixed by company and also based on previous
year sales.

Goal Product Budgeted cost Sales Distributio Deadlin Propose

n strategy e d income

Achieving Sunpure  Staff 40000000 Good By the Rs. 400

the oil  Logistics liters communica next year crores.
company’  Lease tion. end
s  Utilities Achieving
mission and
 Warehous
vision.
ing

e. Selling and delivering value.

Making the product to reach customers at the proper time and maintaining the
company’s mission and building good relationship with customers.

f. Formulating value proposition.

A value proposition refers to the value a company promises to deliver to
customers should they choose to buy their product. A value proposition is also a
declaration of intent or a statement that introduces a company's brand to
 consumers by telling them what the company stands for, how it operates, and why
it deserves their business.

g. Alignment of goals with clients and establishing relationship based on trust.

The goal is assigned based on needs and wants of the customers of the product.
The success can also be achieved by building the trust of the customers towards
the product.

h. Implementation of sales tactics vs. sales strategies.

The sales tactics and strategies are required to sell the product. A sales strategy,
in simplest terms, represents an idea or general approach to achieving a
particular business goal. Sales tactics refer to the specific actions a business
takes to carry out the sales strategy.
The sales strategy includes:
 Explaining refining method to customers.
 Providing the seed and fertilizer for farmers in growing of raw materials.
 Organizing social welfare programs to help the society.

i. Fixing of sales quotas assign of sales territories for sales force.

A sales quota is a standard for measuring the achievement of salesman in a sales
organization. Sales quota is the estimated volume of sales that a company expects
the salesman to secure within a definite period of time in his sales territory.
The sales quota can be fixed by:

1. Past sales records

Past sales of established organizations form a good index for future performance.
Thus, future sales quotas are fixed keeping in view of the past sales.

2. Buying power of customers

A manufacturer can have a rough estimate of the purchasing powers of customers
of a particular area can be known by the economic status; income of the
customers living in the area, living habits, etc.
 3. Company’s policies
Company’s policies regarding credit, quality of goods, discount, selling terms
have a direct impact while estimating sales quotas for salesmen.

4. Total production for the year

A company’s total production in a particular year determines the size of sales
quota. If, in a particular year, the production is high, then higher sales quota for
each salesman is fixed.

5. Extent of competition
If the company is facing high competition, the sales quota size also becomes less.

j. Recognition of sales promotion.

The sales promotion of the sunflower oil can be done by
 Walkin on a road campaign
 Campaign through popular restaurant
 Chemical free oil campaign
 Cookery contest

k. Positioning of competitive strategy

The competitive strategy is sales can be maintained by
 Bearing trust of the customers.
 Providing the product to customers on time.
 Value added products.
 Comparative pricing of the product.

l. Managing of key accounts.

Key Account Management is a process that helps sustain and expand relationships
with important key accounts and will work closely with multiple business
departments in order to maintain and further develop the relationships with the
 key accounts. Key Account Management also known as strategic account
management is responsible for the achievement of sales quota and is assigned key
objectives/metrics relevant to key accounts.
This can be managed by providing valued product to the customers.

m. Handling of sales objectives and negotiation for best deals.

The sales objectives handled by
 Listening to customers
 Clarify the doubts
 Take order from every customers
 Increase the number of distributors to cover the extra territory.
The negotiation is based on:
 Competitive products.
 Competitive price.
 Based on availability of products.
 Based on availability of raw materials.

n. Training strategy for sales force.

The sales has trained on
 Taking risk.
 Analyzing the problem faced by customers.
 Capable of taking decisions.
 Work in a team.
 Handling the pressure.

o. Compensation for sales force and motivation and retaining strategies.

 Salary plus commission sales compensation are possibly the most common plans
used today. They’re structured in a way that sales people receive a lower base
salary along with commission pay that makes up the majority of the total
compensation.

p. New age technologies for generating business leads.

The new technologies for business are:

 Tracking the sales people based on GPS.
 Fixing digitalized accounting system.
 Reaching the target based on digital flat form.
 Quick access to interior places with desired transportation facility.