PERSONAL SELLING PROJECT

Submitted by:
Subhasis Nayak - 22202220
Saumyajeet Mishra – 22202270
Siddhant Panda - 22202274
Smriti Kumari - 22202277
Abhilash Lakra – 22202289
 EXECUTIVE SUMMARY

The project adopts a structured methodology and starts by identifying the products to be
offered in accordance with the particular requirements of our target clients. The creation of a
solid selling foundation is the following stage, during which participants share their expertise
in key sales techniques like negotiation and communication. It takes a lot of investigation to
learn about the items from other sources, such as the KISS-KIIT foundation, and to do a
comparative analysis against well-known businesses like ITC, Hindustan Unilever Limited,
and Procter & Gamble. The project also explores how to effectively develop and
communicate value through a selling process based on questionnaires in each meeting, as
well as how to comprehend the customer journey. The project's financial success is then
assessed using a profit and loss statement based on the Maximum Retail Price (MRP) of the
products. In conclusion, this project provides an in-depth analysis of personal selling,
covering product selection, skill development, customer analysis, and financial analysis
 PRODUCT NEED MAPPING

Group 1: Household Cleaning Products

Segmentation: We have identified consumer segments based on various factors, including

demographics, psychographics, and behavior. For household cleaning products, our target
segments include families, working professionals, restaurants owners, hotels

Targeting: Our primary focus is on catering to the needs of families

 Restaurants
 Hotels and Guest House
 Fast Food Joints
 Cafe
 Sweet Shops

Positioning: We have positioned our household cleaning products as effective,

environmentally friendly, and convenient for family use

Product Portfolio: We have carefully selected products such as PHENYL, UTENSIL CARE
(1 Lt), HAND WASH (500 ml), FLOOR CLEANER (500 ml), and CLOTH WHITENER
(UJALA) (250 ml) to meet the cleaning requirements of a typical family home

Group 2: Vehicle Care Products

Segmentation: Our segmentation is based on the types of vehicles (cars, bikes, etc.) and
consumer behavior. We primarily target vehicle owners who place a high value on vehicle
maintenance and appearance, focusing on car owners

Positioning: Our vehicle care products are positioned as high-quality, designed to enhance
the vehicle's appearance and extend its lifespan

Product Portfolio: We offer VEHICLE WASH as the primary product for vehicle care
 4 Ps OF MARKETING

Product: Our product selection includes options like UTENSIL CARE (SPRAY) (500 ml),
VEHICLE WASH (250 ml), LIQUID DETERGENT (EZEE) (250 ml), HAND WASH (500
ml), FLOOR CLEANER (500 ml), and CLOTH WHITENER (UJALA) (250 ml)

Price: Our pricing strategy takes into account consumer behavior, with lower prices at local,
unorganized retail stores compared to the actual MRP. In contrast, for organized B2B
businesses like food trucks and restaurants, we maintain higher profit margins and charge
slightly above the MRP

Place: We have established primary distribution channels that include local stores,
restaurants, sweet shops and momo counters

Promotion: Our promotion strategy relies on word of mouth and referrals to reach our target
audience
 PRICING
PHENYL (1 Lt):

MRP: Rs. 85

Purchase Price: Rs. 50

Pricing Method: Cost-Plus Pricing

Justification: Cost-plus pricing involves setting the selling price by adding a markup to the
cost of production. This method ensures that we cover its costs while generating a profit
margin, making it a straightforward and reliable pricing strategy

UTENSIL CARE (1 Lt):

MRP: Rs. 100

Purchase Price: Rs. 65

Pricing Method: Cost-Plus Pricing

Justification: In this approach, the selling price (Rs. 100) is determined by adding a markup
(Rs. 35) to the purchase price (Rs. 65). This ensures a profit margin and covers costs, making
it a straightforward and commonly used method for setting prices, safeguarding profitability

UTENSIL CARE (500 ml):

MRP: Rs. 60

Purchase Price: Rs. 40

Pricing Method: Cost-Plus Pricing

Justification: Using cost-plus pricing, the selling price is determined by adding a markup to
the purchase price. With a purchase price of Rs. 40 and a Rs. 20 markup (Rs. 60 - Rs. 40), the
selling price is Rs. 60. This strategy ensures that its generates a reasonable profit, maintaining
financial sustainability

UTENSIL CARE (SPRAY) (500 ml):

MRP: Rs. 70

Purchase Price: Rs. 50

HAND WASH (SPRAY) (500 ml):

MRP: Rs. 75

Purchase Price: Rs. 55

Pricing Method: Competitive Pricing

Justification: Competitive pricing is employed here, aligning the selling price with the
prevailing market rates. Despite a purchase price of Rs. 55, the selling price is set at Rs. 70,
offering a slight discount compared to competitors. This strategy attracts price-sensitive
customers and helps the product remain competitive in the market while still generating a
profit

HAND WASH (500 ml):

MRP: Rs. 90

Purchase Price: Rs. 45

Pricing Method: Markup Pricing

Justification: A Rs. 45 markup is added to the purchase price of Rs. 45 to set the selling price
at Rs. 90. This strategy ensures a profit margin and covers costs. While the selling price
doesn't reach the full MRP, it maintains profitability with a lower retail price

FLOOR CLEANER (500 ml):

MRP: Rs. 60

Purchase Price: Rs. 40

Pricing Method: Cost-Plus Pricing

Justification: Cost-plus pricing is employed by adding a markup to the purchase price to set
the selling price. With a purchase price of Rs. 40 and a Rs. 20 markup (Rs. 60 - Rs. 40), the
selling price is determined. This strategy ensures costs are covered and provides a profit
margin while maintaining simplicity and transparency in pricing

CLOTH WHITENER (UJALA) (250 ml):

MRP: Rs. 35

Purchase Price: Rs. 25

VEHICLE WASH (250 ml):

MRP: Rs. 40

Purchase Price: Rs. 30

Pricing Method: Cost-Based Pricing

LIQUID DETERGENT (EZEE) (250 ml):

MRP: Rs. 40

Purchase Price: Rs. 30

Pricing Method: Markup Pricing

Justification: With a purchase price of Rs. 30 and a Rs. 5 markup, the selling price is Rs. 35.
This approach ensures that costs are covered and a profit is generated, maintaining a
straightforward and transparent pricing structure for both the business and customers
 CHANNEL
Distribution Channel: Direct Sales to Local Retailers and Households

Rationale: One of our primary distribution channels was through direct sales to local
retailers and households. This channel was chosen for several reasons:

Local Presence: By directly visiting local retailers in our community, we aimed to establish a
strong local presence for our products. This approach allows us to be actively involved in our
target market, understand local preferences, and build relationships with retailers.

Personalized Engagement: Direct sales to local retailers enable face-to-face interactions,

creating opportunities to share the unique story behind our products. We could explain how
these products are handmade by tribal students, emphasizing the social impact of the
purchase.

Quick Market Entry: This channel allowed us to enter the market swiftly. It's well-suited
for a startup initiative with limited resources for large-scale marketing campaigns or
extensive distribution networks.

Direct Feedback: The direct interaction with local retailers and households facilitated real-
time feedback. We could adapt our sales and marketing strategies based on customer
responses and preferences.

Tailored Discounts: For local households, we offer discounts on bulk purchases. This
approach was especially appealing to households as it provided them with cost savings and
encouraged larger orders. For instance, customers purchasing two Hand Wash refills and two
Hand Wash Sprays received a 15% discount, as opposed to the standard 10% discount. This
incentivized bulk purchases and was a key rationale for using this channel.
 PROMOTION
Word of Mouth and Referrals:

Promotion Method: Encouraging satisfied customers to refer the products to their friends and
family

Student's Perspective: As a student involved in selling these products, leveraging word of

mouth and referrals can be an effective strategy. When I engage with customers and see their
satisfaction with the products, we take the opportunity to explain our mission, the story of
tribal students crafting these products, and the high quality of what we offer. It's a genuine
conversation where I express my enthusiasm about the products

Justification: We believe in the power of word of mouth. When customers are pleased with
the products and understand the mission behind them, they naturally become brand
advocates. It's heartening to see how our commitment to providing quality goods and
supporting tribal students resonates with our customers. By encouraging referrals, we tap into
the trust and connections people have with their friends and family. This method not only
boosts sales but also spreads awareness of our unique products
 SELLING FOUNDATION PREPARATION

Understanding of Our Own Skills

Communication Skills
 Our group has focused on enhancing our communication skills throughout the project.
We have learned to articulate our thoughts clearly and concisely, ensuring that our
messages are understood as intended. We have also improved our active listening
skills, which has helped us to better understand our customers’ needs and concerns.
 We recognized that effective communication is essential in personal selling. To
illustrate, one member identified a need to improve their active listening skills, as we
initially struggled to fully understand customer needs during sales calls. Over the
course of the project, We actively worked on this skill by engaging in role-play
exercises and seeking feedback from peers. This improved our ability to engage with
customers, ask relevant questions, and tailor their sales pitch accordingly.
Negotiation Skills
 We have developed our negotiation skills by practicing various negotiation strategies
and techniques. We have learned to identify common ground, make concessions, and
find win-win solutions. We have also learned to manage conflicts and disagreements
effectively.
 In negotiations, we applied the principle of win-win solutions. This meant seeking
mutually beneficial outcomes for both the customer and for us. We utilized techniques
such as bundling, where we combined related products to offer cost savings, or tiered
pricing options to provide flexibility based on the customer's budget and needs.

Other Sales Skills

In addition to communication and negotiation skills, we have also improved other sales skills
such as prospecting, presenting, closing, and follow-up. We have learned to identify potential
customers, present our products effectively, close deals successfully, and maintain
relationships with our customers.

Understanding of KISS
Product
Our understanding of the KISS product is that it is designed to be simple and user-friendly. It
focuses on delivering core functionalities that meet the needs of the customers without
unnecessary complexities.
Customers should expect KISS to offer a range of cleaning and household products as listed
in the portfolio. The products should be of good quality, safe for use, and provide value for
money.
Organization
KISS is a shining example of how education can be used to transform lives and empower
communities. It is a role model for other organizations working to promote social justice and
sustainable development. KISS offers free education, accommodation, food, healthcare, and
vocational training to its students, focusing on preserving and promoting indigenous cultures
and languages. Recognized for its innovative approach, KISS empowers indigenous
communities and promotes social justice. It provides a safe environment for children to
develop their skills and talents, raises awareness of challenges faced by indigenous
communities, and advocates for their rights.
The KISS organization values simplicity and efficiency. It strives to eliminate unnecessary
processes and procedures, focusing on what truly matters for the success of the business.
Customers view KISS as a reputable organization that prioritizes the quality and safety of its
products.
Category
KISS products would fall into the category of cleaning and household product providers. The
category should represent a commitment to providing effective, safe, and reliable solutions
for everyday cleaning needs.
KISS products belong to a category that values simplicity and ease of use. The products in
this category are designed to be straightforward and intuitive, making them accessible to a
wide range of users.
Competitive Analysis
Our competitive analysis has shown that KISS products stand out in the market due to their
simplicity, and user-friendliness. KISS closely examined competitor pricing and customer
reviews to understand what factors were most relevant to customers. They didn't attempt to
cover every detail but rather prioritized the factors that had the most significant impact on
their sales approach.
Understanding of KISS Target Markets
Individual Consumers
Our understanding of the KISS target market for individual consumers is that they value
simplicity and convenience. They prefer products that are easy to use and meet their needs
effectively. In terms of the consumer buying process, they typically go through stages of need
recognition, information search, evaluation of alternatives, purchase decision, and post-
purchase behavior.
Our group acknowledged that different customers have distinct buying processes. For
example, when targeting individual consumers, we simplified the approach by focusing on
the customer’s specific pain points and how the product could provide a solution.
Institutional Consumers
For institutional consumers, the organizational buying process is more complex involving
more stages such as problem recognition, general need description, product specification,
supplier search, proposal solicitation, supplier selection, order routine specification, and
performance review. Our understanding is that these consumers value reliability and
efficiency in addition to simplicity. They require products that can integrate seamlessly into
their existing systems and processes.
For institutional customers, We tailored the sales process to accommodate the complexities of
the organizational buying process, emphasizing factors such as return on investment (ROI)
and scalability. This approach simplified our engagement with diverse target markets.
UNDERSTANDING CUSTOMER VALUE
Lead Generation Sources:

In our sales journey, we primarily relied on traditional lead generation sources. These
included local business directories, word-of-mouth referrals through personal networks, and
community events. These sources helped us identify potential customers, both individuals
and institutions, within our community.

Qualifying Leads:

To ensure we were investing our efforts efficiently, we established specific parameters for
qualifying leads based on the information we gathered from these traditional sources. The
parameters included factors like the customer's location, their past engagement with similar
products, and their alignment with our mission and values. Leads that met these criteria were
considered qualified leads.

Determining Specific Parameters:

We arrived at these parameters through a combination of market research and insights from
the KISS Institute. Market research helped us understand local preferences and
demographics, helping us define the geographic and demographic aspects of our qualifying
parameters.

The KISS Institute's guidance played a crucial role in defining parameters related to mission
alignment and community involvement. The institute's values helped us ensure that our leads
were not just potential customers but individuals or organizations who resonated with our
mission.

Hot, Warm, and Cold Leads:

We categorized leads based on their engagement and alignment with our mission. Hot leads
were those who not only met our criteria but also expressed a strong interest in our products.
Warm leads were potential customers who met the criteria but had shown a moderate level of
interest. Cold leads were those who did not meet our parameters or had shown minimal
interest.

There were 30 Leads in total. 12 were Hot Leads, 8 were Warm Leads, and 10 were Cold
Leads

Pre-sale Planning:

 Pre-sale planning was a critical step in our approach. For each meeting, we
meticulously prepared by gathering prospect information. This included
understanding the customer's background, preferences, and any prior interactions with
similar products. This information helped us tailor our pitch effectively.
 Identifying the customer value proposition was crucial. We highlighted the social
impact of our products, emphasizing how the purchases would support tribal students
and the local community. We also focused on the quality and necessity of the products
for both individuals and institutions.
 Our call objectives were clear. Whether it was securing a purchase commitment,
arranging a product demonstration, or simply establishing a relationship, we had a
specific objective for each call.
 Anticipation of objections was another aspect of pre-sale planning. We identified
potential objections related to price, quality, or relevance, and prepared responses to
address these concerns effectively.
 Recognizing key buying members and their roles was important, especially when
dealing with institutional customers. We identified decision-makers and influencers
within the organizations to ensure our message reached the right people.
 When comparing our products to those currently in use, we highlighted the benefits,
quality, and social impact aspects that set our products apart. This helped us
differentiate our offering.

Pre-Approach:
 The pre-approach was tailored to the specific customer. We used a customer benefit
approach, emphasizing how our products would address their needs and make a
positive impact on their lives or organizations.
 Referral approach was also employed, especially in our interactions with
individuals. Satisfied customers who appreciated the mission behind our products
often referred us to their friends and family.
 Introduction approach was used when dealing with new prospects, providing a
concise but impactful introduction to our products and mission.
 The question approach allowed us to engage potential customers actively. By asking
questions about their needs and preferences, we could tailor our pitch effectively.

COMMUNICATION AND DELIVERING VALUE

Sales Approaches:

 In our sales calls, we primarily employed a Mental States Selling approach. This
approach involves understanding the psychological states and emotions of the
customers and tailoring the sales pitch to align with their current state of mind. For
instance, when interacting with a customer who expressed concerns about cost-
effectiveness, we addressed those concerns by highlighting the potential long-term
savings and benefits of our product. This approach helped us connect with customers
on a deeper level and align our pitch with their specific needs.

1. Sales Support Tools and Benefit Claims:

 Sales calls incorporated product demonstrations, customer testimonials, and data-
backed benefit claims. Visual aids, such as infographics and product samples, were
also used to enhance communication.

2. Sales Techniques:
 FAB (Features, Advantages, Benefits): We frequently used the FAB technique to
communicate the value of our product. This involved first highlighting the product's
features, then explaining the advantages those features offered, and finally,
emphasizing the benefits customers would experience. For instance, when we were
selling phenyls, we explained that phenyl is a disinfectant and cleaning solution. It's
designed to keep your home clean and hygienic (Feature), The advantage of our
phenyl is that it effectively kills germs and bacteria, including common household
pathogens. This means that it can sanitize surfaces, such as floors, kitchen counters,
 and bathroom fixtures, by eliminating harmful microbes (Advantage), Now, the
benefit to you and your family is that by using our phenyl, you can safeguard your
family's health. A clean and germ-free home provides a safe and healthy living
environment. You won't have to worry about illnesses caused by harmful bacteria and
germs because our phenyl takes care of that for you (Benefit).

3. Communication Approaches:
 In our sales presentations, we adopted a consultative communication approach. This
involved actively listening to the customer's needs and concerns, asking probing
questions to understand their specific requirements, and then tailoring our
presentation to address those needs. For instance, if a customer expressed concerns
about the product's effectiveness, we provided information about the various types of
germs that can be found on hands, the significance of handwashing in reducing the
risk of infections, and the correct handwashing techniques. This approach empowers
customers with knowledge and emphasizes the product's role in maintaining good
health.

4. Negotiation Principles and Techniques:

 In negotiations, we applied the principle of win-win solutions. This meant seeking

mutually beneficial outcomes for both the customer and for us. We utilized techniques
such as bundling, where we combined related products to offer cost savings, or tiered
pricing options to provide flexibility based on the customer's budget and needs.

5. Objection Handling Techniques:

 When customers raised objections, we employed a combination of objection-handling
techniques. For example, when a customer expressed concerns about the product's
price, we used the "acknowledge and reframe" technique. We acknowledged their
concern, reframed it by emphasizing the long-term cost savings and benefits, and
offered a flexible payment plan or discounts if appropriate. This approach helped us
overcome objections and move closer to a sale.

6. Closure Techniques:
 Our closure techniques varied based on the customer's readiness to make a decision.
For customers displaying clear buying signals, we used the assumptive close by
summarizing the benefits and asking if they were ready to proceed. In cases where
customers needed more time or had lingering concerns, we used the trial close,
suggesting a trial period or a follow-up meeting to address any remaining questions.
By adapting our closure techniques, we aimed to secure commitment without
pressuring the customer.
 PRODUCT PORTFOLIO

Price
Purchase Purchasex
Products Quantity Price Quantity
PHENYL (1 Lt) 7 50 100
UTENSIL CARE (1 Lt) 2 65 130
UTENSIL CARE (500 ml) 2 40 160

UTENSIL CARE (SPARY) (500 ml) 2 50 100

HAND WASH (SPARY) (500 ml) 2 55 110
HAND WASH (500 ml) 6 45 405
FLOOR CLEANER (500 ml) 2 40 80
CLOTH WHITNER (UJALA) (250 2 25 75
ml)
VEHICLE WASH (250 ml) 5 30 120
LIQUID DETERGENT (EZEE)
2 30 180
(250 ml)
Total 32 Rs. 1380

We also have attached some photos of the selling process.

 CUSTOMER DETAILS

SL.
Customer Name Product Purchased
No.
MR. GAJENDRA
1 PHENYL (1 Lt) - 2, HAND WASH (500 ml) - 2
KUMAR DASH
MRS. MONALISA
2 UTENSIL CARE (1 Lt) - 1, HAND WASH (500 ml)) - 2
SAMAL
MR. PRAVESH
3 HAND WASH (SPARY) (500 ml) - 1
CHANDRA PANI
MRS. BINAPANI
4 UTENSIL CARE (500 ml) - 2
DAS
MR. SHARAT
5 VEHICLE WASH (250 ml) - 2
KUMAR PANDA
MRS. SUPRIYA
6 PHENYL (1 Lt) - 2, UTENSIL CARE (1 Lt) - 1
JENA
MRS. MEENA FLOOR CLEANER (500 ml) - 1, UTENSIL CARE
7
RANI NAYAK (SPARY) (500 ml) - 1
MR. ASHOK
8 VEHICLE WASH (250 ml) - 2
KUMAR DAS
MR. DUSASAN HAND WASH (500 ml) - 2, VEHICLE WASH (250 ml) -
9
DAS 1
MR.
10 RADHASHYAM FLOOR CLEANER (500 ml) - 1
MOHAPATRA
MRS. ANIMA PHENYL (1 Lt) - 3, UTENSIL CARE (SPARY) (500 ml)
11 ROUT - 1, HAND WASH (SPARY) (500 ml) - 1
12 MR. RAJESH DAS NO Purchase
MR. BHIMSEN
13 NO Purchase
PRADHAN
MRS. PRITIPUSPA LIQUID DETERGENT (EZEE) (250 ml) - 2, CLOTH
14 MISHRA WHITNER (UJALA) (250 ml) - 1
MR. NIRANJAN
15 NO Purchase
BHUYAN
16 MRS. ROJALINE NO Purchase
 LENKA
MRS. JYOTSNA
17 CLOTH WHITNER (UJALA) (250 ml) - 1
JENA

Link for the videos taken while selling: -

video of selling process 1.mp4 video of selling process 2.mp4

PROFIT & LOSS STATEMENT

MRP Purchase Quantit Cost Selling

(in Price (in y (in Price Price (in Profi Profit
ITEM Rs) Rs) Qty) (in Rs) Rs) t Margin %
PHENYL (1
Lt) 85 50 7 350 595 245 41.18
UTENSIL
CARE (1 Lt) 100 65 2 130 200 70 35.00
UTENSIL
CARE (500 ml) 60 40 2 80 120 40 33.33
UTENSIL
CARE
(SPARY) (500
ml) 70 50 2 100 140 40 28.57
HAND WASH
(SPARY) (500
ml) 75 55 2 110 150 40 26.67
HAND WASH
(500 ml) 90 45 6 270 540 270 50.00
FLOOR
CLEANER
(500 ml) 60 40 2 80 120 40 33.33
CLOTH
WHITNER
(UJALA) (250
ml) 35 25 2 50 70 20 28.57
VEHICLE
WASH (250 ml) 40 30 5 150 200 50 25.00
LIQUID
DETERGENT
(EZEE) (250
ml) 40 30 2 60 80 20 25.00
TOTAL 32 1380 2215 835 37.70
 CONCLUSION

This project's main emphasis is on the nuances of the sales process and personal selling.
Through this project, we are learning how to use selling in everyday life. We started our
journey by thoroughly analyzing the needs of our target market in order to create a product
need map. This in-depth evaluation helped us determine which product to advertise. We've
also included graphic aids to help clarify this topic more clearly. The building of a strong
selling foundation is covered in the following section. Everyone on the team contributed
knowledge of fundamental ideas like persuasion, effective communication, and numerous
sales strategies. We also gave insights into how we obtained data about KISS Brands products
and carried out a thorough evaluation. Additionally, our study turned up noticeable trends in
group buying and consumer behavior associated with KISS items. Understanding the
consumer's perceived value and matching it to the value proposition of our products are the
main goals of the final step. This is accomplished through the skill of generating and
expressing value during the sales process. This makes it possible for us to properly position
our products in the market and ensure that they meet and exceed the expectations and needs
of our potential consumer

KEY LEARNINGS

 Making use of the concepts of the 4Ps of Marketing.

 How to converse with consumers
 What sort of Questions to ask them before making the pitch
 Understand the consumers' perception of the price
 What are his/her priorities in making the choice
 How to handle rejections
 How to be resilient while trying to make a sale without being dis-respective
 Understanding the Values that a salesperson must possess
 Keep smiling even in the face of outright rejection.