MBA Marketing Project Report on ITC

June 13, 2018 | Author: Chetlapalli Vennela | Category: Retail, Sales, Strategic Management, Brand, Supply Chain
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Marketing project report on ITCACKNOWLEDGEMENT Before I get into the thick of the things I would like to add a few genuine words for the people who were part of this project in numerous ways. People, who gave unending support right from the stage the project was started, appreciated and encouraged when being depressed. In this context I would like to express my gratitude towards my parents and family members who have constantly supported and played a pivotal role in shaping my career. I take this opportunity to express my gratitude to Mr. S. CHAKROVARTY (T.D.M) and Mrs. M. Rama (HR) of ITC who have given me an opportunity to do the project in their esteemed organization. I would also like to thank Mr. ARVIND and Mr. Kamal (MARKETING) without their support this project couldn’t have been in the form in which it is now. I owe more than what I can mention mostly for teaching me to see the silver lining in every dark cloud. I totally be indebted my regards to my External guide Mr. S. Gupta (C.E.) and Mr. Ravi (P.S.R.) for their co-operation in the successful completion of the project. And finally I would like to thank my friends for their unending support. Table of content Chapter – 1 1. Company Profile a. Nature of business 4-10 b. Size of the business c. Market share d. Key Executives e. Type of Organization Structure 2. SWOT analysis of your company 3. How is your company positioned vis – a – vis the competitors, And what are the competitive strategies adopted by it? 4. Your role in the company 5. Performance Management System 6. Use of IT as a productivity enhancer in your organization 7. Any lacuna or area for improvement you have observed at your Work place /organization and your suggestions for improving it. 8. Learning experience a. Personal 11-13 14-16 17-19 20-22 23-24 25-27 28-30 b. Professional Chapter – 2 Bibliography 31 Company profile Nature of business ITC was incorporated on August 24, 1910 under the name Imperial Tobacco Company of India Limited. As the Company's ownership progressively Indianised, the name of the Company was changed from Imperial Tobacco Company of India Limited to India Tobacco Company Limited in 1970 and then to I.T.C. Limited in 1974. In recognition of the Company's multi-business portfolio encompassing a wide range of businesses - Cigarettes & Tobacco, Hotels, Information Technology, Packaging, Paperboards & Specialty Papers, Agri-business, Foods, Lifestyle Retailing, Education & Stationery and Personal Care - the full stops in the Company's name were removed effective September 18, 2001. The Company now stands rechristened 'ITC Limited' As one of India's most valuable and respected corporations, ITC is widely perceived to be dedicatedly nation-oriented. Chairman Y C Deveshwar calls this source of inspiration "a commitment beyond the market". In his own words: "ITC believes that its aspiration to create among India's Most Respected Companies by Business World and among India's Most Valuable Companies by Business Today. ITC has a diversified presence in Cigarettes. ITC's Agri-Business is one of India's largest exporters of agricultural products.2 billion in the last decade). Branded Apparel. Packaging and Agri-Exports. Personal Care and Stationery. ITC also ranks among Asia's 50 best performing companies compiled by Business Week. Information Technology. it is rapidly gaining market share even in its nascent businesses of Packaged Foods & Confectionery. Asia's 'Fab 50' and the World's Most Reputable Companies by Forbes magazine. Safety Matches and other FMCG products." ITC's diversified status originates from its corporate strategy aimed at creating multiple drivers of growth anchored on its time-tested core competencies: unmatched distribution reach. Size of the business ITC is one of India's foremost private sector companies with a market capitalization of over US $ 30 billion and a turnover of US $ 6 billion. in a study conducted by Brand Finance and published by the Economic Times. While ITC is an outstanding market leader in its traditional businesses of Cigarettes.* ITC is rated among the World's Best Big Companies. Paperboards & Specialty Papers. superior brand-building capabilities. Branded Apparel. ITC is one of the country's biggest foreign exchange earners (US $ 3.enduring value for the nation provides the motive force to sustain growing shareholder value. Hotels. Stationery. ITC ranks among India's `10 Most Valuable (Company) Brands'. effective supply chain management and acknowledged service skills in hoteliering. the strategic forays into new businesses are expected to garner a significant share of these emerging high-growth markets in India. ITC practices this philosophy by not only driving each of its businesses towards international competitiveness but by also consciously contributing to enhancing the competitiveness of the larger value chain of which it is a part. Over time. The Company's 'e-Choupal' initiative is enabling Indian agriculture significantly enhance its competitiveness by . Agri-Business. Packaging. Hotels. Personal Care. Paperboards. Packaged Foods & Confectionery. ITC's production facilities and hotels have won numerous national and international awards for quality. For the Shareholder. ITC employs over 26. 14.000 people at more than 60 locations across India and is listed on Forbes 2000. safety and environment management systems. The Company continuously endeavors to enhance its wealth generating capabilities in a globalizing environment to consistently reward more than 4. which has already become the subject matter of a case study at Harvard Business School. Limited in 1974 The company is currently headed by Yogesh Chander Deveshwar.000 shareholders." Market share ITC Limited (BSE: 500875) public conglomerate company headquartered in Kolkata. and shares ancestry with Imperial Tobacco of the United Kingdom. provides IT services and solutions to leading global customers. It employs over 26.C. but it is now fully independent. fulfill the aspirations of its stakeholders and meet societal expectations. ITC Limited completed 100 years on 24 August 2010. ITC InfoTech India Ltd. significantly enhancing the Company's marketing reach. ITC was the first company in India to voluntarily seek a corporate governance rating.[1] Its turnover is $6 billion and a market capitalization of over $30 Billion. This over-arching vision of the company is expressively captured in its corporate positioning statement: "Enduring Value. ITC InfoTech has carved a niche for itself by addressing customer challenges through innovative IT solutions. ITC's wholly owned Information Technology subsidiary. It started off as the Imperial Tobacco Company. This transformational strategy.T. . India.empowering Indian farmers through the power of the Internet. productivity. is expected to progressively create for ITC a huge rural distribution infrastructure. The company has its registered office in Kolkata. for the Nation. and was rechristened to Indian Tobacco Company in 1970 and then to I.000 people at more than 60 locations across India. Packaging and Agri-Exports. Packaging. Personal Care and Stationery. 'water positive' and 'solid waste recycling positive. Packaged Foods & Confectionery. ITC's businesses have created sustainable livelihoods for more than 5 million people. Stationery. Safety Matches and other FMCG products. Hotels. Branded Apparel. Information Technology.ITC has a diversified presence in Cigarettes. Paperboards & Specialty Papers. it is rapidly gaining market share even in its nascent businesses of Packaged Foods & Confectionery. Branded Apparel. a majority of whom represent the poorest in rural India. Hotels. Agri-Business. Personal Care. . ITC's aspiration to be an exemplar in sustainability practices is manifest in its status as the only company in the world of its size and diversity to be 'carbon positive'. While ITC is an outstanding market leader in its traditional businesses of Cigarettes. Paperboards.' In addition. Key Executives Organization Structure at HQ . Organization Structure in the field . a new introduction of finger snacks. ITC used its experience of transporting and distributing tobacco products to remote and distant parts of India to the advantage of its FMCG products.Mint-0 Fresh is the largest cough lozenge brand in India.India's most popular atta brand with over 50% market share. packaged foods and confectionary. personal care. Examples of its successful new FMCG products include:  Aashirvaad . incense sticks and stationery. Kitchens of India .pre-prepared foods designed by ITC's master chefs. Its businesses and brands are focused almost entirely on the Indian markets. greetings cards. It is also present in spices and instant mixes. In fact it is one of the World's most high profile consumer operations. branded apparel. For example. Information Technology. paper. Information Technology. incense sticks and stationery. branded apparel.     Mint-o . safety matches. and despite being most well-known for its tobacco brands such as Gold Flake. agriculture.is ITC's biscuit brand (and the sub-brand is also used on some pasta products). ITC master chefs from its hotel chain are often asked to develop new food concepts for its FMCG business. This SWOT analysis is about ITC. hotels. . agriculture. ITC is a diversified company trading in a number of business sectors including cigarettes. paper. hotels. personal care. Strengths ITC leveraged it traditional businesses to develop new brands for new segments. Swot Analysis of your company ITC is one of India's biggest and best-known private sector companies. the business is now diversifying into new FMCG (Fast Moving Consumer Goods) brands in a number of market sectors including cigarettes. greetings cards.2. Bingo! . Sun feast . packaged foods and confectionary. safety matches. 000 villages. It is also an ambitious project that has a goal of reaching 10 million farmers in 100.ITC is moving into new and emerging sectors including Information Technology. Its Gold Flake tobacco brand is the largest FMCG brand in India .Weaknesses The company's original business was traded in tobacco. the company is still dependant upon its tobacco revenues. It is interesting that a business that is now so involved in branding continues to use its original name. supporting business solutions. The company researched the tastes of consumers in the North. Bingo! And Sun Feast (and others) can be developed using strategies of market development. This is an original and well thought of initiative that could be used in other sectors in many other parts of the world.and this single brand alone hold 70% of the tobacco market. West and East of India of atta (a popular type of wheat flour). ITC stands for Imperial Tobacco Company of India Limited. product development and marketing penetration. To fund its cash guzzling FMCG start-up. e-Choupal is a community of practice that links rural Indian farmers using the Internet. ITC leverages e-Choupal in a novel way. So there is an argument that ITC's move into FMCG (Fast Moving Consumer Goods) is being subsidised by its tobacco operations. despite the negative connection of tobacco with poor health and premature death. Mint-o. Cigarettes account for 47 per cent of the company's turnover. and that in itself is responsible for 80% of its profits. then used the network to source and create the raw materials from farmers and then blend them for consumers under purposeful brand names . Opportunities Core brands such as Aashirvaad. Threats The obvious threat is from competition. How is your company positioned vis – a – vis the competitors and what are the competitive strategies adopted by it? ITC is a board-managed professional company. both domestic and international. Aashirvaad MP Chakki in the Western market and Aashirvaad in the Eastern market. Therefore the dynamic of competition will alter in the medium-term. ITC’s corporate strategies are: . Then ITC will need to decide whether being a diversified conglomerate is the most competitive strategic formation for a secure future.ITC's opportunities are likely to be opportunities for other companies as well. This concept is tremendously difficult for competitors to emulate. Chairman Yogi Deveshwar's strategic vision is to turn his Indian conglomerate into the country's premier FMCG business. The laws of economics dictate that if competitors see that there is a solid profit to be made in an emerging consumer society that ultimately new products and services will be made available. 3. It has a rich organizational culture rooted in its core values of respect for people and belief in empowerment.such as Aashirvaad Select in the Northern market. Western companies will see India as an exciting opportunity for themselves to find new market segments for their own offerings. committed to creating enduring value for the shareholder and for the nation.Per capita consumption of personal care products in India is the lowest in the world offering an opportunity for ITC's soaps. Its philosophy of all-round value creation is backed by strong corporate governance policies and systems. shampoos and fragrances under their Wills brand.  Benchmark the health of each business comprehensively across the criteria of Market Standing. Paper. Profitability and Internal Vitality.   Ensure that each of its businesses is world class and internationally competitive. Paperboards & Packaging.  Continuously strengthen and refine Corporate Governance processes and systems to catalyze the entrepreneurial energies of management by striking the golden balance between executive freedom and the need for effective control and accountability.Create multiple drivers of growth by developing a portfolio of world class businesses that best matches organizational capability with opportunities in domestic and export markets. Hotels.  Sustain multiple drivers of growth.  Create distributed leadership within the organization by nurturing talented and focused top management teams for each of the businesses. Enhance the competitive power of the portfolio through synergies derived by blending the diverse skills and capabilities residing in ITC are various businesses. Continue to focus on the chosen portfolio of FMCG. matching internal capabilities with emerging market opportunities  Pursue World class competitiveness in all businesses and across the entire value chain Best-in-class in terms of:   Internal Vitality Market Standing . Agri Business and Information Technology. usage of carbon neutral fuels and carbon sequestration through large-scale agroforestry programmes. comprising genetic improvement in livestock and economic empowerment of women. Upon . with focus on primary education and health and sanitation. ITC is committed to conducting its business operations with passionate respect for the environment. Internationally benchmarked specific consumption of water. ITC is also engaged in implementing various other sustainable development initiatives towards making a meaningful contribution in the economic vicinity of its operating locations. christened 'Mission Sunehra Kal'. to ultimately attain and exceed global standards. Profitability Strategy of Organization and Governance processes geared to    Manage multiple businesses Blend core competencies and leverage ITC umbrella strengths to Create new avenues of growth. ITC is making rapid strides towards attaining 'zero solid waste' status. and (iii) community development. Several prestigious national and international awards (listed elsewhere in this report) testify to ITC's abiding commitment. watershed and agriculture development. dedicated pursuit of the goal of zero discharge and scaling up of rainwater harvesting in several moisture-stressed districts of India have enabled ITC retain its enviable position of a 'water positive' Company for the fourth successive year. The water harvesting potential created so far is over four times the Company's net water consumption. Apart from crafting business models that establish direct linkages between businesses and societal goals. The thrust of these initiatives. functions and locations to continuously improve sustainability practices. Such recognition has further reinforced the Company's commitment to consciously synergise and direct the collective endeavour of its employees at all levels across all businesses. which includes wasteland. It is a matter of pride that ITC became 'carbon positive' during the year on the back of several energy conservation measures. (ii) sustainable livelihoods. is in three areas: (i) natural resource management. ITC seeks to contribute in meaningful measure towards social empowerment and genderised development. The Sales Associate is a key employee in maintaining good customer service. courteous customer service Rings up all sales on cash register. Sales associates demonstrate their products and advise clients on how using these products can reduce costs and/or increase revenue. pricing and keeping the store neat. In a nation where economic deprivation is widespread and the capacity of a large share of its citizens to participate effectively in economic growth is grossly limited. properly and accurately handling money. Sales associates can spend much of their time traveling to and visiting with prospective buyers and current clients. Similarly 4. such as stocking. clean and organized.already serves over 3. as well as assisting with merchandising responsibilities. ITC would perhaps be the only global enterprise of its size in the world to have achieved these milestones encompassing all three critical facets of environmental sustainability.5 million farmers and is potentially an efficient delivery channel for rural development. checks and other types of payment received for products sold .this achievement in the near term. human and physical assets .a combination of digital. The ITC e-Choupal and Choupal Saagar infrastructure . Key Responsibilities   Provides prompt. as designated. She/he is responsible for serving customers and accurately recording all sales. their primary duties are to interest buyers and purchasing agents in their merchandise or services and to address clients’ questions and concerns. The Sales Associate reports to the Assistant Store Manager or Store Manager. Your role in the company Nature of your work Sales Associates play an important role in the success of their respective companies. Regardless of the type of product they sell. cash shortages and other selling expenses Performs all duties with minimal supervision. ■Making ensure that all customers’ queries are well-investigated and resolved. and escalating queries if appropriate to supervisor. technology. and establishing expectations of customer service. This strategy includes using training. maintaining consistent quality control. lottery and money order machines Performs housecleaning duties necessary to maintain store cleanliness and basic upkeep and/or cleaning of all equipment in the store    Assists in maintaining proper inventory levels and shift audits Controls merchandise. developing.  Performs multi-function operation of fuel console. and improving employees’ skills. Their main responsibility is to define a customer service strategy of the organization. standardizing procedures and policies. ■Maintaining working cognition of each customer service process for various market segments and communicating issues to team manager. Interface with the other departments ■Assisting management and Team Manger with any assigned special projects and providing backup to the team manager when required. attend jobrelated meetings and perform other duties as assigned Process that I follow Customer Service Executives are accountable for formulating resolution and response in a timely and accurate manner and providing excellent customer services. may be required to work irregular hours. . Duties and Responsibilities ■Maintaining customers focus on all times and answering to customer’s enquiries using the standard guidelines. ■Taking ownership of complaint and queries and proactively following through to resolution. ■Developing and mentoring new staff to satisfy customer service requirements. you have to drive more sales than ever before. But setting arbitrary goals can do more harm than good. and customer service management. A business doesn’t succeed by standing still. ■Identifying and escalating consistent or recurring problems with the systems functionality. ■Supporting decisions made by customer service management and conveying positively to reinforce the team members. ■Assisting in improving and monitoring procedures and processes to ensure the cost-effective and the most efficient service. Stimulates the profit of the company by the increase in sales Increases sales Reduces bad debts Increases profits Builds customer loyalty Builds confidence of financial industry . Gain goodwill and loyalty of customers. ■Assisting in preparing and developing the documentation of the organization’s standard policies and procedures towards customer service. ■Maintaining professional strong working relationship with external and internal customers. Setting sales performance goals is a crucial step in increasing top-line revenue. Follow these steps to get the most out of your sales staff          Usually results in more customers than cash trade. colleagues. How does my work fit into the overall goal of the company One thing every business person knows about sales is that there’s never enough. Increase the sales. To be successful. These objectives naturally flow from the objectives of the unit/business. ITC believes the responsibility for career development rests both with the individual and the organization. Above all. The cornerstone of the performance management system is the Appraisal System. Performance Management System An iterative process of goal-setting. the key factor determining career growth is meritocracy and performance. communication. Increase the customer relationship 5. The individual agrees his performance objectives at the beginning of the year with his boss. retain and develop exceptional employees for organizational success. it is the individual's responsibility to ensure he enhances his competencies to shoulder higher responsibilities. The appraisal attaches as much importance to ''how'' results were . Career development therefore is a two-way process. While the organization provides opportunities for learning and growth. observation and evaluation to support. At the end of the year his performance is assessed against the objectives set. Based on an assessment of development needs. Managers are provided with company maintained cars and the facility of a club membership for business purposes. a development plan is drawn up for each manager. The entire process is transparent and objective.achieved as to the results themselves. Apart from the monetary component which comprises Consolidated Salary and Supplementary Allowance. The appraisal process also gives the individual an opportunity to share in a formal manner his own career aspirations and what he needs from the organization to enhance his own development. Certain specialisms are enhanced by extended and in-depth application and 'longevity' in a position. This requires a unique approach to career management of such 'specialists. the Pension Scheme being one of the most attractive in the country. generous loans for asset creation. leave travel assistance. All managers are members of ITC's Retirement Funds. Remuneration is bench marked with identified comparator organizations and reviewed periodically. The Company believes that as the competitive scenario gets more intense. etc. medical assistance for self and family. ITC's remuneration strategy is anchored in three basic principles: market-led. The rating is determined by the manager's boss and endorsed by his boss. Therefore.' . performance leveraged and the capacity to pay. two individuals are involved in assessing a manager's performance. specialism will increasingly become a source of unique competitive advantage. At middle and senior levels. managers are provided with quality accommodation. Other benefits include the facility of holiday homes. Remuneration changes are made once every year based on the performance rating of the individual. assistance for further education/self development etc. Commodity Trader. •To operate effectively. Product Development Specialist. ISB and other leading management institutes. Scientist. Forex Manager. Leaf Blender. Transaction processing As the hype around technology decreases. Agronomist. In fact. Streamline information technology to enhance overall performance. the Company sponsors identified managers to pursue a full time MBA programme at the IIMs. Process Specialist.10 lakhs. retailers are seeing clearly that technology's role is one of an enabler. speeding up of processes and delivering cost savings.Some of the specialist positions are Company Solicitor. Instrumentation Specialist. Corporate Communications Specialist etc the Company does encourage its managers to do so. subject to a maximum of Rs. The retail industry faces specific IT management challenges: •Transparency and Tracking: Retailers need greater transparency between systems and better tracking to integrate systems from manufacturer through to consumer to obtain customer and sales information. Use of IT as a productivity enhancer in your organization IT transformation is a key factor in achieving high performance for retailers. Managers are identified on the basis of their performance and potential. he continues to receive his Consolidated Salary and is reimbursed the cost of his education to the extent of 75% of the expenditure actually incurred. 6. These include: •To aggregate and analyze customer data to enhance differentiation. •To increase a company's ability to respond to a rapidly changing marketplace through enhanced flexibility and speed. Whilst the manager is away pursuing a full time MBA programme. Today's retailers need to transform their IT capabilities for a number of reasons. Decision making . retailers need to have one system working across stores (sometimes across national borders) to ensure the most effective use of stock and to support optimized business processes. Twitter and blogs to "invite. •Global Data Synchronization: Enabled by radio frequency identification/electronic product coding. Benefits for retailers include enabling the use of real-time data to monitor inventory levels. Point of Sales (POS). and various Data Mining (DM) technologies enable retailers to radically change the way they do business within the retail supply chain. and achieve increased supply chain efficiency in terms of labour cost reduction. The goal is to enhance business processes and keep up to date with innovation to become a high-performance business. What you can do now – Task a junior member of your team to be your "social outreach ambassador." "reply" and "request" . and order fill rate increment. lead time reduction. This creates what Accenture calls Silent Commerce. track and keep up on the buzz about your brand without the need to invest large amounts of money.•Customer Data: Information overload is a challenge for retailers because they need to collect and sift through data to convert it into useful information in a customer-centric industry. the following tactics will help you build. The innovation in Information Technologies (IT) and their uses in the retail supply chain increase the efficiency of the whole system itself. inventory accuracy improvement. you should be leveraging these pages further. 1. Social networking – You probably already have a Facebook and Twitter page that may or may not be yielding results for you." This role is focused totally on trolling Facebook. Any lacuna or area for improvement you have observed at your work place / organization and your suggestions for improving it. 7. the entire supply chain is becoming more intelligent. Radio frequency identification tagging also positions the company to better safeguard its shipments by enabling the tracking of products from manufacturer through the supply chain. These ideas compliment almost any brand at any budget. Radio Frequency Identification (RFID). Whatever category your retail business is in. Performance tracking Collaborates with companies to meet the need for positive IT management. Electronic Data Interchange (EDI). To help these pages along and to build up your social networking reputation or refute complaints. 3. The goal is to have a balance and to demonstrate through association that your brand is focused on improving. By confidently asking customers for business and customer service reviews. increase your positioning on search engines and help interested.Start asking your customers to review you on business sites like Angieslist. . and it was probably not flattering. The opportunity cost saved is not having uncontrolled rumors online. refute untrue online blog statements and reply to customers who have questions. You need to join this conversation. Whether you have a large customer service department.connections with current and potential customers and groups. Online reviews are here to stay and many current and potential customers use them to help guide their online research in deciding where to buy.com and customer service sites like MeasuredUp. Start with an intern and scale from there.com. content that mentions you or a competitor is constantly being added. so it could be hard to justify in your budget. But you have to consider this proactive marketing. What you can do now . potential customers find and trust you when researching online. but they don’t really get it and won’t be able to react as quickly as someone in your company culture who understands your brand. This is a hard position to measure effectiveness on. you will in no time have dozens of complimentary reviews of your company online. You can leverage the world of online reviews in your favor and often have more effect on purchase intent than the best TV commercial. Many PR firms are starting to offer this service. This is an area of marketing often overlooked or muddled with expensive and hard-to-use processes. even if you can’t control it. today many new online customer service tools exist that are often free or low cost. 2. The goal here is not to have only good reviews as even the best companies have some bad reviews about them online. already have a good customer service reputation or need to build one. Online comments – The Internet is talking about you whether you like it or not. no customer service department. On thousands of sites. By spending 20 or so hours a week on this effort you will slowly help along your Facebook and Twitter following. Customer service – In today’s economy no single thing matters as much for your sales and loyalty as building a great customer service brand. via a search engine. These will negate most bad reviews. If you are even aware of your customer service problem it is likely you first came across it the way most consumers find you: You found a review about your company online. Often.You have more to say about your business than you realize. When there is a comment field. . This will often lead to an exclusive or inclusion in a larger story about the topic. Do not try and pretend to be consumer as this will likely be found out and create further uncomplimentary content. have the intern write some intelligent content in response. What you can do now – You know your business and the kinds of things the press wants to cover. 8. especially if you have no previous experience. saying that you care about your reputation and appreciate the support of customers. customer service. PR . Learning experience Personal The thought of a career in sales can be a very daunting prospect.Take that intern who is working on Facebook. If you come across compliments. Regular press releases about important company events. 4. add on a quick "Thank You" comment. Polls like these help raise your company’s credibility build your reputation and keep your brand in front of customers. Create a poll on your Web site based on a topic of interest and then pitch the results to your press contacts. you can quickly augment your existing marketing efforts and start to raise your company's social media. State that they are an employee of the company and include a URL to your site. I will try and talk you through some of my own personal experiences. Twitter and blogs and have him also spend five hours a week searching for reviews about your company or articles about something that is relevant to your business. the press does not have the resources to generate data for a story. online and PR profile while helping increase sales and build online reputation. show your company cares about its reputation and will help drive traffic to your company Web site.What you can do now . If you have good contacts you also can pre-pitch an idea to them to gauge interest and then create the poll customized to their needs. This effort will help rebut negative views. Generate interest from journalists by creating content that will interest them. news or upgrades are often overlooked. With these easy and inexpensive marketing tips. Sales is different. If I had a bad month I still had my basic wage to fall back on. I was lucky enough to land a placement that included a salary plus bonus. This acted like a safety net. it really is that simple. The commission only package does have other implications. There are a few exceptions where you will be offered a salary but generally a sales persons wage is directly reflected by their performance. This could be a big factor when deciding if you want to take a chance with a career in sales. The money factor is often the catalyst that makes sales people perform.Sales. If you are bright out going and able to communicate with different people on different levels then you may well find that sales is for you. One of the biggest factors that I think comes into play with sales people is money. for example. You think money when you are selling. In most non-sales jobs employers can pick and chose whom they want to employ. Sales jobs are very often commission based so the recruitment process is usually very relaxed. if you don’t perform you don’t get paid. It’s almost like waving the carrot for the donkey. saying to your bank manager you are only paid on a commission only basis may not go . There is no template for the perfect sales person and there is no true technique that will work for everyone is all comes down to you. is all about your personality. The difference between a great sales person and a poor sales person generally all comes down to the nature of the individual involved. These are just a few considerations you should take into account when deciding if sales is for you.       Good sales all comes down to the following Well presented to your customers Good overall product knowledge Confident Well spoken Good listening skills . Conduct is very important in this role. Training is very often ongoing and you will be brought back in for refresher courses once in a while. At the time they seam pointless but in the long term they do help. A good sales rep will always try and show the company in good light and be polite and courteous at all times. The sales teams are very often the public face of the company and are in effect representing the company’s brand. They will also try and make you a fully aware of the products or service they offer.down to well when your are applying for a mortgage. Most companies that sell either products or services have a team of sales reps that are there to promote and sell their products to the public or businesses. Professional Training Most companies offer training to any new starts within the company. They will offer you tips and tricks to help you out when you are out selling. Try and take in as much of this as possible. 1. allowing you to finally be free of an office and a time clock. It all comes down to fine-tuning your own personal skills.All these factors play a part in making you good sales rep there is no magic formula that will make you perform in sales it is all just a learning process. Sales allow you to acquire cash much more quickly than a salaried job. but it also happens to be true . accountability. I know that’s one of the most cliché statements you’ll ever hear. Bibliography ITC website . and you have much greater control over your income than you would with a salary or hourly wage. long term perspective. Sales require you learn the some of the most important skills in business: goal setting.and thank goodness. 2. persistence. 3. determination. What works for one person won’t work for another. and a high tolerance for rejection and frustration. Success in sales gives you real flexibility in your work life.


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