DR.

MPS MEMORIAL COLLEGE OF BUSINESS

STUDIES, AGRA
Dr. B.R. Ambedkar University, Agra

Certificate

This is to Certify that the summer Training project title “A Study On Sales and

Distribution Department In FOW” submitted by Aditya Sharma Roll No.

1702675071006 for the partial fulfillment of the requirement of Bachelor of Business

Administration Degree (Batch 2017-2020) as per the requirement of the BBA curriculum

from Dr. B.R. Ambedkar University, Agra, embodies the Bonafide work done by him/her

under my supervision.

Mr.Rahul Sharma Mrs.Hima Jayas

(Head of Deptt.) (Asst. Professor )

Date: ……………….
Place: ……………….
 PREFACE
The present report is the outcome of the Internship Program of The University of
Agra organized at the Friendship on Wheels, Delhi. The objective of the
internship program was to familiarize the student with the implementation of the
knowledge she/he earned on the campus. The practical knowledge is far different
from the bookish knowledge that a student achieves in an institution.

The major problem that I faced during my internship was that there were not
sufficient published documents available on the Friendship on Wheels from
where I could get any information about the firm. Due to the limitation of time, it
was not possible to include all the aspects of the Friendship on Wheels as it deals
with hundreds of different items. The report focuses on a few of the important
aspects of the firm like different types of services provided to the clientele
including general, foreign trips. An important thing that I feel important to
mention that in some cases, some practices are performed which are not
accepted theoretically.

The present is not free of limitations. There might have problems regarding lack
of limitation in some aspects and also some minor mistakes such as typing
mistakes. These few drawbacks have occurred merely due to time limitation and
lack of secondary sources of information. Though I have tried my best to keep the
report free from errors, I apologize if any error is found which was not
deliberately made. If the report can help any person in providing information, I
will feel that the purpose of the report has been fulfilled.
 ACKNOWLEDGEMENT
It gives me a great sense of pleasure to present the summer Training Report
undertaken during BBA Vth Semester. I owe special debt of gratitude to my
Summer Training guide Mrs. Radhika Gupta (Business Manager) for his constant
support and guidance throughout the training. Her sincerely, thoroughness and
perseverance have been a constant source of inspiration for me. It is only his
cognizant efforts that my endeavors have seen light of the day.

I also take the opportunity to acknowledgement the contribution of Mr.Rahul

Sharma, Head of Department of Business Studies, college of Business Studies,
Agra and Mrs. Hima Jayas , Assistant Professor of Department of Business
Studies, College of Business Studies, Agra for their full support and assistance
during the training. Last but not the least, I acknowledge my friends for their
contribution in the completion of the summer Training Report

Aditya Sharma
BBA – Vth SEM
ROLL NO. 1702675071006
 DECLARATION

I, Aditya Sharma student of BBA (Bachelor of Business Administration) Vth Sem

from Dr. MPS Memorial College of Business Studies, Agra, affiliated to Dr.B.R.

Ambedkar University, Agra here be declare that the summer training report “ A

Study On Selling in FOW” is an original piece of work, no part of this project work

is either copied of partially or totally taken from some previous works.

Aditya Sharma
BBA – Vth SEM
ROLL NO. 1702675071006
 A STUDY ON Sales And
DISTRIBUTION DEPARTMENT IN
FRIENDSHIP ON WHEEELS
 CONTENT
About FOW 6-14

Departments of FOW 15-18

Administration and Human Resource 19-24

Job Part 25-30

Project Part 31-41

Product Development 42-50

Destinations 51-60

Packages and Plans 61-70

 Introduction of the Report

I have worked under the Sales & Distribution Department for past three Weeks.

My internship program is an educational requirement of BBA Program under an

assigned faculty of MPS College of Business Studies, which is a professional

degree. BBA students have to do an internship program as a practical orientation

to the workplace where I can amalgamate the traditional hypothetical knowledge

with practical work experience. I am pursuing my BBA from Dr. MPS College of

Business Studies.

Objective of the Report

Broad Objective

To utilize the experiences gathered during the internship

To observe the activities of Sales & Distribution Department of FOW.

Specific Objectives ƒ

To demonstrate different aspects of the organization

ƒ The operation and function of FOW’s different sales channel.

ƒ To present my observation and suggestions regarding “Sales Strategy of

FOW.”
Methodology

The data needed to prepare this report has been collected from both primary and

secondary sources.

Primary Data Source: Primary data has been collected through unstructured

personal interviews and discussions with officials of Sales & Distribution

Department of FOW and also from the field visit.

Secondary Data Source: The secondary data have been collected through FOW’s

official website, http://friendshiponwheels.blogspot.com/official website and

others website related to report topic.

RESEARCH DESIGN

TYPE OF RESEARCH: -

Descriptive research

Descriptive research includes Surveys and fact-finding enquiries of different kinds.

The main characteristic of this method is that the researcher has no control over

the variables; he can only report what has happened or what is happening.

DATA SOURCES

There are two types of data.

Source of primary data for the present study is collected through questionnaire
and answered by consumers of Friendship on Wheels. The secondary data is

collected from journals, books and through Internet search.

RESEARCH METHODOLOGY

Research comprise defining and redefining problems, formulating hypothesis or

suggested solutions; collecting, organizing and evaluating data; making

deductions and reaching conclusions; and at last carefully testing the conclusions

to determine whether they fit the formulating Hypothesis.

In short, the search for Knowledge through Objective and Systematic method of

finding solutions to a problem is Research.

RESEARCH OBJECTIVES

To study the tastes, preferences, and buying behavior of consumers in case of

Friendship on Wheels.

To analyze buying behavior of ladies segment of consumers.

To recommend strategies to FOW’s to increase sales in segments.

The main objectives of this study are:

Working of Insurance Plans

SWOT analysis of the product sold

Comparative study with the competitors

About FOW – Friendship on Wheels

"How does it feel to be on your own, with no direction home, like a complete

unknown, like a rolling stone "-Bob Dylan

LIVE THE JOURNEY OF LIFE !!

"Friendship On Wheels.” or “FOW” - "THE NEW WOW" is a new student start up

in hospitality horizon and event planning . We take this opportunity to introduce

FOW as a firm which has all the solutions to your queries related to tours and

events.

Our business policies are based on integrity and innovative business practices that

help us set the benchmarks for others to follow . We are sure with our unflinching

dedication and quality services.

The goal of the company is to provide our clients with successful and stress free

tours or various events, be it cultural, adventure or theme based and when we

arrange it, we believe that every participant should feel like an exclusive invited

guest !! We strongly believe that our customers have all the rights to get the best
of comforts & convenience and that is why we continuously strive to ensure that

each event or tour is exclusive and tailored to the minutest details, to meet the

specific needs of our client and express the client’s own uniqueness and

creativity.

FOW focuses on individually crafted holiday concepts that combine elements

from the rich repertoire. We use our extensive knowledge and research to

explore fresh concepts in travel and generate new and innovative ideas, which we

develop to produce customized itineraries. We realize that the same cookie cutter

plans don’t work for every individual or every group. Our tailor made packages

are constructed with each client’s specific requirements in mind: their choice of

destination, length of the tour, budget constraints and personal preferences.

Every package we design is one of a kind, because every client is one of a kind.
What We Do

We are a one stop travel solution and have planned vacations successfully for

more than 1,55,000 families. We provide all-inclusive group tours with in-house

tour managers as well as tailor made holidays personalised as per the travellers

preferred themes and interests. Our USP is providing vegetarian and jain

food along with other international cuisines as per the travellers palate. We also

provide services not limited to honeymoon packages, self-drive tours, ticketing,

visa, hotel, cruises booking, etc.

What We Believe

We believe that Travel brings knowledge, Knowledge brings opportunity and

Opportunity brings prosperity. FOW is not only business for us, but its a

philosophy. It is family owned business where the management believes in

transparency, trust, knowledge distribution and providing quality to our

customers. Our customers are our biggest brand ambassadors and our employees

are our biggest strengths.

 Our Strength

Our Vision & Mission

Our Mission

Our mission is to socially help, provide all sorts of services and information to

people to make works easier and assist in economic development of not just our

clients, but of the country as a whole.

Our Vision

It will be our endeavor to be the leader in the Indian Business market in service

range, service quality, operations network, brand value, customer retention and

business growth.

We shall achieve this through design up gradation and refinement of services,

continuous training and performance management of employees, adopting latest

technologies and implementing best management and business practices.

We shall strive to retain customer loyalty through consistent delivery of value for

money products/services to delight our customers.

Relation among the employees in office:

HR department of Friendship on Wheels Company makes sure that all the

employees in the organization they are having a friendly and good relation with

each another. What HR department thinks that if all the employees including

lower level and high level are not having good relation then they cannot give their

best effort to the organization and ultimately which is going to impact badly on

the company.

As a result HR department has some strategies regarding motivating their

employees more. Like they have a reward system which makes employees more

inspired and motivated towards their work. Like if any employee can fulfill any
given task on time then they will be given the award and they will get the reward

from the office.

Resting In the LAP of Nature

Life takes the most unexpected turns at the least thought of times! Yes,

last summer during the much coveted, long drawn out holidays my Dad

gave me the best birthday surprise ever in all of my twenty-three years. On

the morning of 12th May 2014, I was handed an envelope containing air-

tickets to Delhi from our hometown in Bhubaneswar, Odisha and a four

nights - five days tour package to Mussoorie. I just love travelling or rather

you could say I am a born traveller, having had my first out-station train

journey at the age of two, and even today that squeal of delight I gave on

opening that packet reverberates in my ears, bringing a smile to my lips.

Charged with happiness, excitement coursing through my veins, I,

Mom and Dad headed off to Delhi. The flight to the capital city was an

uneventful one, the aircraft skimming through the sea of clouds, past tiny

outlines of buildings, cities and grasslands, unfurling like a banner beneath

us, thousands of feet below. The usual two hours from Bhubaneswar to

Delhi literally seemed like two whole days as time dragged on at a snail’s
pace. But finally, we alighted at the Indira Gandhi International Airport at

New Delhi, and took a cab to the railway station. There, we boarded the

Shatabdi Express to Dehradun. And now the real fun began!

Travelling in the First Class compartment of one of the most

special trains of the Indian Railways was a blissful experience. We were

greeted with sticks of roses and a tempting array of snacks and beverages

by uniformed attendants dressed in a royal attire – a maroon buttoned-up

coat, white pantaloons and a brilliant red Pagdi, embroidered with much

gold thread. All through the four-hour journey, we were munching on

various tid-bits, sipping coffee, or black tea while watching the passing

landscape with growing enthusiasm. The vegetation changed as the train

manoeuvred through hilly terrain, broadleaf banyans and gulmohars giving

way to pines and conifers. Located about 230 kilometres from Delhi,

Dehradun, also called the “Abode of Drona” – a sleepy little town bordered

by hills and mountains – offered a welcome respite from the heat and dust,

the crowd and clutter of India’s capital city. We drove through metalled

roads, twisting and turning every now and then, spiralling upwards in

dizzying circles. These roads were cut out on hills, joining one part of the

land to the other. Birches, pines, fir and spruce towered over us, their
needle-like leaves swaying in the cool breeze. Snow-white clouds patterned

like flocks of fluffy sheep, seemed to race across the blue sky, making an

occasional detour through the window of our speeding vehicle. Higher and

higher we drove, the distant hills blanketed by lush greenery surrounded

by a backdrop of snow-clad mountains, presented a picture of awe.

After a forty-five minute drive, we finally arrived at Mussoorie, the

proverbial Queen of Hill Stations, located at an altitude of over 6,500ft

above sea level. On our way to the hotel, we caught a glimpse of the

Kempty Falls, snaking its way down the mighty hills, on the Yamunotri

Road. Soon, we arrived at the hotel Madhuban Highlands where a room

had been pre-booked for our stay. It was a fascinating place, located high

atop the hills, towering over the Mall Road and the Camel’s Back Road,

the ambience inviting and the staff quite friendly. Early the next morning,

we set afoot down the Camel’s Back Road, breathing in the scent of dawn,

revelling in the glory of mother nature. Far away from the din and bustle

of city life, spared from the scorching heat of the summer sun, we toured

the small town drinking in the beauty of the landscape and the

picturesque scenario it offered. Occasionally pausing to buy some

mementos from road-side vendors or to enjoy a steaming cup of tea, I felt

as if it were a dream. Indeed, it was nothing short of paradise on earth!

We also took a ropeway ride to Gun Hill, Mussoorie’s second

highest peak, which offered a spectacular view of the Himalayan ranges.

The place is so named as the hilltop had a gun mounted on it before

independence. I was saturated with joy, completely at peace with the

world, experiencing oneness with nature. The weather was bright and clear,

an occasional layer of mist enveloping the distant slopes. Taking an idyllic

stroll through the meandering mountain roads of the hill station, we

arrived at Landour Bazaar, a local marketplace where the native sold cheap

trinkets and handicrafts. I being a great fan of Ruskin Bond, the author

paid a visit to the Cambridge Book Store where he came every Tuesday.

But sad coincidence though, Mr. Bond was away visiting my hometown

Bhubaneswar as a delegate of a conference. So I just bought two of his

books that they promised to ship to my postal address duly signed, with

his autograph after he returned.

As evening descended, Camel’s Back road offered a spectacular

view of the sunset, as we found the much needed peace and tranquillity.

The breeze seemed to whisper through the trees, the lazily waving pines
and firs beckoning me to rest in their eternal serenity. Ah! What a blissful

existence.

Other quills will describe the grandeur of the places of tourist

attraction around Mussoorie – Dhanaulti, Nanga Parvat and Jwalaji Temple.

All I can say is that, I have toured many places across India – North to

South, but Mussoorie has indeed, justifiably left me spellbound. Time

seemed to fly with indecent haste and soon the day of our departure

dawned. Bags packed, but our minds completely refreshed and rejuvenated,

we said goodbye to those hills that had so warmly welcomed us to their

midst, making us feel completely at home in a foreign land and drove

towards the Dehradun Railway Station for the homeward journey. As the

car sped through the thicket of trees, I stole a last glance of the Snow

white facade of Madhuban Highlands, receding in the distance into a tiny

speck and made a promise unto myself – that yes I would return once

more to this heaven on earth, which through its subtle charm, grace and

serenity had stolen my heart! Yes, I now call Mussoorie my second home

and not unlike the first Australian born novelist Johan Lang who spent his

last years at Mussoorie, I too hope that one day, may my wandering soul

be put to rest in the lap of these marvellous mountain ranges.

And yes, those books arrived a fortnight after I reached home, bearing Rus

kin Bond’s signature and his best wishes. Even today when I slide open th

e book case, those two books catch my eye and I am visited by a mad urg

e to rush back to Mussoorie, relive all those coveted moments, breathe in

the scent of romance... To all those who do take out the time to read this

post, it is my sincere request, that if tranquillity and nature delight you, do

take a trip to Mussoorie, the Queen of hills. And I promise, you will never

regret it!

Services

TRAVEL -: Going out on a holiday has to be a tension-free and comfortable

experience; to give you the joy of travel ; we also organize trips and tours for you

so as to get you the best !!

"If you have a specific vacation plan in mind, do contact us and rest assured that

we shall make it happen. Travel, hotel and activities laid out for you exactly the

way you envisioned it. At FOW, every little detail will be looked into with the

same attention that you ever wanted.

Be It local or Outstation travelling, we will make sure to give you the best.

OUR travel services:

 Domestic Tour Packages

Leisure Tours

Business Tours

Special Group Tours for Corporate and Colleges

Adventure Tours

Educational Trips for Schools

One day picnic for Corporate

Pilgrimage Tours

Hotel Booking

Air Ticketing

EVENTS -: It’s a time for Rejoice, whether corporate get-together or personal

celebration, every party demands an element of exclusivity as per the guests

profile, occasion, number of guests, whether conditions & venue orientation etc.

And we are having a dedicated team to conceptualize and to fabricate a dream

evening for you with many customized & many innovative themes.

We organize band performances, fests, rock shows and all sorts of parties to

make your life brighter and full of fun!!

Deals in organizing & managing all kind of small & big events, functions, College &

School Fest, Annual Day, Promotion Activities, Fashion Shows arrangements,

arrangement of Ticketing partner & Promotion of events, and all kind of tailor-

made entertainment shows.

PARTIES & WEDDING ARRANGEMENTS -: Wedding is the most personalized and

special event for a family. Our Experienced personnel have the capability to

organize weddings and parties making the best out of your budget!

We Deals in Organizing all kind of parties for family Members, Group Parties, Pool

Party, School & College parties.

We are also providing the Services for arranging Weddings, Receptions & Other

Cultural Events.
Departments of FOW

HR Practice

Administration and Human Resource: As the name implies, this department has

three major divisions. The Administration division is responsible for Contract,

Legal and Protocol & Government affairs. The Purchase & General Maintenances

is responsible for Purchase & Support and Estate & Properties, Maintenance &

general security. The Human Resource department is responsible for procuring

future employees according. This department is also responsible for maintaining

the database of all employees, leaves, attendance, health care and related fields

of employees.

Administration and Human Resource

Although Qubee is a new company with a small group of employees but they are

keen to manage their employees through HR practice. FOW has the 4 layer
distribution of employees. Currently they have 130 enthusiastic employees to

operate their company. The head of the company is CEO and under him they have

functional managers who are senior managers, managers, assistant managers.

Respectively senior executives and executive’s works under the functional

managers. Though these 4 layer human resource distributions FOW create

synergy between their employees and make their collective effort much more

effective. For recruitment employees FOW is using EN ROUTE recruitment agency

and other some recruitment agencies to get efficient employees.

Marketing

Friendship on Wheels marketing team is working nicely. Marketing department

has three sub departments. These are….

1. Services Development

2. Branding

3. CSR/PR

Product Development

This department is responsible for find out the innovative features that can

attract the existing and potential customers. Product development is one of the

key departments in the company. While developing new packages and tariff plans
this department has to keep in mind the profit and cost issue. Under all these

constraints the department has been producing exciting and new features which

ultimately attract customers .Product team always tries to come up with different

types of products by considering peoples need and wants. Product team

introduce NEW plans , for the customers.

Branding:

The brand department of the company deals with image of the brand to the

customers. It basically helps the brand to portray its intentioned image to the

potential target group. This department along with the Marketing Communication

department deals with the promotional activities

CSR/PR:

FOW has another sub department called CSR/PR department. Though they are

not doing so many CSR activities but they are planning to engage in CSR activities.

FOW does different sorts of public relation activities to promote their product in

the market which involves different University campus campaign. They are

offering campus package especially for the students and they are arranging

different campus campaign to sell their product. They are also arranging different

concerts to grab the attention of the customers.

SALES STRATEGY OF Friendship on Wheels

Strategy

FOW has exceptional expertise in the design, roll-out and delivery of telecoms

networks in emerging markets.

FOW's strategy is to

Identify emerging market opportunities. FOW's selection criteria is based around

sound business planning principles which identify markets based on a number of

key success defining factors such as population (and urban density), literacy levels

and GDP.
Job Part

1 Description/nature of the job

As I am working as Territory Sales Officer, it is mostly field work job and has to

spend most of the time in Market to find out the problems and opportunities to

increase the sales tar need target. For this job Territory sales officer need to be

self motivated, energetic and entrepreneur spirit to sell, train, manage, and lead a

team of service Representatives to drive new business Revenue. Though this is an

entry level job in Marketing, but in this field employees got huge opportunities to

excel in marketing related job as people are getting experience directly from the

root level. Even there are rapid advancement possibilities to get higher position

and unlimited earnings potential as there are facilities of huge incentives and

commissions.

2 Specific responsibility of the job

-- Maintain a high energy/high caliber direct sales staff.

As in My Branch I was assigned with DSE (Direct sales Executive) who are assign to

take orders from the retailers, depending on the Plan, in very next day unit send

Plans to the office. If they are not able to meet their assign targets, it means that I

am unable to meet my target. So we need proper planning, communication and

strategy to achieve the target value.

Achieve reasonable but aggressive sales results.

Sales job is all about numbers, sales people are the key persons to achieve the

monetary value from the customers. In my territory I am given target of 1.35

crore taka per month which also varies depending on situation. I should say its

very difficult target to meet but not impossible. In my first month I was able to

meet 80% of my target. –

- Ability to sell the Signature Network product.

Our Signature products are: Foreign Trips, 7-8 days Plans. So, we have specific

targets to sell these plans to the maximum. –

- Train, motivate and coach a team of 15-20 Full time sales

consultants.

The basic of sales job is to repeat same thing again and again. The only way to

accomplish your job is to motivate your employees, I am not the person who is

selling company products but selling that, so my duty to is train them on

continuous basis and motivate them to sell the packages. –

- Understand the market, the customer and the competition.

Understanding the market is the key part of my job; views and ideology of the

market peoples are different in different territory. Like in the Chittagong market

customers always want to do business in Credit, but in Dhaka Market Case are
different. Also I need to monitor what are task done by my competitors in the

market, -

- Develop territory, market penetration and sales execution strategies

to consistently attain and exceed goals.

We need to find new market and new shops to increase our sales; there are

many shops that are not doing with our company –

- Ensure each sale consultant is equipped and driven to fulfill clients'

present and future needs through consultative engagement and

solutions selling.

DSE (Direct Sales Executive) should be aware of the entire promotional offer and

the facilities for our valued customer. When they go to market they need to make

sure they are taking their TAB, Order book, campaign list, and wearing good

attire. It‟s my responsibility to check these things and also we are conducting

business in such a way that in long run we both party get benefited.

- Foster an environment of open communication.

Communicating with upper chain and lower chain is the most important task for a

Territory sales Officer. TSO is the medium to conduct the business smoothly
without fewer obstacles. It‟s my core responsibility to call by management and

employees for regular updates.

Different aspects of job performance

As I am working in this job for about three weeks, in this short time period of

time I need to adapt with many new things and environment. In this organization

process and system are so dynamic that it changes to rapidly, so I had difficulty in

adapting that, but now I do think that is the best part of this job.

In last three month, I was engage with three different important projects - so

learning was different from different projects. But overall some key aspect I learnt

from doing this job is

Communication Skill: As on regular basis I am responsible to communicate with

my higher authority, below authority, retailers, suppliers and many more concern

units directly, over the phone, via email etc. So this is one the key aspect of the

job performance.

Reporting: After each and every task, on daily basis I need to report my sales

report to my regional manager and to head of sales. So I need to work on

Microsoft excel to submit the reports. By doing this reporting, I am continuously

improving my Microsoft Office skill.

Market Visits: On the regular basis I need to visit market to audit my sales,

display, market gaps, problems of retailers and many other challenges. Almost

every day I need to monitor my territory and sales representatives from 11am to

4pm.

Pressure Management:

One the key task of territory sales officer is to handle huge pressure of sales from

the different segments. If there is any problem in market or decline in sales than

TSO‟s are responsible for that. We are given huge targets and by achieving that

we get our TADA, incentives and other facilities, so to get those opportunities we

need to bear huge pressure.

Role and Responsibility as Territory Sales Officer:

Daily Activity Chart of TSO/Sales Supervisor

8:15 - 8:30 AM

Report to respective Stockiest point / Branch

8:30 – 9:30 AM

1. Check Attendance Registrar and ensure timely arrival of DSE.

2. Check Delivery Registrar and give feedback on previous day‟s SRN

3. Select Routes for the DSE for that day according to Fixed Journey Plan (FJP).
4. Inform DSE of his required level for today, set today‟s focus

product/initiative/channel, give motivation and suggest him the right way-

forward to ensure 4 DAILY PRIORITIES (Productivity, LPB, initiative, Golden Store)

target based on till date updated report. (All Reports must be updated till date in

previous day evening, no report update in the morning)

5. Complete OT DSEs feedback in 30 minutes (8:30 to 9AM). OT DSEs must leave

the branch/point by 9AM and start his first call at the first outlet (as per DRCP) at

930AM. TSO will verify this individually by a phone call.

6. Spend additional 30 minutes with MAS DSEs (9 to 9:30AM) and give feedback

how to achieve VALUE target for the day along with 4 daily priorities. MAS DSE

must leave branch/point by 930AM and start his first call at the first outlet (as per

DRCP) at 10AM. TSO will verify this individually by a phone call.

9:30 - 10:00 AM

1. Talk to Area Sales Manager, update him on today‟s plan and objectives for

market visit (FJP for market visit must be pre-aligned with ASM by 2nd day of the

month) 2. Leave branch/point for market with diary/notepad and Reach market

by 10AM
10:00 – 3:00 PM

1. Starts Market Visit with the FIRST OUTLET of route as per his market visit plan

according to given FJP and he will work on that same route with the same DSE

throughout the day.

2. Checks outlets with DRCP and find any new outlet in that route

3. Work with DSE and observe if DSE is making following the 7 steps of an ideal

sales call accurately. Follow EDAC method.

4. Looks for opportunity to sell additional value and SKUs in outlet and gives on

the job training to DSE on finding and utilizing market opportunity, building trade

relationship visiting all top outlet owners of the route, ensuring proper

distribution of products in right outlet and ensure merchandizing through DSEs.

5. Check and audit Golden stores and all hair care and whisper display according

to GS and display norms.

6. Checks if DSE is making the memo accurately and gives promotion properly.

Check with memo in the outlet

7. Checks some outlets before DSE has served them, observes the stock on hand

status, merchandizing opportunity, retailer‟s feedback on DSE service quality and

honesty.
8. Checks if DSE is making call at EVERY outlet in his route and giving equal effort

in each of the outlets behind selling priority brands, number of successful call and

factors affecting the success rate.

9. Looks for market feedback on retailer‟s response on P&G products,

promotions, and competitor information and competition reaction.

10. Give first call to all the DSEs at 12PM, next call at 3PM and final call at 5PM to

check progress of 4 Daily Priorities.

11. Take note of all the market and DSE feedback in a diary and make a summary

of the input

3.00 - 4.00 PM

Return from market to branch/point and have refreshment

4.00 – 6:00 PM

1. Reporting (Productivity tracker update, GS tracker Update, Target Vs ach

update, SDL tracker Update).

2. Report analysis

3. Based on Report analysis and Market visit, create separate specific Action Plan

(Activity, Owner, Timeline) for individual each of the DSEs according to his

improvement area

4. Share the action plan with ASM over phone

6.00 –8:00 PM

1. Deploy the action plan to DSEs individually; give a timeline, track progress day

to day on the action plan and follow up according to the timeline in future date.

2. Collects the order amount and all 4 Daily Priority statuses against the target

given in morning. DSEs receive feedback or warning according to performance.

3. SAP order input check

4. Observes the memo summary of DSE and ensures proper focus on calculation

accuracy on DSE‟s part.

5. Checks the memo summery and informs DSEs if any SKU has limited number of

promotions or if the any promotion is being underutilized to prepare for next

day‟s call. In case of significant mismatch between ORDER and DELIVERY, DSE

must be warned if he is reporting orders inaccurately.

6. Complete all DSE feedback in the Day closing meeting in the evening. DO NOT

leave anything for next morning kickoff meeting.

Daily Report: Productivity, LPB, GS, initiative, display, By DSE retailing, SDL

retailing reports

Monthly Report: Summary of Daily Reports, Monthly TBR, Promotion Claim

Sheet, Retailing & Closing, SDL Summary reports

Critical observation and recommendation

Yes, Distribution and Sales of is difficult but interesting. There are plenty of

freedoms in this job as most of the time you need to be in market which wouldn‟t

be possible in normal desk job. But for me the most critical observation is that

there is no balance between the Social life and work life. Sales people need to be

in office from morning 8 am, and then they visit market and need to be in market

to ensure the target they have to stay there till evening. After that they need to

report back to office and complete all the documentation task and need to ensure

the previous day delivery. Therefore it takes almost 9.0pm to 9.30 pm average to

complete the entire task. So we can say there are no time for family and friends

for the sales people. Sometimes during the week holiday and in government

holidays we need to do office to ensure our monthly targets or competitions.

As a new member of sales career I don‟t have any direct recommendation to

solve this time of problem because these become the structure and basis of sales.

I am trying out to solve this problem in My Branch and trying to increase the

efficiency so that we can complete the entire task between 7.00-7.30 pm

maximum.
 Project Part

Introduction

This report is about my experience as an intern at FRIENDSHIP ON WHELLS . I

successfully completed my internship in the Sales and Distribution department of

International Brands Limited under the supervision of Sadiya Shahnaz, Senior

Executive at FOW HR. In the report I have explained few of the roles which I have

learnt in Sales and Distribution department as well as in Supply Chain

department. I gained knowledge on the basic operations of Sales and distribution

like Sales, Team work, Trade Promotions, Claim Adjustments, Memo Supporting,

TSO/ASM Expenses Recording and Market Analysis. Also in the Supply chain

department, I learnt operating the enterprise software SAP, Purchase Order (PO)

and Good Received.

During 3 Weeks time I was assigned with various responsibilities especially during

my training period of 1.5 Weeks. In my internship report I like to highlight 2

different projects in which I was working Mysore- Wanderlust

 DATA ANALYSIS & INTERPRETATION

1) Age:

According me, age 18-30 67%, 30-45 24 %, age 45-60 07 % in FOW Delhi
2) Gender:

According me. Male 70 %, female 30 %.in FOW Delhi.

3) Occupation

According me, housewife 13 %, Salaried person 33 %, Businessman 27 % and

student 27 % in Delhi
4) How Frequently do you visit FOW?

From the above chart we can Every Week 14 %, Once in two 21 %, Once in three

week 24 %, and once in month 41 % are customer shopping in FOW Delhi.

5) Through which source did you come to know about this FOW?

From the above chart we can be Calling 40 %, holding 5%, newspaper 05 %,

Friends/family 10 %, and SMS 40 % information customer in FOW

6) Does the sale promotion of FOW attract you for TRIPS? Particulars No. of

Respondent

From the above chart we can be higher Yes 83 % and lowest No14 %
7) How do you rate the presentation of packages in FOW?

From the above chart we can be higher Very good 40 % and lowest Poor 10%

%come in FOW.
8) How do you rate the offer in FOW?

From the above chart we can be higher Good 37 % and lowest Poor10%come in

pantaloons.
9) Do you think to displays it is easy to shop at pantaloons?

From the above chart we can be higher Yes75% and lowest No26 %come in FOW.
10) Does the sale promotion activities of FOW made you to visit FOW again?

From the above chart we can be higher Yes 85 % and lowest No15 %come in FOW
• RECRUITMENT SOURCES

• INTERNAL SOURCES

Persons who are already working in an organisation constitutes are ‘internal

sources’ retrenched employee. Retired employees are internal sources of

recruitment.

• EXTRNAL SOURCES External sources include advertisement, campus, interview,

through agency, waiting list etc. in FOW for recruitment of the employee

company take support of waiting list and even if needed sources are use.

• SELECTION METHOD Selection of people is easy but selection of right people is

difficult task.

➢ Determine whether the applicant meets the qualification for a specific job.

➢ To choose the applicant who is most likely to perform well in that job.

➢ The stages are including in the selection processes are as…

 PRIMARY STUDY

What is Sales promotion?

Sales Promotion is Very important component of the marketing, the promotion

mix .It focuses on encouraging the potential customers to buy the products or

services of an organisation, by enhancing its value. Sales promotion is one of the

five aspects of the promotional mix. The other 4 parts of the promotional mix are

advertising, personal selling, direct marketing and publicity/public relations.

Media and non-media marketing communication are employed for a

predetermined, limited time to increase consumer demand, stimulate market

demand or improve product availability. Examples include contests, coupons,

freebies, loss leaders, point of purchase displays, premiums, prizes, product

samples, and rebates. Sales promotion is one of the five aspects of the

promotional mix. (The other 4 parts of the promotional mix are advertising,

personal selling, direct marketing and publicity/public relations.) Media and non-

media marketing communication are employed for a predetermined, limited time

to increase consumer demand, stimulate market demand or improve product

availability. Examples include contests, coupons, freebies, loss leaders, point of

purchase displays, premiums, prizes, product samples, and rebates. “Sales

promotion incentive offering and interest creating activities which are generally

shot term marketing events other than advertising, personal Selling, publicity and

direct marketing. The purpose of sale promotion is to stimulate, motivate and

influence the purchase and other desired behavioral responses of the firm

customers.” Sales promotion offers a direct inducement to act by providing extra

worth over and above what is built into the product at its normal price. These

temporary inducements are offered usually at a time and place where the buying

decision is made. Not only are sales promotions very common in the current

competitive market conditions, they are increasing at a fast pace. These

promotions are direct inducements. In spite of the directness, sales promotions

are fairly complicated and a rich tool of marketing with innumerable creative

possibilities limited only by the imagination of promotion planners. Sales

promotion is often referred to by the names of ‘extra purchase value’ and ‘below-

th40e-line selling

DEFINTION OF SALES PROMOTION

Philip Kotler(1936) “Those marketing activities other than personal selling,

advertising, and publicity that stimulate consumer purchasing and dealer

effectiveness, such as display, shows, demonstrations, expositions, and various

other non-current selling efforts, not in ordinary routine.”

Objectives of Sale promotion Activities

1) To introduce New Products: To induce buyers to purchase a new product, free

samples may be distributed or money and merchandise allowance may be offered

to business to stock and sell the product.

2) To Help the firm Remain Competitive: Sales promotions may be undertaken to

meet competition from a firm.

3) To Educate Customers: Educating customers simplifies the efforts of sales force

and motivate them for larger purchases.

4) To create awareness about product: It has been found that most of the sales

promotion techniques are highly effective in exposing customers to products for

the first time and can serve as key. Promotional components in the early stages of

new product introduction. Additionally, as part of the effort to build product

awareness, several sales promotion techniques possess the added advantage of

capturing customer information at the time of exposure to the promotion.

5) To create interest among customers: Researchers have shown that sales

promotions are very successful in creating interest in a product. In actual, creating

interest is often considered the most important use of sales promotion. In the

retail industry, appealing sales promotions can significantly increase customer

traffic to retail outlets. Internet marketers can use similar approaches to bolster

the number of website visitors.

Another important way to create interest is to move customers to experience a

product. Several sales promotion techniques offer the opportunity for customers

to try products for free or at low cost. This exercise can convert visitors into

customers.

6) Source of Information: Usually sales promotion techniques are planned to

move customers to some action and are rarely simply informational in nature.

However, some sales promotions do offer customers access to product

information. For instance, a promotion may allow customers to try a fee- based

online service for free for several days. This free access may include receiving

product information via email.

7) To stimulate Customers’ demand: After informing the initial basic knowledge,

the most important use of sales promotion is to build demand by convincing

customers to make a purchase. Special promotions, especially those that lower

the cost of ownership to the customer (e.g., offering heavy discount), can be

employed to stimulate sales for a small period.

8) Brand Building: Building brand value is one of the main objective of sales

promotion. A sales promotion may be done to attract attention towards a new

product/brand or some services that has been launched by the retailer and to

induce trail purchase. It has been practiced by some retail companies like FOW

reward good or “privileged” customers with exclusive promotions schemes, such

as email “exceptional deals” and price cut while cash payment.

9) To Facilitate coordination: Sales promotion can be easily used to facilitate

coordination and proper link between advertising and personal selling.

10) To induce present customers to Buy more: Present customers may be induced

to buy more by knowing more about a product, its ingredients, and use
1) Push Strategies: A push strategies involves convincing trade intermediary

channel members to “push” the product through the distribution channels

to the ultimate consumer via promotion efforts. The company promotes

the product through a reseller who in turn promotes if to yet another

reseller or the final consumer.

• The brand clutter or brand identity is weak.

• Product differentiation is not available.

• The budget for promotion is low.

• Brand loyalty low.

• Marketing channels are short and direct.

• Access to advertising media is not possible.

2) Pull Strategy: A strategy attempts to get consumers to “pull” the product

from the manufacturer through the marketing channel. The company

focuses its marketing communications efforts on consumers in the hope

that it stimulates interest and demand for the product at the end-user

level.

• Brand identity is strong.

• Brand loyalty is high.

• Promotion budgets are high.

• Category of the product is high involvement product.

• There is perceived product differentiation.

• Retail includes self service, i.e., supermarket culture

Background of the study

The advertised mediums such as Newspaper, magazines, calling, SMS,

hoarding, friends/family. It promotion activity for marketing a commodity. It

usually provides information about the advertising firm, its product qualities,

place of availability etc.

It obvious that there is no elements such as paid, non personal, mass media,

act of persuasion makes advertising to be controlled means of mass

communication. May take any form-visual oral to promote product. The

advertising wish to convey to target audience.

The study is attitudinal characteristics seek to the literature of couponing. The

study also aims to examining the relationship between consumers attitudinal.

Problem statement

To find out the Sales Promotion level of customer those who purchase the

products in FOW. Consumer behaviour research is the scientific study of the

processes . Tourism has changed the fortune of several companies across the

world in this booming Travel.

The purchase of good or services includes a number of factors that could

affect each decision. There is a widespread recognition that consumer

behaviour is the key to contemporary marketing success

ANNEXURE

QUESTIONNAIRE

1. I Plan mu own Trips

Very frequently 60

frequently10

sometimes10

never20

2. I find trip a pleasurable event.

Very frequently 50

frequently25

sometimes25

never

3. I buy costly packages

Very frequently35

frequently15

sometimes20
never30

4. for purchasing packages, I can travel long distance

Very frequently 50

frequently25

sometimes25

never0

5. I buy packages which are liked by my family

Strongly agree60

Agree25

Indifferent5

Disagree10

Strongly disagree

6. I buy packages which are advertised attractitively

Strongly agree20

Agree20

Indifferent25

Disagree20
Strongly disagree15

7. I buy packages which are advertised and endorsed by celebrity.

8 I like to buy packages which are import to Paris or Italy.

Strongly agree40

Agree30

Indifferent15

Disagree10

Strongly disagree5

9. I like to buy Packages which are chose to cheap.

10. I like to buy packages which are Full of Joy

Strongly agree80

Agree10

Indifferent10

Disagree0

Strongly disagree0
11. I like to buy pacakges which are less expensive but very historical.

Strongly agree 30.00

Agree 50.00

Indifferent 14.00

Disagree 4.00

Strongly disagree 2.00

12. I Like to buy packages which are not very expansive but comfortable (%.of

Respondents)

Strongly agree 10.00

Agree 30.00

Indifferent 18.00

Disagree 32.00

Strongly disagree 10.00

13. I Like to buy packages which are not stylish but comfortable and long trips

Strongly agree

Agree

Indifferent

Disagree
Strongly disagree

14 I Like to buy packages which are expensive but comfortable strongly agree

Agree

Indifferent

Disagree

Strongly disagree

15 I like to buy FOW which are expensive & Relaxed trips ever but comfortable

Strongly agree 8.00

Agree 24.00

Indifferent 4.00

Disagree 2.00

Strongly disagree 2.00

16 I like to buy FOW which are not very Expansive but comfortable

Strongly agree 12.00

Agree 16.00

Indifferent 2.00
Disagree 8.00

Strongly disagree 2.00

17 I like to buy FOW which are providing luxuries trips too.

Strongly agree 8.00

Agree 16.00

Indifferent 2.00

Disagree 12.00

Strongly disagree 2.00

18 I like to buy FOW which are very supportive during trips

Strongly agree 14.00

Agree 16.00

Indifferent

Disagree

Strongly disagree

19 I like to buy FOW which are taking care of each and everything during trips

Strongly agree 4.00

Agree 10.00

Indifferent 4.00

Disagree 14.00

Strongly disagree 4.00

20 I like to buy FOW which are very vast variety of tour and trips.

Strongly agree 2.00

Agree 6.00

Indifferent 8.00

Disagree 22.00

Strongly disagree 2.00

21 I like to buy monsoon expert made packages which are very sensible.

Strongly agree 10.00

Agree 38.00

Indifferent 24.00

Disagree 16.00

Strongly disagree 12.00

22 I will certainly buy packages if high quality Hotels matching imitation features

given free.

Strongly agree 36.00

Agree 56.00

Indifferent 4.00

Disagree 4.00

Strongly disagree 0.00

23 I will certainly buy packages if high quality imported scent given free.

Strongly agree 38.00

Agree 60.00

Indifferent 2.00

Disagree 2.00

Strongly disagree 0.00

24 My expectation is fulfilled by my Agent.

Strongly agree 6.00

Agree 24.00

Indifferent 42.00

Disagree 8.00
Strongly disagree 0.00

25 Tour and Travel companies should survey customer preferences.

Strongly agree 24.00

Agree 56.00

Indifferent 16.00

Disagree 2.00

Strongly disagree 2.00

26 Tour and Travel should suggest Tour design using celebrity.

Strongly agree 32.00

Agree 52.00

Indifferent 14.00

Disagree 2.00

Strongly disagree 0.00

27 I know exactly what I want in my Trips.

Strongly agree 8.00

Agree 26.00

Indifferent 24.00
Disagree 22.00

Strongly disagree 20.00

28 I don’t want to spend too much time on deciding my Trips.

Strongly agree 28.00

Agree 58.00

Indifferent 8.00

Disagree 6.00

Strongly disagree 0.00

29 TV display is the best form of advertisement

Strongly agree 24.00

Agree 48.00

Indifferent 10.00

Disagree 4.00

Strongly disagree 0.00

30 T.V advertisement is the best form of advertisement

Strongly agree 16.00

Agree 52.00
Indifferent 4.00

Disagree 16.00

Strongly disagree 12.00

31 Buying customized Packages by internet is very attractive.

Strongly agree 24.00

Agree 52.00

Indifferent 4.00

Disagree 16.00

Strongly disagree 4.00

32 Buying customized Packages by internet is very attractive. But no spam mail.

Strongly agree 16.00

Agree 28.00

Indifferent 2.00

Disagree 10.00

Strongly disagree 44.00

Destinations, Plans and Packages

Manali

Destination: Kullu, Manali, Manikaran, Rohtang

Duration: 5 days

Just 40 kms away from Kullu to the north, Manali is situated near the end of the

valley on the National Highway leading to Leh. The landscape here is breath

taking. One sees well-defined snow capped peaks, the Beas river with its clear

water meanders through the town. On the other side are deodar and pine trees,

tiny fields and fruit orchards. It is an excellent place for a holiday, a favorite resort

for trekkers to Lahaul, Spiti, Bara Bhangal (Kangra), and Zanskar ranges. From

temples to antiquity, to picturesque sight-seeing spots and adventure activities,

Manali is a popular resort for all seasons and for all travellers.

Manali Sightseeing : Sundernagar Lake, Pandoh Dam, Vaishno Devi Temple, Snow

Point, Solang Valley, Hadimba Temple, Manu Temple, Tibetan Monasteries,

Vashisht Temple and Hot Springs Visit Club house.

Paradise on Earth – Kashmir

Destination: Gulmarg, Sonmarg, Srinagar

Duration: 4 days

Jammu and Kashmir is home to several valleys such as the Kashmir Valley, Tawi

Valley, Chenab Valley, Poonch Valley,Sind Valley and Lidder Valley. The main

Kashmir valley is 100 km (62 mi) wide and 15,520.3 km2 (5,992.4 sq mi) in area.

The Himalayas divide the Kashmir valley from Ladakh while the Pir Panjal range,

which encloses the valley from the west and the south, separates it from the

Great Plains of northern India.

The climate of Jammu and Kashmir varies greatly owing to its rugged topography.
In the south around Jammu, the climate is typically monsoonal, though the region

is sufficiently far west to average 40 to 50 mm (1.6 to 2 inches) of rain per month

between January and March. In September, rainfall declines, and by October

conditions are hot but extremely dry, with minimal rainfall and temperatures of

around 29 °C (84 °F).

Kerala

Destination: Alleppey, Cochin, Kovalam, Trivandrum

Duration: 5 days

Thiruvananthapuram also known as Trivandrum, is the capital of the Indian state

of Kerala and the headquarters of the Thiruvananthapuram District. It is located

on the west coast of India near the extreme south of the mainland.
Kovalam is a beach town by the Arabian Sea in Thiruvananthapuram city, Kerala,

India, located around 16 km from the city center Alappuzha also known as

Alleppey, is a city in Alappuzha District of Kerala state of southern India.

Alappuzha is considered to be the oldest planned town in this region and the

lighthouse built on the coast of the town is the first of its kind along the Laccadive

Sea coast.
Vaishno Devi

Destination: Jammu, Kashmir, Katra

Duration: 3 days

Vaishno Devi Temple is near the town of Katra, in the Reasi district of the state of

Jammu and Kashmir. It is one of the most revered places of worship in India. The

shrine is at an altitude of 5300 feet and a distance of approximately 12 kilometres

(7.5 mi) from Katra. About 8 million pilgrims (yatris) visit the temple every year

and it is the second most visited religious shrine in India, after Tirumala

Venkateswara Temple.

The Sri Mata Vaishno Devi Shrine Board maintains the shrine. A rail link from

Udhampur to Katra is recently completed to facilitate pilgrimage. The nearest

airport is Jammu Airport which has a very high flight frequency, and is served by

all leading domestic airlines.

Gangtok

Destination: Gangtok, Lachen, Lachung

Duration: 7 days

Gangtok is a municipality, the capital and the largest town of the Indian state of

Sikkim. It also is the headquarters of the East Sikkim district. Gangtok is located in

the eastern Himalayan range, at an altitude of 1,650 m (5,410 ft). The town’s 100

thousand population belongs to different ethnicities such as Nepali, Lepchas and

Bhutia. Nestled within higher peaks of the Himalaya and enjoying a year-round

mild temperate climate, Gangtok is at the centre of Sikkim’s tourism industry.

Lachung is a town in northeast Sikkim, India. It is located in the North Sikkim

district and is near the border with Tibet. Lachung is at an elevation of about

9,600 ft or 3,000 m and at the confluence of the Lachen River and Lachung Rivers,

tributaries of the River Teesta. The word Lachung means “small pass”. The town is

approximately 125 km from the capital Gangtok.

Nepal Memories

Destination: Kathmandu, Nagarkot, Nepal

Duration: 5 days

Nepal officially the Federal Democratic Republic of Nepal, is a landlocked

sovereign state located in South Asia. With an area of 147,181 square kilometres

and a population of approximately 27 million, Nepal is the world’s 93rd largest

country by land mass and the 41st most populous country.

Kathmandu has a rich history, spanning nearly 2000 years, as inferred from

inscriptions found in the valley. Religious and cultural festivities form a major part

of the lives of people residing in Kathmandu. Most of Kathmandu’s people follow

Hinduism and many others follow Buddhism.

Goa

Duration: 4 days

Goa is India’s smallest state by area and the fourth smallest by population.

Located in West India in the region known as the Konkan, it is bounded by the

state of Maharashtra to the north, and by Karnataka to the east and south, while

the Arabian Sea forms its western coast. Goa is India’s richest state with a GDP

per capita two and a half times that of the country as a whole.

Goa is also notable for its low beer, wine and spirits prices due to its very low

excise duty on alcohol. Another source of cash inflow into the state comes from

many of its citizens who work abroad and remit money to their families.