INDEX

S.NO TOPIC PAGE

NO.
1) EXECUTIVE SUMMARY 2
2) AREA OF INTERNSHIP AND LEARNING 3-6
OBJECTIVES

3) PROFILE OF THE ORGANIZATION 7-16

4) JOB DESCRIPTION AND FUNCTIONAL PROFILE 17
5) LEARNING EXPERIENCE AND INSIGHT GAINED 18-42
6) SWOT ANALYSIS 43
7) RECOMMENDATIONS AND CONCLUSION 44
8) BIBLIOGRAPHY 45

1
 EXECUTIVE SUMMARY
During my 2 ½ months internship I did pure marketing and sales job. I did calling to the
customers, fixed appointments, went to the field to search customers, met them,
convinced them to purchase my loaders and cranes. Basically my training was divided
according to these procedures.

During my training I learnt how to find the prospective customers for a particular
product. According to my product which was cranes and backhoe loaders my prospective
customers were contractors, big politicians, pradhans of villages. Also I learnt how to
communicate with them and convince them to buy the cranes and loaders.

I also learnt that in sales you have to be patient and wait until you are able to satisfy them
and sell your product.

The best thing which I learnt was that its really hard to take out money from somebodies
pocket

During my training I met with different customers, they all were from different
background but to convince them is really interesting.

I sold 2 loaders during my 2 ½ period of internship and I want to pursue my career in this
field.

I am really thankful to my faculty mentor Dr. Etinder Pal Singh for guiding me properly
and advising me time to time during my internship.

Also I want to thank my Corporate mentor Mr. Satya Prakash Shukla for giving me an
insight towards corporate culture and techniques that would help me in future.

2
CHAPTER 1: AREA OF INTERNSHIP AND LEARNING
OBJECTIVES
My area of internship was MARKETING AND SALES. As I worked in a dealership firm
my job position was SALES EXECUTIVE. I dealt with 2 products

1) INDO POWER CRANES

3
 2) TEREX BACKHOE LOADERS

MARKETING AND SALES MANAGER JOB DUTIES:

 Accomplishes marketing and sales human resource objectives by recruiting,

selecting, orienting, training, assigning, scheduling, coaching, counseling, and
disciplining employees; communicating job expectations; planning, monitoring,
appraising, and reviewing job contributions; planning and reviewing
compensation actions; enforcing policies and procedures.
 Achieves marketing and sales operational objectives by contributing marketing
and sales information and recommendations to strategic plans and reviews;
preparing and completing action plans; implementing production, productivity,
quality, and customer-service standards; resolving problems; completing audits;
identifying trends; determining system improvements; implementing change.
 Meets marketing and sales financial objectives by forecasting requirements;
preparing an annual budget; scheduling expenditures; analyzing variances;
initiating corrective actions.
 Determines annual and gross-profit plans by forecasting and developing annual
sales quotas for regions; projecting expected sales volume and profit for existing
and new products; analyzing trends and results; establishing pricing strategies;
recommending selling prices; monitoring costs, competition, supply, and demand.
 Accomplishes marketing and sales objectives by planning, developing,
implementing, and evaluating advertising, merchandising, and trade promotion
programs; developing field sales action plans.

4
 Identifies marketing opportunities by identifying consumer requirements; defining
market, competitor's share, and competitor's strengths and weaknesses;
forecasting projected business; establishing targeted market share.
 Improves product marketability and profitability by researching, identifying, and
capitalizing on market opportunities; improving product packaging; coordinating
new product development.
 Sustains rapport with key accounts by making periodic visits; exploring specific
needs; anticipating new opportunities.
 Provides information by collecting, analyzing, and summarizing data and trends.
 Protects organization's value by keeping information confidential.
 Updates job knowledge by participating in educational opportunities; reading
professional publications; maintaining personal networks; participating in
professional organizations.
 Accomplishes marketing and organization mission by completing related results
as needed.

LEARNING OBJECTIVES

1. CUSTOMER SATISFACTION- During my 2.5 months training I learned how to

convince my customer to buy my product and convince him to believe that the
product he is purchasing is best for him
For example, when I used to tell the customer about the cranes or loaders he used
to ask me different question like what is the speed of the cranes, what is the
height, what is the resale value how it will be financed and all. My job was to
satisfy him with all my answers

2. VALUE FOR MONEY-My next task was to help the customer believe that
whatever he is purchasing it has a value for his money

3. AFTER SALES ENQUIRIES- When your product is sold to the customer it

doesn’t mean that your work is over. If there is a defect in the product and
customer needs immediate attention it’s the duty of the sales executive to solve
his problem

4. SELF CONFIDENCE- You have to believe in your product. You have to believe
that whatever you are selling is best for the consumer

5. UNDERSTANDING THE CUSTOMER- We need to talk differently to different

customers
according to their preferences.

5
6. PATIENCE- Basic thing is patience. Travelling all day and finding the customer
in the market is a big task. Calling customer 50 times and asking for a meeting is
a boring task but you have to do it.

6
CHAPTER 2: PROFILE OF THE ORGANISATION
SAI KRIPA MACHINERY has a dealership of 2 companies

1. INDO FARMS PVT LTD.

2. TEREX INDIA

INDO FARMS PVT LTD

COMPANY OVERVIEW
Indo Farm Equipment Limited is an ISO certified company located in Himachal Pradesh
and is into manufacturing of world-class tractors, cranes, engines, diesel gensets and has
now recently launched Harvester Combine Agricom 1070 for wetland paddy harvesting.
Incorporated in 1994, it is promoted by Mr. R.S. Khadwalia, who is the Chairman &
Managing Director of the company and has over two decades of experience in
manufacturing and marketing of various engineering products.
Indo Farm commenced commercial production of tractors in October 2000 at its plant
located at Baddi in District Solan, Himachal Pradesh. Spread over an area of 34 acres, the
plant started with the production of a single model. Within a decade of successful
operations Indo Farm grew to a company having models in the range of 30 HP, 38 HP, 42
HP, 48 HP, 50 HP, 52 HP, 55 HP, 60 HP, 65 HP, 75 HP and 90 HP with many variants.
Way back within a year of its operations, the company had successfully indigenized the
engine components, manufacturing and assembly processes, and accordingly stopped

7
import of engines. In 2008, the company diversified into manufacturing and marketing of
Pick-N-Carry cranes of 9 tonnes - 20 tonnes capacity and has recently commenced
production of mobile tower cranes too. Engines being the company's core competence
area, it is now making engines for generator sets that are exported overseas.
The company has its state-of-the-art foundry equipped with induction furnaces in order to
ensure still better quality as well as to ensure uninterrupted supply.
Indo Farm operates on a pan-India basis and this has made it a well recognized brand,
associated with quality and dependability. The company operates through 15 regional
offices and a widespread 300 strong dealer network for sales and service.

MISSION
To offer high quality multi featured fuel efficient agricultural equipment and industrial
and construction machinery at optimum cost and deliver world-class performance,
backed by excellent after-sales service.

CHIEF PRODUCTS OF INDO FARMS

1. TRACTORS
Indo farms first started our operations with production of 2050 DI tractors in the year
2000. All these years later, they have diversified into other machines as well, but tractors
will always be special to us. At Indo Farm, every tractor they make is a tangible
realization of their dream to empower the farmer by providing them in return for their
trusted investment, a powerful machine that is not just easy-to-maintain and smooth to
operate but also adequately fuel-saving.

Their tractors employ best in the class technology and innovation—giving us an

unsurpassable edge over our market competitors. From models that give you the choice
of having dried or oil immersed brakes, to the ones with mobile charging slot, to the
engines of utmost power, they create tractors that are well-suited for both farm usage and
transportation.

8
 2. ROTARY TILLER

ENGINE IFRT-150 IFRT-175 IFRT-200 IFRT-225

TRACTOR 35-45HP 45-55HP 55-60HP 60-70HP
POWER
TILLAGE 180CM 205CM 230CM 255CM
WIDTH
SIDE GEAR GEAR GEAR GEAR
TRANSMISSION

9
 3. HARVESTORS COMBINE
To deliver the best product, Indo farm that believe it is imperative to first acquire the
perspective of your end-user. With every harvester combine they deliver, they understand
that they are accepting in principle the expectations and plans of a farmer that constitute
his bigger dreams. Indo Farm, therefore, is committed to manufacture harvester combines
that work adequately even under adverse climatic and field situations and give you
maximum results with minimum physical or economical strain while maintaining the
grain quality.
Their harvester combines score on power, performance, fuel-efficiency and also
appearance. An aesthetically pleasing machine packed with unbeatable features and
unparalleled power is how they strive to make their machines.

FACILITIES
Indo Farm’s Baddi plant is spread over 34 acres of land in the beautiful valley of Baddi,
Himachal Pradesh, with the grey iron and SG iron foundry set up in additional 5 acres.
Given that they have an installed capacity of 12,000 tractors, 2,400 Cranes, 300 Harvester
Combines, 20,000 Engines & 6,000 Gensets per annum, the expanse only seems natural.
Their state-of-the-art Machine Shop has more than 150 modern machines, SPMs and
latest CNC machining centres for producing quality components like cylinder heads,
blocks, transmission housings, gear boxes, hydraulic housings, axle tubes, differential
cages, timing cases & covers, fly wheel housings, etc.
To stay on top of latest technological advancements, idea and innovations in their field,
they have a separate department for Research, Design, Development and Testing,
instrumental in developing machines using latest technology for catering to the ever-
changing farming needs.
On-board we are proud to have some of the most strategic, ingenious bright minds hand-
picked from throughout the industry to be a part of Indo Farm family.

10
 COMPETITIVE POSITION OF INDO POWER CRANES IN THE
MARKET

Indo farm’s best product is cranes. Their major competitors are ESCORTS, JCB,
CATERPILLAR, and ACE.
The market position of different cranes is as follows
 ESCORTS
 ACE
 INDO POWER

Some key features of indo power cranes are

 It has a wide network spreading over 53 countries.
 It has 200000+ customers all over the world.
 It has 300+ dealerships all over the world
 Wide range of products like it has cranes starting from 9 to 20 tonnes capacity

SOME KEY ACHIEVEMENTS:

 Indigenisation of technology for manufacture of high-grade tractor engines, obtained
from Ursus, Poland
 Development of indigenous engines in 3-cylinder and 4-cylinder range, used in our 3-
series tractor models
 Design of re-entrant type combustion chamber in all engines for better combustion
through proper air fuel mixing resulting in low fuel consumption
 Ring-carrier design in 3 series engines for increased piston life
 Engines having sufficient back-up torque for deep cultivation and haulage of heavy loads
on steep gradients
 Diesel filter-cum-water separator for removal of water from diesel for enhanced life of
Fuel Injection Pump
 Design of Pick-N-Carry cranes of 9 tonnes-20 tonnes capacity.
 Design of Engines for Genset Applications from 15 kVA to 50 kVA.
 Design of Diesel Gensets of 15 kVA to 50 kVA.
 Design of Harvester Combine

11
 TEREX INDIA

Terex India is a fully owned subsidiary of Terex Corporation, a diversified global

manufacturer of a broad range of equipment that is focused on delivering reliable,
customer-driven solutions for many applications, including the construction,
infrastructure, quarrying, mining, shipping, transportation, refining, energy, utility and
manufacturing industries. Terex reports in five business segments: Aerial Work
Platforms, Construction, Cranes, Material Handling and Port Solutions, and Materials
Processing.

At Terex, "Works For You" is more than a slogan - it's a promise. It's what you can
count on from their equipment and the thousands of Terex team members around the
world who are here to support you.

Terex offers financial products and services to assist in the acquisition of Terex
equipment through Terex Financial Services.

Terex started its operation in India from 1995 through its joint venture with Vectra for the
production of construction equipment. In India, Terex expanded its horizon by setting up
a green-field manufacturing facility at Hosur in Tamil Nadu to manufacture material
processing equipment.

Terex has three manufacturing facilities in India - Hosur, Noida and Pune - producing
Material Processing solutions, Construction equipment and Cranes respectively. Each
facility focuses on manufacturing a range of equipment for local distribution and for
export into other Asian, African and Middle Eastern countries. Terex currently imports
Cranes, Port Equipment, Aerial Work Platforms and additional Material Processing
equipment to serve the Indian market.

Terex India's global sourcing team supports in-component sourcing for the facilities
within India but also for all Terex manufacturing facilities worldwide.

The Terex India R&D Center was established in December 2008 with the objective of
providing engineering support to all segment engineering teams across the globe,
including products manufactured indigenously to suit the Indian market. The Bangalore-
based team supports more than 15 Terex engineering centers across various geographies -
USA, UK, Europe and Asia Pacific.

PURPOSE

To help improve the lives of people around the world.

12
MISSION

To provide solutions to our Machinery and Industrial Product customers that yield
superior productivity and return on investment.

VISION

 Customer – to be the most customer responsive company in the industry as

determined by our customers
 Financial – to be the most profitable company in the industry as measured by
ROIC
 Team Member – to be the best place to work in the industry as determined by our
team members.

CHIEF PRODUCTS OF TEREX

13
14
Terex manufactures more than 770 products. The product which I sold is backhoe loader.
It has 2 models

1. TLB-720S
2. TLB-844S

COMPETITIVE POSITION OF TEREX IN THE MARKET

It is the 2nd largest company in the world.

Its major competitors are

1. JCB
2. ACE
3. ESCORT

Its major competitor is JCB but Terex backhoe loader is better than JCB and all other
brands because of the following reasons:

1. Its engine is manufactured by KIRLOSKAR which is a brand and is best in the

world
2. Its transmission is manufactured by CARRARO.
3. Its strength lies in its cost which is lower than all other brands
4. Service charge is much lower than all other brands

15
ORGANIZATION STRUCTURE OF THE COMPANY
(SAI KRIPA MACHINERY)

1. VIKAS AWASTHI (PARTNER)

2. S.P. SHUKLA(PARTNER)
3. VIVEK TRIPATHI(CHIEF ENGINEER)
4. MERAJ KHAN (CHIEF ENGINEER)
5. SHRI NARAYAN MISHRA(SALES EXECUTIVE)
6. SHIVAKANT SHUKLA(SALES EXECUTIVE)
7. GOPAL DWIVEDI(CHIEF ACCOUNTANT)

Besides these chief persons we have a mixed group of sales team and service team
My company operates in three different zones

1. Kanpur
2. Banda
3. Jhansi

In all these offices a total of 50 people work in the office including service engineers as
well as sales executives

16
CHAPTER 3:JOB DESCRIPTION AND FUNCTIONAL
PROFILE
JOB RESPONSIBILITIES
1. Searching leads in the market
2. Targeting relevant customers
3. Information sharing to current customers
4. Day to day reporting to the mentor

AND AFTER ALL THIS WAS SELLING THE LOADERS AND

CRANES FINALLY
My functional profile was SALES EXECUTIVE so my task was to move in the market
and find relevant customers for my product

JOB CHALLENGES

1. Finding customers for your product is a pretty difficult task

2. As a trainer I was not given target but in my company there was a target for each
month i.e. to sell 5 LOADERS and 5 CRANES each month. That was a pretty
difficult job.
3. Selling requires huge patience. So you have to wait till the product is finally
delivered to the end user and it requires a bit more time
4. I did a little bit of stock keeping, it was very difficult to maintain stock for each
day. You have to regularly update how much items are sold and how much are
left.

WORKING ENVIRONMENT IN THE COMPANY

The working environment in the company was pretty good. It was like a family. My boss
used to scold me but at the same time he used to praise me for my work. Everybody was
aware to whom they have to report to.

17
CHAPTER 4: LEARNING EXPERIENCE AND INSIGHT
GAINED
PART I: BUSINESS PROCESS LEARNED (SALES)

Basically my job was a SALES EXECUTIVE as I have already told. Basic duties which I
followed were

1. Finding relevant customers from the market

2. Calling them from phone and fixing appointments
3. Convincing them to buy the loader or crane
4. Delivering the final product
5. Stock keeping

18
PART II: ANALYSIS OF THE BUSINESS PROCESS
LEARNED(SALES)
My full training was divided according to the following procedure

A. First of all my task was to understand basic specifications about the loader and
cranes

INDO POWER CRANES

1) LOAD CAPACITY 18 TONNES

2) BOOM HEIGHT 18.6 METRE

3) HORIZONTAL REACH 16.7 METRE

4) ENGINE POWER 85HP @2200RPM

5) LENGTH 10245 MM

6) WIDTH 2440 MM

7) HEIGHT 3012 MM

8) TYRES 11*20-16PR

SPECIAL FEATURES OF THIS CRANE

1. It has 4 side more visible cabin

2. It has easy maintenance cost
3. It has a top travelling speed of 40 kmph which is better than all other cranes
4. Heavy duty hydraulics with safety brakes
5. All the parts are manufactured by the company itself
6. 1 year warranty
7. 50 % resale value

19
TEREX BACKHOE LOADER

1) GROSS POWER 76HP@2200RPM

2) CAPACITY 4.16 LTRS

3) TRAVEL SPEED 40 KMPH

4) FUEL TANK 120 L

5) MACHINE WEIGHT 7500 KG

6) BACKHOE BUCKET 30 INCHES

7) LOADER CAPACITY 1000 KG

ADDITIONAL FEATURES

1. Terex is a 80 years old U.S based company

2. It has KIRLOSKAR engine while other loaders have Chinese engines
3. It has a dual pump facility which reduces the fuel consumption
4. Transmission is of Carraro
5. It has a low maintenance cost
6. Service charge is around 55000-60000 rupees which is relatively low from other
competitors

B. My next task was to find the relevant customers for my products. As the cost of
these loaders and cranes is high i.e. CRANES COST 19 LAKHS and LOADER
COST 23 LAKHS so normally big politicians, construction companies,
Pradhans of villages , contractors buy these loaders and crane

C. In order to find customers I used to meet our various financers who were

1. INDUSIND BANK
2. HDB BANK
3. TATA CAPITAL
4. MAGMA FINANCE

20
HDB BANK

The Housing Development Finance Corporation Limited (HDFC) was amongst the
first to receive an 'in principle' approval from the Reserve Bank of India (RBI) to set up
a bank in the private sector, as part of the RBI's liberalization of the Indian Banking
Industry in 1994. The bank was incorporated in August 1994 in the name of 'HDFC
Bank Limited', with its registered office in Mumbai, India. HDFC Bank commenced
operations as a Scheduled Commercial Bank in January 1995.

HDB Financial Services Limited is a subsidiary company of HDFC Bank

Its office is at CIVIL LINES in KANPUR.

21
 MAGMA FINANCE

Magma possesses a diversified product portfolio: loans for cars and utility vehicles,
commercial vehicles, construction equipment, tractors, used vehicles, SME businesses,
mortgage finance as well as gold loan financing, housing finance and general insurance.

In 2012-13 year, Magma launched loans for mortgaged finance following the acquisition
of the mortgage business of GE India. Magma entered in to general insurance business
through Magma HDI General Insurance Company, a joint venture with HDI Gerling. The
HDI-Gerling brand, is a part of Hannover based Talanx group, the third-largest German
insurance Group operating in around 150 counties of the world.

22
 TATA CAPITAL FINANCE

Tata Capital Financial Services Limited ("TCFSL") is a subsidiary of Tata Capital

limited. The Company is registered with the Reserve Bank of India as a Systemically
Important Non Deposit Accepting Non Banking Financial Company (NBFC) and offers
fund and fee-based financial services to its customers, under the Tata Capital brand.

A trusted and customer- centric, one-stop financial services provider, TCFSL caters to the
diverse needs of retail, corporate and institutional customers, across various areas of
business namely the Commercial Finance, Infrastructure Finance, Wealth Management,
Consumer Loans and distribution and marketing of Tata Cards.

TCFSL has over 100 branches spanning all critical markets in India.

23
 D. Apart from meeting the financers, I also used to contact existing customers who
have already taken the loaders and cranes.

E. After getting the numbers I used to contact them one by one in order to have a
meeting with them and convince them to buy the product

F. SAI KRIPA MACHINERY had some key areas under them which were BANDA,
HAMIRPUR, AMETHI, KANNAUJ, JHANSI and all areas near KANPUR.

G. Every week I used to visit different areas to find customers.

H. If the deal is finalized we again have a meeting to get the file signed .According
to the rule 25% price of the loader or cranes is in cash and rest 75% is financed.
We give the customers choice to choose any financer they want whether it be
TATA CAPITAL, MAGMA FINANCERS, INDUSIND BANK.

I. Before delivering the loader and crane first of all we do PDI REPORT

It is basically noting down all the number of the various parts of the loaders
including chassis number

Front tyre

Back tyre

Boom

Engine

Dipper

Address

Operators name

Operators address

Let me show you an example of a PDI REPORT

24
25
J. The documents that are needed for the Registration of the vehicle are
1. 4 photographs
2. Voter id
3. Pan card
4. Driving license
5. Property proof
6. Banking updated
7. 8 checks signed
K. In case of Guarantor the documents required are
A. 2 photographs
B. Voter card
C. Pan card
D. Registration of a vehicle
E. Insurance
F. Track record

L. Next we have is the PERFORMA INVOICE that is the bill of the loader

It contains the total price of the loader or crane along with the VAT
It is made from our company

26
27
M. Finally is the DELIVERY ORDER

It shows that the customer is free to take the loader or crane from the company

After the delivery report we ask the customer to visit our place and take the loader
from the yard with them.

28
29
 N. Besides doing sales I also did some part of stock maintenance in which I was
asked to keep a regular check of the parts of the loader and cranes and also make
CHALLANS i.e bills to regular customers

Let me show u a the price list which I followed

ITEM NO Description MRP A

57332 COUPLER, BALL , 2 ‘’ CLASS 3,392.00
80379 VIBRATION MOUNT 1,711.00
81558 Kit - Main Bearing Standard 2,975.00
85206 GENERATOR, MARATHON, PANCAKE, 6KW 150,957.00
85207 CAPACITOR 45MF 22,331.00
95344 JACKSCREW 9.00
111936 CHAIN SAFETY 4,323.00
114355 BALLAST ASSY,60HZ,MH,1KW,120V 23,180.00
116254 Alternator 150,957.00
116770 WIRE HARNESS 1,396.00
116808 COMPLETE ELECTRICAL CONTROL BOX 50,176.00
116815 WIRE HARNESS 2,564.00
116820 WIRING HARNESS, FROM ENGINE, DC WIRING 2,998.00
124025 GENSET RISER, 6KW 1,000.00
160030 MH TRANSFORMER AND CAPACITOR 8,690.00
160032 CAPACITOR ROTATOR 1,778.00
160071 LAMP MH 1000W M1000/U SYL 5,176.00
160276 BATTERY CABLE 960.00
213770 RING HITCH, BOLT ON, 2-1/2 ID 2,592.00
260361 HOUR METER 1,662.00
632383 SEAL DIFFERENTIAL-O RING 461.00
633098 SEAL DIFFERENTIAL 907.00
633110 O RING 98.00
633176 GREASE NIPPLE 204.00
634397 O RING 165.00
634973 FUSE 15A 193.00
1611049M1 PIN - PIVOT 86.00
16221-73270 GASKET 382.00
16241-21330 CIRCLIP PISTON 199.00
16241-22310 METAL CRANKPIN 3,490.00
16241-91490 STUD 139.00
16261-11822 GASKET 1,215.00
16261-12350 GASKET 1,215.00
16261-14520 GASKET COVER HEAD 1,488.00
16271-92010 NUT 171.00
16292-21050 ASSY PISTON RING 12,567.00
1664405M1 CABLE TIE 8.00
1680157M2 SPRING 58.00
1687111M1 PLATE - DRIVE 2,315.00
1691469M2 DRIVE PLATE REINFORCEMENT 1,351.00
1701-118 LOCKNUT FAG REF KM5 378.00

30
1701-119 WASHER LOCK 182.00
1701-54 FORK HEAD M8 REF GKM816 314.00
1701-55 PIN SPRING 175.00
1701-73 GEARWHEEL (PED ROLLER) 14,754.00
1701-98 ROD PUSH (PED ROLLER) 13,222.00
1714-1328 COUPLING ROTOFLEX 21/1026/01 8,380.00
1714-1399 ENGINE ID41S-180A(015 843 00) 264,007.00
1714-22 SPINDLE CLUTCH (PED ROLER) 7,188.00
1714-24 SHAFT FINAL DRIVE (PED ROLLER) 2,887.00
1714-25 HOUSING BEARING (PED ROLLER) 4,295.00
1714-250 SUCTION STRAINER UC SE 1320 3,631.00
1714-267 PLATE SIDE (ALOCROM TREATED) 53,189.00
1714-32 FAN F73 1,675.00
1714-320 BELT 11,004.00
1714-50 TRANSMISSION HYDROSTATIC 51,480.00
1714-53 DRIVEBELT TIMING 300H100 3,692.00
1714-64 LEVER PUMP CONTROL(PED ROLLER) 6,039.00
1714-70 CABLE CLUTCH 1270/1500MM 15,929.00
1714-82 LINK CLUTCH (PED ROLLER) 7,698.00
1714-83 PIN PIVOT (PED ROLLER) 2,280.00
1735-1006 O-RING 5,794.00
1735-1010 SLEEVE 22,865.00
1735-1011 CIRCLIP 6,685.00
1735-1014 V RING SEAL 1,379.00
1735-1015 SEAL 9,526.00
1735-1019 PLATE 78,608.00
1735-1021 CASTING 130,248.00
1735-1350 HYDRAULIC VIBRATOR MOTOR 1,112,092.00
1810503M92 Seal kit - Orbitrol 5,501.00
1850747M2 O-ring 19.00
1862425M1 TIE CABLE 15.00
1876229M1 CABLE TIE - COMP [DIM=254] 11.00
1887719M1 Sealing ring 258.00
18T0001 SERVICE REPORT 111.00
18T0002 TVEPL SERVICE REPORT 122.00
18T0003 CRITICAL FAILURE REPORT 57.00
18T0004 INSPECTION CHECKLIST 119.00
18T0005 WARRANTY CLAIM 111.00
18T0006 FREE SERVICE BOOKLET 27.00
18T0007 PACKING LIST 122.00
18T0008 WARRANT CLAIM SUMMARY REPORT 120.00
18T0009 MACHINE HISTORY CARD 9.00
18T0010 CUSTOMER CALL REGISTER 320.00
18T0011 PRE DELIVERY INSPECTION REPORT 131.00
18T0012 FAILED PART TAG 5.00
18T0013 SERVICE CLAIM SUMMARY REPORT 121.00
18T0017 PART CATALOGUE 1,379.00
18T0018 SERVICE MANUAL 1,554.00

31
18T0020 PARTS MANUAL OF HEMAN 175 3,026.00
18T0021 AFTERCARE POLICY 497.00
18T0023 SERVICE AND REPAIR MANUAL HEMAN 175 1,397.00
18T0024 JOB COMPLETION REPORT 59.00
18T0025 DEALER SERVICE REPORT 96.00
18T0026 TEREX VECTRA TOY MODEL 721.00
18T0027 OPERATOR MANUAL ( HINDI&ENGLISH ) 557.00
PARTS CATALOGUE (TLB 740S - 76 HP
18T0029 2WD/4WD) 605.00
PARTS CATALOGUE (TLB 844S -
18T0030 90HP 2WD/4WD) 605.00
18T0031 OPERATORS MANUAL TLB 740S & TLB 844S 352.00
18T0032 COMMISSIONING REPORT 120.00
18T0033 DEBIT NOTE 116.00
18T0034 CHALLAN 116.00
18T0035 SERVICE TRAINING NOMINATION FORM 50.00
18T0036 FEEDBACK FORM 85.00
18T0037 INSPECTION CHECK LIST 108.00
18T0038 GOODWILL WARRANTY APPROVAL FORMAT 29.00
18T0039 PRE DELIVERY INSPECTION 83.00
PARTS CATALOGUE HEMAN -175 (SIMPSON BS-
18T0042 III) 605.00
18T0043 BHL TROUBLE SHOOTING CHART 1,435.00
18T0044 SERVICE HAND BOOK- BHL 678.00
18T0054 SERVICE MANUAL TLB 740S & TLB 844S 2,601.00
19434-73014 ASSY THERMOSTATE 3,941.00
195446M1 PIN 3/16 CLEVIS 21.00
19T0001 LIMITED PRODUCT - EXTENDED WARRANTY. 51,000.00
1A0018 FAN COWL 1,337.00
1A0026 HOSE 445.00
1A0027 BOLT 144.00
1A0028 SPRING WASHER 5.00
1A0030 ENGINE 4R1040 TURBO 326,110.00
1A0031 STOP CABLE 381.00
1A0035 DRIVESHAFT PUMP 6,794.00
1A0036 COMPOSITE DRIVESHAFT REAR 8,482.00
1A0055 PRE - CLEANER 1,535.00
1A0057 RADIATOR OUTLET HOSE 136.00
1A0058 RADIATOR INLET HOSE 171.00
1A0061 GEAR LEVER WELD ASSY 372.00
1A0079 ENGINE MOUNTING PLATE 3,804.00
1A0080 MOUNTING PLATE ENGINE 1,312.00
1A0081 MOUNTING PLATE-BATTERY 369.00
1A0089 RUBBER 175.00
1A0094 STOP AND ACCELERATOR BRACKET 382.00
1A0102 SPACER FOR FAN 683.00
1A0103 AIR INTAKE PIPE-PREFILT TO FILTER 1,196.00
1A0104 HOSE - PREFILTER TO FILTER 227.00
1A0108 ENGINE FAN 2,395.00
1A0109 RADIATOR 14,020.00

32
1A0110 EXPANSION BOTTLE 572.00
1A0113 CAP 137.00
1A0114 MOUNTING PLATE AIR CLEANER 349.00
1A0115 SUPPORT PLATE AIR CLEANER 211.00
1A0119 SILENCER HOLDING BRACKET 374.00
1A0125 SILENCER WELD ASSY 2,312.00
1A0127 TRANSMISSION MTG. BKT. 283.00
1A0132 COVER PLATE 122.00
1A0133 SILENCER WELD ASSY 1,586.00
1A0134 TIE STRAP 50.00
1A0135 SILENCER MTG BRACKET 395.00
1A0138 DIPSTICK MTG. BRACKET 20.00
1A0139 FUEL HOSE 576.00
1A0140 BRAKE RESERVOIR MTG BKT 111.00
1A0150 GASKETING FABRIC 239.00
1A0151 SILENCER CLAMP 75.00
1A0155 FILTER MOUNTING BRACKET 150.00
1A0156 FILTER MOUNTING BRACKET 125.00
1A0165 FUEL HOSE 588.00
1A0166 FUEL HOSE 562.00
1A0168 FUEL HOSE 598.00
1A0173 GRILLE 1,312.00
1A0174 GRILLE 638.00
1A0175 HOSE AIR CLEANER TO TC 431.00
1A0176 HOSE PRECLEANER TO AIR CLEANER 360.00
1A0177 FAN COWL METALLIC 2,387.00
1A0178 RADIATOR 26,839.00
1A0179 RADIATOR TOP HOSE 174.00
1A0182 DRIVE SHAFT SKU 3338 7,772.00
1A0198 STACK PIPE ASSY. 870.00
1A0204 HYDRAULIC TANK W/ASSY. 19,008.00
1A0220 RADIATOR ASSY - SR 23,682.00
1A0221 OIL COOLER ASY - SR 17,542.00
1A0232 RADIATOR ASSY. 23,751.00
1A0233 OIL COOLER ASSY. 17,539.00
1A0235 WIRE STRING GAS STRUT 182.00
1A0236 FUEL HOSE TANK TO MUD FILTER 700.00
1A0237 FUEL HOSE 408.00
1A0238 FUEL HOSE 482.00
1A0241 FILTER MTG. BRACKET 191.00
1A0242 ENGINE 4R1040T2 326,462.00
1A0243 MOUNTING BRACKET -WATER SEPARATOR 137.00
1A0247 REAR DRIVE SHAFT (1480) 3310191 7,438.00
1A0253 STOP AND ACCELERATOR BRACKET 352.00
1A0305 TOP PLATE 43.00
1A0316 AIR INTAKE PIPE 1,176.00
1A0325 FILTER MTG. BRACKET 211.00
1A0326 MOUNTING BRACKET -WATER SEPARATOR 163.00

33
1A0331 WRAPPER 3,344.00
1A0336 BATTERY BOX W/ASSY 6,607.00
1A0342 ENGINE 4R1040T - 90Hp SERIES-II 283,960.00
1A0343 ENGINE 4R1040 - 76Hp SERIES-II 282,515.00
1A0357 FRONT NOSE W/ASSY 4,702.00
1A0359 GRILL W/ASSY 1,051.00
1A0362 TOP PANEL W/ASSY 2,473.00
1A0372 SIDE PANEL RH (FRP) 1,780.00
1A0373 SIDE PANEL LH (FRP) 1,780.00
1A0376 CABLE ASSY FOOT THROTTLE 427.00
1A0380 LOCK PLATE 52.00
1A0382 COWL - SERIES-II 2,997.00
1A0388 KNOB - GRILL 31.00
1A0391 COWL S-II (FRP) 1,483.00
1A0393 BONNET STEEL INST. 12,178.00
1A0398 WRAPPER 3,078.00
1A0400 SILENCER W/ASSY - 76HP 2,977.00
1A0414 EXPANSION BOTTLE 572.00
1A0434 EXPNASION BOTTLE - MTG BKT 107.00
1A0437 CHARGE AIR COOLER 9,682.00
1A0438 RADIATOR ASSY - 90HP BS-III 23,751.00
1A0440 CLAMP - CAC PIPE 37.00
1A0445 HOSE INLET - CAC 1,356.00
1A0447 CHARGE AIR COOLER - 90HP BS-III 9,682.00
1A0457 FAN COWL - FRP 90hp 2,022.00
1A0468 RADIATOR INLET HOSE 636.00
1A0469 RADIATOR OUTLET HOSE 612.00
1A0901 FOOT THROTTLE CABLE 456.00
1A0902 STOP CABLE 738.00
1A0903 HOSE FUEL TANK TO MUD SEPERATOR 1,004.00
1A0904 HOSE - AIR INTAKE 772.00
1A0905 PIPE - AIR INTAKE 945.00
1A0907 FOOT THROTTLE CABLE 506.00
1A0908 STOP CABLE 738.00
1A0909 FAN - 96HP - WING FAN 3,414.00
1A0910 ENGINE-BS-III KOEL 4R1040TA 269,803.00
1A0924 ROC-OIL COOLER ASSY. 45,572.00
1A0926 CAC INLET PIPE 1,009.00
1A0929 RUBBER HOSE 510.00
1A0930 RUBBER HOSE 612.00
1A0934 HOSE FILTER TO FIP 482.00
1A0935 HOSE FEED PUMP TO FILTER 642.00
1A0951 CAC-OUTLET PIPE 1,523.00
1A0972 HOSE FEED PUMP TO FILTER 871.00
1A0974 HOSE FILTER TO FIP 738.00
1A0996 HOSE RETURN LINE 381.00
1B0008 CONTROL BOX W/A 3,046.00
1B0009 CONTROL BOX ASSY 2,952.00

34
1B0019 SHIM COMPOSITE 20.00
6112872M91 HYDRAULIC TANK CAP 1,494.00
6112876M91 TUBE ASSY STAB LH 1,183.00
6112877M91 TUBE ASSY LH STAB LEG 1,099.00
6112878M91 TUBE ASSY STAB RH 1,170.00
6112879M91 TUBE ASSY STAB RH 1,173.00
6112897M1 TEST ADOPTER 1,454.00
6112897M91 HOSE ASSY 1,456.00
6112898M1 HOSE 75.00
6113026M91 LOADER BEAM W/ASSY. 63,536.00
6113045M91 ARM-SAFETY W.A. 2,159.00
6113049M1 PIN-LOADER TO LOADER CYL. LH 589.00
6113050M1 PIN-LOADER TO LOADER CYL. (RH) 294.00
6113082M91 DIPPER W/ASSY 34,697.00
6113083M91 BOOM W/ASSY 48,230.00
6113090M91 BUCKET W/ASSY(1.0 CU.M) 74,823.00
6113174M91 HOSE ASSY. 1,925.00
6113175M91 HOSE ASSY. 2,200.00
6113376M1 GASKET KING PIN 27.00
6113378M1 COVER KING PIN 19.00
6113385M1 KING PIN 1,160.00
6113386M1 COTTER PIN 136.00
6113389M1 STUB AXLE CARRIER LH-MACHINED 6,465.00
6113390M1 STUB AXLE CARRIER RH-MACHINED 6,465.00
6113393M91 TIE ROD ASSY 1,892.00
6113394M91 STEERING CYLINDER 10,368.00
6113537M91 ENGINE - BS III KOEL - 4R1040T 443,230.00
6113603M91 FUEL TANK ASSEMBLY 16,447.00
6113649M91 TUBE ASSEMBLY-TILT RAM 1,870.00
6113651M91 TUBE ASSEMBLY-TILT RAM 1,955.00
6113667M91 HOSE ASSY - BUCKET CYL ROD 1,586.00
6113668M91 HOSE 5/8 FLEX-0-SLIM 1,341.00
6113670M91 HOSE 1/2 FLEX-O-SLIM 1,937.00
6113679M91 HOSE ASSY. 1,673.00
6113682M91 HOSE ASSY. 2,571.00
6113685M91 HOSE ASSY. 1,235.00
6113687M91 HOSE ASSY. 1,727.00
6113688M91 TUBE ASSEMBLY(BUCKET - ROD END) 822.00
6113723M1 MOBILE CHARGING UNIT 286.00
6113814M91 HOSE MUD FILTER FEED PUMP 727.00
6113815M91 HOSE RETURN 859.00
6113892M91 ELBOW 287.00
6113898M1 PLATE 77.00
6114052M1 BEARING STRAP 85.00
6114053M1 BOLT 138.00
6114918M91 BONNET CATCH TOP 11,537.00
6115020M1 HYD CLAMP BKT 86.00
6116660M1 BUCKET BLADE-VARIANTS 8,347.00

35
6116686M91 BUCKET W/ASSY - VARIANTS 35,009.00
6190006M1 Seating 656.00
6190009M91 Plug, Assy 324.00
6190010M1 O-Ring 53.00
6190013M1 Bolt 163.00
6190014M1 Bolt 87.00
6190023M1 Cap 261.00
6190025M1 Sleeve 5,537.00
6190026M91 Ring synchro 23,889.00
6190027M1 Ring, Sealing 348.00
6190029M1 Bearing Thrust 576.00
6190031M1 Washer, thrust 2,068.00
6190033M1 Ball 82.00
6190034M1 Spring 158.00
6190039M1 DISC FRICTION 761.00
6190042M1 PLATE INTERMEDIATE 497.00
6190045M1 Gasket 132.00
6190053M91 Gear 24,710.00
6190054M1 Gear 11,143.00
6190056M1 Gear 13,071.00
6190057M1 Gear 17,047.00
6190059M1 Spacer 3,966.00
6190060M1 Bearing Assy. 917.00
6190061M1 Spacer 803.00
6190062M1 Sleeve 2,847.00
6190063M1 Circlip 164.00
6190064M1 Plug 91.00
6190066M1 O-ring 272.00
6190076M1 Washer, thrust 704.00
6190077M1 Spacer 211.00
6190078M1 shim 24.00
6190079M1 shim 26.00
6190080M1 shim 29.00
6190081M1 shim 24.00
6190082M1 shim 37.00
6190083M1 shim 37.00
6190084M91 Bearing Assy. 3,009.00
6190085M1 Shaft Assy 21,665.00
6190086M91 Bearing Assy. 8,053.00
6190087M1 Spacer 314.00
6190088M1 Shim 158.00
6190089M1 Shim 153.00
6190090M1 Shim 153.00
6190091M1 Shim 152.00
6190092M1 Washer 326.00
6190094M91 Bearing Assy. 3,088.00
6190095M91 Bearing Assy. 3,935.00
6190097M1 Shaft Gear Main shaft 41,460.00

36
6190101M1 Gear 13,171.00
6190103M1 Ring Snap 230.00
6190104M1 Plate, Backing 4,646.00
6190105M1 Plate, intermediate 1,767.00
6190106M1 Disc, Friction 1,306.00
6190107M1 Circlip 364.00
6190108M1 Retainer 198.00
6190109M1 Spring 1,474.00
6190110M1 Piston trans 4,795.00
6190111M1 Ring, Sealing 938.00
6190112M1 O-ring 356.00
6190113M1 Ring, Sealing 1,380.00
6190114M1 O-ring 247.00
6190115M91 Plug Assy 1,116.00
6190119M91 Yoke, universal joint 17,314.00
6190121M1 Spacer 414.00
6190123M1 Bearing Needle 965.00
6190125M1 Washer 1,083.00
6190128M1 Screw 232.00
6190129M1 O-ring 136.00
6190130M91 YOKE WITH RING 17,813.00
6190134M1 Seal 3,224.00
6190135M1 Ball 40.00
6190136M1 Spring 77.00
6190137M1 Fork,shifter 6,923.00
6190138M1 Fork, Shifter 10,780.00
6190139M91 Rail Assy. 5,772.00
6190140M91 Rail Assy. 5,530.00
6190141M1 Screw 185.00
6190142M1 Lever 3,944.00
6190143M91 Seating 4,617.00
6190144M1 Pin 327.00
6190145M1 Boot 1,563.00
6190146M1 O-ring 70.00
6190147M1 Strainer 2,212.00
6190148M91 Valve Press Relief 8,003.00
6190152M1 Plug 111.00
6190153M91 KIT VALVE 5,694.00
6190158M1 Screw 43.00
6190163M1 Seal,oil 1,121.00
6190166M91 Plug Drain 1,850.00
6190174M91 Cover, Filter 1,088.00
6190190M91 Kit, Seal 956.00
6190201M1 SHIM 267.00
6190202M1 SHIM 575.00
6190205M1 SHIM 361.00
6190206M1 SHIM 503.00
6190221M1 NUT M20 576.00

37
6190225M91 KIT DIFFERENTIAL 17,286.00
6190235M1 Plug Assy 472.00
6190244M1 Screw 1,112.00
6190253M91 SPIDER ASSY. 4,454.00
6190278M1 O RING 27.00
6190282M1 Screw 25.00
6190283M1 Screw 96.00
6190290M1 Ring, retaining 103.00
6190292M1 Circlip Brakes 53.00
6190302M1 STUD 522.00
6190360M1 Plug 20.00
6190399M1 O RING 538.00
6190552M1 Washer Thrust 985.00
6190553M1 Screw 58.00
6190554M91 Kit Service 41,770.00
6190555M91 Kit Service 89,760.00
6190565M1 PIN 2,673.00
6190566M1 PIN 4,571.00
6190567M1 Grease fitting 88.00
6190568M91 Solenoid Assy 13,033.00
6190624M1 BLEED SCREW 77.00
6190627M1 outer element 2,028.00
6190628M1 Safety element 1,268.00
6190650M1 Filler cap radiator 971.00
6190738M91 Cable 675.00
6190744M1 Lens 306.00
6190748M91 Kit,seal 4,118.00
6190810M1 Oil Filter -Trans 906.00
6190815M91 HOUSING ASSY 11,427.00
6190818M1 Gear 12,644.00
6190819M1 Gear 24,673.00
6190820M9 Valve Solenoid 49,330.00
6190820M91 Valve, Solenoid F&R 48,837.00
6190823M1 O-Ring 1,998.00
6190824M1 Gasket 204.00
6190828M91 KIT SERVICE 2,592.00
6190833M91 KIT SERVICE 2,653.00
6190834M91 KIT SERVICE 876.00
6190835M91 KIT SERVICE 679.00
6190846M91 Housing Assy 1,562.00
6190847M1 Bolt 105.00
6190848M1 Washer 20.00
6190849M91 Breather Assy. 1,162.00
6190850M1 Bolt 114.00
6190851M91 Sender, Temparature 4,247.00
6190852M91 Pump, Assy 50,951.00
6190853M1 Oil Seal 1,478.00
6190854M1 Bolt 130.00

38
6191096M91 Coil 2,999.00
6193001M91 HOUSING ASSY 51,940.00
6193003M91 END YOKE ASSY 14,430.00
6193004M1 Elbow 10,441.00
6193111M91 Valve releif 8,612.00
6193112M91 Valve Relief 10,368.00
6193113M91 Kit Seal 83.00
6193124M91 Valve, Relief 240 bar 10,373.00
6193127M91 Kit,valve 693.00
6193128M91 Plug assy 449.00
6193139M91 Detent 6,960.00
6193142M91 KIT SERVICE 1,969.00
6193145M91 VALVE RELIEF 10,371.00
6193173M91 COIL - SOLENOID VALVE 3,053.00
6193234M91 SWITCH PRESSURE 2,140.00
6193240M91 Seal kit 894.00
6193243M1 Spring 360.00
6193244M91 Spool 10,639.00
6193247M1 Spring 289.00
6193248M91 Relief valve 11,720.00
6193249M91 Valve,relief 265 bar 10,313.00
6193252M91 Relief Valve Assy 200BAR 7,594.00
6193253M91 Plug assy 1,931.00
6193254M91 Plug assy 4,217.00
6193255M91 Plug assy 2,636.00
6193256M91 KIT SEAL 539.00
6193291M91 Gland assy 399.00
6193311M91 Shaft Assy. REVERSER 54,190.00
6193312M1 Clip 102.00
6193313M1 Clip 24.00
6193314M1 Guide 643.00
6193332M1 HOUSING AXLE 47,162.00
6193333M1 O-Ring 137.00
6193334M1 CYLINDER BRAKE 36,439.00
6193335M1 Pipe 694.00
6193336M1 HOUSING ASSY CENTER 67,286.00
6193337M1 CYLINDER BRAKE 34,435.00
6193338M1 PIPE 584.00
6193339M1 Housing Axle ARM 49,819.00
6193340M1 BUSHING 690.00
6193341M1 SEAL RING 303.00
6193342M1 BOLT 205.00
6193344M1 PLUG 19.00
6193345M1 RIVET 8.00
6193346M1 PLATE 116.00
6193347M1 O-ring 10.00
6193348M1 BREATHER 475.00
6193349M91 Kit, Crown wheel 33,941.00

39
6193350M1 SPACER 165.00
6193351M1 Shim, 2.5mm - Pinion 471.00
6193352M1 Shim, 2.6mm - Pinion 576.00
6193353M1 Shim 2.7 mm - pinion 460.00
6193354M1 Shim, 2.8mm - Pinion 463.00
6193355M1 Shim, 2.9mm - Pinion 932.00
6193356M1 Shim, 3.0mm - Pinion 942.00
6193357M1 Shim, 3.1mm - Pinion 1,382.00
6193358M1 Shim, 3.2mm - Pinion 938.00

LIST OF QUESTIONS THAT NORMALLY CUSTOMERS ASK

Q1) What is capacity of the loader?

A1) Sir TEREX has 2 brands

TLB 740 S-76HP

TLB 844 S-90HP

Q2) What is the price of each loader?

A2) The price of 740s model is 23 lakhs 20000

The price of 844s model is 24 lakhs 20000

Q3) What is the capacity of indo power cranes?

A3) INDO POWER CRANES has different models

16 tonnes-18lakhs

18tonnes-19lakhs

20 tonnes-21 lakhs

24 tonnes-26 lakhs

40
Q4) What is special feature of the cranes?

A4) The basic feature is its cost, its easy maintenance, all the parts are readily available
from the office, it has around 200000+ customers, top travelling speed of 40kmph

Q5) What is special feature of the loader?

A5) The best feature is its cost, its height is more than all other loaders, it is the second
largest company in the world, it has a dual pump facility which reduces the fuel
comsumption.

Q6) How will it be financed ?

A6) 25% is payable in cash and rest is financed . You can choose any financer among

TATA CAPITAL

INDUSIND BANK

HDB BANK

Q7) Within how many days the loader or crane will be delivered?

A7) It will be delivered within 20 to 25 days

41
PART III: PROFESSIONAL SKILLS ACQUIRED
1) COMMUNICATION SKILLS- I learnt how to talk to customers. My
communication skills has improved

2) SELF CONFIDENCE- The basic thing which I was taught was that you have to
believe that what ever you are selling you have to be best in it.

3) PATIENCE- I also learnt that for sales you have to be patient. During my
internship to get a meeting for a single customer I used to call him 10 to 11
times. Many times I used to call a customer 5 times in a day but couldn’t get a
single response from him

4) CUSTOMER SATISFACTION- During my 2.5 months training I learned how

to convince my customer to buy my product and convince him to believe that the
product he is purchasing is best for him

5) VALUE FOR MONEY-My next task was to help the customer believe that
whatever he is purchasing it has a value for his money

6) AFTER SALES ENQUIRIES- When your product is sold to the customer it

doesn’t mean that your work is over. If there is a defect in the product and
customer needs immediate attention it’s the duty of the sales executive to solve
his problem

42
SWOT ANALYSIS OF INDO FARMS PVT LTD AND
TEREX INDIA
STRENGTH

1. Well established brand all over the world. INDO FARMS is the 3rd largest
company in the world and TEREX is 2nd largest company in the world
2. Heavy range of products. TEREX manufactures more than 770 products and
INDO POWER manufactures more than 12 varieties of cranes.
3. Wide network all over the world (INDO POWER has its name in more than 50
countries across the world and TEREX is itself a U.S based company and is sold
heavily everywhere).

WEAKNESS

1. Often there is a clash between their dealers and the company

2. The market is limited. So finding the customer for the product is huge task
3. The price is these machines are huge. So for the customers to arrange money for
that is difficult.

OPPORTUNITIES
1. Fast growing sector in the market
2. New inventions can be made to attract customers

THREATS
1. Too much competition is there in the market
2. Often the customers dont switch to another brand easily
3. Delivering the loader or crane to the end user may sometimes become difficult

43
CHAPTER 6: RECOMMENDATIONS AND CONCLUSION
1. According to me taking money from the pocket of consumers is a very difficult
task

2. You need to have high convincing power

3. Talking same thing from same customer is irrelevant.

4. In my organization where I worked there was a too much burden on a single

person.

5. Therefore there was less staff but the work was very huge.

6. Proper attention should be given to each customer

CONCLUSION
In the end I would like to say that sales job is yet difficult but interesting. The more
you interact with people the more you will understand the behavior about them
towards your product.

Selling requires a lot of self-confidence too. You should believe that whatever you
are selling you are the king in it. It is a long process so a sales person has to be patient
enough

Selling requires both time and hard work. It is a pure field job so one should devote
its time fully in it.

I am thankful that I made this project and also I would be making my career in sales
in future.

During my 1st month of training I was asked to first understand the basic
specifications of the loader and cranes so I spend a lot of time studying about it.

I went for the deals with my mentor next month and also I went for the deal alone. I
understood how to talk to customers, how to convince them, how to persuade them.

I visited small towns near KANPUR like KANNAJ, JHANSI, HAMIRPUR,

AMETHI and many more.

44
And in the last month I managed to sell 2 backhoe loaders

The customer’s names were SHAILENDRA and SHAILESH from HAMIRPUR

BIBLIOGRAPHY
1) http://www.terex.in/en/ (19/6/2015)
2) http://www.indofarm.in/(19/6/2015)
3) http://www.hdbfs.com/(22/6/2015)
4) http://tatacapital.com/Index.htm(22/6/2015)
5) https://magma.co.in/(22/6/2015)

45