EXECUTIVE SUMMARY

PROJECT METHODOLOGY

TITLE OF THE PROJECT:

“Sales of MARGERP Software for Retail Store”

Sales are activities related to selling or the number of goods or services sold in a given
time period.

ERP provides an integrated and continuously updated view of core business processes
using common databases maintained by a database management system. ERP systems
track business resources—cash, raw materials, production capacity—and the status of
business commitments: orders, purchase orders, and payroll. The applications that
make up the system share data across various departments (manufacturing,
purchasing, sales, accounting, etc.) that provide the data. ERP facilitates information
flow between all business functions and manages connections to outside stakeholders.

The main objective of the research is to do sales of MARG ERP Software and to
conduct survey and take feedback of prospective customers about the demo. For this a
closed ended questionnaire was prepared with the help of company guide. 30
organizations were surveyed to draw a meaningful result.

In this training I have conducted survey of 135 retailers out of which 100 retailers
have taken demo and I was able to convert 30 leads in to sales.

Most of the respondents have shown their interest in taking the software.
 CHAPTER - I

INTRODUCTION
 INTRODUCTION

Sales are activities related to selling or the number of goods or services sold in a given
time period.

The seller, or the provider of the goods or services, completes a sale in response to an
acquisition, appropriation, requisition, or a direct interaction with the buyer at the
point of sale. There is a passing of title (property or ownership) of the item, and the
settlement of a price, in which agreement is reached on a price for which transfer of
ownership of the item will occur. The seller, not the purchaser, typically executes the
sale and it may be completed prior to the obligation of payment. In the case of indirect
interaction, a person who sells goods or service on behalf of the owner is known as a
salesman or saleswoman or salesperson, but this often refers to someone selling goods
in a store/shop, in which case other terms are also common, including salesclerk, shop
assistant, and retail clerk.

In common law countries, sales are governed generally by the common law and
commercial codes.

DEFINITIONS

A person or organization expressing an interest in acquiring the offered item of value

is referred to as a potential buyer, prospective customer, or prospect. Buying and
selling are understood to be two sides of the same "coin" or transaction. Both seller
and buyer engage in a process of negotiation to consummate the exchange of values.
The exchange, or selling, process has implied rules and identifiable stages. It is
implied that the selling process will proceed fairly and ethically so that the parties end
up nearly equally rewarded. The stages of selling, and buying, involve getting
acquainted, assessing each party's need for the other's item of value, and determining
if the values to be exchanged are equivalent or nearly so, or, in buyer's terms, "worth
the price". Sometimes, sellers have to use their own experiences when selling products
with appropriate discounts.
Although the skills required are different, from a management viewpoint, sales is a
part of marketing. Sales often form a separate grouping in a corporate structure,
employing separate specialist operatives known as salespersons (singular:
salesperson). Selling is considered by many to be a sort of persuading "art". Contrary
to popular belief, the methodological approach of selling refers to a systematic process
of repetitive and measurable milestones, by which a salesman relates his or her
offering of a product or service in return enabling the buyer to achieve their goal in an
economic way.

According to a 2018 survey of salespeople, selling has become more difficult in recent
years due to changes in technology and general access to prospects. While the sales
process refers to a systematic process of repetitive and measurable milestones, the
definition of the selling is somewhat ambiguous due to the close nature of advertising,
promotion, public relations, and direct marketing.

Selling is the profession-wide term, much like marketing defines a profession.

Recently, attempts have been made to clearly understand who is in the sales
profession, and who is not. There are many articles looking at marketing, advertising,
promotions, and even public relations as ways to create a unique transaction.

Many believe that the focus of selling is on the human agents involved in the
exchange between buyer and seller. Effective selling also requires a systems approach,
at minimum involving roles that sell, enable selling, and develop sales capabilities.
Selling also involves salespeople who possess a specific set of sales skills and the
knowledge required to facilitate the exchange of value between buyers and sellers that
is unique from marketing and advertising.

Team selling is one way to influence sales. Team selling is "a group of people
representing the sales department and other functional areas in the firm, such as
finance, production, and research and development". (Spiro) Team selling came about
in the 1990s through total quality management (TQM). TQM occurs when companies
work to improve their customer satisfaction by constantly improving all their
operations.
RELATIONSHIP WITH MARKETING

Marketing and sales differ greatly, but they generally have the same goal. Selling is
the final stage in marketing which puts the plan into effect. A marketing plan includes
pricing, promotion, place, and product (the 4 P's). A marketing department in an
organization has the goals of increasing the desirability and value of the products and
services to the customer and increasing the number and engagement of successful
interactions between potential customers and the organization. Achieving this goal
may involve the sales team using promotional techniques such as advertising, sales
promotion, publicity, and public relations, creating new sales channels, or creating
new products. It can also include encouraging the potential customer to visit the
organization's website, contact the organization for more information, or interact with
the organization via social media channels such as Twitter, Facebook and blogs. Social
values play a major role in consumer decision processes. Marketing is the whole of
the work on persuasion made for the whole of the target people. Sales is the process of
persuasion and effort from one person to one person (B2C), or one person to a
corporation (B2B), in order to make a living resource enter the company. This may
occur in person, over the phone or digitally.

The field of sales process engineering views "sales" as the output of a larger system,
not just as the output of one department. The larger system includes many functional
areas within an organization. From this perspective, the labels "sales" and "marketing"
cover several processes whose inputs and outputs supply one another. In this context,
improving an "output" (such as sales) involves studying and improving the broader
sales process, since the component functional areas interact and are interdependent.

Many large corporations structure their marketing departments so they are integrated
with all areas of the business. They create multiple teams with a singular focus, and
the managers of these teams must coordinate efforts in order to drive profits and
business success. For example, an "inbound" campaign seeks to drive more customers
"through the door", giving the sales department a better chance of selling their product
to the consumer. A good marketing program would address any potential downsides as
well.
The sales department would aim to improve the interaction between the customer and
the sales channel or salesperson. As sales is the forefront of any organization, this
would always need to take place before any other business process may begin. Sales
management involves breaking down the selling process and increasing the
effectiveness of the discrete processes, as well as improving the interactions between
processes. For example, in an outbound sales environment, the typical process
includes outbound calling, the sales pitch, handling objections, opportunity
identification, and the close. Each step of the process has sales-related issues, skills,
and training needs, as well as marketing solutions to improve each discrete step.

One further common complication of marketing is the difficulty in measuring results

for some marketing initiatives. Some marketing and advertising executives focus on
creativity and innovation without concern for the top or bottom lines – a fundamental
pitfall of marketing for marketing's sake.

Many companies find it challenging to get their marketing and sales teams to agree.
The two departments, although different in nature, handle very similar concepts and
have to work together to achieve the business' goals. Building a good relationship
between the two teams that encourages communication can be the key to success.
 COMPANY PROFILE

MARG ERP Ltd. has its expertise in providing the perfect customized inventory and
accounting solutions for all businesses to get GST compliant.
What We Do?
Marg ERP is a leading software application provider in GST and has been a key
player in helping businesses in smoother transition into GST. We deliver inventory
and accounting software solution to optimize businesses and help them in this GST
transformation journey . Marg has always believed in adding value and sustainability
to the ever changing business environment and is a key player in serving both the
SMEs and MSMEs. Marg ERP provides comprehensive HRxpert (human resources
software solutions) which has enriched features like attendance software, payroll
software,leave management etc helping businesses in smoother transition into GST.
With more than 1 Million plus satisfied users, 800 + sales & support centers, Marg
ERP has been a true leader in easing the adaption process of GST.
THREE FUNDAMENTAL APPROACHES TOWARDS ACHIEVING
MILESTONES
Customer Centric Approach
Businesses across the industry are embracing the concept of customer centricity and to
achieve sustained success
companies must understand the
current customer needs and wants.
Marg ERP Customer centric
approach has always provided
their customer with a positive
customer experience before and
after the sale of the software in
order to drive repeat business, customer loyalty and profits.We have spent years
creating a culture around the customer and their needs.
Technology Oriented Approach
Despite the growing pervasiveness of technology it
needs consistent changes and updates and to cope up
with the present corporate pressure and maximize short
term profit levels Marg ERP does continuous research
and development program that can help the company &
partners to sustain their Business value over long term.
After rigorous research and consistent practice we have shaped those demand with
advance technology with a talented bunch of individuals at our state of the art.
The Marg System is sophisticated yet extremely flexible, and each module is fully
integrated into the General Ledger. Our Application software modules include:
General Ledger, Payroll, Accounts Payable, Production Accounting, Laser Check
Writing, Accounts Receivable and Time & Billing. Marg systems are expandable and
easy to customize. They can treat each client entity differently with a view to meet
changing business needs & sustain a perennial program of Researchs Development.
We ensure that software enhancements are included with annual Application software
Maintenance. Marg's primary goal is customer satisfaction and building long-term
business partnerships with its clients.
Regular Innovation Approach
Marg Innovation approach depends on it’s business strategy, capability and market
understanding as well as how much finance is available. Marg ERP is always
committed to assure its regular services with value added support. We always prefer to
carry our legacy for the customer benefits and their happiness.
We have set up a team for research and development so that our customer can get a
rich exposure and experience of our services. Our services are bound to delight for the
customers benefits.
The Marg Family
MARG started its journey in 1992 , and for over two decades has focused on
providing the best inventory and accounting software that could drive the progress for
clients and enhance their business solutions.
Our field force team is serving across 500+ top cities across India & has the best
knowledge and experience, across industries and technologies to serve a wider
customer base. Marg ERP has seven zonal offices across the nation i.e Delhi, Mumbai,
Kolkota, Pune, Gujrat, Chennai and Hyderabad.
The Marg family today serves more than 21 different business segment across the
country. With more than 9 Lakh plus satisfied users, 800 + sales & support centers,
Marg ERP has been a true leader in easing the adaption process of GST.
 AWARD

SOLUTIONS
 KEY FEATURES
Marg software is the only Real Accounting & Inventory Software which gives you
100% control on your business. Due to easiness, flexibility, self-customization options
and time to time up-gradations are the major reasons behind its success.
Sales Bill Attraction
In Marg, billing system is very much advanced yet easy to use. In our views, customer
spend more time on their billing so that we are always focused on the ways through
which you can do your billing with the less use of enter key. Cash/Credit
Management, Challan/Order Loading, Item Searching, Real Time with Live Balances
on Multi-user, Light Fluctuation Security options etc are incomparable.
Counter Sale Entry
By this option, multiple salesmen can handle multiple customers on single computer.
From Marg, it's a superb gift for over busy counters.
 Multi customer handling provision
 Direct interaction with database no need to save
 Customer merge provision
 Purchase bill feeding on counter entry
 Operator wise counter sales
 Supervisor can see all counter sales
 Counter sale to Bill conversion
 Multi Series Provisions
Series feature of Marg is very advance so that customer can use this option for
maintaining reports, outstanding etc. In this you can set series wise rates & discounts.
You can use company wise different series for billing & reporting. Even this can be
used for differentiate Tax & Retail billing.

Point of Sales Provision

At fast sales counters POS Billing is very much important. In Marg POS Billing is
fully advanced due to its certain unique features like Barcode, Virtual Keyboard,
Touch Items Pop-ups and Tender for Cash/Credit/Other collection etc.

Credit Limits
In Marg two types of Credit limits are available i.e. Primary Credit Limits and Final
Credit Limit. Bills can be generated by the help of password if primary credit limits
get crossed. If final credit limits get crossed and once you have set "follow strictly" in
party's master then it will not allow to cross the limit. In Marg you can set limits in
three ways- Maximum Amount, Maximum Bills, and Maximum Days. In Marg there
is advance provision available regarding Temporary Limits in which management can
give authority to the party for bill generation in the case of emergency.

Rate Management
Rate Master of Marg is very much advanced for the fulfillment of the customer's need.
In this 9 Price Lists, Party wise Special Rates, Minimum Rates, Pick Rates from Last
Delivery, Net Rate and Lot Rate etc… advanced options are available, so there is no
need to remember rates at the time of billing.

Salesman Selection
In Marg, salesman selection is done in various ways. Salesman wise reports and
outstanding are very advance. Even there are provisions available to filter reports
salesman wise and calculate commissions of salesman. Reademore

Free Scheme (Bonus)

In some business schemes management are very important part of billing. There are
several ways to issue Free schemes, which are not possible in every software. In
Marg, all ways are available to issue free schemes automatically.

Discount System
In Marg, Discount System is fully advanced. In this different types of discounts are
available like- Percentage, per unit, Lump sum etc. in this you can set Bill wise, Item
wise or Group wise discounts.

Margins & Losses

In Marg, high focus is given on Margin & Losses Management. In Today's
competitive time, even a little mistake let your business down. Such type of Losses
Management is built in Marg so that loss due to mistakes can be avoided.

Item Popup with lot of features

In Marg's item window all required information's are available for businessmen. You
can even show or hide them as per your need.

Bill Printing
In Marg, you can design bill formats both in GUI and DMP. The Bill Format Designer
is that much advance as it is fulfilling all the requirements of our 9 Lakh users

Flexibility & Facilities on Billing

In Marg, Billing system is much advance and flexible in which your Customer's,
Transport & Bankers requirement can be fulfilled. Hot keys in Marg's billing system
are very much advanced, you can switch over from bill to any report and vice versa.

Barcode Management
In Marg, barcode can be generated in GS1, Serial, Shuffle, Composite etc ways. In
Marg, we have developed advance system to manage International and self- Barcode.
 Barcode Searching on Item, Batch/Size/MRP/etc
 Show item list with Barcode No. provision
 Item Searching on Name for Barcode Missing on +key
 Print only self-defined barcode for un-barcoded items
 Barcode printing on Laser, Deskjet & Other Barcode Printers
 Self-defined Barcode Printing Format
 GS1, Serial, Shuffle Barcode creation system inbuilt

Challan Management
Sometimes nearby customers get loose items, you can't make bill for that every time,
In Marg, we had given a provision of Challans. You can issue that loose items in
challan and convert it partially or all into the bill as per your requirement. These
challans always show pending unless you do not convert it into bill. These challans
will only effect on your Inventory but not in Accounts.

Order Management
In Marg software, Sales & Purchase Order management is very advance, there is
facility of loading partial or full order. To run Marg according to every customer there
is several setups available such as balance order should be pending or get
automatically deleted, at the time of overloading in bill whether pick rate from order
or from masters etc…

Purchase Import (E-Milan)

In Marg, with a single click you can import bill from softcopy of any format provided
by the supplier. Through which you can save time and get relief from manual errors.

Purchase Attraction
In Marg several calculation methods are available which will help you in matching the
bill values sent by supplier. There is provision in which you can feed and check sales
rates & deal etc at the time of purchase.

Post Dated & Advance Cheque Management

The Cheques you have received are of today's or future date. You can post today's
dated cheques in bank but what will about future dated cheques?
In Marg, we have developed a provision of PDC by which you can maintain your
future cheques and clear them on the bases of Bank-Paying-Slip. Same provision is
also developed for Advance Cheque Issued.

Outstanding Analysis
In Marg, several reports are available in outstanding these are very beneficial for your
company. You can check Area/Salesman/Route/Party or whole outstanding. Tagging
system for collection in Marg software is very strong.

Printing Attraction
In Marg, you can design formats of bill, voucher, bank letter, reminder, barcode, label,
estimate, etc. There is provision to print Bill & Reports on separate printers
automatically, you can also select printer port at the time of printing and can be pre
fixed as per requirement.

User Friendly
Marg is fully menu driven and pop-up based software so there is no need of
remembering codes. Marg is designed according to those businessmen's who have less
knowledge of computer so they can operate this software easily.

Flexibility
Marg is very advance and flexible software as you can customize it according to your
business. It means there is no need to change yourself according to software as
software will change according to your requirements.

Switch Over
In Marg, customer doesn't feel bounded because several hot keys and jet hot menus
are available so that you can keep a hold on current work while doing other pending
works. Eg at the time of billing, without exiting from bill you can modify or print your
old bill or print party ledger etc.

Securities
In Marg, management can set powers and boundations operator wise. There is a
provision through which you can freeze ledger's transactions. There are provisions
through which data can run with defined hard disk or only on defined computer.
Multi Options
You can operate MARG with multi provisions.
 Multiple Companies
 Multi Unit
 Multiple Godowns
 Multi Currencies
 Multi Locations
 Multi Language
 Multiple Financial Years
 Multi Firm Billing on single Bill

Utilities & Backups

In Marg, strong backup facility and related utilities are available so that there is no
loss of data and you can work smoothly.
Email, SMS & Personal Organiser
In Marg, there are provisions of auto sms & email regarding bills, outstanding,
reminders, schemes, etc. You can maintain your personal diary & appointments in
Marg software.
Visual & Audio Indications
In Marg, Errors or Indications can be presented through audio or visual alerts in case
of any error.
 Negative Cash
 Negative Stock
 Minimum & Maximum Level
 Profit / Margin Loss on Item / Bill
 Budget & Credit Limit Cross
 Backup Indications
 Near Expiry & Expired Item
 Message from supervision / other user

Reminders
In Marg, there is advance provision for letters or reminders which make your tasks
easier.
 Overdue Reminders / Letters
 Account Confirmation Statement
 Bank Letters of Sales
 Scheme/General Letter to Customers
  Pending Forms
 Collection Reminder

One Time Masters

In Marg, once you set all the setups or masters then there is no need to remember and
software can run accordingly.
 Party & Others Ledgers
 Account Group (If not defined)
 Sales/Purchase Tax Masters
 Inventory Groups/Salt/Company/Category
 Item Master
 9 Price Lists
 Date wise Price List
 Party wise special dealings
 Opening Balances of Ledgers & Items
 Stock Minimum / Maximum / Re-Order Levels
 Setup & Formats

Data Entries
In Marg, there is 18+ different types of Inventory entries & 12+ different type of
accounting entries system you can show & hide them as per your requirements.

Self-Defined Software Setup

Marg's setup is its brain which can be set according to customer's requirements. In this
1750+ setups are available which are already set trade wise and can be modified
according to your requirements.

Accounting Reports
Marg is an advance accounting software. Its reporting system is very powerful as you
can convert any report in XML, XLS, CSV formats etc. and can mail to your
customers on a single click.

Stock Reports
In Marg, you can maintain as well as manage Company wise Reports, Batch- wise
Reports, Old/Expiry wise Stocks Reports, Minimum/ Maximum Level wise Stock
Reports, etc. Through these reports you can enter into stock register and from there
you can reach the bill. You can also export these reports & statements in excel, pdf,
csv, etc

Sales Analysis
In Marg, you can analyze your business with the help of thousands of reports. In each
and every report there is several filters or options are available so that you can analyze
your requirements. You can transfer these reports even on excel, pdf, csv etc.

Purchase Analysis
In Marg, you can analyze your purchase with the help of thousands of reports. In each
and every report there is several filters or options are available so that you can analyze
your requirements. You can transfer these reports even on excel, pdf, csv etc.

Management Reports (MIS)

In Marg, you can see all sales reports through gross profit by the help of which you
come to know all details regarding profits or losses area, route, salesman, party,
company, item, etc wise.
Management Utilities
 In Marg, there is provision of bulk updation or deletion.
 Delete Special Rates, Deals & Discount in single button Company
Special,Special Note on Invoice, Heading of Invoice.
 Multi Deletion of Non working Items & Ledger, Printer Port, Bill Headings,
Formats, Ledger Transactions, Import Data, Closing/Opening Balances, etc
 Multi Editing Item, Party, Company, Credit Limit, Auto Fix Credit Limit, Party
Area / Rout / MR, Voucher Remarks, Old Discount % to New Discount %, Old
Tax % to New Tax %, Tax of old bills, Re-arrange Bill No/Receipt No/Retail-
Tax invoice headings, etc
Professional Graphs
In Marg Professional Graphs are available through which you can do your analysis
with help of graphs.
CHAPTER - II

REVIEW OF
LITERATURE
 REVIEW OF LITERATURE

Brooke and Gudergan (2001) explored the role of various factors on effectiveness
among sales force, through an exploratory study in eight Australian pharmaceuticals
companies and found positive relationship between sales force autonomy and
effectiveness in all the companies. The study also concluded that market knowledge
led to a greater market orientation, which in turn, has a positive effect on sales force
effectiveness. In the study the researcher developed a sales force effectiveness model.
The model designed as market knowledge and customer value management leads for
market orientation. Similarly, the sales force control and sales infrastructure leads to
sales force autonomy. According to the model, the market orientation and sales force
autonomy are the influencing factors for sales force effectiveness.

A study by Ryerson, A (2008) on pharmaceuticals sales performance focused on

measuring the behavioral aspects of self-efficacy as compared to general self-efficacy.
General self efficacy is an individual‟s belief in his ability to perform various
functions. Getting, giving and using are the specific behaviors pertaining to self-
efficacy that is used in the study. Getting behaviors included asking questions,
listening, observing and communicating with competitors. Giving behaviors are those
used in disseminating information to the customer. Using behaviors are those related
to solving problems of customers. The study rejected the null hypothesis that the
predictive value of the specific self-efficacy model is either lower than or equal to the
predictive value of the global, general self efficacy model. In the same research paper
the author quoted Barling and Beattie (1983) study on insurance sales representatives
where the self efficacy has a strong correlation related to the level of performance.

Longino, E (2007) in a dissertation covers major issues concerning sales in

pharmaceuticals industry in the United States (US). The study brings forth the
changing context of the industry in the wake of more competition and regulation of
the industry. Losing patent protection, substitution by generic drugs, increased
regulations that curb pricing and hike drug-testing costs are challenges that the
pharmaceuticals industry is said to be facing, according to different researchers.
Whereas Seget et al., (2002) expressed concern about rising expenditure on research
and development; post-marketing studies have also become necessary to ensure drug
safety standards. Further cost escalations happen as a result of greater need for
advertising and sales promotions to cope with competition. Such trends result in steep
cost increases in the industry. As a result increasing onus is placed on achieving sales
orders to maintain profitability amidst rising costs.

Chakraborty, S., Brown, G. and Widing, R.E. (2010) examined the use of open
influence strategies such as legitimate influence, expertise and referent, and closed
influence strategies such as ingratiation and impression management. It was found that
open strategies were most frequently used than closed ones. However, influencing
strategies were found to be used for only half of the customers. Built upon the
concepts of selling orientation and customer orientation, the study also differentiated
between customer oriented selling and cooperative motivational orientation. The
results of the study was that customer oriented selling is an approach that highly
influences the sales performance and customer satisfaction. The researchers
differentiated the customer oriented attitudes and customer oriented behaviors (Stock
and Hoyer 2005). An extensive literature supports the customer oriented behaviors
such as sales performance (Eg., Saxe and Weitz 1982), Personality traits (Eg.Brown,
2002), buyer and seller relationships (Eg.,Williams and Attaway 1996) and market
orientation (Siguaw, Brown and Widing 1994). Sales force has been described as early
adopters of new technologies, which include multiple telecommunication and internet-
enabled devices. It is stated that researchers have not adequately addressed
technology-sales force linkages.

Christ, P and Anderson, R., (2011), examining the topic quotes research by Rapp et
al., (2008) showed that sales force adoption of technology has often met initial
resistance. They also cite evidence to suggest that latest technologies make
salespersons‟ jobs easier as in Colon, (1998), decreases costs (Taylor,1993), enhances
communications, reduces sales cycle time (Thetgyt, 2000), and improves
organizational access to information (Leifer, 1999). Thus it has been already
established that adopting technology helps sales organization to develop sustainable
advantages over competitors. Adoption of the latest technology is a way to increase
sales force effectiveness and efficiency in carrying out sales force activities,
enhancing customer relationships.

Schaper (2002) observes that small and medium-sized enterprises make a major
contribution to economic growth and employment in most countries around the world.
The collective impact of SMEs is influential as they represent about 95% of all private
sector firms in most modern nations and so form a major portion of all economic
activity. They account for 35% of exports from Asia and approximately 26% of
exports from developed countries including the United States(9). Knight (2000)
observed out that in selected countries such as Italy, South Korea and China, SMEs
contribute as much as 60% of total national exports. In Belgium they represent 95% of
all businesses and employ 40% of the labour force in private companies. SMEs should
be more responsive to the changes in the market and environment. Burns (2001)
observes that limited access to finance, a low degree of professionalism, difficulties in
hiring qualified manpower, dependency on clients and suppliers and the absence of
economies of scale are identified as the weaknesses of SMEs.

Klaus et al. (2000) describe ERP systems as “comprehensive, packaged software

solutions that seek to integrate the complete range of a business’s processes and
functions in order to present a holistic view of the business from a single information
and IT architecture.” O’Leary (2000) describes ERP systems as “computer-based
systems designed to process an organization’s transactions and facilitate integrated
and real-time planning, production, and customer response.”

Davenport (1998) observes that ERP systems constituted the natural evolution of
Material Resource Planning solutions that emerged in the seventies, integrating not
only manufacturing processes, but also linking the wide array of business
functionalities and processes required within any organization.
Tenkorang and Helo (2011) classified the articles under each category. They critically
reviewed the literature concerning the related topics of critical success factors (CSFs)
in ERP system implementation, which aimed at identifying and investigating factors
that result in more successful ERP system implementation, which generates higher
levels of value for organizations.

Genoulaz (2005) identified six categories concerning literature review which include:
implementation of ERP, optimization of ERP, management through ERP, ERP
software, ERP for supply chain management and case studies.
 CHAPTER - II

PROJECT
METHODOLOGY
 PROJECT METHODOLOGY
TITLE OF THE PROJECT:
Sales of MARGERP Software for Retail Store.
OBJECTIVES OF THE STUDY
 To do sales of MARG ERP Software.
 To conduct survey and take feedback of prospective customers about the demo.
MEANING OF RESEARCH
“Research” includes any gathering of data, information and facts for the advancement
of knowledge. Research must be systematic and follow a series of steps and a rigid
standard protocol. These rules are broadly similar but may vary slightly between the
different fields of science.

MEANING OF RESEARCH METHODOLOGY

The word research methodology comes from the word “advance learners dictionary”
meaning of research as a careful investigation or inquiry specially through search for
new facts in any branch of knowledge for example some authors have defined
research methodology as systematized effort to gain new knowledge.
Research Methodology can consider research as movement, a movement from the
known to the unknown. The term Research methodology is an academic activity and
as such the term should be used in technical sense. According to Clifford Woody
research comprises defining and redefining problems, formulating hypothesis or
suggested solutions, collecting, organizing and evaluating data, making deduction and
reaching conclusions and then testing of the conclusion to determine whether they fit
the in the formulating hypothesis.
Analysis of past data a helps the management of the company to plan its future polices
according to the external environment. Based on this, study has been taken up
financial analysis of the company. Any sound research must have a proper design to
achieve the required result, this study id constructed on the basis of descriptive design.
TYPES OF RESEARCH
Descriptive : Descriptive Research includes survey and fact finding enquiries of

different kinds.

The study conducted is a conclusive descriptive statistical study. Conclusive because

after conducting the study the researcher comes to a decision which is precise and
rational.

RESEARCH DESIGN

A research design is the arrangement of conditions for collection and analysis of data
in a manner that aims to combine relevance to the research purpose with economy in
procedure.In fact the research design is a conceptual structure within which the
research is conducted It constitute the blue print for the collection, measurement and
analysis of data. Decisions regarding what, when, where, how much, by what means
concerning an inquiry or research study constitute a research design. Research design
is needed because it facilitates the smooth sailing of the various research operations
thereby making research as efficient as possible yielding maximal information with
minimal expenditure of effort, time and money.

DATA COLLECTION

PRIMARY DATA SOURCES

 Through interaction with respondents.

SECONDARY DATA SOURCES:

 Through internet, various official site of the Company.

 Through pamphlets and brochures of the Company.
 Journals & Magazine
In this study both Primary and Secondary Data has been used.
SAMPLING TECHNIQUE
This project is special in nature and therefore method used for sample technique in
convenient sampling method. The method used for sample technique was convenience
sampling method. This method was used because it was not know previously as to
whether a particular person will be asked to fill the questionnaire. Convenient
sampling is used because only those people were asked to fill the questionnaires who
were easily accessible and available to the researcher.

SAMPLE SIZE
135 respondents (Out of which 100 respondents are interested in taking demo of the
software).

TOOLS OF ANALYSIS
I have used Structured Questionnaire Method. Some of the software’s used for making
this project will be Ms Word and Ms Excel.

STASTICAL METHOD
In this project I have analyzed using Percentage method. Bar graphs and pie charts are
also used to analyze the results.

LIMITATIONS
1. The respondents may be biased.
2. The accuracy of indications given by the respondents may not be consider
adequate
3. Lack of sufficient time to exhaust the detail study of the above topic became a
hindering factor in my research.
4. Respondents are not willing to respond properly.
CHAPTER - IV

DATA ANALYSIS
 DATA ANALYSIS

Q1. Are you interested in taking demo of MargERP for retailers ?

Options No of Respondents Percentage of Respondents

Yes 100 74
No 35 26

Interpretation:
100 respondents have taken demo out of 135. Rest of our survey will be based on the
100 respondents only who have taken demo.
Q2. Which time is comfortable for demo?

Options Percentage of Respondents

Morning 16
Afternoon 62
Evening 10
Night till 8.30 12

Interpretation:
62% of the respondents have taken demo in Afternoon after lunch hours, 16% of the
respondents have taken demo in Morning, 10% of the respondents have taken demo in
Evening and 12% respondents have taken demo in Night.
After demo was arranged questions were asked
Q3. Does our business executive come to your place for giving demo?

Options Percentage of Respondents

Yes 100
No 0

Interpretation :
100% of the respondents say that business executive of the company come to give
demo of the software.
Q4. Does he give all the required information and demo according to your requirements?

Options Percentage of Respondents

Yes 88
No 12

Interpretation:
88% of the respondents say that demo executive has given all the required information
and 12% of the respondents say that demo executive was not clear in some facts they
would like to clear their queries.
Q5. Are you satisfied with the information he has given to you or you have more queries?

Options Percentage of Respondents

Have More Queries 26
No information he has given is enough 74

Interpretation:
74% of the respondents are satisfied with the information given by the demo executive
and 26% of the respondents have more queries. Meeting was arranged with the senior
executives for clarifying the doubts of the prospective customers.
Q6. How do you rate the features of the software?

Options Percentage of Respondents

Highly Satisfactory 36
Satisfactory 42
Average 12
Dissatisfactory 6
Highly Dissatisfactory 4

Interpretation:
36% of the respondents are highly satisfied with the features of the software, 42% of
the respondents are satisfied with the features of the software, 12% of the respondents
say that features of the software are average and 6% of the respondents are not
satisfied with the features.
Q7. How do you rate the stock management features of the Marg ERP for retailers?

Options Percentage of Respondents

Highly Satisfactory 32
Satisfactory 48
Average 20
Dissatisfactory 2
Highly Dissatisfactory 0

Interpretation:
48% of the respondents are satisfied with the stock management features of the Marg
ERP for retailers, 20% of the respondents say that stock management features of the
Marg ERP for retailers is average and 32% respondents say that stock management
features of the Marg ERP for retailers is highly satisfactory.
Q8. How do you rate the Billing Feature of the software?

Options Percentage of Respondents

Highly Satisfactory 32
Satisfactory 56
Average 10
Dissatisfactory 2
Highly Dissatisfactory 0

Interpretation:
56% of the respondents say that Billing feature of the software is satisfactory, 10% of
the respondents say that billing features is average.
Q9. How do you rate the Pricing Feature of the Software?

Options Percentage of Respondents

Highly Satisfactory 36
Satisfactory 42
Average 12
Dissatisfactory 6
Highly Dissatisfactory 4

Interpretation:
36% of the respondents are highly satisfied with the pricing feature of the software,
42% of the respondents are satisfied with the pricing feature of the software, 12% of
the respondents say that pricing feature of the software are average and 6% of the
respondents are not satisfied with the pricing feature.
Q10. How do you rate the GST feature of the software?

Options Percentage of Respondents

Highly Satisfactory 32
Satisfactory 48
Average 20
Dissatisfactory 2
Highly Dissatisfactory 0

Interpretation:
48% of the respondents are satisfied with the GST feature of the Marg ERP for
retailers, 20% of the respondents say that GST feature of the Marg ERP for retailers is
average and 32% respondents say that GST feature of the Marg ERP for retailers is
highly satisfactory.
Q11. How do you rate the Barcode Printing feature of the software?

Options Percentage of Respondents

Highly Satisfactory 36
Satisfactory 42
Average 12
Dissatisfactory 6
Highly Dissatisfactory 4

Interpretation:
36% of the respondents are highly satisfied with the Barcode printing feature and 42%
are satisfied with the barcode printing features.Most of the respondents say that this
feature is mostly required and it is good in the software for maintaining records of the
stocks and sales.
Q12. How do you rate the promotional offer of the company?

Option Percentage of Respondents

Attractive 66
Not at All Attractive 34

Interpretation:
66% of the respondents say that promotional offers of the company are attractive and
34% of the respondents say that promotional offer must be more attractive.
Q13. Do you know company is offering 2 years after sales services?

Option Percentage of Respondents

Yes 58
No 42

Interpretation:
58% of the respondents are aware about the company’s after sales service support and
42% of the respondents are not aware.
Q14. Are you interested in opting Marge ERP Software for your retail store?

Option Percentage of Respondents

Yes 68
No 32

Interpretation:
68% of the respondents have shown their interest in opting MargERP software for
retailers. We were able to convert 30 retailer in the training period.
 INFERENCES

 100 respondents have taken demo out of 135. Rest of our survey will be based
on the 100 respondents only who have taken demo.
 62% of the respondents have taken demo in Afternoon after lunch hours, 16%
of the respondents have taken demo in Morning, 10% of the respondents have
taken demo in Evening and 12% respondents have taken demo in Night.
 100% of the respondents say that business executive of the company come to
give demo of the software.
 88% of the respondents say that demo executive has given all the required
information and 12% of the respondents say that demo executive was not clear
in some facts they would like to clear their queries.
 74% of the respondents are satisfied with the information given by the demo
executive and 26% of the respondents have more queries. Meeting was
arranged with the senior executives for clarifying the doubts of the prospective
customers.
 36% of the respondents are highly satisfied with the features of the software,
42% of the respondents are satisfied with the features of the software, 12% of
the respondents say that features of the software are average and 6% of the
respondents are not satisfied with the features.
 48% of the respondents are satisfied with the stock management features of the
Marg ERP for retailers, 20% of the respondents say that stock management
features of the Marg ERP for retailers is average and 32% respondents say that
stock management features of the Marg ERP for retailers is highly satisfactory.
 56% of the respondents say that Billing feature of the software is satisfactory,
10% of the respondents say that billing features is average.
 36% of the respondents are highly satisfied with the pricing feature of the
software, 42% of the respondents are satisfied with the pricing feature of the
software, 12% of the respondents say that pricing feature of the software are
average and 6% of the respondents are not satisfied with the pricing feature.
 48% of the respondents are satisfied with the GST feature of the Marg ERP for
retailers, 20% of the respondents say that GST feature of the Marg ERP for
retailers is average and 32% respondents say that GST feature of the Marg ERP
for retailers is highly satisfactory.
 36% of the respondents are highly satisfied with the Barcode printing feature
and 42% are satisfied with the barcode printing features.Most of the
respondents say that this feature is mostly required and it is good in the
software for maintaining records of the stocks and sales.
 66% of the respondents say that promotional offers of the company are
attractive and 34% of the respondents say that promotional offer must be more
attractive.
 58% of the respondents are aware about the company’s after sales service
support and 42% of the respondents are not aware.
 68% of the respondents have shown their interest in opting MargERP software
for retailers. We were able to convert 30 retailer in the training period.
 CONCLUSION

Enterprise resource planning (ERP) is the integrated management of main business

processes, often in real-time and mediated by software and technology.

ERP is usually referred to as a category of business management software — typically

a suite of integrated applications—that an organization can use to collect, store,
manage, and interpret data from these many business activities.

ERP provides an integrated and continuously updated view of core business processes
using common databases maintained by a database management system. ERP systems
track business resources—cash, raw materials, production capacity—and the status of
business commitments: orders, purchase orders, and payroll. The applications that
make up the system share data across various departments (manufacturing,
purchasing, sales, accounting, etc.) that provide the data. ERP facilitates information
flow between all business functions and manages connections to outside stakeholders.

In this training I have conducted survey of 135 retailers out of which 100 retailers
have taken demo and I was able to convert 30 leads in to sales.

Most of the respondents have shown their interest in taking the software.
CHAPTER - V

SUGGESTIONS
 SUGGESTIONS

 Attractive customer Schemes must be introduced.

 Promotion offers and discounts must be given to convert more leads.
 Better Service support must be provided.
 Better promotional strategy must be formulated to face the tough competitions.
 Newsletters and mails must be sent to the existing customers to maintain good
relations.
BIBLIOGRAPHY
 BIBLIOGRAPHY

Books:

 Kotler, Philip. (1999):’Marketing Management’ Prentice Hall Of India Pvt.

Ltd., New Delhi.

 Kothari, C.R (2001):’Research Methodology’, Vishwa Publication., New Delhi

 Saxena, Rajan. (2003):’Marketing Management’ Tata Mcgraw-Hill Publishing

Company Limited. New Delhi

 Verma H.V(1993):’Marketing Of Products & services’, Gobal Business Press,

New Delhi

Websites :

 https://www.margcompusoft.com/
ANNEXURE
 QUESTIONNAIRE
Name : ____________________________________
Address : ____________________________________
Store Name : ____________________________________
Gender : Male [ ] Female [ ]

Q1. Are you interested in taking demo of MargERP for retailers ?

a. Yes b. No

Q2. Which time is comfortable for demo?

a. Morning b. Afternoon
c. Evening d. Night till 8.30

After demo was arranged questions were asked

Q3. Does our business executive come to your place for giving demo?
a. Yes b. No

Q4. Does he give all the required information and demo according to your requirements?
a. Yes b. No

Q5. Are you satisfied with the information he has given to you or you have more queries?
a. Have More Queries b. No information he has given is enough

Q6. How do you rate the features of the software?

a. Highly Satisfactory b. Satisfactory
c. Average d. Dissatisfactory
e. Highly Dissatisfactory

Q7. How do you rate the stock management features of the Marg ERP for retailers?
a. Highly Satisfactory b. Satisfactory
c. Average d. Dissatisfactory
e. Highly Dissatisfactory
Q8. How do you rate the Billing Feature of the software?
a. Highly Satisfactory b. Satisfactory
c. Average d. Dissatisfactory
e. Highly Dissatisfactory

Q9. How do you rate the Pricing Feature of the Software?

a. Highly Satisfactory b. Satisfactory
c. Average d. Dissatisfactory
e. Highly Dissatisfactory

Q10. How do you rate the GST feature of the software?

a. Highly Satisfactory b. Satisfactory
c. Average d. Dissatisfactory
e. Highly Dissatisfactory

Q11. How do you rate the Barcode Printing feature of the software?
a. Highly Satisfactory b. Satisfactory
c. Average d. Dissatisfactory
e. Highly Dissatisfactory

Q12. How do you rate the promotional offer of the company?

a. Attractive b. Not at All Attractive

Q13. Do you know company is offering 2 years after sales services?

a. Yes b. No

Q14. Are you interested in opting Marge ERP Software for your retail store?
a. Yes b. No