A SUMMER TRAINING REPORT ON

SALES MANAGEMENT

UNDERTAKEN AT

(Vishwadeep Enterprises)

Submitted for the partial requirement for the Degree of

BACHELORS IN BUSINESS ADMINISTRATION (B.B.A)

2021-2023

Internship Duration : 28/7/2023 – 27/8/2023

Submitted to : Ms. Ritu Submitted by : Kartik

(22MBA001)

STUDENT OF

BADDI UNIVERSITY OF EMERGING Sciences and Technology

(School of Management Studies)
 Acknowledgement

In a matter of great satisfaction and pleasure I would like to present a report on

Sales Management under Vishwadeep Enterprises (Bluestar), Zirakpur. I
would like to owe my gratitude to all those involved in my guidance and
training. This is a result of unfailing efforts and guidance with cooperation that
I have received from others.

This project report is a product of the guidance of our Honourable Dean, Dr.
Arun kant Painoli and Project Guide Mrs. Ritu . Their constant efforts to help
improve us as a person and as a professional and to complete this project.

I would also like to thank Mr. Balwinder Singh (Senior Sales Manager at
Vishwadeep Enterprises) for giving me the opportunity to work at Blue Star as a
Sales Trainee.

The experience which I have got during this internship has certainly instilled
confidence in me and will prove to be beneficial for the future.
 DECLARATION

I here by declare that this project entitled “ Sales Management undertaken at Vishwadeep
enterprises “ was prepared by me under the guidance of the Sales department of Vishwadeep
Enterprises and was submitted in partial fulfilment of the requirements of Bachelors of
Business Administration (BBA) for session 2021-2023 of Baddi University of Emerging
Sciences and Technology.

I also declare that this project is original , genuine and is made based on the data which I had
collected at Vishwadeep Enterprises.

Kartik Ahluwalia

(22MBA001)

BBA (Sales Management)

 TABLE OF CONTENTS

Introduction

1. TITLE PAGE

2. ACKNOWLEDGEMENT

3. DECLARATION

4. CERTIFICATE

Content Table

Section 1 : Introduction to the Company.

Section 2: Introduction to the Project.

Section 3 : Data Analysis and Interpretation

Section 4 : Findings , Suggestions and conclusion.

Section 5: Bibliography.
 Introduction to the Company.

Blue Star is India's leading Heating, Ventilation, Air conditioning and Commercial
Refrigeration (HVAC&R) Company, with an annual revenue of over Rs 7977 crores (972
million USD), a network of 30 offices, 7 modern manufacturing facilities including the new
state-of-the-art deep freezer facility at Wada, and Blue Star Climatech Limited’s world-class
facility at Sri City; 3132 employees, and 4040 channel partners. The Company has 8000
stores for room ACs, packaged air conditioners, chillers, cold rooms as well as refrigeration
products and systems, along with 1,251 service associates reaching out to customers in over
4,100 talukas. Blue Star's integrated business model of a manufacturer, contractor and after-
sales service provider enables it to offer an end-to-end solution to its customers, which has
proved to be a significant differentiator in the marketplace. In fact, every third commercial
building in India has a Blue Star product installed.

The Company caters to the heating, cooling and ventilation requirements of a large
number of corporate, commercial and process applications, as well as the comfort needs
of residential customers. Blue Star has also forayed into the residential water purifiers
business with a stylish and differentiated range including India’s first RO+UV Hot & Cold
water purifier; as well as the air purifiers and air coolers businesses. The Company also offers
expertise in allied contracting activities such as electrical, plumbing, fire-fighting and
industrial projects, in order to offer turnkey solutions, apart from execution of specialised
industrial projects.

Blue Star's other businesses include marketing and maintenance of imported professional
electronics and industrial products and systems, which is handled by a wholly owned
subsidiary of the Company called Blue Star Engineering & Electronics Ltd.

The Company has manufacturing facilities at Dadra, Himachal Pradesh, Wada and
Ahmedabad, which use modern, state-of-the-art manufacturing equipment to ensure that the
products have consistent quality and reliability. The Company has a manufacturing footprint
of more than 1 lakh sq m, with the mainstay of product development and R&D being energy-
efficiency, coupled with eco-friendly and sustainable products.

The Business Segment Division of Bluestar:

Electro-Mechanical Projects and Packaged Air Conditioning Systems

This business segment covers the design, manufacturing, installation, commissioning and
maintenance of central heating, ventilation and air conditioning plants, packaged/ducted
systems and Variable Refrigerant Flow (VRF) systems, as well as contracting services in
electrification, plumbing and fire-fighting. After-sales services such as revamp, retrofit and
upgrades also form part of this segment. Blue Star is the largest after-sales HVAC&R service
provider in India, maintaining around 2 million TR of equipment. Its 24x7 call centre handles
over 1 million service calls a year. Blue Star is present right from understanding the customer
requirement to hassle-free project execution and committed after-sales service i.e. throughout
the life cycle of equipment and solutions offered by the Company.

Unitary Products

Blue Star offers a wide variety of contemporary and highly energy-efficient room air
conditioners for both residential as well as commercial applications. It also manufactures and
markets a comprehensive range of commercial refrigeration products and cold chain
equipment. Besides, the Company has water purifiers, air purifiers and air coolers in its
product portfolio.

Blue Star Engineering & Electronics Limited

Blue Star Engineering & Electronics Ltd (Blue Star E&E), a wholly-owned subsidiary of
Blue Star Limited, is committed to delivering comprehensive engineering solutions as a
trusted solution provider. With over six decades of experience, it has established a strong
reputation for providing advanced technology products and turnkey engineering solutions that
cater to a wide range of industries across the country. As a solution provider, it works closely
with globally renowned manufacturers of MedTech equipment, Data Security Solutions, and
Industrial Solutions to deliver customized solutions that meet the specific needs of customers.
 VISION AND MISSION OF VISHWADEEP ENTERPRISES

Mission

 Provide Quality Electrical Contracting Services both effectively and efficiently,

in a safe and environmentally Sound Manner.

 develop a strong client base and maintain healthy relationship with our clients
by providing credible and affordable services all over India.

 Put best efforts to solve the critical issues facing our clients, both large and small
with our unique approach.

 Delivery of electrotechnology solutions for large commercial projects but not

neglecting to cater to industrial, small to medium commercial and direct client
services.

Vision Of Bluestar Through its Taglines.

 Nobody Cools Better

 Built On Trust
 Take Office like Cooling Home
 Introduction to the Project

Sales Management

Sales management means coordinating sales operations and implementing sales

techniques to allow a business to constantly hit sales targets and even surpass them.

Sales manager is the typical title of someone whose role is sales management.

Important Approach used in Sales Management.

SMBO APPROACH : It is another approach to formulate and accomplish sales-objectives is

the sales management by objectives (SMBO) technique. It is formulated combined by sales
manager and sales-force (representatives).

It aims to focus on

(i) results, within a specified set of objectives and

(ii) participative style of management. Process of SMBO is comprising of the following

steps: (i) Setting goals jointly with the salesman: In this process the goals for sales-man and
sales managers are settled simultaneously in the organisation so that they can build close
coordination between them and lastly they achieve the main objective of the organisation. (ii)
Planning strategy to reach the objectives: His the participative style of sales. The outcome of
the joint exercise would be the development of a strategy that directs the salesman to his
objectives, following a plan, in the correct sequence, with the correct timing, and must be
efficient, in the use of resources of time and money.
 Need and Importance of this Study

 This study aims to reflect the actual workings and operational procedures which
happen in sales management .
 It also shows the technical aspects of the product and how the customer’s
specification keeps on changing as per their requirement.
 It gives a idea to the reader how Quotations are made for sales and how Information is
collected regarding the actual customer.
 Gives a overview of the basic framework and system under which sale activity is
carried out.
 SPECIMEN OF A PURCHASE ORDER FOR VISHWADEEP ENTERPRISE

To

M/s Vishwadeep Enterprises

SCF 3 Sigma City Chowk ,Zirakpur

District Mohali, Punjab

Subject:- Regarding Purchase of 1 Cold Chamber for Apple Storage.

Dear Sir,

With reference to our discussion held regarding 1 Cold Room for Apple storage,we hereby

Order it as per the following specifications.

1. Blue Star makes 40000 BTUH X2 Nos Refrigeration Machines having R22 Refrigerant .
2. 60 mm PUF Panels and 1 Door. Cold Room size 30 ft 2 inches x 16 ft 11 inches x 17 ft 8 inches
height .
3. 50mm PUF Slab Flooring with Tarfelt Bitumen sheets on Top and Bottom.
4. 20 feet Copper Piping , Gas Charging ,Insulation and Electrical Wiring for 1 Set Of Machine is
inclusive in price .
5. Copper piping exceeding 20 Feet for each set of machine shall be charged @ Rs.450/- per running
feet from the customer.
6. Price Finalised Rs. 8.75 lacs ,Taxes and freight will be extra.
7. Unloading of material at site , PCC Kota Stone Flooring and Stands For Outdoor Machines and any
type of civil work in customer’s scope of work.
8. Water , Light , Scaffolding (Ghori etc) to be provided by customer at site.
9. Fooding and Room for Technicians to be provided by Customer.
10. Payment Terms : 50% Advance and 50% before despatch and delivery of material at site .

For SRIKOTI ORCHARDS ,RANOT For VISHWADEEP ENTERPRISES

Authorised Signatory Authorised Signatory

Data Analysis and Interpretation

 A picture of a actual cold storage of Bluestar being installed at a site.

Customer Data on a Excel Sheet for installation of Cold Storages