SELLING & NEGOTIATION SKILLS- MBAH027

Submitted by
NAME:
REGISTER No:
MBA, II SEMESTER

Certified that this is the bonafide record of work done by the above student in the Laboratory
during the year 2022-2024

DEPARTMENT OF MANAGEMENT STUDIES

CHRIST INSTITUTE OF TECHNOLOGY

RAMANATHAPURAM, PUDHUCHERY -605 502

.
 CHRIST INSTITUTE OF TECHNOLOGY

RAMANATHAPURAM, PUDHUCHERY -605 502

(Affiliated to Pondicherry University)

DEPARTMENT OF MANAGEMENT STUDIES

Name :

Semester/Year : II Semester / I Year

CERTIFICATE
Certified that this is the bonafide record of work done by the above student in the

SELLING & NEGOTIATION SKILLS - MBAH027during the year 2020-2021.

Staff in-Charge Head of the Department

 CHRIST INSTITUTE OF TECHNOLOGY

RAMANATHAPURAM, PUDHUCHERY -605 502

(Affiliated to Pondicherry University)

DEPARTMENT OF MANAGEMENT STUDIES

VISION

“To become a center of excellence promoting administrators and socially responsible

entrepreneurs with global competency through high quality value based edification and
research in management studies”

MISSION

HIGHER ORDER SKILLS:

To equip management aspirants with the higher order skills of problem-solving and decision
making.

LEARNING ENVIRONMENT:

To provide conducive learning environment rendering the best experience on learning

Business.

RESEARCH:

To create a feasible platform for Industry-Institute Interaction, collaborative initiatives,

research, etc., to facilitate teaching and learning community in contributing towards the
Corporate / Entrepreneurial Initiatives.

SOCIAL RESPONSIBILITY:

To enable the management aspirants exhibit managerial and entrepreneurial competency with
social responsibility.
 INDEX

Sl.No. Date Title of the experiment Page Sign

Unit –I

PERSONAL SELLING PROCESS

1 Activity - 1

2 Activity - 2

Unit - II

PREPARING THE SALES PITCH

1 Activity - 1

2 Activity - 2

Unit - III

NEGOTIATION

1 Activity - 1
EX.NO:1

PERSONAL SELLING PROCESS.

Aim:

To study about the basic concepts of personal selling process.

Procedure:

1. The basic concepts of selling, the attributes, knowledge, skills and attitude of personal
selling.

2. Students were taught about basic selling process and they were made to present/
explain about a product for 2 minutes.

Activity – I :

Britannia “The most trusted food brand in India”

The Brand which clearly comes to mind on first recall is Britannia. It is almost
impossible to not hear about Britannia while living in India, which have been tasted by
almost everyone. Britannia, the name of the brand itself speaks its value. It is one of India's
oldest existing brand. Britannia is one of India's leading food product. Britannia is among the
most trusted food brands in India with a wide and growing portfolio of products in the food
segment covering Biscuits, Bread, Cake, Rusk and Dairy. Britannia Industries is one of
India‟s leading food companies with a 100 year legacy.
 From starting a „Good Day‟ by being the partner of a cup of tea to patch up the broken
hearts with „Little Hearts‟. It has done everything, to be one of the leading food companies in
India specializing in bakery and dairy products. International FMCG Major specializing in
Fresh Dairy Products, Bottled Water and Biscuits/Cereals. Britannia's product portfolio
includes Biscuits, Bread, Cakes, Rusk, and Dairy products including Cheese, Beverages,
Milk and Yoghurt. Its brand portfolio includes Tiger, Marie Gold, Good Day, 50:50, Treat,
NutriChoice and Milk Bikis. The target audience of Britannia is not limited to a certain age
group or of an income group. It is truly for anyone and everyone. Products like Little Hearts,
Tiffin cakes are used, to appeal the kids. Nutri Choice is for those who are a little bit health-
conscious. Marie Gold caters to the need of the older generation as well.

BISCUITS

Good Day, Crackers, NutriChoice, Marie Gold, Tiger, Milk Bikis, Jim Jam + Treat, Bourbon,
Little Hearts, Pure Magic, Nice Time

BREADS

Whole Wheat Breads, White Sandwich Breads, Bread Assortment, Daily Breads

DAIRY

Cheese, Milk Based Beverages, Fresh Dairy, Everyday Goodness

CAKES

Gobbles, Tiffin Fun, Nut & Raisin, Muffills, Layerz, Rollyo, Fudgeit, Rusk-Toastea,
Treat Creme Wafer, Treat Croissant

Britannia believes that „Taste & Trust‟ are its sobriquet and will constantly endeavor
to make a Billion Indians reach out for a delightful and healthy Britannia product several
times a day.
Activity – II :

Camlin “An Multinational stationery manufacturer”

Camlin stationary occupies a special place in the memories of every Indian child.
Camlin is on a constant journey of development which ensures that consumers have access
to high quality stationary and pharmaceutical products. It started off by making „horse
brand‟ ink powders and tablets, fountain pens, sealing wax, school chalks and even pain
balm among other things. From the Camlin crayons used by pre-school to the dependable
Camlin pencils which see primary school students through difficult exams to the smooth
Camlin pens stashed away in a teenager‟s stationery box, the company is present in all
aspects of school life.

The Camlin range of art stationery products is made to bring out the artist within
everyone. This stationery set is made with the best quality resources that help in artistic
endeavours. From drawing books to watercolour paints, from crayons to artistic pencils and
brushes, you name it and we have got it all covered in our range of stationery supplies.

Students
Adhesives, Brush Pens, Cartridge Fountain Pen, Clay and Dough, Colour Pen Pencil,
Colour Pencils, Drawing Books, Fountain Pen Ink, Fountain Pens Cartridge, Fountain Pen,
Gel Crayons, Geometry Box, Geometry Box Accessories, Gift Sets and Kits, Mechanical
Pencils & Leads, Notebooks, Oil Pastels, Pencils & Pals, Pens, Plastic Crayons, Sketch Pen,
Student poster colours, Students Water Colour cakes, Students Water Colour Tubes,
Technical Instruments, Washable Crayons, Wax Crayons.

Office professionals
Correction Pens, Gum and Paste, Markers & Marker Inks, Office products
accessories.
Artists & designers
Acrylic Spray, Art Materials, Artist's Pastels, Artist's Water Colours, Artists Acrylic
Colour, Artists Oil Colour, Brushes, Canvas, Drawing Inks, Drawing Pencils/Charcoal,
Others Art Materials, Painting Mediums, Premium Bi-Colour Pencils, Premium Colour
Pencils, Premium Poster Colours, Students' Oil Colour, Water Colour Pencils.

Hobbyists
Fabrica 3D Glitter, Fabrica Colours, Fabrica Coneliner, Fluid Acrylic Colours, Hobby
Brushes, Hobby Mediums, Sparkle Colours.

These stationery items are specially designed to provide comfort in artistic activities.
They offer a wide range of art supplies for students as well as artists. Geometry boxes,
notebooks, paints and pens of all kinds come together to create a product range which is
truly comprehensive. Add files, folders, permanent markers and much more, and you have
a complete set of office stationery too.

Result:

The student‟s communication skills have improved and the students have learnt how
to explain about a product.
EX.NO:2

PREPARING THE SALES PITCH

Aim:

To make the students to understand how to open and close a sales towards a customer
effectively.

Procedure:

1. The students were taught how to explain and convince a customer to buy a product.

2. The different phases of sales were made to experience by the students.

3. The students were asked to present about selling a product to the customer.

ACTIVITY I:

Conversation while buying shoes

Salesman: How may I help you?

Customer: I‟m looking for a pair of leather shoes.

Salesman: What size do you wear?

Customer: Seven.

Salesman: Seven for which brand?

Customer: Does the same size mean different thing for different brands? It should be
standard across all brands, right?

Salesman: For few brands, the same size can mean slightly different fitting.

Customer: Is it? I thought otherwise. Anyway, I wear size seven of Hush Puppies, and
because I want to buy the same brand it shouldn‟t be a problem.
Salesman: Yes, it won‟t be a problem in your case. This section has new arrivals and this has
shoes on sale.

(The customer first glances through the shoes on sale.)

Customer: The variety is far less here. Because I‟m buying shoes for at least few years, I
would like to buy something I like. I‟ll prefer new arrivals.

Salesman: Most of the shoes on sale were picked up by customers within a day of opening of
the sale. That‟s why you find far less variety there.

Salesman: Why don‟t you try these ones?

Customer: Not these ones. I‟m looking for more formal look, the ones with laces and
predominantly plain texture.

Customer: I like this one. Let me try it.

(The customer puts on the pair and walks few yards.)

Customer: This fits well. I‟ll take this one in black. Size seven.

Salesman: Would you like to see socks and shoe polish as well?
Customer: Not polish, but yes socks.

(The customer then walks to the shelves, next to the billing counter, which held shoe
accessories.)

Customer: Do you sell socks only in combo of three?

Salesman: We sell by pair as well. Here they are.

Customer: OK. I‟ll take these two pairs.

Salesman: Anything else?

Customer: No, thanks.

Salesman: I‟ll get the billing done, then.

Customer: Sure.
ACTIVITY II:

Conversation between vegetable seller and customer.

Customer: Do you have fresh vegetables?

Seller: Mam, all the vegetables here are fresh, from the fields.

Customer: What is the rate of tomato?

Seller: Mam, 15 rupees/kilogram.

Customer: What is the price of the ladyfingers?

Seller: 40 rupees per Kg.

Customer: Give me two Kgs of tomato and One Kg of ladyfingers.

Seller: Do you want anything else, Mam.

Customer: Give me one kg of onions, potatoes and brinjals, please.

Seller: Mam, take green peas and carrots. These are also fresh.
Customer: No, I don‟t need those at present. We already have it at home. Do you have
cauliflowers?

Seller: Yes, Mam.

Customer: All right. Give one Kg of cauliflower.

Seller: Mam, take some fresh coriander leaves also.

Customer: Okay, put some coriander and 100 grams chilies also. Now, what is the total?

Seller: Mam, Totally 300 rupees.

Customer: Here the amount.

Seller: Thank you, Mam. Please do come again.

Result:

The students will gain knowledge on making a successful selling process.

EX.NO:3

NEGOTIATION
Aim:

To help the students to know the phases of negotiation and practicing them how to
handle conflicts in negotiation.

Procedure:

1. The students were explained about the phases of negotiation and the skills required to
handle the difficult situations in negotiation.

2. The students were made clear how to handle conflict negotiations.

3. The students were asked to share their worst shopping experience.

Activity I:

My bitter shopping experience.

I once went to a dress shop to buy Lehenga. I saw many models and finally I decided
to buy one. The shopkeeper was very polite and suggested me various models to try. The
shop had new variety of models fitting to the latest trend. Finally I was billed and packed.
When I went home and saw the lehenga it was damage and more over the stitches of the
clothes was not proper and I recognized that it was not the one which I selected. I went back
to the shop and conveyed my grievance but the shopkeeper refused to change the dress and
argued with me that I have damaged the dress. Even after much explanation the shopkeeper
refuses to replace the dress with new one. At last with no options left I returned with the
damaged dress and I no longer visited the shop again.

Result:

The students were made cleared about handling negative arguments in negotiation..

for the given data.