CHAPTER 1

INTRODUCTION

1
 INTRODUCTION

The topic undertaken in the project covers shop management of Shree

Niwas Ancgy

Shop management is the activity of running and monitoring all operations

in a store. Its main responsibilities include working with employees,
creating work schedules, communicating with suppliers and dealing with
customers and their complaints. Proper management will maintain
effective control over your business and positively impact your overall
productivity. Thus, you need to understand aspects of retail store
management and its best practices to optimize your inventory and enhance
customer experience

The five functions of shop management.

Functions of shop management

● Receiving items and materials

● Managing the Sales Process
● Returning defective or damaged stock
● Monitor sales and inventory
● Increasing the sales and profits of company

As doing the study of shop management in Shree Niwas Agency

This provides customers with products Drip Irrigation. Drip Line Micro &
Micro Sprinklers. Mini (Rainport) Sprinkler System. Sprinkler Irrigation. Plastic
Sprinklers . Filters, Dosing Pump & Injectors. Dosing Pump

2
 CHAPTER 2

COMPANY PROFILE

3
 Shree Niwas Agency as dominated its position in Aurangabad district and
neighboring village. Its main branch is located at Bidkin , Aurangabad
district. A one stop farm equipments and drip irrigation solution to one
and all. We at fully equipped with the latest equipments and tools
to provide with good quality and affordable claim ourselves oldest
and biggest store for irrigation in Bidkin. We have widest variety
for farm tools and irrigation at our store. We also sell a large and affordable
variety of tools with known brands for farm tools

Vision, Mission, Awards/ Achievement

One stop solution for Sports and Stationery to one and all.

● Vision: We have solution for every requirement. To give complete

customer satisfaction through Proper Product with Proper Price at Proper
Time.
● Mission: We are committed to our mission of provide exceptional
products that would meet our Valuable customers’ expectations. For this,
we have an attentive teamwork, perfect planning and proper pricing
policy. All this helps us to achieve appreciation from the Customer’s side.

4
 Organization Structure (Whole)

We owe our success to the pool of experts and highly skilled members
who make use of their Industrial expertise and continue a permanent focus
on quality with alertness, loyalty and direction. Our smart craftsmen &
proficient technicians make sure that our quality products fulfill
customers' specifications and market demands. Our team:

● Managers
● Skilled & Semi Skilled Workers
● Marketing & Sales Executives
● Packaging Expert
● Inventory Specialist

Product Profile
Our products are;

In irrigation:
 Localized irrigation.
 Drip irrigation.
 Sprinkler irrigation.
 Center pivot irrigation.
 Lateral move irrigation.
 Sub-irrigation.
 Manual irrigation.

Objective: the objectives of management

OBJECTIVES OF RETAIL:

● Customer Satisfaction: Retailers know that satisfied customers are loyal

customers.

5
● Acquiring the Right Products: A customer will only be satisfied if they
can purchase the right products to satisfy their needs.

● Policy: The firm is committed to assure our consumers of the quality of

our products and services on a consistent basis. We keep our Consumers at
the center of everything we do and are compiled to earn trust and
recognition of PSS. As Aurangabad’s premier retail organization,
● Future Planning: Growth will be slow initially, but ramp up
quickly. Smaller retailers will start to close, reducing consumer options
and driving more people online. The role of the physical store will still be
important despite the rise of online retail. In fact, brick-and-mortar retail
can still thrive in the new era.

COMPANY INTRODUCTION:

Company profile:

● Company name: Shree Niwas Agency

● Founder: Ramdas Sitaram Lonkar

● Type of company: Sole Proprietorship

● Establishment: 2001

● Origin : Aurangabad, Maharashtra

● No employees : Over 2

● Branches: None

● Client base:

● Market capital:

● Annual revenue: 10 lakhs

● Net income/profit: 50,000

6
7
 CHAPTER 3

OBJECTIVE OF STUDY

8
 1) Minimizing Cost of Production:
The store’s primary goal is to produce services at the lowest possible cost
by minimizing production costs. The total material cost in production
includes the cost of materials, the cost of procurement, and the cost of
transporting and transferring materials. The costs of the store include
preservation, accounting, insurance, and store equipment. These costs
have a direct or indirect effect on the total cost of the product. So, the
company is trying to minimize these costs.
2) Maintaining the Worth of Stock:
The primary goal of store management is to keep materials at a minimum
on a regular basis in order to make the best use of working capital. It also
contributes to lower storage costs. The stock-keeping in the store is
completed in a shorter period of time. The storekeeper tries to prevent the
inventory from becoming obsolete and also tries to minimize the
warehouse time for the stock. The storekeepers work tirelessly to keep the
store’s merchandise valuable.
3) Services to Organization:
The store management helps in providing different types of services to the
organization. The service consists of monitoring all the stages, i.e., raw
materials and work-in-progress, finished goods, and controlling the scrap.

1. There is the proper movement of raw materials, components, tools,

equipment, and any other commodities required for the production of
products and services.
2. They assist with the upkeep of materials, spare parts, and stores as needed.
3. They help in maintaining a proper supply of materials at the time of work
in progress.
4. They assist in obtaining and storing scrap items.
5. They help with keeping records of all the receipts, issues, and goods in

4) Establishing Coordination with other Departments:

Management relies heavily on coordination. The basic objective of store
management is to have proper communication with the material control
department. The store manager, for proper functioning, needs to cooperate
with another department. They give a continuous flow of information and
materials for providing and maintaining services to other departments.
5) Advising Materials Manager:

9
 The store plays an important role in material management. Management is
reliant on the store’s formulation of various types of investment policies.
The store manager needs to have proper knowledge of the store and the
store’s items for framing various kinds of policies. Other departments can
use this information to keep the stock at the proper quality, quantity, and
order level.

Other function in store management

o Receipt: To receive and account for the inventories that are received.
o Storage: To receive and safely keep the inventory and avoid loss on
account of damage, deterioration and pilferage.
o Retrieval: It ensures the materials are easily accessed and space is
optimally utilized. It further ensures that the materials are retrieved as and
when required.
o Issue: The demand arising on account of the consuming departments is
satisfied upon the receipt of the goods.
o Records: To record the receipts and the issues.
o Housekeeping: Emphasis is given on neatness and cleanliness and the
same is kept in a manner that the receipts, issue, and storage are
satisfactory.
o Surplus Stock: The surplus stock should be properly disposed of.
o Verification: To avoid loss of stock, physical verification should be
timely conducted.
o Coordination and Cooperation: To provide for interface with the
inspection and the production department

10
 CHAPTER 4
SCOPE OF STUDY

11
 The scope of store management

Deciding On Sales Areas

▪ Every sales team and salesperson must know exactly where they can and
can't participate in sales activities, and it is the responsibility of the sales
manager to decide on the sales territories for the sales personnel under
their management.

▪ Store management covers planning and organizing personal selling

activities. It further performs sales force recruiting, selecting, training,
assigning, routing, directing, motivating, remunerating, evaluating, and
controlling functions of personal selling.
▪ Project managers must be able to anticipate and identify future sales
opportunities for the company and carefully plan the specific sales-related
activities that will be required well in advance.
▪ The team responsible for a company’s sales is called the ‘sales
organization’. It is up to the sales manager to decide just how this
organization of sales personnel is going to look, and which functions each
individual will fulfill.
▪ Once a sales opportunity has been identified, and the plan has started
taking shape, a sales manager should be able to determine an estimated
sales budget or the expenses to be incurred throughout the sales activities.
▪ A sales manager is also responsible for estimating how many salespersons,
sales teams, and sales organizations will be required to achieve the desired
outcomes, and is expected to take on the hiring and firing of sales
personnel.
▪ Training and development of sales teams are critical components of a sales
manager’s job description. The better the sales teams perform, the brighter
the light that will shine on the sales manager once targets have been met
and surpassed.

12
▪ Every sales team and salesperson must know exactly where they can and
can’t participate in sales activities, and it is the responsibility of the sales
manager to decide on the sales territories for the sales personnel under
their management.
▪ Finally, a sales manager must be able to efficiently manage and motivate
the entire sales force. This includes regular check-ins with team leaders,
and constant monitoring of sales performance throughout sales campaigns.

13
CHAPTER 5

RESEARCH
METHODOLOGY

14
RESEARCH
Market research needs two types of data primary data and secondary
data

Primary data:

After the Report problem, we have to identify and select which type of
data to Report. At this stage; we have to organize a field survey to collect
the data. One of the important tools for conducting market reports is
the availability of necessary and useful data.

A) Source of collection of data:

For primary data collection, we have to plan the following four important
aspects.

1. Observation

2. Report Instrument

3. Data analysis and interpretation

Questionnaires: This is the most popular tool for data collection. A

questionnaire contains questions that the Reporter wishes to ask his
respondents which is always guided by the objective of the survey

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B. Source of collection of secondary data:
The Company’s profile, journals and various literature studies are
important sources of secondary data. Secondary data is collected from
previous Reporters and literature to fill in the respective project. The
secondary data will be collected through:

• Text Books

• Articles

• Journals

• Websites

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CHAPTER 6

STUDY OF LITERATURE

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LITERATURE
The retail sector probably is the most important sector of the economy
because it has to do directly with the consumer. It includes all stores, from
kiosks and small groceries to supermarket chains and shopping malls that
sell products and services to the final consumer for personal and
household use. The aim of this paper is to make an investigation of the
retail sector and its business type. To gather the data, second resources
have been used. A deep scanning of literature has been performed.
According to the investigation, the management sector generally is
organized in two main groups: the management within the store and
management out of the store. management within the store is classified
according to different characteristics, but the most important types of
classification are those based on the form of the ownership, merchandise
and price.

According to the ownership-based classification, the most important types

are independent stores, chain stores, franchising and leased department
stores.

According to the merchandise-based classification the most important

types of management are department stores, supermarkets, specialty
stores, convenience stores, superstores and retailer services.

According to the price-based classification, the most important types of

management are discount stores, factory outlets, category killers, off-price
stores, warehouse clubs and hypermarkets.

According to the place-based classification the most important type of

management are shopping centers. The most important types of retail
outside of the store are direct selling, direct marketing and automatic
vending machines.

Key Words: retail, consumer, store, ownership, merchandise, price.

management is a socio-economic system, which brings people together, to

exchange goods and services for a small consideration; which matches the
needs of people, the ultimate consumers, with those of manufacturers and
agriculturists, which not only satisfies the essential daily necessities of life
but also promotes new lifestyles, thus peace, happiness and prosperity in
the community. The origin of the „retail‟ word comes from the
French
„retailer‟ that means „to cut a piece off‟ or „to break bulk‟. In other
words, it shows a firsthand transaction with the customer. Amit &
18
Kameshvari define management as a group of activities where goods and
services are

19
marketed to final consumers for personal or household consumption.
management does this by making them available on a massive scale and
offering them to consumers on a relatively small scale. In a similar
meaning, Kotler and Armstrong define management as all the activities for
selling goods or services directly to ultimate buyers for their personal,
non-business use whereas according to Aydın, management represents the
entirety of activities that add value to products and services sold to
consumers for personal use and households. So, management consists of
all of the activities of goods sold to ultimate buyers. management thus, is
seen as the ultimate gate in the delivery of products, for consumption by
the final consumers. Any firm that markets goods to the ultimate buyer is
doing the function of management. It thus includes all activities associated
in the selling of products and services directly to the buyers, for their
personal, family or household use. Retail is the final stage of any
economic activity. People or businesses who deal with management are
called retailers. Brokers who participate in carrying out a retail activity in
the marketing channel are persons or businesses who have management as
a profession. . Many entities, such as producers, wholesalers, and retailers,
perform management. But the largest part of management is performed by
retailers, businesses whose sales come mainly from management. Even if
almost all businesses; manufacturers, wholesalers, and retailers sell goods
to the latest consumers, management is mostly performed by retailers
because that's their job. The retailer is a person or agent or agency or
company or organization who sends the products or services to the
ultimate consumer and embraces the product with the service provider, the
customers who need it. Thus, the customer and the fulfillment of customer
desires and needs which are the key points of management are the
management focus

Development
management is as old as exchange. management is one of the oldest
businesses in the world and was practiced in prehistoric times. Earlier it
was the exchange of food and traditional weapons which followed the
emergence of traders and peddlers. The day bartering has been replaced by
exchange, through money the management came into existence. A few
centuries ago, in the 16th and 17th centuries, some retail chains in some
European cities were known. However, the beginning of management
development is acknowledged to be at the end of the 19th century and
early of the 20th century. At the beginning, retailers dominated with any
merchandise. Later, retailers specializing in the market began to gain
momentum. Last few years, there have been very large stores, but again
20
selling every kind of merchandise. In countries that have developed
management, competition has reached high levels and has again started
focusing on specialized stores. But this time, they have started to show
themselves very deeply. Five decades ago, management was not an
integrated industry. Department stores were the „giants‟ of the time
providing a number of departments for their customers. Since then,
consumers have become more mobile and their behavior has changed. The
Retail business has emerged to this challenge and transformed markets at
home and abroad. The marketplace of retail has been reconstructed in the
space of 5 decades. In place of classic nearness management, where
consumers bought at their closest convenience store, the attention has
shifted to target management, where consumers are inclined to go farther
to get the best choice at better prices. The retail industry came up with
remarkable adjustments in the whole process of manufacturing, delivering
and consumption of goods all over the world. Nowadays, most of the
biggest economies are using the retail industry as their crucial growth
instrument. But, besides this, retailers act in a hard and rapid-changing
climate, which provides risk as well as hope. For instance, the industry
experiences continual overcapacity, resulting in intense competition for
customer money, especially in hard economic times. Consumer
demographics, lifestyles, and spending patterns are changing rapidly, as
are management technologies. To be successful, retailers need to choose
target segments carefully and position themselves strongly. Countries with
the most developed and successful management in Europe are Germany
and England. The turnover of the sales sector in these countries is eight
times that of Greece or Portugal, twice as much as Europe's average.
Overall, management in Europe is decreasing over time. There is also a
dense competition among large retailers such as hypermarkets and chain
stores. Retail is an extraordinary business, with an ever-shifting landscape.
Many retail markets in the world have been particularly eventful in recent
years, with increasing competition, margin pressure, and greater merger
and acquisition activity. management is increasingly gaining importance
and along with the developed technology is turning into a giant sector.
Today’s potential customer is most likely an experienced buyer with a
keen eye for price, service and convenience. They are more sophisticated
and more demanding. As markets become more competitive, customers‟
demands for quality product and service increase. As a result, delivering a
unique in- store experience is a key goal for retailers today. Nowadays
retailers need to search for new marketing tactics to appeal and hold
customers. While in the past, retailers attracted buyers with exclusive
assortments and better
21
services, today, retail assortments and services seems to be more and more
similar

management Functions
People often think that management is just selling goods at a store, while
management at the same time includes the sale of services. For example,
accommodation in a hotel, visit to a doctor, hair cutting, buying DVDs,
VCDs or distributing a pizza at home are all retail services. management
can be differentiated in numerous manners from other business activities.
It has following characteristics

There is a direct end-user interaction in management.

It is the only point in the value chain to provide a platform for

promotions.

Sales at the retail level are generally in small unit sizes.

Location is a critical factor in retail business.

In most retail businesses, services are as important at core products.

There are a larger number of retail units compared to other members of

the value chain.

management performs various functions in our day to day life. Its main
role is seen in the distribution channel of marketing. It serves producers,
consumers and the economy as a whole in a big way. A retail or retailer’s
function is important for consumers and manufacturers and wholesalers.
Retailers work as buying specialists (agents) for clients and sales agents
for their suppliers: while fulfilling these roles, they perform various
marketing activities such as meeting customer needs, creating product
types, collecting market information, and granting customer’s credit.
These provide the consumer's connections with producers or wholesalers.
The retail economic bases can be explained by four concepts of utility

1. Place utility: Generally, products should be available in a place that

the consumer chooses. Otherwise, consumers may not choose the
merchandise or the required merchandise can either replace or give up the
merchandise completely. In this case, the payments that the consumer will
make are limited. In other words, the place utility can be defined as
satisfying the consumer's desire to purchase the desired goods and services
in a place where the consumer wants, without departing too far.

22
 2. Time utility: Because consumers are looking for products at certain
times, the retailer's job is to know this time and make the products
available at the required time. However, the retailer seeks to obtain the
cost price of the offered capital. The length of delivery time available to
the product will affect the price level.

3. Ownership utility: The retailer selling to customers with credit

provides the utility of ownership. It transfers the ownership of the goods
and the payment of the price relates to the maturity. From this perspective
there is a credit or financial cost of services to retailers. Sales people also
make a contribution to creating this benefit. They complete the documents
for the transfer of ownership and provide customer information about the
product, charge the price, fill in the sales voucher, and so on.

4. Shape utility: Many retailers make a difference in the products sold.

Changes made to sell products affect sales. For this reason, there are
workshops in many large stores for activities such as toys and tables
assembling, photo frames, and more. It is impossible for management to
be thought of separate from the environment in which it is found and from
the changes that occur in this environment. In the concept of this
environment there are factors outside the firm that cannot be controlled
such as the structure of the population, economic conditions, cultural and
social factors, changes in political philosophies, legal and administrative
arrangements, technological changes and factors within the firm that can
be controlled.

As it can be understood from the above part, from a consumer

perspective, the retailer offers him the products and services he needs in
the required quantity, at the required location and time. From an economic
point of view, the duty of a retailer is to offer real added value or utility to
the ultimate consumer. Dhotre summarizes the functions of retailers as
written above:

1. Retailer makes products available and when required by the customers

at the convenient places.

2. Retailer acts as an agent engaged in providing customer services.

3. As the retailer has direct and regular contact with the customers, they
are more comfortable dealing with the retailer. Hence, the retailer must
maintain a rapport and communicate regularly with the customers.

4. Bulk breaking and offering product assortments for the specific needs
of individual customers. Even though it is the function of the wholesaler,
23
large retailers such as Hypermarkets or Supermarkets also perform it.
They

24
purchase in bulk and break it in convenient packs and offer it to the
customers at economical prices.

5. The Retailer has to inform customers‟ feedback and other marketing

information to the producers so as to get the idea about local market and
customers‟ response and design appropriate strategies.

6. Retailers can provide financial assistance to the customers by providing

credit or installment facility. With the association of banks and other
financial institutions, retailers can arrange for loans.

7. Retailers can influence the buying decisions and create the place for the
products in the market. Retailers can give detailed information about the
product, explain product features, instructions to use the product as well as
give a demonstration of the product. The Retailer has to clarify all the
queries of the customers and finally persuade the customers to buy the
product.

8. Retailer acts as a change agent. He has to inform about change in price,

new features introduced in the existing product, new models, promotional
schemes announced by the producer, etc., and has to create favorable
opinions about the changes.

9. Retailers play an important role in selling unpackaged goods and

promoting new products or services/concepts using their contacts,
influence and customers‟ faith in them. Many customers prefer to
purchase at the particular retail shop, even though it is not near or very
convenient to them just because of the trust and good experience and long
relationship with that retailer.

To facilitate the transaction between the retailer and the customer,

the retailer performs five basic functions:

1. Merchandising, a process which includes the purchase of an

appropriate assortment of products and to ensure the profitable sale of
these products.

2. Operations, also known as store management, include activities such as

store maintenance, receipt and distribution of merchandise, as well as offer
sales-support activities and customer service.

3. Promotions include all activities that concern communicating the

retailer’s message to the public through advertising, displays, publicity,
public relations, special events and promotional activities of the store.

25
 4. Control, which deals with the financial aspects of the business, that is,
accounting procedures, employees‟ payroll, sales tallies, customer and
supplier bills.

5. Personnel, which involves employee selection, training, advancement

and welfare

management Types and Store Definition

Retailers generally can be classified by ownership, offered products,
operating methods, service level, and location.

Below is the classification of retailer institutions:

1. According to ownership:

- Independent Retailers

- Unified Retailers (volunteer chains, retailer groups, chain stores, branch

stores)

-Manufacturers' sales stores

- Cooperatives

- Franchising

2. Based on the products offered:

- General stores

- Stores that sell limited types of products

- Special stores

- Department stores

- Convenient stores

3. According to the method of activity:

- In store management

- Out store management (sales by post, door-to-door sales, vending

machines, sales by telephone, television, computer)

4. According to the service level:

26
- Self Service management (choose-get itself)

- Retailers who provide limited service

- Retailers who provide full service

5. According to the place they are:

- Stores in the neighborhood

- Stores in the city center

- Secondary shopping centers

- Stores in the city's main shopping centers

- Stores in shopping malls

- Retailers in neighborhood markets

- Sellers on the edge of the highway

- Stores in villages and towns

- Retailers in moving (with and without a vehicle)

- Truck dealers.

Stores that operate as retailers are also eligible to be classified according

to the products sold, the joint functions, the property, the place of
occurrence, the organizational structures, the method applied, the size of
the scale, both of being national and international, service and according
to how customers see stores

In Store management
The main purpose of retail stores is to provide profit by selling final
consumer goods. In accomplishing this goal, retailers offer significant
benefits to consumers. The retailer, by providing the right product, in the
right place and in the right time, realizes the sale and transfers the
ownership and provides the place, time and ownership utility.

A retail store can offer some of the services below or all of them for its
customers

27
- Suitable location,

- Choice of product types with respect to a particular market segment,

- Separating large volumes of products into small amounts for retail sales,

- Provide different forms of products to bring them in a more acceptable

form,

- Storage of products to be available at relatively constant prices,

- Assisting to provide the transfer of ownership of products,

- Contributing to the movement of products during the distribution system

(for example, from wholesalers to retailers and consumers),

- Providing information to both consumers and suppliers,

- Providing product and service warranty after sales and meeting customer
complaints,

- The possibility of lending and installments

- The possibility of distribution in certain areas of social relations.

Kotler and Armstrong state that it’s possible to classify retail stores
according to several characteristics, counting the extent of service they
offer, the breadth and depth of their product lines, the relative prices they
charge, and how they are organized

According to Tiwari, the retail type of the store is classified into three
types and the types of retail stores treated below are classified according to
this:

a) Form of the ownership

b) Merchandise, and

c) Price.

Ownership-Based Classification
A retailer may be a part of a chain, manufactured-owned, franchise, or he
can be an independent retailer. The most important types of ownership-
based classification are:

28
- Independent Stores - Any type of retail business, whether small or
large, can function as an independent one. Just as a business owner can be
a person, business can also be run by a partnership. A typical retailer is a
small business and managed by a single manager (often the owner is a
manager)
. Independent stores are small or large retail entities that are not related to
anyone in terms of ownership, where the owner may be a person or
partnership of different types. These are retail brokers who work
independently from both manufacturers and customers.

- Chain Stores - These stores consist of two or more outlets that are
generally purchased and controlled. The chain stores, which belong to the
retail classification by ownership, are the chain of businesses where two or
more retail stores are under one owner. From the shops which offer any
kind of goods or service can be created chains. Compared to independent
stores, chain stores have a lot of advantages. First, because of their size
retailers can buy in big quantities at lower prices and achieve promotional
economies. To deal with pricing, promotion, merchandising, inventory
control, and sales forecasting, they can hire specialists. The chain stores
can be seen in any type of retail and their biggest organization occurs in
department stores, multi-variety stores, grocery stores and women's
clothing stores. Compared to independent stores, they have more
advantages: high volume purchases and cost savings due to other
functions, promotion savings, highly specialized staff etc.

- Franchising - A franchisor has a successful business model which he

wants to be replicated so as to promote growth and expansion. Similar
units under this model are called franchises Franchising is a contractual
association, between a producer, wholesaler, or service business and
independent business people who buy the license to own and act one or
more units in the franchise system

Manufacturer gives franchise (authority) to a number of independent

retailers. But they are not the owners in the real sense. All independent
retailers (franchisees) are bound to follow certain rules and regulations
laid by the manufacturer (franchiser) . The biggest difference between
franchise businesses and other contractual systems (voluntary chains and
retail cooperatives) is that franchise systems are normally based on some
unique manufacturer service; a method of making business; or the trade
name, goodwill, or patent that the franchisor has developed.

Franchising system has been outstanding in motels, fast-food restaurants,

auto sales, service health and fitness centers, and real estate. Franchising
29
provides advantages, both for franchisor and franchisee. Franchisor
benefits the motivation and hard work of personnel who are entrepreneurs
instead of just simple employees, the brand recognition with local
communities and conditions, and the enormous buying power of being a
franchisor. Franchisees benefit from buying a business with an eminent
and accepted brand name.

- Leased Department Stores - As the name indicates itself, this is a

department within a departmental store available for rent from an outsider
on lease rental. It is managed as a sovereign unit responsible for its
incomes and outcomes. It is a good method available to the retailer for
expanding his product offering to the customers. One can find jewelry,
shoe and perfume sold in this method in large department stores

Merchandise-Based Classification
Another classification of retailers is made according to the length and
breadth of their product assortments.

Here, the most important stores are:

- Department Stores - Department stores are retail businesses that sell in

large sizes, with the exception of consuming goods, they work in wide
buildings in one or many floors, and mostly on each floor there is a
separate department. The department stores are the largest stores made up
of many separate departments and offer customers multiple production
lines. Taking advantage of their size, these stores with a small profit rate,
but with rapid stock turnover, try to derive benefits. The department's
profits are calculated separately. Department stores are mainly installed in
the major shopping centers of cities and sell a wide variety of goods that
are not related to one another; furniture, utensils and other household
items, clothing for women, men and children, as well as special goods.
Due to promotions, service and control are divided into departments.
Recently, department stores have been clutched between concentrated and
flexible specialty stores on one side and more efficient, lower-priced
discounters on the other. In response, many department stores have used
promotional pricing to overpass the discount menace. Others have started
using the in store brands and single-brand “designer shops” to battle with
specialty stores. Still others are trying catalog, telephone, and selling on
the web and service still is the main differentiating component. These
shops are usually powerful in customer services such as credit, delivery
and sales aid

30
- Supermarkets – This type of management is the most frequently
shopped type. Supermarkets are shops which sell food products, cleaning
and personal care in special sectors with the self-service system. In the
sector, attention is paid to open-air showcases and performances.
Supermarkets in developed countries have replaced stores thanks to large
quantities and without intermediaries of large food products and basic
needs, fast-moving products and the like, so that low-profit rates can be
sold at low prices. The basic idea of the supermarket was developed
during the economic crisis in America in the 1930s. Some innovators
introduced to the audience "self- service" to reduce costs and expand the
range of products. Profits did not originate from the high profit margins,
but from high volumes of goods sales.

Modern supermarkets have up to 47,000 product items, while shop areas

are approximately up to 47,000 square feet. To be called a supermarket
should at least generate $ 2 million in annual sales, but an average
supermarket per year generates $ 17 million in sales. In the United States
there are about 35,000 supermarkets and most of them are in food items,
with intense competition. In most other countries, however, they are
beginning to be a new force.

- Specialty Stores - Stores that sell special merchandise are small,

specialized, mostly independent retailers, who with a certain product line
address a particular segment of the market but offer variety for clients in
the specialized branch. They operate in such areas as, for example,
children's clothing, sportswear, coats, shoes for women, and sometimes
even in the form of chain stores . Specialty stores sell particular types of
products, high quality sports equipment, privileged clothing, mature
products, and even antique products. They are intended to be units that
provide better service with knowledgeable employees and a unique
product range. Specialty stores host limited product lines with profound
assortments within those lines. Today, these stores are blooming. The
increasing use of market segmentation, market targeting, and product
specialization has resulted in a greater need for these stores which focus
on specific goods and segments. In specialty stores, the purchase is
facilitated by a service provided to certain clients who are well known to
management and sales representatives; sales speed increases, as well as
cost reductions in product fashion shifts and style change. Specialty stores,
as long as they offer their customers different tastes and have the money to
satisfy them, will surely continue to be part of the retail scene.

31
- Convenient Stores - Convenient stores are shops that are established in
places closer to the customer, working on the basis of self-service, which
have a few varieties but many food products. Convenience stores are small
stores and carry a narrow line of everyday convenience products.
Conventional grocery stores are a lighter type of traditional food stores
that have a limited product line. Rather than increasing their variety,
markets are restricted by filling their stocks with bread, beer, milk and
light products. Most of these stores sell gasoline. Convenience stores
recently have also broadened their merchandise to items such as snacks,
tobacco products, sandwiches, soft drinks, alcoholic beverages such as
beer and wine, magazines, newspapers, lottery tickets and car washes.
Convenient stores substitute the consumer's trip to the supermarket.
Convenience stores work long hours, and are open seven days a week.
Prices are expensive compared to supermarkets

Super Stores - Super stores are much bigger than traditional

supermarkets and provide a bigger variety of frequently bought food
productions, nonfood items, and services. In these stores, in addition to
food items, they also offer many different products and services, such as
furniture and other household items, photo material, cosmetics, clothing,
tires, laundry, car repair, car wash, photo development etc.

Service Retailers - For many retailers, the product line may be a

service. Service retailers consists of banks, airlines, hotels and motels,
restaurants, movie theaters, colleges, hospitals, repair services, tennis
clubs, bowling alleys, hair salons, and dry cleaners

. Price-Based Classification
It is also a possibility to classify retailers according to the prices they
charge. Retailers follow different pricing strategies. They change their
strategies considering factors like: level of competition, environmental
factors, profit objectives, positioning strategies, etc. In practice, many
retailers use mixed price techniques

Here are the most important formats of stores based on pricing:

- Discount Stores - After World War II, some retailers began to focus on
discount prices. These discount stores, which were rented low, made cash
payments, repaired any service or problem, and sold on discounts to
durable products such as cameras and televisions. In the early 1950s, with
the end of the war, brand makers were added and discount stores got the
opportunity
32
to buy the desired goods and thus expanded their products. At this stage,
many discount stores were moved to more convenient locations and began
to offer more service and warranty. In this way, retail stores of this version
were developed. Discount shops are retailers who intend to sell to the
consumer branded goods at low prices continuously and working with the
self-service system

- Factory Outlets - It is owned by the manufacturer. It stocks the

merchandise made by a manufacturer. Textile mills run their own outlets.
The manufacturer himself opens a retail shop in certain areas and sells at a
lower price to the customers. Factory outlets do not contain A grade
merchandise, they provide 20-30% discount

- Category Killers – In recent years, the so-called category killers have

also experienced the boomerang growth of super stores that are actually
giant specialty stores. Category killers are giant specialty stores that carry
a very profound variety of a particular line and are staffed by
knowledgeable employees. These stores offer a large variety of goods at
low prices. Consumers are drawn from far and wide.

Toy R is one example of these stores stocking several thousand toys. They
buy economically, and sell cheap.

- Off-Price management - They sell merchandise at lower prices. Their

buying is economical, since they procure seconds, overruns, and off-
season items. Off-price retailers buy at less-than-regular wholesale prices
and charge buyers less than retail. Off-price retailers can be found in all
industries, from clothing, food, and electronics to no-frills and discount
brokerages.

- Warehouse Clubs - Such stores are established to satisfy such

consumers who want low prices every day and are willing to give up
service needs. In price clubs one has to pay a membership fee. These
stores keep a limited assortment of goods. Their size may be large also

- Hypermarkets - These are stores that have a wide range of topics such
as food, clothing, furniture, bookstores, household appliances,
automobile accessories or spare parts and which have the ability to sell
from 45,000 to 60,000 items. These hypermarkets are more like a
combination of supermarkets, pharmacies, and large retailers, but their
concept is different. Hypermarkets operate in a space 5-10 times greater
than the supermarkets and meet all routine customer needs at low prices.
They also provide services such as parking, children's playground,

33
hairdressers, massages, etc.

34
 Retail stores can also be classified according to the place. The most
important type of this classification are

Shopping Malls. Shopping Malls: “A shopping mall is a group of retail

organizations built on a place that is planned, developed, owned, and
managed as a single unit”. A shopping mall, shopping center, shopping
arcade, shopping precinct or simply mall is one or more buildings forming
a complex of shops representing merchandisers, with interconnecting
walkways enabling visitors to easily walk from unit to unit, along with a
park area – a modern, indoor version of the traditional marketplace.
Particularly, shopping malls offer diverse brands and utilities at the same
place and host independent retail stores, services, and parking and are
maintained by a management firm as a unit. Shopping centers also include
banks, professional offices, theaters, restaurants, service stations and other
establishments.

Non Store management

Even though most of the retail trade is done in stores, another part is done
away from the store that is called "non store management." Non store
management is gradually increasing and has developed new varieties,
which has accelerated the growth of this type of retail. Non store
management can be classified as follows:

Direct Selling

Direct selling, also called multilevel selling and network marketing, is a

multibillion-dollar industry, with hundreds of companies selling door-to
door or at home sales parties. From a retail point of view, direct selling is
the provision of personal contact between the consumer and the seller
away from the store. This style of sale, also expressed in terms of "door-
to-door", "home-to-home sales" can actually be divided into two groups:
door to door and home sales. In the first one, contacts are made through
phone, letters, etc. with potential buyers, especially housewives, with
them, or before the creation of the contact the potential buyer is met.
Buying from home in America has started from selling door to door. In
this system, the seller goes directly to the customer's house or a salesman
goes to the home of a guest who has invited friends; the salesman shows
the products and takes orders this approach, through personal sales, meets
the needs of some consumers directly. Consumers can also make
purchases from home, from cable TV channels. They give their orders by
phone. Shipment usually takes place after a few days via UPS courier or
FedEx. The biggest disadvantage of
35
direct sales is the high commission of the retailer. Also, increasing the
number of women living alone and working women makes it increasingly
difficult to find purchasers for direct sales

. Direct Marketing
The origin of direct marketing relies on direct-mail and catalog marketing.
Direct marketing includes telemarketing, television direct response
marketing, and electronic buying. The main types of direct marketing are
"direct mail", "marketing of cataloging" and "telemarketing". Firms that
apply these methods send customers letters, brochures, and even product
samples and order fill formatting and require customers to give orders by
phone or mail. This method is used in services such as magazines, books,
tapes and CDs, souvenirs, clothing products, insurance marketing, credit
card marketing and membership of sports clubs. Direct marketing, in
general, occupies a very important place in "non store management"
because it is based on creating contact with the consumer through
advertising, phone, catalog, website etc., and the need of not going to the
store. Nowadays people are doing online shopping and ordering a large
variety of products and services from a wider range of websites. In the
USA, online sales were predicted to be $210 billion in 2009, with travel
being the greatest category

. Automatic Vending Machines Selling

Sale by automatic machines represents the sale and delivery of products
via vending machines. It is the sale of products such as cold drinks, hot
drinks, snacks and tobacco by automatic machines (vending machines,
vendors). Vending machines offer a variety of merchandise, including
impulse goods such as coffee, soft drinks, newspapers, magazines, candy
and other products such as cosmetics, hot food, hosiery, and paperbacks.
Vending machines can be found in large retail stores, offices, factories,
restaurants, hotels, gasoline stations, and many other places. They offer
24-hour selling, self-service, and merchandise that is stocked to be fresh.
Japan has the most vending machines per person. Coca-Cola has over 1
million machines there and annual vending sales of $50 billion, twice its
U.S. figures. The customer likes the convenience of vending machines,
even if they are expensive

management includes all activities associated in selling products and

services to the ultimate consumer for personal, family and household use.
It makes the distribution of products from large volumes into small
volumes. management makes a connection between the producer and
36
consumer, so

37
it‟s not a mistake calling it a bridge that connects the producer with its
consumers. People or businesses who deal with retail are called retailers
and the retailer is a person or agent or agency or company or organization
who or which is crucial in reaching the products or merchandise or
services to the end consumer. management is an old industry that has
existed from the first people in the form of goods‟ exchanging. In our
days, management is organized in two main forms: in store management
and non-store management. There are a lot of types of in-store
management and they are classified to different characteristics. However,
in this paper I have classified the types of retail according to ownership,
merchandise and price and also according to place.

According to ownership-based classification I have discussed independent

stores, chain stores, franchising and leased department stores. Independent
stores are small or large retail entities that are not related to anyone in
terms of ownership, where the owner may be a person or partnership of
different types. Chain stores consist of two more outlets that are generally
owned and controlled. Franchising is a lawful association, between a
producer, wholesaler, or service organization and independent business
people who buy the right to own and operate one or more units in the
franchise system. Leased department stores are departments within a
departmental store made available to an outsider on lease rental. They run
as an autonomous unit responsible for its revenues and losses.

According to merchandise-based classification, we discussed department

stores, supermarkets, specialty stores, convenience stores, superstores and
services retailers. Department stores are retail businesses

38
Product Offering

 Pvc pipe – 75 mm 12.05 Rs.

 Inline Lattral – 16.4.30 mm 12.38 Rs.

 Ball Valve - 75 mm 890 Rs.

 Screen Filter – 75 mm 4050 Rs.

 Drriper – 14 lph 2.50 paise

 Flach Valve – 75 Rs.

 Century - 1.5 mm 5800 nag.

 GTO – 16 mm 10 Rs.

39
 CHAPTER 7

DATA ANALYSIS AND

INTERPRETATION

40
❖ Sale data analysis
Sales analysis is mining your data to evaluate the performance of your
sales team against its goals. It provides insights about the top performing
and underperforming products/services, the problems in selling and
market opportunities, sales forecasting, and sales activities that generate
revenue.

Sales Data: How to Analyze Sales Data and a Sample Excel Spreadsheet
Data
Templates
Basics
In sales, many tasks are now managed through centralized cloud software,
including CRMs, email marketing platforms and integration tools, making
sales data readily available. Many global, industry-leading brands are now
using their sales data in ingenious ways to make better business decisions,
but any company can take advantage of insights and reporting tools to
achieve data-driven sales success. However, the prospect of sifting
through the many sales metrics available to make sense of the data can be
overwhelming, while knowing what to do with that information once
you’ve got it is another challenge. In this article, we reveal how you can
use data-driven sales to achieve your company’s specific goals and needs.

41
❖ Sales analysis

❖ Job descriptions and specifications

HR uses the job analysis output to develop a job description and job
specifications. The job description summarizes and organizes the
information for the organization's job-related actions. Generally, the job
description and specifications are combined but compartmentalized to
enable independent updating as needed.

Compensation decisions
In relation to employee pay practices, job analysis has two critical uses: It
establishes similarities and differences in job content, and it helps
determine the internal equity and relative worth of like jobs. If jobs have

42
equal content, then the pay established for them will likely be equal. If, on
the other hand, job content is perceptibly different, then those differences,
along with the market rates, will become part of the rationale for paying
certain jobs differently.

Selection assessments
Job analysis information can also be used as a basis for selecting or
developing employment assessments that measure the most critical tasks
or KSAs. Some assessments involve work samples that simulate job tasks
and require candidates to demonstrate that they can perform these tasks
effectively. HR uses job-oriented or task-based job analysis data as a basis
for developing these types of assessments because they focus directly on
assessing how well job candidates can perform critical work tasks. Other
assessment methods focus on measuring KSAs that are required to
perform job tasks effectively, such as various mental abilities, physical
abilities or personality traits, depending on the job's requirements.

43
Examples of how an organization may use job analysis data:

● Workforce planning

● Performance management

Sales

not at all effectivesomewhat effectiveeffectivevery iffective

INTERPRETATION

Following pie chart represent performance management of the employees in

which not at all effective employees are 25% somewhat effective are 47%
effective are 3% and very effective are also 25%

44
● Recruitment and selection

● Training and development

45
● Compensation administration

● Job Assessment

46
● CUSTOMER FLOW

IRRIGATION SECTION

47
Top 10 States with Micro Irrigation Area Covered; 2022
Rajasthan Maharashtra Andhra Pradesh Karnataka
Gujrat Haryana Madhya Pradesh Tamil Nadu
Chhattisgarh Bihar Others

4%
1%
3%

4% 22%

5%

7%

11% 16%

11%
15%

48
 All india area coverd uunder micro irrigation
by segment;2022

drip irrigation
44%

sprinkle irrigation
56%

drip irrigation sprinkle irrigation

49
CHAPTER 8

FINDINGS

50
1. Shree Niwas Agency is moving towards online retailing platform

2. They do provide exchange and return policy with after service

3. They provide free home delivery services

4. They provide service for all 7 days of week

5. They keep branded as well as local products

6. They have customers from all age groups

7. Feedback form can be filled up by customers

8. They provide a healthy environment to employees as well as customers

51
 CHAPTER 9
LIMITATIONS

52
• Motivate your Employees:
We could implement a recognition program that goes in that sense to boost
people’s motivation. A program recognizing efforts and based on merit
will provide the incentive necessary to encourage self-improvement.

• Encourage Communication
Communication is a key element of employee job satisfaction. An open
communication is founded on collaboration and a work environment that
is stimulating to encourage exchanges between employees. There is a
whole bunch of tools that can facilitate communication: from project
management software, to instant messenger app or live chats, to internal
newsletters.

• Employee Engagement
Have a company blog? Invite your employees to write articles. Have a
project that requires a lot of resources? Ask them how they think they
could contribute and provide them with an opportunity to do so.

• Provide Training Opportunities

Personal accomplishment is at the top of Maslow’s pyramidal hierarchy of
needs.

• Provide Feedback
Feedback can be seen as a form of recognition when it is constructive and
well presented. Satisfaction goes through a two-sided dialogue, giving you
the opportunity to learn about the challenges your employee is confronted
to, as well as the aspects they enjoyed the most about their job.

• Recognize Collective & Individual Performance

Did your organization just win a prestigious award? Have you been
mentioned as an employer of choice or just acquired a major new account?
Any of these are good reasons to highlight your employees as a team as
well as recognize their individual efforts. How should you announce the

53
good news?

54
CHAPTER 10
CONCLUSION

55
In the conclusion I would like to express that I certainly figured out that
the Company Pralhad Sports & Stationery definitely has implemented and
carries out the Exit Policies successfully. The results of the percentage of
the employee retention.

The hypothesis statement that the Job Analysis that are formulated and
implemented in Pralhad Sports & Stationery company is well structured,
sufficient and justified.

Also the following advantages can be concluded;

The job satisfaction has improved

After meetings and discussions with employees, we discovered that they

were happier to come to work. The satisfaction at work varies on an
individual basis, but it was observed that as the tasks for everybody were
clear and established, all the employees became happier in their job. The
improved job satisfaction was measured by observation, discussions and
positive feedback. As a member of the team, it was easy to get feedback
from everyone during the daily work. During the discussions and the
meetings, we could get feedback from the employees. It helped us to
update the job descriptions and, as a consequence, improve job
satisfaction. We noticed that employees are very proud of themselves
when they are able to participate and give feedback. The job analysis
showed the employees how the company can get better results by
clarifying their tasks.

Stress and pressure have reduced

Because the employees knew their daily tasks, they became less stressed
and more satisfied at work. Before the job analysis, the biggest stress
seemed to have been that the employees didn’t know what to except for
the next day, ie. how the person working the day before had managed to
56
make

57
preparations for the next day. They all wanted to work well but, often
some tasks were not finished as they should’ve been. Sometimes this was
due to the fact that tasks were simply forgotten. With the help of the job
analysis charts, the employees could mark each task as done and verify
this before departure. This simple step took away a lot of stress and
pressure from the person leaving for the evening and the one coming to
work in the morning.

Work is done faster as it’s well organized

At the beginning of the new process of using the job analysis charts,
employees didn’t appreciate the lists of the tasks. It is true that when you
read on a small paper what you have to do during the day, the list looks
very long. After using the charts, they started to understand the objectives
of the job analysis and finally, they were happy to use them because they
could finish routine tasks faster and organize their work better. In the
catering business, workdays are very busy. Often the employees don’t
think they have time to take any breaks or even to have lunch. After
analyzing the daily work and establishing the responsibilities of everyone,
the possibility to add the brakes to a workday was easier for managers.
This is a big development for employees and gives satisfaction to them.

The Training and education requirements are better understood

The employees’ satisfaction seemed to be related to their training needs.

Many employees want to learn more and the evolution inside the company
gives them satisfaction. Many people in the catering business have an
active life and like action during the work day also. Most of them,
specially the younger ones, say that one of the reasons why they chose this
job was because every workday is different. Managers need to motivate
their employees every day and give them new goals, new challenges for
58
them.

59
Even if the goals or challenges are small, it will give satisfaction to the
employees. When the managers have used the job analysis in employee
development discussions, they’ve gotten a clear view of the training needs
of every employee. The most important need was to identify training that
takes only little time. If, for example, during the daily work one task was
not done properly or simply not done at all, managers could react faster
and provide to the employee new training accordingly. In addition,
managers have to update the charts regularly to increase the impact and to
keep labor costs to a minimum.

The job analysis charts have improved the recruiting and selection
processes of new employees

It seemed to be important for the new employee that his role is clearly
established in the job requirements. For a manager, the charts have made it
easier to hire new people based on the job requirements and
characteristics. In addition, with the job analysis, it was easier for a
manager to give a good picture of the company that was hiring new
employees. Our challenges had been that when a new employee started in
our company, he had to learn in a few hours only what his tasks are and
how he can focus on the customer’s needs and additional sales.

60
CHAPTER 11

BIBLIOGRAPHY

61
Sports and stationary warehouse
http://www.whatishumanresource.com/job-analysis

https://www.ukessays.com/essays/information-technology/job-analysis-
importance-and-purpose-information-technology-essay.php

https://accountlearning.blogspot.com/2013/01/objectives-of-job-
analysis.html

https://www.shrm.org/resourcesandtools/tools-and-
samples/toolkits/pages/performingjobanalysis.aspx

https://www.businesstopia.net/human-resource/job-analysis-definitions-
methods-process-importance

Book and Author Name:

• GUPTA, SHASHI K., Human Resource Management, Kalyani
Publication
• MEMORIA, C.B Personal Management, Himalaya Publishing House
• SAHV, R.K, Training for Development, Excel Book
• KOTHARI, C.R. Report Methodology, Himalaya Publishing House

62
ANNEXURE

63
 General Information :

1) Name:
2) Age
3) Occupation
a) Businessman b) Serviceman

c) Professional d) Any Other

4) When did the company start?

5) Where did you get the idea from?

6) What is your annual income?

7) What is the annual profit of the company?

8) What other services do they provide?

9) How many employees do work in the company?

10) What extra services or attractions do you have for

your customers?

11) What are your future plans?

12) What is your business strategy?

13) What steps you took for advertising?

14) Do you have tie ups with any school or firms?

15) What else have you planned to expand the business?

64
65