XAVIER INSTITUTE OF SOCIAL

SERVICE
RANCHI
Topic: Sales plan of Alpine-Mineral water
Sub: Sales & Salesmanship
Submitted by:
RISHABH SINGHA-!"
About The Company
Alpine mineral water p#t$ lt% has its hea%&uarters in 'o(ar)ranchi$The compan*
%eals in mineral water which is treate% in its own plant situate% in 'o(ar$The
compan* also has a franchisee of bisleri mineral water an% thus contains IS+ ,---
certi.cation in terms of purit* an% maintenance of stan%ar%s$ The compan* starte%
its own mineral water in the *ear ,--" an% has its own %istribution channels an%
a/ents$
Taret !ar"et
Retailers of 0M1G /oo%s
Small restaurants an% motels 23habas4
1hemist Shops
5urulia roa%) main roa% an% alpur
Sa#e$ p#an
Fir$t pha$e
5ersonal Sellin/ - Inter#iews) meetin/s) %emo of the pro%ucts
5romotional Sellin/- 3istribution of pamphlets an% notice car%s
Se%ond pha$e 6 Telephonic follow-up
Third &ha$e -- 0inali7in/ the %eal) %ispatchin/ the place% or%ers) an%
collect the pa*ments
Fourth &ha$e - In case of cre%it facilities) maintain a proper recor% of it)
an% collect the pa*ments on %ue %ate
Fi'th &ha$e- 0ee%bac(s289-4 to be ta(en an% reporte% to the compan*
PROSPECTING: Essentially refers to the process of identifying and locating the prospects by
separating the prospects from the suspects
Prospects are potential buyers !ho might buy the product It is best to eliminate the non"buyers
from the prospecti#e buyers
$ualifying the prospects and understanding their re%uirements !ell& is essential
Ne't important step is relating the company(s products to each prospect(s re%uirement
PRE ) *PPRO*C+: I contacted the sales head, !e spo-e to him about the pro.ect +e spo-e to
the respecti#e dealers and then !e #isited the #arious retailers in Ranchi The sales head told us
about the general sales trend of *lpine !ater in Ranchi *lso !e spo-e to some .unior sales
people of *lpine and they ga#e us insights and details about their selling process
*PPRO*C+: The first and most important step is to create a!areness and inform them about the
technicalities of the #arious !ater bottles Con#incing the customer/retailer is an art in sales It is
#ery important to identify the tastes and preferences of the customers
0e approached the retailers in and around purulia road and loo-ed around for better prospects
PRESENT*TION *N1 1E2ONSTR*TION: 0e told the retailers about the #arious %ualities
of the product and the margins related to the sameThe retailer !as made a!are of the better
prospects he has if he -eeps an in#entory of alpine !ater
+*N13ING O45ECTIONS: This is the most crucial step in the decision ma-ing process It can
ma-e or brea- a deal
The retailers as-ed #arious %uestion(s !hich !ere listened to carefully and patiently The
ob.ections !ere dealt !ith intelligence
C3OSING: The customer once fully con#inced& orders stoc- of alpine !ater The o!nership of
the stoc- gets transferred but the process of selling is not o#er yet
6O33O0 7P: 6eedbac- is #ery important as it gi#es a #ery clear picture about the success or
failure of the #arious products
*s soon as the purchase has been done& !e hand o#er a form to the retailer and as- him to fill it
up +e ta-es it and fills in all his details li-e shop name&his e'perience !ith us&etc
Our US&
Con$umer$
ower price as compare% to other mineral water bran%s
:asil* a#ailable
;ualit* of water is similar to bisleri mineral water
Retai#er$
5roper suppl*
Health* mar/in 6 ,--,<=
:as* a#ailabilit* as local manufacturin/ setup is a#ailable
;uic( replenishment of in#entor*
Cha##ene$ ahead
ac( of awareness of the bran% amon/st the consumers
Non a#ailabilit* of refri/erators with the retailers
Hu/e competitors li(e Bisleri) A&ua.na) Nirmal >al) etc$
O(er$ pro)ided
? month cre%it facilities
Return bottles if not sol%
Best retailer awar%s an% certi.cates from the compan*
A refri/erator if the stoc( e@cee% ? lac rupees