International Journal of Sales & Marketing Management

Research and Development (IJSMMRD)

ISSN(P): 2249-6939; ISSN(E): 2249-8044
Vol. 6, Issue 3, Jun 2016, 35-48
TJPRC Pvt. Ltd

A STUDY ON SALES TECHINIQUES AND VARIOUS TYPES AT THE WORK

PLACEWITH SPECIAL REFERENCE TO SELECTED COMPANY
G.PURUSHOTHAMAN1 & K.KRISHNAMURTHY2
1
2

Research Scholar, Thiruvalluvar University, Serkkadu, Vellore, Tamil Nadu, India

Research Supervisor & Guide, Department of Commerce Rajeswari Vedachalam Government.

Arts College Chengalpattu, Kanchipuram, Tamil Nadu, India

ABSTRACT
The central idea behind marketing is the idea that a firm or other entity will create something of value to one
or more customers who, in turn, are willing to pay enough (or contribute other forms of value) to make the venture
worthwhile considering opportunity costs. Value can be created in a number of different ways. Some firms manufacture
basic products (e.g., bricks) but provide relatively little value above that. Other firms make products whose tangible value
is supplemented by services (e.g., a computer manufacturer provides a computer loaded with software and provides a
warranty, technical support, and software updates). It is not necessary for a firm to physically handle a product to add
value e.g., online airline reservation systems add value by (1) compiling information about available flight connections

reservation information to the customer.

You have your sales team screened, hired, and trained on the features and benefits of your product and now
its time to put their feet on the street! But what about their sales approach? Did you think through the possible sales
techniques and make an informed choice about what would work most effectively for your product and market? If not,
your team may not be off to the fast break you hope for. Take the time to think about what approach would work best for

Original Article

and fares, (2) allowing the customer to buy a ticket, (3) forwarding billing information to the airline, and (4) forwarding

the sales environment your reps will be facing.

KEYWORDS: Firms, Manufacture, Customer, Software and Provides

Received: May 03, 2016; Accepted: May 31, 2016; Published: Jun 10, 2016; Paper Id.: IJSMMRDJUN201603

INTRODUCTION
Objectives of the Study
Primary Objective

To study about sales Tetchiness various types.

Secondary Objectives

To find out the awareness among Hardware users regarding the existence of a brachia company

To know about the customers opinion in general about the companies after sales techniques at a brachia
company.

To understand the various Free services that the offered at a brachia hardware company.

To determine whether the company is giving adequate attention even after the actual sales in completed.

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G. Purushothaman & K. Krishnamurthy

To estimate whether the solution offered is prompt for the different hard ware problems.

Scope of the Study

The scope of the present study of after sales Techniques was confined to the brachia alone. In order to be
objective and brief in manner the study was restricted to customers who visited the Thiruvanmiyur Kamaraj Nagar alone.
The sample size was limited to go respondents including both consumers. The study involves the data collected from more
consumer users. This is because the consumer users were found to be more interested in revealing the information
regarding their Hardware that was considered necessary for the purpose of our study. The scope of this study was to
analyses whether the consistent and timely service back up facilities are given by a brachia company.
A service is poorly when the actual delivery of that service deviates from the promise given by the service
provider. As services are intangibles they do not lend themselves to customers evaluation. Customers perception is
shaped both by uncontrollable factors word of mouth communication, customer needs is the key factors that influence
customer expectations. Service companies should follow an appropriate promotion mix in order to satisfy the objective of
consumer promotion.
A sales techniques activity or benefits that one party can to another which is essential intangible in nature. Sales
techniques involve some interaction with customers without effecting transfers of ownership.
Need and Importance of Study
The study was to gain improved understanding of the forces and factors present in after-sales techniques activities
and the role of these in enhancing or endangering business. The objective was to gain a better understanding of how a
supplier could successfully manage its Customer care activities a midst its competitors in the area of after sales aspects
of business-to-business activities in the a brachia company with the emphasis on Sectors that provide services.
Although after-sales techniques seems easy to understand it can actually be difficult to define and something even
more hard to measure. Hence the study was aimed to find the level of offer sales techniques and also to again insights
regarding the after sales techniques level. Also our study aimed at examining and whether services were helpful to the
customer to a great extent or not. The need to determine after sales techniques will vary by the competitive circumstances
of a given industry. In inter customer focused activities measuring after sales techniques is critical. But every company in
every industry can benefit by analyzing the needs of there after sales techniques it helps in the determination of customer
varied needs and wants. In order to provide improved and effective after sales technical, it was absolute felt that
customers problems, needs and wants must be first identified and what areas can be further developed and how effective
the present promotional tool employed is needs to be observed. In addition what else needs to adopt in order to improve the
image and sales of the brachia company was included in the preview of the study.

LIMITATIONS OF THE STUDY

Most of the Hardware users both consumer work on predetermined appointment time was valuable for them.
Therefore, Hardware users availability may have forced some hasty answer.

The survey conducted was restricted to the city of Chennai alone.

Time was a major constraint so the number of Hardware users was restricted to go samples only.

Impact Factor (JCC): 5.7836

NAAS Rating: 3.13

A Study on Sales Techiniques and Various Types at the

Work Place with Special Reference to Selected Company

37

The translation of some of the questions given in the questionnaire in the customer owns regional language was
not possible. Thus customers gave their own interpretations. Hence it was varying from one customer to that of
another customer. Therefore the index will have to be accepted with an understanding of customer varied
Psychology.

Statement of the Problem

A brachia is a recently formed new company from is Hardware company. They are one of the producers in Tamil
Nadu for manufacturing all the 3 extrusions under one roof is an employee competency is essential to increase productivity
competency facilitates to the employee contribution to the overall productivity of the organization development of the
organization and help in planning future strategies for the growth of organization, facilitates information gathering and
enhances the relationship with the customers.
This report helps to identity the needs of the organization and it also assists in taking corrective action when
necessary and in setting future goals. This study also lays emphasis in providing ideas. In order to improve the quality of
the system.
Research Methodology
Fundamental to the success of any formal marketing research project is a sound research design. A good research
design has the characteristics of problems definition, specific methods of data collection and analysis, time required for
research project and estimate of expenses to be incurred. The function of a research design is to ensure that the required
data for collected accurately and economically. A research deign is purely and simply the frame work or plan for a study
that of wider the collection analysis of data. It is a blue print that is followed in completing a study. It resembles the
architects blue print for constructing a house. It may be worthwhile to mention here that are search design is nothing
more than the frame work for the study ensures that the study will be relevant to the problem and the study will employ
economical procedures.
Descriptive Design
Descriptive Research design is also called explanatory design. This is the one that simply describes something
such as demographic characteristics of consumers who use the product. The descriptive study is typically concerned with
determining request with which something occurs or how two variables very together.
Area of Study
Area of study is marketing and the study is on after sales services with reference to a brachia.
Data Sources
After identifying and defining the research problem and determining specific information required solving the
problem, the Researchers tack is to look the type and sources of data, which may yield the decried results.
Data sources are of two types through which data is collected. Data sources may be classified as:
Primary Data
Secondary Data

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G. Purushothaman & K. Krishnamurthy

Convenience Sampling
In this method the sample units are chosen primarily. On the basis of the convenience of the investigator.
The units selected may be each person who comes across the investigator very frequently.
Sampling Design
Sample design is the theatrical basis and the practice means by generalizing from the characteristics of relatively
few of the comprising population. It is the method by which the sample is chosen.
Sample Size
The size chosen for the survey is 50.
Analytical Tools
Percentages
Percentages refer to a special kind of ratio percentages are used in making comparison between two or more series
of data percentages are used to describe relationship.
Charts
Charts are graphic displays of data for easy understanding of relative positions that is not always possible with
descriptive words or numbers. Type of charts commonly used in business data presentations are bar, pie and column.
Bar Chart
The bar chart is commonly used for presentation of qualitative data. The data can be continuous or discrete data
which are plotted against discrete interval. The vertical bar diagram also called bar chart where the length or value of the
event or measurement width or gap between bars is no significant to bar chart data they should be uniform in a diagram.
Pie Diagram
Pie charts are circle graphs that display 100% of data as circle. The circle is divided into proportionate specs that
Represent categories whole size is defined by the percentage of a category in the total pie diagram is very suitable
(for presenting various business results and quality issues, such as analysis of company earrings from various heads, causes
of products and services complaints, cost build up etc.)
Table 4.1: Classification According to Age Wise of Employees
S.NO
1
2
3
4

AGE WISE OF EMPLOYEES

BELOW 20
21-30
31-40
ABOVE 41
TOTAL

NO.OF RESPONDED
5
20
10
15
50

PERCHANDAGE
10%
40%
20%
30%
100%

Interpretation:
The table showing the 4.1 classification according to age wise of employees.10% of employees comes under the
below 20, 40% of employees comes under the 21-30, 20% of employees comes under the 31-40, and reaming the 30% of
employees comes under the above 41 years.

Impact Factor (JCC): 5.7836

NAAS Rating: 3.13

A Study on Sales Techiniques and Various Types at the

Work Place with Special Reference to Selected Company

39

Figure 1
Table 4.2: Classification According to Gender of Employees
S.NO
1
2

GENDER OF
EMPLOYEES
MALE
FEMALE
TOTAL

NO.OF
RESPONDED
35
15
50

PERCHANDAGE
75%
25%
100%

Interpretation:
The table showing the 4.2 classification of gender employees.75% of employees comes under the male, and
reaming the25% of employees comes under the female.

Figure 2
Table 4.3: Classification According to Qualification of Employees
S.NO
1
2
3
4

QUALIFICATION
OF EMPLOYEES
10th
12th
DEGREE
OTHERS
TOTAL

NO.OF
RESPONDED
20
10
15
5
50

PERCHANDAGE
40%
20%
30%
10%
100%

Interpretation:
The table showing the 4.3 classification of qualification employees.40% of employees comes under the 10th,
20% of employees comes under the 12th, 30% of employees comes under the degree, and reaming the 10% employees
comes under the others.

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G. Purushothaman & K. Krishnamurthy

Figure 3
Table 4.4: Classification According to Employees of this Organization
S.NO
1
2
3
4

EMPLOYEE OF THIS
ORGANIZATION
Less than year
1-2 year
2-4 year
Above
TOTAL

NO.OF
RESPONDED
15
25
10
0
50

PERCHANDAGE
30%
50%
20%
0%
100%

Interpretation
The table showing the 4.4 classification of organization employees.30% of employees comes under the less than
year, 50% of employees comes under the 1-2 year, and reaming the 20% employees comes under the 2-4 year.

Figure 4
Table 4.5: Classification According to Kinds of Selling
S.NO
1
2
3
4

KINDS OF SELLING
DIRECT SELLING
INI REAL SALES
MEDIA PROMOTIONS
PROMOTIONAL OFFERS
TOTAL

NO.OF RESPONDED
5
15
15
15
50

PERCHANDAGE
10%
30%
30%
30%
100%

Interpretation:
The table showing the 4.5 classification of kinds of selling.10% of selling comes under the direct selling, 30% of
selling comes under the Indi real sales, 30% of selling comes under the media promotions and reaming the 30% selling
comes under the promotional offers.

Impact Factor (JCC): 5.7836

NAAS Rating: 3.13

A Study on Sales Techiniques and Various Types at the

Work Place with Special Reference to Selected Company

41

Figure 5
Table 4.6: Classification According to Monthly Target
S.NO
1
2
3
4

Monthly Target
2 lacks
5 lacks
15 lacks
30 lacks above
TOTAL

No. of Responded
30
15
5
0
50

Perchandage
60%
30%
10%
0%
100%

Interpretation:
The table showing the 4.6 classification of monthly target.60% of target comes under the 2 lacks, 30% of target
comes under the 5 lacks, and reaming the 10% of target comes under the 15 lacks.

Figure 6
Table 4.7: Classification According To Product Selling
S. No
1
2

Product Selling
Yes
No
Total

No. of Responded
35
15
50

Perchandage
70%
30%
100%

Interpretation
The table showing the 4.7 classification of product selling.70% of product comes under the yes, and reaming the
30% of product comes under the no.

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G. Purushothaman & K. Krishnamurthy

Figure 7
Table 4.8: Classification According to Telemarketing
S.NO
1
2

Telemarketing
Yes
No
Total

NO.OF RESPONDED
40
10
50

PERCHANDAGE
80%
20%
100%

Interpretation
The table showing the 4.8 classification of telemarketing.80% of marketing comes under the yes, and reaming the
20% of marketing comes under the no.

Figure 8
STASTICAL TOOLS
Rank Correlation
This method of finding out co-variability or the lack of it between two variables was developed by the British
psychologist chares Edward. Spearman in 1904. This measure is especially useful when quantitive measures for certain
factors like as used by researcher in the study via board quality price service cannot be fixed but the individual in the group
can be arranged in the order there by obtaining for each individual a number indicating his/her rank in the group.
Spearmans rank correlation co-efficient is defined as
R=1-6D2\n[n2-1]
When, R- denotes rank co-efficient of correlation, and
D-refers to the difference of ranks between paired items into two series.
1] There is Number of Significant Relationship Association between No. of Target and Motivation
TARGET
Mothly once
There monthly once
Six monthly once
Total
Impact Factor (JCC): 5.7836

No. of Respondent
30
20
0
50

Percentage
60%
40%
0%
100%
NAAS Rating: 3.13

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Work Place with Special Reference to Selected Company

43

Motivation
Mothly once
There monthly once
Six monthly once
Total

No. of Respondent
40
10
0
50

Percentage
80%
20%
0%
100%

Observed Frequency Tables

Target
Motivation
Total

Mothly Once
30
40
70

There Monthly Once

20
10
30

Six Monthly Once

0
0
0

E1=7050100=35, E2=3050100=15, E3=7050100=35, E4=3050100=15.

O
30
20
40
10

E
35
15
35
15
100

O-E
-5
5
5
-5

[O-E]2
25
25
25
25

[O-E]2\E
0.25
0.25
0.25
0.25
1

X2= [O-E] 2\E=1

*Degree of freedom:
=[r-1] [c-1]
= [2-1] [2-1]
=1
The table value of X2 for 1df at 5% level =3.84
CONCLUSIONS
Since conclusion value of X2 >1 table value of X2 at 5% level of significant we attempt reject null hypotheses
there is no.
Rank Correlation
Factors
Mothly once
There monthly once
Six monthly once
Total

Target
30
20
0
50

Motivation
40
10
0
50

Solution
X
30
20

Y
40
10

R1
1
2

R2
1
2

D=R1-R2
0
0

D2
0
0
0

R=1-6D2\n[n2-1]
=1-6[0]\2 [22-1]
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G. Purushothaman & K. Krishnamurthy

= 1-0\2[3]
= 1-0\6
=1-0
=1
2] There is Number of Significant Relationship Association between No. of Target Fixed and Growth Career
Target Fixed
Agree
disagree
Total

No. of Respondent
45
5
50

Percentage
90%
10%
100%

Growth Career
Agree
Disagree
Total

No. of Respondent
40
10
50

Percentage
80%
20%
100%

*Observed Frequency Tables

Target fixed
Growth career
Total

Agree
45
40
85

Disagree
5
10
15

Total
50
50
100

E1=8550100=42.5, E2=1550100=7.5, E3=8550100=42.5, E4=1550100=7.5.

O
45
5
40
10

E
42.5
7.5
42.5
7.5
100

O-E
2.5
-2.5
-2.5
2.5

[O-E]2
6.25
6.25
6.25
6.25

[O-E]2\E
0.0625
0.0625
0.0625
0.0625
0.25

X2= [O-E]2\E=0.25
*Degree of freedom:
=[r-1] [c-1]
= [2-1] [2-1]
=1
The table value of X2 for 1df at 5% level =3.84

CONCLUSIONS
Since conclusion value of X2 <0.25 table value of X2 at 5% level of significant we attempt reject null hypotheses
there is no.

Impact Factor (JCC): 5.7836

NAAS Rating: 3.13

A Study on Sales Techiniques and Various Types at the

Work Place with Special Reference to Selected Company

45

*Rank Correlation
Factors

Target Fixed

Agree
Not fair
Total

45
5
50

Growth
Career
40
10
50

Solution
X
45
5

Y
40
10

R1
1
2

R2
1
2

D=R1-R2
0
0

D2
0
0
0

R=1-6D2\n[n2-1]
=1-6[0]\2 [22-1]
= 1-0\2[3]
= 1-0\6
=1-0
=1
3] There is Number of Significant Relationship Association between No. of Product Selling and Telemarketing
Product Selling
Yes
No
Total

No. of Respondent
35
15
50

Percentage
70%
30%
100%

Telemarketing
Yes
No
Total

No. of Respondent
40
10
50

Percentage
80%
20%
100%

*Observed Frequency Tables

Product selling
Telemarketing
Total

Yes
35
40
75

No
15
10
25

Total
50
50
100

E1=7550100=37.5, E2=2550100=12.5, E3=7550100=37.5, E4=2550100=12.5.

O
35
15
40
10

E
37.5
12.5
37.5
12.5
100

O-E
-2.5
2.5
2.5
-2.5

[O-E]2
6.25
6.25
6.25
6.25

[O-E]2\E
0.0625
0.0625
0.0625
0.0625
0.25

X2= [O-E]2\E=2.375

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G. Purushothaman & K. Krishnamurthy

*Degree of freedom:
=[r-1] [c-1]
= [2-1] [2-1]
=1
The table value of X2 for 1df at 5% level =3.84

* CONCLUSIONS
Since conclusion value of X2 >2.375 table value of X2 at 5% level of significant we attempt reject null
hypotheses there is no.
*Rank Correlation
Factors
Yes
No
Total

Product Selling
35
5
50

Telemarketing
15
10
50

Solution
X
35
15

Y
40
10

R1
1
2

R2
1
2

D=R1-R2
0
0

D2
0
0
0

R=1-6D2\n[n2-1]
=1-6[0]\2 [22-1]
= 1-0\2[3]
= 1-0\6
=1-0
=1

FINDINGS

Most of the people are graduates

Most of the people are married.

Most of the peoples are selling types is direct selling.

The organizational monthly target is 2 lacks and above.

The organization submitted the report of a daily report or weekly report weekly.

Most of the people of our work as a team or individually team.

Most of the people of motivational on a regular basis of six months once.

Impact Factor (JCC): 5.7836

NAAS Rating: 3.13

A Study on Sales Techiniques and Various Types at the

Work Place with Special Reference to Selected Company

Most of the people of would be a growth in your career depends.

Most of the peoples are experience.

47

SUGGESTION

At a brachia company importance will have to be given to creation awareness on different services at the free
services preventive maintenance break down services annual routine maintenance operation and day to day
maintenances.

The customer concentration is not only on the brand, but also on the accompanying services offered at the\reed
different stages viz., pre sales, during sales and after sales. And dissatisfaction as regards to services would cause
the customer to move, away from the brand. There fire the hardware should be promptly serviced and derived in
time to the customers.

Customer services are a tangible in mature. Intangible characteristics are those traits that are not quantifiable but it
contributes greatly to customer satisfaction annual routines maintenance were not given adequate attention are a
brachia objectives should be provide good quality of the services to the customer at the right time.

Customer satisfaction is a critical concept in marketing field. It is generally argued that if customers are satisfied
with a product services or brand they will be more likely to continue to purchase in it. Hence the organization
should take steps to improved the offer sales techniques in order satisfy its and substation their customer.

CONCLUSIONS
Good are produced by a manufacture for the users or ultimate customers marketing activity starts with the
customers and ends with the customer.
Stokers are ultimate target for a market. The customers purchase the product only when its available in the
market. The availability of the product in the market depends on the efficiency of distribution channel.
Brachia are one of the largest industries in India. Customer plays a very important role of the study market.
Primary objective of the study is to find out the after sales techniques of the customers to ward brachia of the customers to
ward a brachia company.
REFERENCES
1.

www. abbrachia.com

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