Assignment Assessment Report

Campus: Level: Module Name: Students Name: e-mail id & Mob No Stream Certificate by the Student: Plagiarism is a serious College offence. I certify that this is my own work. I have referenced all relevant materials. Expected Outcomes Assessment Criteria Clear understanding of the concept Ability to analyze the problem realistically and take required actions. Research carried out to reach the outcome and innovative methods used Concise & clear thinking along with presentation Understanding of market structure of the business and their behavior towards the business strategy. Understanding the competitors behavior and the SWOT analysis of the company. (Students Name/Signatures) Feedback Hyderabad PCL-II Sales ELIJABETH SUPRIYA Year/semester Assignment Type Assessors Name Reqd Submission Date Actual Submission Date Submitted to : 4th Sem Assignment A

Grade based on D,M,P,R system

General Parameters
Clarity Analytical Thinking-

Research and innovative approach Formatting Presentation&

Subject Specific Parameters

Conceptual Clarity Application and

Analytical Thinking

Assignment Grading Summary (To be filled by the Assessor)

OVERALL ASSESSMENT GRADE: TUTORS COMMENTS ON ASSIGNMENT: SUGGESTED MAKE UP PLAN (Incase student is asked to re-do the assignment) REVISED ASSESSMENT GRADE TUTORS COMMENT ON REVISED WORK Date: Assessors Name / Signatures:

PCL 2 Sales Assignment A

Q1. Suggest the most effective route to market/ Channels for sales of: a) Pre-School
As World School is leading player in pre-primary and ERP/learning management solutions for Schools and Colleges in Maharashtra. They have 200 pre-schools in tier-2 and tier-3 cities of Maharashtra. They were established in 2007 and have grown since then through the franchising channel for preschool business and direct sales channel for the ERP/learning management business. The decision to enter the smaller cities was deliberate and has helped the company evolve over the last 5 years. Having seen success, the management has now decided to enter into the metro/cities of Mumbai, Delhi, Bangalore and Hyderabad. The following are the most effective route to market/ channels for sales of Pre-School.
Direct marketing

Direct marketing is a one-to-one communication between the seller and the potential buyer. Traditionally direct marketing has been about direct mail posting a printed piece of communication to a targeted visitor and calling for a response, typically a request for a brochure (or more recently a visit to the website). As this is Pre- School which is maximum based on Taking care for children and teaching (EMOTIONAL SELLING), this is done by consultation by our sales team, so that they can convey the matter and convince patterns by showing FAB (Features, Advantages, benefits). Direct marketing can be very cost-effective for reaching the target market and generating sales. The impact is also easily measurable as it is clear who is being communicated with and that person can be followed up to see if they visited. And different messages, offers and creative styles can be tested to identify which works best. Direct marketing has recently expanded into direct e-marketing which gives even greater cost efficiencies. Direct e-marketing requires a destination to capture the email addresses of its enquirers and use them to regularly communicate relevant messages and offers to them.

PR PR or public relations is about managing the image and reputation of a place through creating positive associations, influencing decision makers, lobbying, and gaining media

coverage. In destination marketing it includes:

press trips, usually by travel journalists, aimed at generating coverage in travel sections of newspapers, magazines and guide books on and offline press releases with interesting stories and new products designed to get coverage either in travel sections or elsewhere in online, print and broadcast media "stunts" aimed at getting media coverage ensuring that destinations are well-represented in independent guide books, websites and other media publishing blogs Conversations through social networks.

Brochures Printed brochures have traditionally been a mainstay of destination marketing. Many Schools still have a general brochure which presents images and copy about the destination, travel and practical information, together with pages of advertising for suppliers, primarily

accommodation, to enable consumers to book direct. With statistics which can increase the attention of the customer and can join their children in our school hoping they have better future. Digital: a revolution in destination marketing Though they are many traditional ways which can give reputation for business digital marketing plays major role. Creating website and providing exact information to the clients gives a better knowledge to Parent. Digital marketing from websites and e-zones to social networking and mobile technology has become mainstream, and is now often the best, most cost-effective route to market for both leisure and business tourism.

It enables destination marketers to:

target consumers more tightly with very tailored information provide more detailed and up-to-date information than ever before reach targets when they are already on the move undertake last-minute tactical activity to fill gaps Build a relationship with consumers to inspire loyalty and encourage word of mouth.

b) ERP/Learning Management solutions Enterprise resource planning (ERP) systems integrate internal and external management information across an entire organizationembracing finance/accounting, manufacturing, sales and service, customer relationship management, etc. ERP systems automate this activity with an integrated software application. The purpose of ERP is to facilitate the flow of information between all business functions inside the boundaries of the organization and manage the connections to outside stakeholders.[ E-MAIL Email marketing is relatively low cost, much easier to measure, and can be much more effective than its offline equivalent direct mail. It ranges from simple emails to more designed e-newsletters and clever, creative e-shots. Email marketing must be permission-based otherwise it is classified as spam and can be damaging to the reputation of the destination, if not illegal. So destination marketers need to make sure that they have systems both online and offline to encourage and enable people to opt in to receive emails. And all email marketing must give people a clear route to

unsubscribe. As well as collecting email contacts direct, marketers can buy lists and/or buy space on others emails. Again, it is vital to make sure these are permission-based.

Using SMS to send promotional messages direct to mobiles is a related activity and the same principles apply. It has the edge over email marketing when it comes to extremely-lastminute promotions and targeting people with extra ideas and offers when they are already on their trip. Web 2.0 The second-generation of web-based services or Web 2.0 enables consumers to participate online much more easily than before. There has been an explosion in "usergenerated content" with social networking sites, reviews, blogs and wikis. It is a consumer-driven and potentially anarchic world which can make public-funded destination organisations nervous. But they must get involved, or risk being bypassed. As well as providing opportunities for visitors to provide user-generated content on their own sites, destinations need to monitor and respond to what is being said about them elsewhere on the web from blogs to travel sites, especially some of the highest profile most authoritative travel review websites such as tripadvisor. Online New channels have of course been opened online. Paid-for banner advertising on other relevant sites (i.e., those frequented by the target market) is a common route. These can either be static or use video or audio streaming. All kinds of creative pop-ups, popunders and other devices are also used to catch attention. And there are as many types of these as there are ways to pay. The most common methods are cost per click, cost per view, cost per impression (i.e. reach) and sometimes cost per conversion.

Contextual ads on search engines are worth noting, in particular Google Ad Words. These ads are based on key words and appear at the side and top of any relevant searches. With Google AdWords advertisers only pay when their ad is clicked, and they can define the upper limit they are prepared to pay. This makes it a very cost-effective and controllable way to advertise. Consultancy Consultants are employed indirectly by the World School via a consultancy staffing company, a company that provides consultants on an agency basis. (The staffing company

itself does not usually have consulting expertise but works rather like an employment agency.) Such consultants are often called contractors.

Q2. Make a list of prospects that would be interested in the above mentioned businesses and write a script for seeking appointment from prospective clients on the phone.
For Pre-School S.NO 1 2 3 4 BUSINESS PROSPECTS Direct Marketing PR Brochures Digital IMPORTANCE(High, Medium, Low) High High High High

For ERP Solutions S.NO 1 2 3 4 BUSINESS PROSPECTS E-Mail Marketing Online Web 2.0 Consultancy IMPORTANCE(High, Medium, Low) High High High High

Telephone Script for Getting the Appointment for Pre- School Hi. This is Name. Im with Organization. Do you have a moment to talk? Im calling for a couple of reasons. First, I want to thank you for giving time to explain. Secondly, I want to find out if youd be open to seeing me in person when Im in City next.

Id like to share some information with you about Organization coming with a pre-school, and also get your impressions about how were doing and about your interest to join us as partner. Would you be able to meet with me next week, on Tuesday or Wednesday?

Telephone Script for Getting the Appointment for ERP Solutions Hi. This is Name. Im with Organization. Do you have a moment to talk? Im calling for a couple of reasons. First, I want to thank you for letting me to explain. We really appreciate all of our success. Secondly, I want to find out if youd be open to seeing me in person when Im in City next. Id like to share some information with you about Organization in ERP Solutions for schools, and also get your impressions about how were doing and about partnership with you. As you are leading organisation, as we have high professionals if we work together- it will be great to us and profitable for both of us. Would you be able to meet with me next week, on Tuesday or Wednesday? Important Elements *Ask for permission to continue the call. *Express genuine gratitude for any prior support. Demonstrate impact of their support. *Ask for appointment. Offer several reasons for wanting to meet in person. *Provide several options for meeting. *Try not to get a final no. *Provide all contact information so they can reach you by phone If no, Would another week work better? If still not able to, May I check back with you in 6 months?

Q3. Considering that you have got an appointment with: a) Vasant Vihar Schools Vice Principal for selling the ERP solutions.

1. Do you know and understand the business problems your organizations business leaders plan to solve with ERP? 2. Does your organization have a business-application vendor already? If youre not satisfied with your current vendors performance or if the ERP functionality doesnt suit your organizations needs, you dont have to be locked in. Changing to a different vendor will probably interfere with the business to a certain degree,

but it may be worth the disruption 3. What kind of problem do you have with vendor or Service? 4. Is a vertical ERP solution suitable for your organization? 5. What functionality will your organization actually use? You may not need an endto-end solution that incorporates everything from payroll to field-service management 6. Does the ERP solution align with your organizations business processes? 7. Does your organization have the IT resources necessary to support an on-premise installation? 8. What kind of services will your organization require from the ERP vendor? 9. Explain about our service and whether want more features in it? 10. When can I get back to you

b) A Mumbai based businessman who is looking to take up the franchisee of your pre-school
1. Can I know about your business? 2. Can you tell me about Mumbai, how you feel it for your business?

3. What is your Idea on Pre-Schools whether they run good? 4. Do you have any franchisee for your business and what are main constraints for choosing a preschool? 5. Do you have any relation with school ..? Like vice- principal? 6. What kind of services do expect for your school? 7. As you know about your area, and you can figure out the problems with others, can you suggest some new ideas to our school?

8. In which Area you want to start and why? 9. As we are into ERP solutions also, we would help this school also, what is your opinion on it? 10. When can I get back to you for legal process UFOC (Franchising agreement)?

NOTE: MATTER WAS GATHERED FROM WEB