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Questionnaire filled with responses

Companies Visited 165
Companies successful 38
Review Interviews 12

Organization

1. How big is your organization in terms of sales? Revenues?

Options Responses
Not revealing 13
Last year company profit 10%-30% 5
1 Crore – 5 Crores 4
5 Crores – 50 Crores 3
50 Crores – 100 Crores 2
100 Crores and above 1
5 lakhs -10 lakhs (estimated sales) 1
2. How do you find your buyer or customer? What problems do you face in finding buyers
or customers?
Options Responses
Customers directly approach 12
Through B2B Site( IndiaMart and Just Dail) 7
Local reference (word of mouth) 6
Online, website reference (family, friends, etc.) 4
Marketing Team 3
Phone or email 3
40 % customer come by themselves & 60 % through 1
marketing
Head Office knows 1
New customer directly come and existing calls 1
No Response

1

email. How many people do you have for sales in your organization? Options Responses Sales People (3-5) 15 Sales people (1-2) 6 Sales people (2-3) 5 Sales People (5-10) 3 Sales People (10-15) 2 Head Office have the information 1 6. any website Options Responses Both(Phone and Email) 15 Phone 10 Phone. finding new buyers and converting them into orders? Options Responses Directly approaches face to face 10 Through Website 5 Marketing Team 3 Phones 3 References from Existing Customers 2 Directly call or come to the shop 1 Head office have the information 1 Not disclosed 1 Different strategy according to the 1 situation 5.3. Email and Website 9 Customers approach directly face to face 6 Others – whatsapp 1 Email Any website Not disclosed 4. How many total employees are there in the organization? Options Responses Employee (1-5) 17 Employee (5-10) 10 Employee (20-50) 6 Employee (10-15) 2 Employee (15-20) 2 Others (450 approx) 2 Employee (100-200) 1 Employee (200-300) 1 Employee (300-400) 2 . How do you approach the buyer or purchaser? Phone . What are the ways of lead generation i. e.

If you could share your sample customer details. How many locations in India do you deliver? Any problems regarding locations i. 7. Do you stock items for your customers or directly ship from manufacturer to their location? Any problems in stocking the items? Options Responses Direct shipping 11 Yes 17 No 1 According to the customer demand 1 Sometimes 1 problems are in packaging.e. do you want to deliver to more locations? Options Responses Bangalore 12 Export 11 All over India 9 Tamilnadu 8 Andhra Pradesh 7 Maharashtra 5 No Delivery 2 8. shortage in warehouse 1 and defect in material Material Stock in their own warehouse 3 Third party stock items for company 2 9. we can go to them. and give your feedback? Options Responses Yes No 14 Not possible 12 Inquiries Questions 3 . do a survey. Do you have warehouses in different parts of the city/ country? Any problems regarding stocking? Options Responses Yes 11 No 19 Only one warehouse 4 All over India 1 2-5 warehouse 1 10.

Any website Problems if any: Options Responses Phones 13 Others – Customers directly approach 10 themselves Both (phone & email) 6 All 5 Email 4 Any website 3. How many Inquiries do you receive in a Day. Month ? Problems if any: Options Responses Days 1-10 9 Days 10-50 7 No Idea 7 Days 50-100 5 2. How do you provide quote? On phone or email? Options Responses E-mail 18 both 5 paper based quotation (f2f) 5 Phone 3 Email. How do you approach the buyer or purchaser? Phones. How many of these inquiries actually convert to a sale? Does it differ by Products? Options Responses Depends on the Customer Requirement 9 0-10% 5 50%-100% 3 25%-50% 2 Not many 1 Don't know 1 10% -25% 1 4. Do you receive any future order planning from your corporate buyers? Options Responses Yes 23 No 7 • Based on customer demand currently the company plans its future order • Based on target sales 5. Week. Both. 1. Phone & WhatsApp 3 No quotation is provided 3 Negotiation 4 . Email.

How are the negotiations for final price done? Phones. Problems if any: Options RD1 RD2 RD3 RD4 Total Both (Phone and Email) 4 5 3 12 Phone 4 1 3 3 11 Email 1 1 5 7 No Negotiations 1 6 7 Face to Face 1 2 3 Website (IndiaMart) 1 1 2.Any website. Who is responsible for negotiations in your organization? Options RD1 RD2 RD3 RD4 Total Owner/Proprietor/Chairman 10 4 5 3 22 Sales Manager 2 1 2 5 Sales Executives 3 3 Depends on the amount 3 3 5. duration of the contract: Duration RD1 RD2 RD3 RD4 Total 6months .1 year 3 3 6 1 year and above 1 1 3 1 6 4-6 months 3 2 5 0-3 months 3 3 What challenges do you face with long-term customers?  Dynamic Pricing 3. How many rounds of negotiations do you typically encounter before a price is finalised and order is placed? Options RD1 RD2 RD3 RD4 Total More than two rounds 5 6 3 2 16 No Negotiations 2 1 4 7 1 round 5 3 7 2 rounds Based on the customer 4. Who has the authority of finalizing the price? Options RD1 RD2 RD3 RD4 Total Owner/Proprietor/Chairman 3 4 2 3 12 5 . Do you have long term contracts with customers: Options RD1 RD2 RD3 RD4 Total Yes 10 6 3 5 24 No 2 1 5 3 11 If yes.1.Email.

Can this be improved? What is required for you to be able to reduce the cycle time to a minimum? 6 .e. after how much time of order confirmation do you dispatch goods? Any problems in this? Options Responses Immediate (1hour . What is the medium of order confirmation to customers and problems you face in this? Options RD1 RD2 RD3 RD4 Total Both (Phone and Email) 4 2 4 5 15 Phone 4 1 3 1 9 Both (Phone and Email & SMS) 1 3 2 6 If others please specify 2 2 Email 1 1 SMS. Whatsapp 1 1 No Transport 1.10 hours) 9 Days (1 .15) 9 Days (15 . No idea 9 9 Sales Manager 1 3 4 Depends on the amount 3 3 Sales Executives Sales Order Confirmation 1. How do you manage the products with short shelf life and what are the challenges in inventory? Options Responses No short shelf life products 22 Sold on discount or exchanged 2 Fast moving goods 1 After taking order it’s made available 1 to the customer 3. company starts manufacturing  stock availability is checked manually & we confirm order only if stock is available(4) 2.30) 3 More than 30 days 2 Problems:  If better logistics facility is available. What is the lead-time i. then most of the problem can be resolved  If we have our own logistics facility then it would help us reducing cost 2. How do you check the availability of goods after receiving the order? Do you confirm orders without the stocks being available? Any problems you face in this? Options Responses Yes No ( based on availability) 22 Problems:  After receiving the order .

Options Responses Yes 12 No 8 Requirements:  Better Logistics would help  Better transportation facilities would help us saving time  We have almost achieved the customers’ demands.  Goods are dispatched. Are products readily available for dispatch at your warehouse/storage location? Any problems in this Options Responses Yes it’s readily available 18 Not Always 4 Sometimes products are 4 readily available for dispatch Problems:  Sometimes when stock is not available. 7 . What are the various options you provide to ship to your customers? What modes of transportation is used? Any problems in transport? Options Responses  Roadways 21  Railways 3  Airways 2  Ship 1 Modes Others:No delivery(customers directly contact and receive the goods) 5. related to early delivery for bulk orders 3. then company asks for some extra duration from customer. as early as its possible if available 4. Is there any third party involved in maintaining & distributing the stock on your behalf?? Any problem in the same? Options Responses No 19 Yes 8 Problems: Third party is only involved in logistics.

LR. 2 2 COD and Bank (NEFT) 2.NO 1 5 5 11 No 3 3 Email Both (Phone and Email and SMS) 1 1 2 Payments 1. Whatsapp 7 3 10 Email 1 1 If others please specify 7. Do you provide credit period to your customers? What is that duration? Duration RD1 RD2 RD3 RD4 Total 0-3 months 5 6 3 5 19 4-6 months 2 2 6 months . What are the modes of payment supported by you? Any problems you face in this Options RD1 RD2 RD3 RD4 Total Online 1 7 7 15 Cash 2 2 5 9 Cheque 2 2 7 11 All 6 2 8 Any other please specify.1 year 2 2 1 year and above 1 1 No Credit 6 1 5 0 12 3. Is it different for different customers? Options Responses Yes 19 No 12 Not sure 2 Problems:  It differs on the basis of credit period  It also differs according to the customers (old or new) 4. 6. How can customer track the shipping details and arrival date? Any problems in the same? Options RD1 RD2 RD3 RD4 Total Phone 8 1 2 11 Others -Tracking ID. Do you provide any real-time updates on tracking the items ordered by your customers? Options RD1 RD2 RD3 RD4 Total No 2 2 8 12 Both (Phone and Email) 2 7 2 11 Phone – SMS. Website. What are the various modes of payment? 8 .

e. fixed rate of material for six months or a year? Options Responses No 14 Depends upon market 4 conditions Yes 3 Fixed Rate 2 9 . Bank. Is there any scope for Rate contract based on material requirement for a particular period i. CC) 3 1 4 Online 1 1 Cheque 1 1 5. Options RD1 RD2 RD3 RD4 Total Bank 3 7 4 14 Credit Card 6 6 COD 4 4 Both (COD & Bank) 4 4 All (COD.

By when do you initiate the credit to the customers? And in what mode of payment? Any problem in the same? Options Responses Mode  Cheque 8  Online 2 Credit  No credit allowed 8  Credit is allowed within a specific 5 timeline (one week to two weeks)  As early as possible payment is initiated 3 10 .Returns Questions 1. What is the return policy for excess/defected products? Do you face any problems in this? Options Responses Returns accepted only if the product is defective 7 Checking of the product by Seller's QA 4 team/Engineer. customer can claim 1 for insurance 2. What percentage of goods are returned? Who transports the returns? Any problems in the same? Options Responses Very rare 11 Sometimes (1% to 2%) 4 Frequently (10% to 50%) 2 Varies according to buyers & seller transports returns 1  3. then its returned to 3 the Manufacturer Returns are allowed within a time frame (two 3 days to one month products are exchanged & no cashback policy 2 Organisation is not involved. replaced if found faulty No Return 4 If there is defected product.