A Project Report

On

DIRECT SELLING

THE HUMAN COMMERCIAL

A Project Report submitted towards the partial fulfillment of

requirement for the award of the degree of

MASTER OF MANAGEMENT STUDIES

BY

Mr. Ankit A. Kamble

Roll No: 18

UNDER THE GUIDANCE OF

Prof.

Aldel Education Trust’s

St. John College Of Engineering And Management,

Palghar
2017-2018

1
 ACKNOWLEDGEMENT

Achievement is finding out what you would be then doing, what you have
to do. The higher the summit, the harder is the climb. The goal was fixed
and we began with a determined resolved and put in ceaseless sustained
hard work. Greater challenge, greater was our effort to overcome it. This
project work, which is my first step in the field of professionalization, has
been successfully accomplished only because of my timely support of well-
wishers. I would like to pay my sincere regards and thanks to those, who
directed me at every step in my project work.

I would also like to thanks to Dr.Om Prakash Ashtankar my internal project

guide, who has been constant source of motivation and inspiration and has
helped in bring out the best in me.

I am also thankful to all the staff members of eBIZ.com PVT LTD for their
kind support and help during the project and helped in contributing in the
successful completion of this project.

Place: Palghar
Date: 21/08/2018
Ankit Anil Kamble

2
 eBIZ.Com Pvt. Ltd.

eBIZ House, B-18, Sector 63,Noida, UP,Pin-201301,India.

Regn: Certificate of Incorporation No u72200DL2001PTC111183

Date: 20th July 2018

To Whom It May Concern,

Dear Sir/Madam,

This is to certify that Mr. ANKIT ANIL KAMBLE who is student of Marketing from
St. John College Of Engineering & Management, Palghar 401404 has successfully
completed his 2 Months Internship with “eBIZ.com Pvt Ltd” w.e.f – 02/05/2018 to
07/07/2018, during training period his performance was exceptional, dedicated,
punctual and open to learn.

We wish him every success in his future endeavors

For eBIZ.com Pvt Ltd

3
 College certificate
Date:

This is to certify that Ankit Anil Kamble is a bonafide student studying in MMS II
SEM III. He has completed project work entitled “Direct Selling- The Human
commercial” in eBIZ.COM PVT LTD India ,under the guidance of Faculty Member
Dr.Om Prakash Ashtankar satisfactorily and has submitted to the University of
Mumbai in partial fulfillment of the requirement for the award of the Degree of
Master of Management Studies (MMS). The matter presented in the project
report has not been submitted earlier.

Project Guide: HOD:

Dr.Om Prakash Ashtankar Dr.Om Prakash Ashtankar

4
 DECLARATION

I, Ankit Kamble, student of MMS here by declared that the

research report entitled “DIRECT SELLING -THE HUMAN
COMMERCIAL” is completed and submitted under the guidance of
Dr.Om Prakash Ashtankar is my original work. The imperial finding in
this report is based on the data collected by me. I have submitted
this project report to University of Mumbai for the partial
fulfillment of the requirement for the award of the Degree of
Master of Management Studies.

The empirical findings in the report are based on the data

collected by me while preparing the project report.

Place: Palghar Yours sincerely,

Date: 21/08/2018

(Ankit Anil Kamble)

5
 Index

Sr.No. Topic Page No.

1. Introduction 7
2. Industry And Company Profile 8
3. Vision And Mission 9
4. Product of the organisation 10
5. Organizational Structure 11
6. Objectives 12
7. Need for the study 13
8. Literature Review 14
9. Research Methodology 15
10. Data Analysis 29
11. Findings 38
12. Recommendations 39
13. Limitation of the study 40
14. Future scope of the study 41
15. Conclusion 42
16. References 43
17. Annexure 44

6
 INTRODUCTION

In the Internet age, people may shop at the click of a button. Yet, no
matter how much we integrate technology in our lives, we still will spend
part of our days—and part of our shopping and business experiences
interacting with people in the physical world. As long as the personal
dimension remains in our shopping and our work, there will also be an
opportunities for marketers to step outside their buildings to interact with
their customers in person. Direct sales are a channel that has long been
used by traders to sell goods and services to consumers and business
customers. As its name implies, the practice typically involves a salesperson
moving from door-to-door and knocking uninvited, then attempting to sell
a product or service at the doorstep or in the home. A variant of this
practice involves a consumer being solicited by means such as an
unsolicited telephone call to agree to an in-home sales presentation. There
is wide-spread concern that door- to-door marketing approaches are
associated with higher levels of consumer detriment than typical
purchasing decisions. This is because of the particular characteristics
commonly associated with this marketing approach - for example, its
unsolicited nature; the high-pressure tactics that may be employed by
some sales people and the potential targeting of more vulnerable
consumer groups. Consumer detriment can be both financial and non-
financial. For example, it can arise when consumers have purchased goods
or services that do not meet their needs, their wants or their budget.

There is also arguably a greater risk of consumer detriment when the goods
or services on offer require special technical understanding, include
complex contract terms and conditions and long-term or ongoing financial
commitment.

7
 Introduction of the organization

Name of the Company

EBIZ.COM PVT LTD

Logo

Introduction

8TH JUNE 2001 – A DATE THAT MILLIONS OF EBIZ.COM PVT.LTD

Representatives Nationwide will celebrate as the day this revolutionary company was born, to
deliver them essential Computer Education, the opportunity to buy / sell the useful products /
services and the financial growth to those who intend to acquire it. eBIZ.com Pvt. Ltd. (ISO
9001:2008 Certified) was incorporated on 8th June 2001 vide certificate of Incorporation No
u72200DL2001PTC111183 under the Companies Act, 1956 (No-1 of 1956).

8
 VISION & MISSION OF EBIZ

Vision:

To become the best Company of the World by touching millions of people around the
globe, by providing essential computer education, quality products and services at very
reasonable and affordable costs, to help them achieve financial growth.

Mission:

The mandate for the company is to make many of the deserving and deprived people of
the world computer literate, to provide a means of good quality of life for thousands of
willing eBIZ Retailers / Representatives through our computer program of Learning and
Selling our useful products / services

Activities of the Organization

eBIZ.com pvt ltd performs various activities for the social cause. The activities are:

 Blood donation
 Women Empowerment
 Tree plantation
 I love “Bappa campign”
 Food distribution to the poor people

9
 Product of the organization

1) eBIZ Elite Appearance Package

A perfect combo of the evergreen Black Plain suit length and trendy
Checkered Suit length in lightweight polyviscose for eBIZ Agamya's Elite
Men's unstitched collection. The enduring, smooth finish fabric is ideal for
both kinds of fit - regular and slim. The design conveys practicality and
calmness. Dress up for a formal evening or a business meeting in this
dapper look.
Material Care: Dry clean only

2) Advance eBIZ Educational Package

 Contains Basic as well as some Intermediate and Advance computer
courses. In addition, eBIZ also provides various language learning,
utilities, day to day use of soft wares and other resources which give
understanding on various aspects of life. There is a great optional
Business Plan along with this package, if you prefer to sell this package
to others
 A Utility Section is added for betterment of life

10
 Organizational Structure

Ebiz has 2 directors. The names are Pawan Malhan, Anita Malhan.

Pawan Malhan

Managing Director

Anita Malhan

Director

11
12
 Objectives of the study

The overall goal of the report is to understand in greater detail how the
direct selling industry operates.

The specific objectives of the report are to:

• Conduct an 'industry analysis' of the door-to-door sales industry;
• Explore why suppliers use the door-to-door sales channel;
• Explore why only certain products and services are sold door-to-door;
• Consider which consumer segments are more likely to be targeted by
door-to- door traders than others;
• Explore the industry structure and size; and
• Consider the marketing and sales techniques used in the industry

13
NEED FOR THE STUDY

14
LITERATURE REVIEW

15
 RESEARCH METHODOLOGY
It is a way to systematically solve the research problem. It may be understood as a
science of studying how research is done systematically. It is necessary for the
researcher to know not only the research method techniques but also the
methodology.

Marketing Research Process

1. Establish the need for market research

2. Define the problem

3. Establish research objective

4. Determine research design

5. Identify information types and resources

6. Determine methods of accessing data

7. Design data collection forms

8. Determine sample plan and size

9. Collect data

10.Analyze data

11.Prepare and present the final research report

Here is the marketing research process which is followed through this entire
project to do the survey.

1. Establish the need for marketing research

16
 2. The need for marketing research arises when managers must make
decision and they have inadequate information
3. Define the problem
This is the most important step because if the problem is incorrectly defined, all
else is wasted efforts

4. Establish research objectives

Research objectives, although related to and determined by the problem
definition, are set so that, when achieved, they provide the information necessary
to solve the problem

It states that what the researcher must do in order to carry out the research

5. Determine research design

There are three types of research design categories, which are referred to as
research designs:

I. Exploratory Research: It is defined as collecting information in an

unstructured and informal manner. It is often used when little is known
about the problem.
II. Descriptive Research: It refers to a set of methods and procedures that
describes marketing variables. These types of research studies may
describe such things as consumer’s attitudes, intentions, and behaviors
or the number of competitors and their strategies.
III. Casual research: It allows us to isolate causes and effects. We call it as
experiments

6. Identify information types and resources

There are two types of information:

I. Primary information: Information collected specifically for the

problems at hand.
II. Secondary information: Information already collected.

17
 7. Determine methods of accounting data
When the researcher must communicate with respondents there are three main
choices of accessing data:

I. A person asks the questions

II. A computer assist in asking the questions
III. Respondents answer on their own

8. Design data collection forms

Care must be taken to ask the questions that will generate information needed to
solve the research objectives and to ask them clearly and without bias.

9. Determine sample plan size

The sample plan refers to the process used to select units from the population to
be included in the sample. The sample plan determines how representative the
sample is of the population. Sample size refers to determining how many
elements of the population should be included in the sample.

10.Collect data
It is important that researcher know the sources of non-sampling errors and how
to implement controls to minimize these errors.

11.Analyze data
Once data are collected, data analysis is used to give the raw data meaning. Data
analysis involves entering data into computer files, inspecting the data for errors
and running tabulations and various statistical tests.

12.Prepare and present the final research report

It is the most important phase of marketing research. Sometimes
researchers not only turn in a written research report but they also make
an oral presentation.

18
Type of research:

The research is EXPLORATORY in nature.

Exploratory research:

Investigation into a problem or situation which provide insights to the researcher.

The research is meant to provide detail where a small amount of information
exists. It may use variety of methods such as trail studies, interviews, group
discussions, experiments or other tactics for the purpose of gaining information.

Methods of data collection:

 Primary data –
Information collected from my company guide, observations and
questionnaire.

 Secondary data –
The secondary data has been collected from the internet.

 Sampling Method –
Probability Method (Simple Radom Sampling)
Meaning: Every member gets an equal chance of being selected.

 Sample Size (No. of Respondents) –

Sample size is 50

19
 Data analysis
1. Gender of the Respondents?

Sales

12

Male

Female

38

20
2. Age Group of the Respondents

Sales

8
24

20-30 years
26
31-40 years
41-50 years
Above 50 years

42

21
3. Monthly Income of the Respondents

Sales

12
20

Rs 10000-15000
Rs 15001-20000
Rs 20001-30000
Rs 30001-40000
36 Above Rs 40,000
28

22
4. Educational Qualification of the Respondents

Sales

22
16

22 HSC
Diploma
10
Graduation
Post Graduate
M.Phil,P.hd
Others

48

23
5. Selling Area of the Distributors

Sales

14
28

At work place
At Home
At temporary place

58

24
6. Level of Income of consumers

Sales

17

Limited
UnLimited

33

25
7. Bonus and Incentive

Sales
0%

Yes
No

50

26
8. Relationship between Management and Employees

Sales

9
Satisfied
Dissatisfied
Neutral

37

27
9. Consumer attitude towards product

Sales

2
3

Satisfied
Dissatisfied
Neutral

42

28
10. Success from Direct Selling Business

Sales

10 Yes
No
Neutral

35

29
 Findings
1. 76 percent respondents are belongs from the male categories while 24 percent of them are
female categories in the study area. So majority are male sellers in these area.

2. 24 percent respondents have the age groups from 20-30 years while 42 percent of them have
the age groups from 31-40 years and 26 percent of them have the age groups from 41-50 years
and 8 percent of the respondents have the age groups above 50 years in the study area.

3. 20 percent respondents have their monthly income up to Rs 10000-15000 and 28 percent of

them have their monthly income up to Rs 15001-20000 and 36 percent of their monthly income
up Rs 20001-30000 and 12 percent of them have their monthly income up to both Rs 30001-
40000 while 4 percent of them above Rs 40000 respectively in the study area.

4. 16 percent of them have their educational qualification up to Higher Secondary level and 10
percent of the respondents have Diploma and 48 percent of the respondents are Graduation
and 22 percents of them have their qualifications are Post Graduation while 2 percent
respondents have their educational qualification both in M.Phil and Others i.e. Post doctoral
and technical expert, etc

5. 28 percent respondents have done their business at work place and 14 percent are at
temporary locations while 58 percent of them have done their business at home.

6. 66 percent respondents have expressed their views that they have limited income to their
customers while 34 percent of them have unlimited income to their customers.

7. 100 percentage respondents expressed their views that they have received bonus and
incentives from this business in the study area.

8. 74 percents respondent have expressed satisfaction with management and 18 percents

respondents have expressed neither Dissatisfaction with management while 8 percents
respondents have expressed nor satisfaction with management. Therefore, it is analyzed that
majority of the respondents are satisfaction level.

9. 84 percents respondents have expressed their consumers are satisfaction with product and
6 percents respondents have expressed Dissatisfaction with product while 10 percents
respondents have expressed neither nor satisfaction with product. Therefore, it is analyzed that
majority of the respondents are satisfied with product.

10. 70 percent respondents have got success on direct selling business and 20 percent of them
have not got success in direct selling business in the study area while 10 percent of them are in
neutral.
30
 Recommendation
1. A majority of people are successful on direct selling business, but there is also a big number
of unsuccessful direct sellers. This can be overcome when they are supported and guided by
their team and motivate them to attend the training programs.

2. It is observed from the study that various age groups are into the business, but it could be
the key factor for the age group of 20-30 years as the youth generations are the internet
experts, and the direct selling is an E-commerce business too.

3. As there is a vast difference between Traditional and Direct Selling business, people don’t
understand the concept of Direct Selling as people of the study area are grown up seeing
Traditional business. So, a direct seller must illustrate the difference and the potential of direct
selling logically with required accurate data’s.

4. Direct Selling is a home based business and it can be done by any person in part time or full
time comfortably from the home.

5. To be a successful direct seller, a person has to be persistent, consistent and attend seminars
to be motivated about the business.

6. Direct Selling is a huge business concept and it should be examined from the student levels
to create a part time income and also to have the financial education of the life along with
formal education.

7. As it is seen that people from all walk of life are into the direct selling and earning too. It can
be the way to help people irrespective of the education and have a platform of his own.

8. People who are into the Direct Selling business from a long time are successful and making a
good amount of income, so new people should have a long term vision and develop the skills in
the beginning of their direct selling business.

9. Direct Selling requires no shops, no employees. So, a person can build the business without
having the tensions of paying the rent or being cheated by their employees.

10. 20 percent of Direct Sellers have less interest to carry on the business, because of the
failure. This can be overcome if the person is provided with trainings and system meetings to
build the business in a proper technique.

31
 Limitations

 Study was limited to Nagpur city only with a few period

 There are chances of bias in the data collected from the respondent
 Only 50 respondents were included for study, so it may affect the accuracy
of the result

32
Future scope

33
 Conclusion

Direct sales have become so popular in our country because it offers everyone the
chance of becoming a successful self-employed with the freedom to win. The growth
prospects of the industry have been analyzed in the light of the growth perceptions of
the Direct Selling Entities. Although the Direct Selling Industry is currently running in
slow gear, growth prospects of the industry are bright, driven by strong consumer base
and expanding markets. Direct Selling Entities are positive about the revival of growth
of the industry in the coming years. According to the survey, Direct Selling Entities
believe that the size of the industry is estimated to leap-frog by 2019-20, scaling up to
INR 2,37,421 million from the present level of INR 1,78,722 million in 2017-18.
However, positive policy interventions in the coming times can accelerate the
estimated growth pattern to even higher trajectories.

Direct selling is a different concept and it has a vast difference from the traditional
business around. This concept is accepted worldwide now across all the developed
countries in the world. It helps a person to earn passive income by working in a desired
plan. But, the concept of direct selling still has a lack of clarity in India: even a giant
Direct Selling company like “Amway” is also misunderstood in India. Today, Top
Business Schools such as “Harvard University” runs a course in the University by the
name “Amway Fellows” to which even delegates from China goes there to study about
this huge direct selling company.

34
 References

 https://www.ebizel.com/

 http://www.managementparadise.com/mba-projects/marketing-project-
reports-download/

35
Bibliography

36
 Annexure
QUESTIONNAIRE

1) What is your Gender?

 Male
 Female

2) In which group you belong?

 20-30 years
 31-40 years
 41-50 years
 Above 50 years

3) What is your monthly income?

 ₹ 10000-15000
 ₹ 15001-20000
 ₹ 20001-30000
 ₹ 30001-40000
 Above ₹ 40,000

4) What is educational qualification?

 Higher Secondary level
 Diploma
 Graduation
 Post Graduate
 M.Phil, Ph.D.
 Others

5) Which is your selling area?

 At work place
 At Home
37
  At temporary place

6) What is level of income of consumer you deal with?

 Limited
 Unlimited

7) Is there any Bonus or Incentives schemes?

 Yes
 No

8) Are you satisfied with relation with management and

employees?
 Satisfied
 Dissatisfied
 Neutral

9) What is the consumer attitude towards the product?

 Satisfied
 Dissatisfied
 Neutral

10) Is there any success from Direct Selling business?

 Yes
 No
 Neutral

38