A Term Paper On

BUSINESS COMMUNICATION

Topic:Writing Business reports

Submitted To
Shahin Ahmed Chowdhury Lecturer Department of Marketing University of Dhaka

Submitted By
Monoar Talukder Section: B Roll-262 Department of Marketing (17th Batch) University of Dhaka

Date of Submission: 14th November,2011.

Letter of Transmittal:
11th April,2011 Shahin Ahamed Chowdhury Lecturer Department of Marketing, University of Dhaka. Subject: For the submission of my report on the reason behind the declination of sales Of The Mapple LTD. Dear Sir, With great pleasure, I am submitting the report on the reason behind the declination of sales Of The Mapple LTD. To serve my purpose, I have followed standard research methodology to extract my findings. I have applied theory analysis techniques to get consistent and sound output. As per the direction from you, I tried my best to highlight my findings. I would like to give you special thanks for giving me the opportunity to work on such a nice and interesting topic. Sincerely Yours Signature Monoar Talukder (262) ------------------

ACKNOWLEDGEMENT

For the completion of this task, we cant deserve all praise. There were a lot of people who helped us by providing valuable information, advice and guidance. Course report is an important part of BBA program as one can gather practical knowledge within the short period of time by observing and doing this type of task. In this regard our report has been prepared on Reasons for sales decline .At first we would like to thank Almighty .Then to our course teacher for giving us the assignment helping the course as well as for his valuable guidelines. We must mention the wonderful working environment and group cooperation that helped to complete the task with maximum information and pleasure. The report prepared by us is only to meet academic purpose not for any other reason.

Table of content
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SL.No
1 1.1 1.2 1.3 1.4 2 3 3.1 3.2 4 5

Title
Introduction Origin of the report Objective of the report Methodology of the report Limitation of the report Executive summary Findings Analysis of financial reports Analysis of reasonsfor sales decline Recommendations Bibliography

Page no.
6-7 6 6 7 7 8 9 9 10 11 12

Introduction:
In 2006-07 the sales of Mapple LTD. was 5063000 and in 2010-11 the sales was 2546000.In between 5 years sales is declined at about 50% and it is very pathetic. As a sales manager I have to identify reasons behind this and possible solution. There are many reasons behind the declination of sales. The major reasons are Negative effects of idle time Cultivation of repeat sales Projection of integrity image Behavior of salespeople The low standard of product Lack of Knowledge worker Lack of product knowledge

Origin Of The Report:

Department of Marketing, University of Dhaka, assigns me the report. I am very grateful to him to give me such an exciting report. The report is very helpful to me to realm my knowledge in practical working environment.

Objective of the report:

This report contains two types of objective.

Specific objective: The specific objective of the report is to identify the reasons behind the declination of sales of Mapple LTD. Broader Objective: The broader objective of the report is to realm my
knowledge in practical working environment. Why sales are declining and initiatives would be taken to increase the sales volume.

Methodology:
To make this report successfully I observed annual Financial reports of the Mapple LTD. I am investigating this by talking with about 2560 customers through face book, face to face talk. I used Microsoft word to prepare this report.

Limitations:
The limitations of the report are-

Time Constrain: The main limitation of the report is time constrain. If I get more time, I will prepare it more informative. Monetary Problem: The limitation of the report is the monetary problem.

Executive Summary:
To enhance the sales of Mapple LTD, This report contains the main reason behind this and recommends adding the following topics to increase sales. Negative effects of idle time Cultivation of repeat sales Projection of integrity image Use of modern persuasion Value of product knowledge

Observation of annual report it can be easily identified that sales decline year to year gradually. In 2005 the sales was 5063000 and in 2010 the sales was 2546000. It is clearly identified that in between 5 years sales is declined at 50% and it is very pathetic. Supporting these recommendations are the following findings and conclusions drawn from an observation study of 20 productive and 20 marginal salespeople and the annual Financial report From 2005-2010. The data show that the productive salespeople used their time more effectively than did the marginal salespeople. Compared with marginal salespeople, the productive salespeople spent less time in idleness (28% vs. 53%) and more time developing prospects (10.4% vs.4.4%). Observations of sales presentations revealed that productive salespeople displayed higher integrity, used pressure more reasonably, and knew the product better than marginal salespeople. The behavior of the sales people is also questionable. I am investigating this by talking with about 2560 customers through face book, face to face talk. The product knowledge is not good. On the product knowledge test, 17 of the productive salespeople scored excellent and 3 fair. Of the marginal salespeople, 5 scored excellent and 6 fair, and 9 inadequate. My respected teacher Mohammad Shaheen Lecturer of

Findings:
Analysis of Annual Financial Reports:
To observe annual reports of Mapple LTD it can be easily identified that sales decline year to year gradually. In 2006-07 the sales was 5063000 and in 2010-11 the sales was 2546000. In between 5 years sales is declined at 50% and it is very pathetic.

Bar chart of the sales story of Mapple LTD

6000000 5000000 4000000 3000000 2000000 1000000 0 2006-07 2007-08 2008-09 2009-10 2010-11 Sales

Analysis Of reasons behind the declination of sales: Negative effects of idle time: The productive salespeople spent less work time in idleness (28%) than did the marginal salespeople (53%). They passed their idle time by talking with each other, chatting on face book, watch movies rather than thinking how sales may increase. Cultivation of repeat sales: Repeat customers and friends referred by them constitute the second most productive source of prospects. During the observation period, productive salespeople had contacts with 49 such prospects marginal sales people had 13. Projection of integrity image: Evaluation of the salespeoples integrity
primarily measured the apparent degree of truthfulness of sales presentations. The matter of fact is that the result is not satisfactory.

Behavior of salespeople: The behavior of the sales people is also

questionable. I am investigating this by talking with about 2560 customers through face book, face to face talk.

The low standard of product: The product quality is not so good as earlier. People want new product and different from traditional product. But within 5 years Mapple LTD launched only 2 new products. Lack of Knowledge worker: To increase sales it is very important to hire
skillful and knowledgeable people. But within 4 years the company doesnt recruit any people.

Lack of product knowledge : Product knowledge, a widely accepted

requirement for successful selling, was determined during the exit interview. Using 30 basic questions developed Mapple LTD management from sales literature, observes measured the salespeoples product knowledge and the result is not good. Correct responses to 27 or more of the questions were determined to be excellent, 24 through 26 was fair and below 24 was classified as inadequate.

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Recommendation:
The conclusions reached in proceeding sections suggest certain actions Importance of minimizing idle time Sales rewards from productive work Value of maintaining contacts with past customers Need of integrity, with reasonable limits Use of moderate pressure, avoiding extremes in either direction Need for a through knowledge of product. Need necessary training for salespeople Need to launch new products

Bibilliography:
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 *Flatley,M.E, D.C. Lesikar, R.V.Rentz Kathryn (2006), Business Communition, 11th edition , Mc-Graw-Hill Publication page no.(373-404) Annual Financial report of Mapple Ltd.

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