SUMMER INTERNSHIP PROGRAMME

PROJECT REPORT ON A STUDY OF CORPORATE SALES AND EVENT MANAGEMENT

Emerald Honda

Submitted To: Xcellon Institute

Submitted By:Chirag Jain

Preface
MBA is a stepping-stone to the management carrier and to develop good manager it is necessary that the theoretical must be supplemented with exposure to the real environment. Theoretical knowledge just provides the base and its not sufficient to produce a good entrepreneurs or good mangers thats why practical knowledge is needed. In accordance with the requirement of MBA course this report is been drafted. Summer Internship is an opportunity to apply the knowledge that student gains from the management program. I got an opportunity to experience corporate selling and Event Management simultaneously. It provides experiences of challenges in the field of Selling and to organize an Event. It helps in providing insights that customers do have towards Particular product or service. The automotive industry is the industry involved in the design, development, manufacture, marketing, and sale of motor vehicles. This industry provides much more help to customer for the transportation. This industry plays a very important role in human life. It consist industry analysis, company profile, tasks performed and my experience and learning which I have gained from the task of Corporate selling and from Event Management. It is to document the learning and experience which can actually be considered as an effective education.

Acknowledgement
This project has helped me in many ways from gaining experience to exploring my communication skills but, this would not become possible without the support my company Mr. Kunal Tawar and my academic guide Prof. Dr. Renu Choudhary I sincerely thank full to them. My company guide Mr. Mr. Kunal Tawar helped me in providing information about Corporate sales and about Events. He guided me in solving problems and handling query of customers. I also thank other staff members of Emerald Honda, Ahmedabad and all of them for their support during the project. I am also thankful to my academic guide Prof Dr. Renu Chaudhary who helped and constantly motivated me to have learning attitude during the project. Her guidance helped me to learn more from the project which would letter become helpful for me to grow better and to correct my mistakes. I also like to extend my thanks to Prof. Devang Patel for their guidelines which enabled me to work in this project in better manner and also the Career Centre Team which helped me to get this project. There were many other people who supported me directly or indirectly and contributed their support in the accomplishment of this project.

Regards, Chirag Jain M00110

Executive Summary
The global automotive industry, increasingly characterized by global mergers and relocation of production centers to emerging developing economies, is in the grips of a global price-war. The industry is subject to imperfect competition which has resulted in too much of everything too much capacity, too many competitors and too much redundancy and overlap. The industry is concerned with consumer demands for styling, safety, and comfort; and with labor relations and manufacturing efficiency. This project include about corporate sales and event management. Through event we create awareness about our products. My project involved Marketing of Honda cars for that I used to visit corporate office for cold calling and attend Banks activity which was organized at different places and I have to attend all the activities.

No.

Table of Contents

Page No.

Chapter 1 1.1. 1.2. 1.3. 1.4. 1.5. 1.6. Chapter 2 2.1. 2.2. 2.3. 2.4. 2.5. Chapter 3 Chapter 4 Chapter 5 Chapter6 Chapter 7 Chapter 8

About the Industry Industry Brief ........................ The Automotive Market Split into Four Segments......................... History... Top vehicle manufacturing groups... Automotive Industry In India Domestic Market by Segment... Company Information Company Brief .. Management team. Products and Services Products Name and Specifications Corporate Sales... Task Allotted. Results Achieved... Achievements / Failure. Experiential Learning.. Bibliography... Annexure.. 16 18 19 25 27 30 32 37 38 32 33 7 9 10 11 12 14

CHAPTER 1 ABOUT THE INDUSTRY

1.1.

Industry brief

Automobile industry is a symbol of technical marvel by human kind .The automotive industry is a term that covers a wide range of companies and organizations involved in the design, development, manufacture, marketing, and selling of motor vehicles, towed vehicles, motorcycles and mopeds. It is one of the world's most important economic sectors by revenue. Being one of the fastest growing sectors in the world its dynamic growth phases are explained by nature of competition, product life cycle and consumer demand. Today, the global automobile industry is concerned with consumer demands for styling, safety, and comfort; and with labor relations and manufacturing efficiency. The industry is at the crossroads with global mergers and relocation of production centers to emerging developing economies. Due to its deep forward and backward linkages with several key segments of the economy, the automobile industry is having a strong multiplier effect on the growth of a country and hence is capable of being the driver of economic growth. It plays a major catalytic role in developing transport sector in one hand and help industrial sector on the other to grow faster and thereby generate a significant employment opportunities. Also as many countries are opening the land border for trade and developing international road links, the contribution of automobile sector in increasing exports and imports will be significantly high. As automobile industry is becoming more and more standardized, the level of competition is increasing and production base of most of auto-giant companies are being shifted from the developed countries to developing countries to take the advantage of low cost of production. Thus, many developing countries are making serious efforts to grab these opportunities which include many Asian countries such as Thailand, China, India and Indonesia. The rising competition and increasing global trade are the major factors in improving the global distribution system and has forced many auto-giants such as General Motors, Ford, Toyota, Honda, Volkswagen, and Daimler Chrysler, to shift their production bases in different developing countries which help them operate efficiently in a globally competitive marketplace. During the second half of the 1990's, the globalization of the automotive industry has greatly accelerated due to the construction of important overseas facilities and establishment of mergers between giant multinational automobile manufacturers. Over the years, it is being observed that Asia is emerging as a global automotive hub. Exports of automobiles including components from Asia are also 7

increasing by leaps and bounds. Asia has become the major consumer as well as supplier of automobiles. At this juncture, the study makes an attempt to evaluate the growth pattern, changes in ownership structures, trade pattern, and role of government etc. in automobile sector of selected Asian countries (viz. China, India, Indonesia and Thailand). The objective of the study is to understand the dynamics of Indian automobile sector in comparison to the same sector in other selected Asian countries. Thailand is a major auto exporting country from Asia. The sector is mainly driven by Japanese FDI. Chinese automobile sector is growing very fast and is poised to make its dent in the international trade arena very soon with its strong position in component sector. India, on the other hand is consolidating its position with strong domestic and external demand. The Indonesian automotive industry is essentially an assembly industry, dominated by the major Japanese car manufacturers is also coming up in post-liberalization period and increasing its exports. Japan and Korea Rep already have developed automobile industry.

1.2.

The Automotive Market Split into Four Segments

Automobiles

Two-wheelers

Passenger vehicles

Commercial vehicles

Threewheelers

Mopeds

Passenger cars

Light Commercial Vehicles Medium and heavy Commercial Vehicles

Passenger Carriers

Scooters

Utility vehicles

Goods carriers

Motorcycles

Multipurpose vehicles

Electric two wheelers

1.3.

History

The first practical automobile with a petrol engine was built by Karl Benz in 1885 in Mannheim, Germany. Benz was granted a patent for his automobile on 29 January 1886, and began the first production of automobiles in 1888, after Bertha Benz, his wife, had proved with the first long-distance trip in August 1888 (104 km (65 mi) from Mannheim to Pforzheim and back) that the horseless coach was absolutely suitable for daily use. Since 2008 a Bertha Benz Memorial Route commemorates this event. Soon after, in 1889, Gottlieb Daimler and Wilhelm Maybach in Stuttgart designed a vehicle from scratch to be an automobile, rather than a horse-drawn carriage fitted with an engine. They also are usually credited as inventors of the first motorcycle, the DaimlerReitwagen, in 1885, but Italy's Enrico Bernardi, of the University of Padua, in 1882, patented a 0.024 horsepower (17.9 W) 122 cc(7.4 cu in) one-cylinder petrol motor, fitting it into his son's tricycle, making it at least a candidate for the first automobile, and first motorcycle. Bernardi enlarged the tricycle in 1892 to carry two adults. The automotive industry began in the 1890s with hundreds of manufacturers that pioneered the horseless carriage. For many decades, the United States led the world in total automobile production. In 1929 before the Great Depression, the world had 32,028,500 automobiles in use, and the U.S. automobile industry produced over 90% of them. At that time the U.S. had one car per 4.87 persons. After WWII the U.S. produced about 75 percent of world's auto production. In 1980 the U.S. was overtaken by Japan and became world's leader again in 1994. In 2006, Japan narrowly passed the U.S. in production and held this rank until 2009, when China took the top spot with 13.8 million units. By producing 18.4 million units in 2011, China produced more than twice the number of automobiles made by the U.S. in second place with 8.7 million units, while Japan was in third place with 8.4 million units.

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1.4. No. 1 2 3 4 5 6 7

Top vehicle manufacturing groups

Company Name General Motors Company Volkswagen Group AG Toyota Motor Corporation Hyundai Motor Ford Motor Company Nissan Fiat S.P.A. Ownership United States Germany Japan South Korea United States Japan Italy

8 9 10 11 12 13 14 15 16

Honda Motor Company Renault Suzuki Motor Corporation BMW AG Daimler AG Mitsubishi Motors Corporation Tata Motors, Ltd Mahindra & Mahindra, Ltd AB Volvo

Japan France Japan Germany Germany Japan India India Sweden

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1.5.

Automotive Industry In India

India is also an emerging market for worldwide auto-giants. Due to low cost of labor many multinational companies are investing in India. Its automotive industry has grown very rapidly from the middle of 1990s. Recently, there are two big investments expe cted to boost the sector further, one is from Maruti and the other is from Honda Siel. Tatas proposed investment to manufacture cheap car is also expected to boost the industry. India is the second most populated country in the World, and the growth rate of Indian economy is very high, which indicates the presence of huge demand in different industrial sectors. Automobile industry is not the exception in this regard. Indian automobile sector has huge demands from its own country. This demand also attracts the giant automobile suppliers throughout the world to come and invest in the Indian automotive industry. The automotive industry in India is one of the larger markets in the world and had previously been one of the fastest growing globally, but is now seeing flat or negative growth rates.[1][2] India's passenger car and commercial vehicle manufacturing industry is the sixth largest in the world, with an annual production of more than 3.9 million units in 2011.[3] According to recent reports, India overtook Brazil and became the sixth largest passenger vehicle producer in the world (beating such old and new auto makers as Belgium, United Kingdom, Italy, Canada, Mexico, Russia, Spain, France, Brazil), grew 16 to 18 per cent to sell around three million units in the course of 2011-12.In 2009, India emerged as Asia's fourth largest exporter of passenger cars, behind Japan, South Korea, and Thailand. In 2010, India beat Thailand to become Asia's third largest exporter of passenger cars. As of 2010, India is home to 40 million passenger vehicles. More than 3.7 million automotive vehicles were produced in India in 2010 (an increase of 33.9%), making the country the second (after China) fastest growing automobile market in the world in that year. According to the Society of Indian Automobile Manufacturers, annual vehicle sales are projected to increase to 4 million by 2015, no longer 5 million as previously projected. The majority of India's car manufacturing industry is based around three clusters in the south, west and north. The southern cluster consisting of Chennai is the biggest with 12

35% of the revenue share. The western hub near Mumbai and Pune contributes to 33% of the market and the northern cluster around the National Capital Region contributes 32%. Chennai, with the India operations of Ford,Hyundai, Renault, Mitsubishi, Nissan, BMW, Hindustan Motors, Daimler, Caparo, and PSA Peugeot Citron is about to begin their operations by 2014. Chennai accounts for 60% of the country's automotive exports. Gurgaon and Manesar in Haryana form the northern cluster where the country's largest car manufacturer, Maruti Suzuki, is based. The Chakan corridor near Pune, Maharashtrais the western cluster with companies like General Motors, Volkswagen, Skoda, Mahindra and Mahindra, Tata Motors, Mercedes Benz,Land Rover, Jaguar Cars, Fiat and Force Motors having assembly plants in the area. Nashik has a major base of Mahindra & Mahindra with a UV assembly unit and an Engine assembly unit. Aurangabad with Audi, Skoda and Volkswagen also forms part of the western cluster. Another emerging cluster is in the state of Gujarat with manufacturing facility of General Motors in Halol and further planned for Tata Nano at their plant in Sanand. Ford, Maruti Suzuki and Peugeot-Citroen plants are also set to come up in Gujarat.[13]Kolkata with Hindustan Motors, Noida with Honda and Bangalore with Toyota are some of the other automotive manufacturing regions around the country. Due to the contribution of many different factors like sales incentives, introduction of new models as well as variants coupled with easy availability of low cost finance with comfortable repayment options, demand and sales of automobiles are rising continuously. Government has also contributed in this growth by liberalizing the norms for foreign investment and import of technology and that appears to have benefited the automobile sector. The production of total vehicles increased from 4.2 million in 1998- 99 to 7.3 million in 2003-04. It is likely that the production of such vehicles will exceed 10 million in the next few years. The increase in the exports of automobile sector is also due to the adaptation of international standards. After a temporary slump during 1998- 99 and 1999-00, such exports registered robust growth rates in last few years. Investment is also a major factor for this growth of Indian automotive industry, with investment exceeding US$ 11.11 billion, the turnover of the automobile industry exceeded US$ 13.22 billion in 2002-03. The turnover has increased to US$ 18.5 billion by the end of 2004-05. Recently in 2006, Maruti invested US$ 0.67 billion and Honda invested US$ 0.2 billion on small cars. It is expected that by the year 2016, the turnover of the Indian automobile sector could grow 13

to $145 billion. Today, this sector has emerged as a sunrise sector. However, the overcapacity problem is haunting many of the players as demand may not go up significantly. Hence, many players are looking for an external market for Indian automobiles. The prospect of component industry is quite positive. The leading local firms have established over 200 technical cooperation agreements with foreign firms to be able to reach international standards in cost and manufacturing.

1.6.

Domestic Market by Segment

Domestic Market Share by Segment

Segment Two wheelers Passenger vehicle Commercial Vehicle Three Wheelers

Market Share 76% 16.3% 4.4% 3.4%

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CHAPTER 2 COMPANY INFORMATION

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2.1.

Company brief

Honda Siel Cars India Ltd., (HSCI) was incorporated in December 1995 as a joint venture between Honda Motor Co. Ltd., Japan and Siel Limited, a Siddharth Shriram Group Company, with a commitment to providing Hondas latest passenger car models and technologies, to the Indian customers. The total investment made by the company in India till date is Rs 1620 crores in Greater Noida plant and Rs 784 crores in Tapukara plant. HSCIs first state-of-the-art manufacturing unit was set up at Greater Noida, U.P in 1997. The green-field project is spread across 150 acres of land (over 6,00,000 sq. m.). The annual capacity of this facility is 100,000 units. The companys second manufacturing facility is in Tapukara, Rajasthan. This facility is spread over 600 acres and will have an initial production capacity of 60,000 units per annum, with an investment of about Rs 1,000 crore. The first phase of this facility was inaugurated in September 2008. The companys product range includes Honda Jazz, Honda City, Honda Civic and Honda Accord which are produced at the Greater Noida facility with an indigenization level of 77%, 76%, 74% and 28% respectively. The CR-V is imported from Japan as Completely Built Units. Hondas models are strongly associated with advanced design and technology, apart from its established qualities of durability, reliability and fuel-efficiency.

Emerald Honda, the new authorized Honda car dealer in the heart of Ahmedabad. Emerald Honda is a part of the K M Thakkar group of companies who are involved in automobile industry since last 20 years. With Oceanic TVS the group has got a customer base of 70,000 satisfied customers with a work force of more than 485 employees. Emerald Honda, the new Honda car dealer, with world class facilities. A car show room and workshop with Class, Convenience and Comfort. A showroom that offers ONE STOP SOLUTION for all our needs related to a car purchase. Beginning from giving a good value for our used car to helping us select our new car to fitting it with accessories to match our taste, finance requirements, RTO, insurance, preventive maintenance, regular and free service, accident repairs, 16

roadside assistance ALL UNDER ONE ROOF. JUST A PHONE CALL AWAY! Being located at Ashram road and Ambawadi, they are in the heart of Ahmedabad. The service centre located at Ashram Road gives us the advantage of being just next door for the service of car. At Emerald Honda, they make the process of buying a car a happy and memorable experience. Emerald Honda is a world class show room that meets the needs of a demanding customer and exceeds his expectations. Emerald Honda is the culmination of a long cherished dream to give their customer the class, convenience and comfort that they so rightly deserve. They offer 3S convenience. Sales, Service and Spares. All under one roof. At Emerald Honda, offer a hassle-free one stop solution

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2.2. Management team NAME K. M. Thakkar Mr.Nishish Arora Mr. Ashley Mr. Jaymin Mr.Kunal Tawar Ms. Nisha Mr. Satish DESIGNTION Chairman Vice-Chairman Corporate Manager Sales Manager ASM Corporate Sales CRM Account Head

2.3. Products and Services 1. Products Honda Brio Honda Amaze Honda Jazz Honda City Honda Civic Honda Accord Honda CR-V 2. Services

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Em protect Em fina Em care Em serve Em shild AutoTerrace

2.4. Products Name and Specifications

(A) Honda Brio

It is hatchback car. It is mainly create for city drive because length is low The 6 variants are available in Brio E- MT, EX-MT, S-MT, V-MT, VX-MT and VX-AT. The price of Brio is 476000 Rs to 701000 it does vary according to the variants . Below specifications is given here:Engine Type No. of Cylinders No. of Valves Displacement (cc) Max Power ps(kw) @ rpm Max Torque Nm @ rpm Fuel Supply System Fuel Efficiency for MT* Fuel Efficiency for AT* Transmission Manual Automatic Steering Type SOHC i-VTEC 4 16 1198 88(65) @ 6000 109 @ 4500 PGM - Fi 19.4 km/L 16.5 km/L 5 Forward & 1 Reverse 5 Speed AT Collapsible Electric Power 19

Steering Turning Radius MT (m) Turning Radius AT (m) Brake System Rear Suspension System Dimensions & Weight Front Drum Front Rear Overall Length (mm) Overall Width (mm) Overall Height (mm) Wheelbase (mm) Front Track (mm) Rear Track (mm) Ground Clearance (mm) Kerb Weight MT (kg) Kerb Weight AT (kg) Tyre Size Fuel Capacity (litres) Seating Capacity Mcpherson Strut Torsion Beam 3610 1680 1500 2345 1480 1465 165 920(E,EX), 930(S,VX), 925(V) 970(VX) 175/65 R14 35 5 4.5 4.7 Disc

(B) Honda Amaze

Its new Honda car which launch in Petrol and Diesel also. So its first diesel car of Honda. It is Sedan Car and in this segment this is more specious car to other one. In this model 4 variants are available E-MT, EX-MT, S-MT, VX-MT in diesel and price is 734000 Rs to 912000 Rs its vary according to the variants and 6 variants are available E-MT, EX-MT, S-MT, S-AT, VX-MT, VX-AT in petrol and price is 610000 Rs to 830000 Rs. Below the specification is given here-

Petrol

Diesel 20

Type No. of Valves Engine

4 Cylinder, SOHC i-VTEC 16

4 Cylinder, DOHC i-DTEC 1498 16 100 @ 3600 200 @ 1750 MT-25.8 5 Forward & 1 Reverse 3990 1680 1505 2405 165 1060(E),1065(EX),1075(S,VX) 175/65 R14 35 5 400

Displacement(CC) 1198 Power (ps @ rpm) 88 @ 6000 Torque (nm @ 109 @ 4500 rpm) Fuel Efficiency * MT-18.0 & AT-15.5 (km/Itr) Transmission Manual Automatic Overall (mm) Overall (mm) Overall Height(mm) Ground Clearance (mm) Length Width 5 Forward & 1 Reverse 5 Speed 3990 1680 1505

Dimensions & Weight

Wheelbase (mm) 2405 165

Kerb Weight MT 950(E),955(EX),965(S,VX) (kg) Kerb Weight AT 1010(S),1005(VX) (kg) Tyre Size 175/65 R14 Fuel Tank 35 Capacity (Litres) Seating Capacity Boot (Litres) Type Steering System Turning MT (m) Radius Space 5 400

Collapsible Electric Power Steering Collapsible Electric Power Steering 4.5 4.7 21

Turning Radius AT 4.7

(m) Suspension System Brake System Front Rear Front Rear McPherson Strut Torsion Beam Disc Drum McPherson Strut Torsion Beam Disc Drum

(C) Honda City Below specification is given hereDimensions Overall Length (mm) 4440 Overall Width (mm) Wheelbase (mm) Ground (mm) Clearance 1695 2550 165 1100 Kg(MT) /1150 Kg(AT) 1095 Kg(MT) 1100 Kg(MT) 1095kg(MT) /1145 Kg /1160 Kg(AT) (AT) Overall Height (mm) 1485

Kerb Weight (Kg)

1085 1090 Kg Kg

Fuel Tank Capacity 42 (Ltrs) Engine Engine Displacement (cc) Fuel System Fuel (Kmpl) Efficiency* 1.5L (SOHC) 4 Cylinder, 16 valve i-VTEC 1497 Electronic Fuel Injection 16.8 16.8 (MT) / 15.6 (AT)

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Performance

Max. (PS/rpm)

Power

118/6600

Max. Torque 146/4800 (Nm/rpm) Transmission Manual Automatic Suspension Steering Front Suspension Rear Suspension Steering System Power Assist Minimum Radius (m) Brakes Tyres Wheels & Front Brake Rear Brake Wheel Type Wheel Size Tyres Turing Synchronized, 5 Speed Forward & 1 Reverse 5 AT with Paddle shift & 1 Reverse McPherson Strut with Stabilizer, Coil Spring Torsion Beam Axle with Stabilizer, Coil Spring Rack & Pinion Power Steering (EPS) 5.3 Disc Drum Steel 15x5.5J 175/65 R15 (Tubeless) Steel Alloy Alloy Design) (New

(D) Honda Accord Below Specifications is given here Accord 2.4 Engine Type No. of Cylinders Displacement (cc) Maximum Horsepower PS(kW)@rpm Maximum Torque Nm(kgm)@rpm Fuel Supply System Fuel Efficiency* Transmission 16 Valve DOHC-iVTEC Inline 4 Cylinder 2,354 180 (133)@6500 222 (22.6)@4300 PGM-FI Manual -12.88 km/l, Automatic - 11.8 km/l

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Manual Automatic Steering Gear Type Turning Radius (m) Brake System Front Rear Suspension System Front Rear Dimension & Weight Overall Length (mm) Overall Width (mm) Overall Height (mm) Wheelbase (mm) Tread (Front/Rear ) (mm) Ground Clearance (mm) Kerb Weight (kg) Tyre Size Wheel Size Fuel Tank Capacity (lts) Seating Capacity

5 Forward 1 Reverse 5 Speed (AT) with Paddle Shift and GLC Rack & Pinion VGR(Variable Gear Ratio) & Hydraulic Power Steering 5.6 Multilateral Disc Solid Disc Independent Double Wishbone with Coil Spring and Stabilizer MultiLink with Coil Spring and Stabilizer 4,950 1,845 1,475 2,800 1585/1585 155 Manual - 1500; Automatic - 1525 215 / 60 R 16 Radial Tubeless 16" 70 Litres 5

(E) Honda CR-V Below specification is given here DIMENSIONS WEIGHTS Dimensions (mm) Wheelbase (mm) AND

2.0L 2WD 4545 (L) x 1820 (W) x 1685 (H) 2620

2.4L REAL TIME 4WD

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Front Tread (mm) Rear Tread (mm) Ground Clearance (mm) Kerb Weight (Kg) for MT Kerb Weight (Kg) for AT Fuel Tank Capacity (ltrs) ENGINE Engine Fuel Type Fuel System Displacement (cc) Fuel Efficiency* PERFORMANCE Max. Power (ps/rpm)

1565 1565 170 1470 1480 1500 1510 58 SOHC i-VTEC in line, 4 Cylinder Petrol PGM-FI 1997 13.7 km/l 156/6500 2354 12 km/l 190/7000 DOHC i-VTEC in line, 4 Cylinder 170 NA 1600

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2.5. Corporate Sales

There are two types of sales which a company makes including corporate sales and other sales. Corporate sales are those sales which involve the dealings between two large companies. For example, DSL services which are provided to households and small companies are not corporate sales but DSL services which are provided to a large company can be considered as a corporate sale. Corporate sales are considered very profitable because they are large sales and they result in strong relationships with the buyers Corporate sales are that sales which one organization sales to another organization without middleman or it is B to B sales Corporate Sales is selling of a companys product and services to large institutions, companies, or organizations. These

sales are normally transacted between the selling company's Corporate sales specialists / agent direct with the decision makers of the buying company. Corporate sales refer to the business to business (B2B) sales. It is the sales activity that is characterized by the sales of a company's products to another company. Here instead of the individual customer, the customer is another company Direct sale is direct marketing such as door-to-door, office-to-office, home party selling etc. corporate sales is lucrative for businesses of all levels, but especially for small to average-sized businesses it is not sales from direct marketing. The corporate market segment is significant and provides fitness clubs with an excellent opportunity to generate incremental memberships and revenues. With the continuous increases in health-related costs, it is no surprise that employers view them as their number one concern. It is a well known fact that fitness-related programs help corporate executives control their healthcare costs. As a result, they are very interested and motivated to explore the solutions that your corporate sales team can provide. Corporate sales are considered very profitable because they are large sales & they result in strong relationship with the buyers Corporate sales is the selling of goods or services where the primary customer is another business entity. For example, DELL sells its computer and peripherals online to its customers. To manufacture a single computer, it buys computer parts (e.g. motherboard, circuitry, and electronics) from different suppliers. As such, these suppliers engage in CORPORATE SALES because it sells its products to Dell, which intends to use the said products for business purposes.

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CHAPTER 3 TASK ALLOTTED

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3. Task Allotted
1. Get all the product knowledge. 2. Observed sales consultant at the showroom 3. Attend activity, observed two person which was hired from an advertising agency and collect data from that which was organized in following petrol pumps Indian Oil Petrol Pump, Near IIM Road Indian Oil Petrol Pump, Shahibhug Indian Oil Petrol Pump, Vijay Nagar

4. Attend Banks activity, distributed pamphlets to bank customers and bank employees, explained products which was organized in following banks SBI Bank, ONGC Chandkheda HDFC Bank, Vastrapur LIC, Relief Road SBI Bank, Vasana Axis Bank, Chandkheda Central Bank, Vastrapur

5. Went to Banks to organize an event at outside of the Banks Canara Bank, Navragpura Allahabad Bank, Navrangpura HDFC Bank, Navrangpura SBI Bank, Navrangpura Co-operation Bank, Navrangpura Central Bank, Navrangpura Standard Charted Bank, CG Road Kotak Mahindra Bank, CG Road HDFC Financial ltd, CG Road Central Bank, CG Road UCO Bank, CG Road Axis Bank, Ambavadi

6. Did Cold Calling in Corporate offices. So I went following corporate buildings for direct marketing of Honda Cars Safal Prelude, Corporate Road, Prahlad Nagar (all corporate offices)

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Venus Atlantis, Corporate Road, Prahlad Nagar (corporate house) White House Building, Panchwati, Ambavadi President House, Ambavadi Ashirvad Paras, Corporate Road, Prahlad Nagar Parshwnath Estat, Corporate Road, Prahlad Nagar Flourish Pure Food, Navrangpura

7. Attend Sales training for 3 days 8. Attend Centre Mall activity for regular 11 days where I have to explain products to customers. 9. Follow up the enquiries which was generated in events 10. Other tasks like Kept pamphlets into the cars which were stated outside of the corporate buildings. Went to RTO for car number plats. Went to BSNL Vasana and distributed pamphlets to BSNL employees. Helped to organize an event for BSNL employees.

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CHAPTER 4 RESULTS ACHIEVED

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4. Results Achieved

I have achieved following results as per my point of view. 1. Successfully did all the activities and generated enquiries. 2. Visited around 120 to 130 corporate offices. 3. Got permission from 8 banks for distributes the pamphlets. 4. Handled customers in all activities.

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CHAPTER 6 EXPERIENTIAL LEARNING

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5. Experiential Learning

Activities Performed

Experiential Learning

Read the brochures of the Got product knowledge of Honda Cars and learnt some Honda Products technical knowledge of cars which help in future to understand the cars Visit workshop and service Learnt some knowledge about operation management centre Attend an Event of sales Have to check advertising agency that they were doing promotion inquiries and from took work well or not and explained some features to customer hires so increases some confidence.

advertising agency 1. Indian Oil Petrol

Pump, near IIM 2. Indian Oil Petrol

Pump, Shahibhaug 3. SBI Bank , ONGC Chandkheda 4. Indian Oil Petrol

Pump, Vijay Nagar 5. HDFC Vastrapur 6. LIC Office, Relief Road Attend Walking with sales Learnt some selling skills from sales consultant and kept consultant some things which in mind which customer asked and sales consultant gave to answer of that question Follow up the enquiry Knew that advertising agency was not worked and didnt Bank ,

which came from Petrol get not much more benefit but the activity and plan was

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pump activities Went showroom to and

good. Renault Knew that Honda services are better from Renault and got did some product knowledge or Renault car

comparative analysis Attend Sales Training 1. Induction training 2. Sales process 3. Product knowledge Did meetings in Banks Learnt that deal with senior head and learnt some skills and distribute pamphlets about that how to do corporate sales and organize an to employees and did Event, got some communication styles which help me in Got some more knowledge about automotive industry and learnt selling skills and how to explain car and build some confidence that to explain a car

meeting for organizing an future. Knew that it was not tough task because I have Event 1. Canara Navragpura 2. SBI Navrangpura 3. HDFC Navrangpura 4. Co-operation Bank , Navrangpura 5. Allahabad Navrangpura 6. Standard Charted Bank, Bank, Bank, Bank, brand name and Banks seen benefit from that events because generated enquiries will also follow up by banks because of to achieve their car loans target.

Bank, CG Road 7. Kotak Mahindra

Bank, CG Road 8. HDFC Financial

ltd, CG Road 9. Central Bank, CG

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Road 10. UCO Road 11. Axis Ambavadi Visited corporate offices In these each corporate building has around 20 to 30 for cold calling 1. Safal Corporate Prelude, Road, corporate offices. So I visited all these offices and did cold calling or direct marketing. So I have brand with me but I feel no sense of it to do direct marketing of Honda Cars to the corporate buildings. Somehow it may be create awareness about our product but when customer want to buy a car than he will contact to us but its create corporate relations so from that companies product sales will increase. But at personally I learnt many things from that task. 1. First of all to go in corporate house it would be difficult because of watchman doesnt allow doing these type of marketing so for that I have found one way do to these. 2. Have seen corporate offices so it was great experience for me. Paras, Road, 3. Meet to Director or Manager of company so it was also great experience for me. 4. Many times I not meet to senior person of company and only meet to Receptionist. 5. Learnt that how to fix meetings with senior person. 6. Pure Got some communication skills. Bank, Bank, CG

Prahlad Nagar (all corporate offices) 2. Venus Corporate Prahlad Atlantis, Road, Nagar

(corporate house) 3. White Building, Panchwati, Ambavadi 4. President House, Ambavadi 5. Ashirvad Corporate House

Prahlad Nagar 6. Parshwnath Estat, Corporate Road,

Prahlad Nagar 7. Flourish Food, Navrangpura

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Attend Central Mall activity Explained Honda cars to customer so I got communication for 12 days skills and learnt to handle the customers. Most successful day was Sunday because I handled around 30 to 40 customers during 3 hours so I continually spoke for 3 hours it was great experience day for me. 1. Corporate relations are very important for an organization because it builds a good image of company in corporate world. 2. Corporate sale is very important for a company because it contributes a proxy 40% of total sale of company. 3. The processor of corporate sale in organization is very lengthy and complicated.

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Skills Used
Interpersonal Skill This is most the common and one of the most important skills during my internship period. This skill helps a person to interact with others in much better and pleasant manner. It is an art to present ones views, thoughts, and ideas before its listeners to make others. It is part of business interaction so person should have the capabilities to make his dealings in appropriate way. Through this I can better create my relations with the other fellow an due to this they much corporate with me. Communication Skill Communication means exchange of messages between people for the purpose of achieving common meanings. It is an art to make information flow smoother. This Skill helps me with interacting with the external as well internal peoples.

Human Skills I learnt the Human Skill in true manner. Human Skills associated with a managers ability to work well with others, both as a member of a group and as a leader who gets things done through others. In Emerald Honda I worked along the corporate sales manager and he guide me a lot as well as the Senior trainee also facilitate me. Decision Making Skill The skill involves the process through which managers identify organizational problems and attempt to resolve them. Although this skill involves in high level management but I worked with really senior managers of Company and I learnt lot by observing them. Similarly when I work at corporate sales department the issue of prices change an urgent meeting is conduct to guide the sales team with update prices of Honda products.

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CHAPTER 7 BIBILOGRAPHY

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7. Bibliography
1. www.trade.gov/mas/manufacturing/oaai/build/groups/public/@tg_oaai/documents /webcontent/tg_oaai_003756.pdf

2. http://acma.in/pdf/Status_Indian_Auto_Industry.pdf

3. www.emeraldhonda.com

4. www.ibef.com

5. www.hondacarindia.com

6. www.indiancarsbike.in

7. www.zigwheels.com

8. www.en.wikepedia.org

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9. Annexure
1. These two snaps of Centre Mall

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2. This snap of sales promotion activity at Corporation Bank Navrangpura

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