Professional Documents
Culture Documents
On
DIRECT SELLING
BY
Roll No: 18
Prof.
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 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.
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.
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.
4
DECLARATION
5
Index
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
Logo
Introduction
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
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
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Product of the organization
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
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Organizational Structure
Ebiz has 2 directors. The names are Pawan Malhan, Anita Malhan.
Pawan Malhan
Managing Director
Anita Malhan
Director
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Objectives of the study
The overall goal of the report is to understand in greater detail how the
direct selling industry operates.
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NEED FOR THE STUDY
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LITERATURE REVIEW
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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.
9. Collect data
10.Analyze data
Here is the marketing research process which is followed through this entire
project to do the survey.
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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
It states that what the researcher must do in order to carry out the research
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7. Determine methods of accounting data
When the researcher must communicate with respondents there are three main
choices of accessing data:
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.
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Type of research:
Exploratory research:
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.
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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
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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.
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.
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.
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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.
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Limitations
32
Future scope
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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.
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References
https://www.ebizel.com/
http://www.managementparadise.com/mba-projects/marketing-project-
reports-download/
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Bibliography
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Annexure
QUESTIONNAIRE
Yes
No
Neutral
38