Pune Institute of Business Management

Project Description for Short Selling Assignment

It takes me great pleasure in rolling out of the Project Description for the Short Selling Assignment
(SSA) of 6 days.

Appreciating the fact that in the current placement scenario students with Marketing Specialization
are set to have the maximum opportunity where the entry level function consists mostly of sales.
Pune Institute of Business Management is an Institution which strongly believes in “Education
Developing Student Capability” SSA is one such activity which is

The Format:

1. Short Selling Assignment is proposed for a duration of minimum 60 hours of Selling

Assignment of product / service of a company to it’s targeted subscribers/users/consumers
for minimum 10 hours daily for a 6 Days weeks exclusively in Pune location.

2. The students will be going for SSA in 2 spells Batch-I 15,April to 20,April 2019 and Batch-II
22,April to 27,April 2019

3. Looking at the dates the students have been given to pursue the SSA a sufficient time is
provided to the students for identifying the companies for pursuing SSA. The students has to
use techniques like Social Media (Facebook Linkedin ,Twitter etc.) Personal Contacts,
Telephonic Conversations to secure their own SSA.

4. The students to fill and submit a Basic Information Sheet (Annexure I) by 10 April, 2019 to the
undersigned for building the database for SSA.

5. Plz note the conditions for SSA

i. Students can connect companies from sectors which constitute the major employers
of PIBM students during Final Placements namely Insurance / Housing Finance /
FMCG/ Consumer Durables / Real Estate / IT and IT enabled Products and Services /
Tour and travel packages / Hospitality Services / B2B / Agri Products / Chemicals

ii. The SSA has to be strictly done within premises of Pune City and not at any
outstation place as the students in groups may be called to the Campus for Reviews
after the day’s work during SSA.

iii. The students have to select those companies which has a 6 days and not 5 days of
working.

iv. The students should be doing only Field based Sales and not Retail or Outlet based
Sales

v. Students should be submitting Daily Reports for each day of Work (Refer Annexure -
II) so 6 Reports for 6 days

vi. The students has to insist the companies for assigning Sales targets for these 6 days
as Target Achievement would be one of the Key Parameters of Evaluation
 vii. Not more than 6 students to pursue SSA in a company.

6. Students need to practice the Selling Processes during the SSA as mentioned below
i. Prospecting: Selecting the potential customers on the basis of available customer data
or building fresh database through specific techniques
ii. Pre-approach: Making proper plans for approaching the customer depending upon
call objectives and/or prior information available on the customer.
iii. Approach and Presentation-The student has to make a proper approach to the
prospect and make presentations of the product and service.
iv. Objection Handling: Able to offset objections counter point of refusal and resistance
v. Negotiations: He would be negotiating with the customer to realize the full value of
the product
vi. Follow-Up: Following up existing customers for Cross Selling and Services
vii. Customer Relationship Management: Continuously laisoning with the potential
customers to identify and catering to their requirements i.e.- What satisfies them and
what delights them?
7. SSA pursued intensively seriously and meticulously can be one more feather in your cap. Each
and every experience whether with resellers , end users or influencers will provide to
articulate striking stories you may narrate to your potential employers across the interview
table.

8. SSA will help your evaluation done over the following matrix :

Skill Knowledge Attitude

Particular Product or Service
Negotiation Result Orientation
whatever you are going to sell
Listening Sales reporting Self discipline
Presentation and
Articulation Skills Consumer Buying Behavior Field orientation

Networking
Channel Behavior Action orientation

Problem Solving Market Segmentation Focus on Details

Selling Model of the
Decision Making Integrity
organization
Human

Anticipation

9. The students after 6 days completion need to appear for a Viva on the SSA and the Daily Field
Reports
10. For any assistance plz route your issues through the Academic Team I wish you all the best for
your SSA.

Instructor-Sales Management