A STUDY ON COLD CALLS CONVERSION RATIO

AND EFFECTIVENESS OF PERSONAL VISITS TO

PROSPECTIVE CUSTOMERS OF
COMAC INDIA PVT. LTD.

A PROJECT REPORT

Submitted by
SHUBHAM PARMAR

MASTER OF BUSINESS ADMINISTRATION

IN
MARKETING MANAGEMENT

INSTITUTE OF PROFESSIONAL EDUCATION & RESEARCH

(TECHNICAL CAMPUS), BHOPAL
BARKATULLAH UNIVERSITY, BHOPAL
YEAR - 2019

1
 ACKNOWLEDGEMENT

I take this opportunity to express my profound gratitude and deep regards to everyone
who supported me throughout the course of this MBA internship. I am thankful for their
aspiring guidance, valuable advice during the internship. I am sincerely grateful to them
for sharing their truthful and illuminating views on a number of issues related to the
training.

I thank my mentor _____________ (IPER) for guiding me during my internship.

I am also obliged to the staff members of Shopper’s Stop for the valuable information
provided by them in their respective fields. I am grateful for their cooperation during the
period of my study.

2
 STUDENT DECLARATION

This is to certify that, I have completed the Summer Internship Placement

titled “A STUDY ON COLD CALLS CONVERSION RATIO AND
EFFECTIVENESS OF PERSONAL VISITS TO PROSPECTIVE
CUSTOMERS OF COMAC INDIA PVT. LTD.” under the guidance of
“(name of the guide)” at Institute of Professional Education and Research,
Bhopal. This is an original piece of work & I have not submitted it earlier
elsewhere.

Date: Signature:
Place: Name: SHUBHAM PARMAR
University Enrolment No.:

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4
5
 CONTENTS
❖ Acknowledgement 2
❖ Declaration (by the student) 3
❖ Certificate (by the SIP organisation) 4
❖ Certificate (by the institution/faculty guide) 5
CHAPTERS
1. Executive Summary 7
2. Overview of the Sector. 11
3. Introduction of the Company. 21
4. Job Description. 32
5. Field Work. 34
6. Learning’s in the internship 48
7. Contribution and Achievement 50
Bibliography 52
Annexure 54

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 CHAPTER -I
EXECUTIVE SUMMARY

7
 EXECUTIVE SUMMARY

Customers is King and Marketing Activities must be aggressive to attract

customers. I have taken appointments and visited customers personally for giving
them demo and information about the products and services offered by Comac
India Pvt. Ltd.

Cold Calling

Cold calling is the solicitation of business from potential customers who have had
no prior contact with the salesperson conducting the call. It is an attempt to
convince potential customers to purchase either the salesperson's product or
service. Generally, it is referred as an over-the-phone process, making it a source
of telemarketing, but can also be done in-person by door-to-door salespeople.
Though cold calling can be used as a legitimate business tool, scammers can use
cold calling as well.

Evolution

Cold calling, as a means to conduct business, has seen changes as technology has
increased. Salespeople who use cold calling once followed specific guidelines in
order to produce more profit. These guidelines, now believed to be misconceptions
by Wendy Weiss, were as follows:

 The more calls a salesperson makes, the more sales will be made.
 Any number in the phone book is a potential customer.

 Practice makes perfect.

 Manipulation is key.

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  Always be closing.

Cold calling has developed from a form of giving sales pitch using a script into a
targeted communication tool. Salespeople call from a list of potential customers
that fit certain parameters built to help increase the likelihood of a sale. This
modern cold calling, sometimes called "warm calling", tries to "dig deeply to
understand" the potential customer. To avoid being seen as scammers, legitimate
businesses use cold calling as an introduction rather than as a means to close the
sale.

Warm calling

Warm calling is when the sales people contact prospective customers that may
have a relationship with the business, rather than complete strangers. These
previous relationships may be mutual friends, trigger events, or signs of interest in
the product or service which are often a result of Inbound marketing (e.g. visiting
a website, social media interactions, webinars). Warm calling considers the buyer's
perspective and acknowledges that not everyone can be a prospective client.

Criticisms

With the development of newer technology and the internet, cold calling has
gained some criticism. Jeffrey Gitomer wrote in a 2010 article for The Augusta
Chronicle that "the return on investment on cold calling is under zero." Gitomer
believes that cold calling will only annoy customers and will not attract business.
Gitomer also believes that referral marketing is a better form of selling and
marketing. According to Gitomer, there are "2.5 basic understandings of a cold
call":

 Cold calling is the lowest percentage sale call.

 Cold calling has a very high rejection rate.

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  Multiple rejections can change the salesperson's mentality and make it more
difficult to act friendly and complete calls.

Since the rise of Internet, social media and instant text messaging, a significant
portion of people tends to prefer texting over calling and ignores incoming phone
calls from unfamiliar numbers.

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 CHAPTER -II
OVERVIEW OF THE
SECTOR

11
 INDUSTRY PROFILE

The global floor cleaning equipment market size was valued at USD 5.38 billion
in 2018 and projected to expand further at a CAGR of 8.5% from 2019 to 2025.
Rising demand for high-end cleaning products is among the key factors
responsible for the growth of this market. The advent of electric machines and
handles due to technological advancements in mopping system will also help
boost the market growth.
Moreover, introduction of ride-on models of floor cleaners has resulted in an
increased demand, thereby fuelling market development. The ride-on models are
60% more efficient than other products due to reduction in forward motion by the
operator, which reduces the intensity of the task. Use of different types of flooring
materials also affects the product demand.

To learn more about this report, request a free sample copy

For instance, flooring materials used in hospital wards, such as wood blocks or
strips, require high maintenance and hygiene levels as these materials are porous
and thus, surface can have splits between the strips or blocks retaining dust
particles. Thus, increasing usage of flooring materials, such as of natural wood,

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stones, and rubber materials, has widened the scope of application for advanced
floor cleaning products.
Furthermore, rapid development of commercial sector across the globe has also
contributed to the market growth. Constant technological developments will also
have a positive impact on the market expansion. For instance, in 2015, Tennant
Co. introduced T300 Walk-Behind Scrubber, which includes multiple
configurations suitable for hard surface floor cleaning in hospitals.
Application Insights
Commercial application accounted for a share of more than 77% in 2018. Rapid
development in the infrastructural sector has led to increased demand for effective
cleaning tools, such as floor, surface, furniture, and carpet cleaners. Rapidly
expanding hospitality sector across the globe is also a key driver for the growth of
the commercial segment. Increasing number of hospitals and hotels, particularly in
developing countries like India, China, and Vietnam, is also likely to contribute to
the market growth. Moreover, constant product innovation will drive the segment
further.

To learn more about this report, request a free sample copy

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Residential application segment is expected to witness the maximum growth rate
of 9.0% from 2019 to 2025. Rapid development in the real estate sector on account
of growing urbanization and improved lifestyle, especially in emerging regions,
has led to an increased demand for floor cleaning products. Moreover, rising usage
of flooring materials, such as natural wood, stones, and glass, is boosting the
product demand for more effective.

Floor Cleaning Equipment Market Share Insights

The global market is highly competitive in nature. Some of the Prominent
companies are Nilfisk Group; Alfred Kärcher GmbH & Co. KG; Tennant
Company; Hako Group; EUREKA S.p.A.; International Cleaning Equipment;
Comac SpA; Minuteman International, Inc.; and Denis Rawlins. These companies
focus on expanding their production capacities by using advanced technologies to
meet rising demand across the globe.

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 CLEANING AND HYGIENE INDUSTRY IN INDIA

Cleaning and hygiene today has become much more imperative and sought after
by people than ever before. With the rising costs and unavailability of skilled
manpower, the approach has now shifted towards mechanized cleaning solutions.
In India, the cleaning industry is highly fragmented and unorganized. Owing to
this, there is a need for strong representation of this industry at the policy-making
level. This industry employs a large number of unskilled people and hence, policy
makers should pay more attention to what this industry needs. The cleaning
industry consists of organized and unorganized segments. The facilities
management industry is estimated to be valued at Rs. 16,500 crore. The
housekeeping industry holds a share of about Rs. 5,000 crore out of this. Further,
classifying this industry vertical,the cleaning equipments and chemicals segment
holds an estimated market size of Rs. 1,000 crore. The SME segment drives this
industry. Now a days, the demand is also being experienced from unexpected
sectors. Traditionally, sectors like automobile, IT, pharma, facility management
and hospitality were key business drivers, but at present the situation is such that
there is a good response from any segment, if the solution addresses the hygiene
needs and adds value to the current methodology and systems with sustained
market efforts.

The cleaning industry is growing rapidly in India. India’s per capita consumption
of cleaning product is very low compared to other countries like Netherland and
Switzerland where hygiene is very important. Our per capita consumption should
be approx 1 or 1.2 dollars but it is 20 cent. Hence, the focus today is to see how
customers realize the importance of hygiene in their day to day life and start
spending more than what they are right now. It not only helps in market
development but also helps in eliminating the risk and avoids illnesses to

15
its customers and adds value to their business. There are about 10 million people
employed in this sector at present and with the sector expected to grow further,
more jobs will be created. The sector will get more organized as the market
expands. As the world goes digital and the constant tech up gradation, there is also
a growing trend of using more machines. Most of the large Indian corporate
houses now outsource cleaning work to professional houses with mechanized
solutions. As a result, the organized cleaning industry in India has witnessed a
growth rate of 30-50 per cent in the last five years with an annual turnover of Rs.
1800 crore.

The cleaning industry is going through a shift by incorporating disruptive

technologies that reduce the amount of physical labour required and increase
productivity and efficiency of workers.

At present, awareness is the need of the hour for meeting hygiene standards across
industries in India. Thanks to the government which has created some awareness
by launching the 'Swacch Bharat Abhiyan' initiative. Due to this, a lot of SME
companies have started realizing the importance of cleanliness and hygiene.
Companies and manufacturers do not want to spend on these hygiene and
cleanliness activities due to tough competition in the market. Hence, it is crucial
for the government to bring in legislation for set standards of hygiene. Every work
place should understand how important it is to provide hygiene solutions in their
workforce. They should understand the benefits of deploying hygiene practices
which will help in reduction of absenteeism. Employees need to be properly
educated for maintaining utmost cleanliness. Posters and stickers for washroom
etiquettes and other necessary means could be used. As a company, it is important
to look at sustainable developments and technologies which can bring about a
revolution towards cleaning and hygiene. Today, the critical challenge is to move
the market from being price driven to technology- driven. Climate change,

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growing competition for energy, stress on water supplies and managing waste are
among the leading environmental challenges the world currently faces. The
cleaning industry is going through a shift by incorporating disruptive technologies
that reduce the amount of physical labour required and increase productivity and
efficiency of workers.

Today, the technological revolution has taken the housekeeping operations to a

new level of ease altogether especially in the hospitality sector. Companies should
adopt next generation concepts such as Internet of Clean (IoC), a platform that
connects machines, dispensers, sensors, beacons, and other smart devices to
achieve broad insight into equipment, chemical consumption, and operations.
These include improved safety and operational performance, enhanced
productivity, remote monitoring, visibility of assets, task prioritization, more
accurate dosing, reduced use of water and/or chemicals, and increased hand
hygiene compliance. IoC offers a user interface which is customizable and highly
intuitive. After looking at the usage data, you can actually figure out a way to
operate it in a way that there is optimum water usage, which will benefit everyone.
The cleaning and hygiene industry is often criticised for its lack of sustainable
initiatives, whereas, sustainability lays at the core of everything that it does. The
cleaning industry is constantly evolving, and new technology and procedures are
improving the quality and efficiency of cleaning and hygiene practice worldwide.

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 MAJOR FACTORS RESPONSIBLE FOR GROWTH OF
CLEANING INDUSTRY IN INDIA

In the past, the cleaning industry in India was not so vibrant. Due to poor services
and the least use of machines and equipment in the cleaning of offices or
residences, the company had almost lost its sheen until it started regaining its lost
credibility after 2010. But now the economic experts in India are seeing the
cleaning industry as one of the businesses with better prospects of growth in the
coming years.
Some of the Major Reasons for the Growth of Office Cleaning Service are as
Follows:
1. The reasons include the increase in the double income households and a major
increase in the income per household in India.
2. As the population of the country increases and a growth in the number of the
empty nest households the growth of the cleaning industry looks obvious now in
the country. The double income families which juggle with young children and
hundreds of other responsibilities hardly find time or energy to keep their house or
office clean.
3. On the other hand, the cleaning services in the country provide services to
people at very less prices. For a double income family, the cost of the cleaning
services per week will be negligible. Moreover, the double income families in
India see housekeeping services as the luxury more than a necessity.
4. The disposable income per family across the country in 2017 is now at an all-
time high. Due to some visible cons of the availing the maid services, even the
average income families have now shifted to the housekeeping services in Delhi
5. Moreover, the flexibility offered by the cleaning services in India is one more
reason why the trust of the people is gradually building over this industry. You can
opt for a normal cleaning service for your office or go for a deeper cleaning

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service. They offer you cleaning services for deep sanitizing sofas, chairs and
other furniture.
6. In your office, the desks carpets, pantry, floor and appliance are the focus of
attention and hence need regular cleaning. The cleaning services offer you
cleaning services from cleaning floors to the deep sanitization of the washrooms
and the pantry.
7. The cleaning industry in India can be categorized into office cleaning services,
residential cleaning.
8. In the past, the cleaning industry in India was not so vibrant. Due to poor
services and the least use of machines and equipment in the cleaning of offices or
residences, the company had almost lost its sheen until it started regaining its lost
credibility after 2010 and particularly 2015.
9. The flexibility in the laws has made it easier to start a successful cleaning
company in India. And the relatively low capital investment, low level of market
share and the extreme demand for the cleaning services in the country has given a
new life to the cleaning industry in India. 10. The majority of the income of the
cleaning companies in India comes from the retail and commercial sectors along
with health care. The other major sources of their income are the household
services.

Advantages of Opting Office Cleaning are :

1. It Relieves Stress When you opt for office cleaning services, it creates a neat
and organized kind of atmosphere that limits distractions and you are able to
concentrate more on your work, not on your clutter.
2. Reflects Your Personality The neat and tidy workplace reflects your personality
and you look like an organizer Genius. It portrays a better image of you as a boss
in the office and you appear pulled-together and productive otherwise disorganized
and sloppy.

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3. Increase Efficiency The need and tidy workplace increase efficiency and limit
distractions. The cluttered desk will always pull your mind off from your task.
When your workplace looks organized, it becomes easier for you to focus on your
work. You will have space available to keep things rather than pushing mess aside
to carve space out of your water bottle.
4. Prevents health problems The untidy office causes many health problems to
your staff. They often suffer from health issues like a stomach bug, vomiting and
allergy.
5. Ensures Safety Of Employees The neat and tidy Office doesn’t only mean
having a fresh and sparkling building; it also means to ensure the safety of
employees. The safety of employees is in their best health. The workspace injuries
due to clutter and messy office can prove a great loss to your business.

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 CHAPTER -II
INTRODUCTION OF THE
COMPANY

21
 COMPANY PROFILE

It all started 40 years ago by a visionary insight of Giancarlo Ruffo in a small

warehouse, in San Giovanni Lupatoto, in the province of Verona, where the first
models of floor care machines were hand-crafted. With the cleaning segment still
at its infancy, futuristic products from COMAC (Acronym for construction
machinery) created a “niche” in the European market. With a prime strategy of
providing the best quality products to its users and tagging itself with
“professional people” COMAC advanced in every segment of the cleaning
industry with its innovative and technologically advanced products. Advancing
itself from floor care products such as walk behind and ride on Scrubber Dryers,
its product portfolio added industrial vacuums and the sweeper range too.

2003-04 saw the emergence of COMAC as a “group of companies” with the

merger of Comac, Fimap, Tmb, Ruffo and Cofirent. A new “network of
companies” – both vibrant and vital – united by a common philosophy oriented to
professional cleaning services was formally created, capable of putting together a
strong heritage of experience, entrepreneurship and innovative willingness.

New design, optimisation of volumes, silence and ease of use became musts for
the development of Comac products. In an increasingly demanding market, the
company decided to invest on new projects in order to renew the entire line of

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scrubbing machines with the aim to reduce costs and consumption while
respecting mankind and the environment. Comac introduced its products to the
Indian market 10 years ago and since then they have been present in every
commercial and industrial segment of the country. You will find COMAC cleaning
machines in many International Airports of the country, Railway & Metro stations,
major core industries, Steel, Cement, Power, Auto-mobile Plant, Hospitality
Chain, Corporate Offices etc to keep their premises clean and hygienic.

COMAC India is committed to play active part in shaping the future of India as a
CLEAN GREEN nation.

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24
 PRODUCTS

Scrubbing Machine
Industrial Floor Cleaning & Scrubbing Machine
Comac produces a complete range of scrubbing machines that enables you
improve your floor cleaning & care tasks. The experience and specialisation built-
up in more than 40 years of activity have allowed Comac to develop very
innovative machines such as the compact, revolutionary Vispa 35, favouring the
mechanisation of cleaning operations by replacing traditional manual systems such
as the use of mops. A highly efficient series of walk behind as well as ride-on
machines are suitable for both maintenance and in-depth cleaning.
WALK BEHIND

25
RIDE ON

26
 Sweeping Machines

Comac produces a complete range of walk-behind professional sweeping

machines for interventions on small surfaces and ride-on models for intervention
on large areas. The experience built up over many years in this sector has allowed
Comac to be recognised on the market with highly reliable products. The brand
new CS 80/90/100/120 sweeping machines deserve a special mention, as these
products are unique in their category and are characterised by a new-generation
hydraulic system capable of a maximum consumption optimisation. The Comac
CS 80/90/100/120 sweeping machines are ideal for the suction of solid waste and
light dusts on surfaces up to 8,000 sqm, on large enclosed or open-air areas.

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 Single Disc Machines -Tiles Cleaning And Marble Polishing Machine
Comac produces a complete range of single disc machines ideal for the
restoration, in-depth cleaning or mirror-like polishing of floors. These are highly
reliable and polyvalent professional single disc machines with a range of
accessories to resolve more specific cleaning problems. Depending on the type of
work, one can choose between low, medium and high speed models with belt,
nylon and steel gearbox drive of varying weights and with different motor powers.
The features which make these machines unique are: -Hollow Aluminium Handle
for operator comfort -Operational safety features -Unique Tank which couples as
bucket -Motor Power highest in class

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 COMMERCIAL VACCUM CLEANERS

We offer a full range of vacuum cleaners for a variety of applications, ranging

from room cleaning to the removal of dry/wet waste.

With our years of expertise in the suction technology and the designing of
auxiliary tools, our dry vacuum cleaners effectively suck up dirt and debris from
intricate places and the wet models wipe spills expertly, while keeping the effort at
minimum.

Specialized commercial vacuum cleaners for upholstery and draperies have a

range of accessories to suit varied cleaning needs, and compact design, which
makes their storage and operation easy. With a powerful blowing and suction
function, and larger dust collection capacity, our wet and dry vacuum cleaners are
appropriate for all cleaning applications, be it picking up wet spills, dry litter, or
fine dirt. For stability and ease of movement, the model has a castor wheelbase,
which makes it as mobile as any smaller vacuums.

Equipped with heavy-duty stainless steel, polypropylene or polyethylene tanks,

with varied capacity, the vacuum cleaners are highly versatile and suited to any
type of vacuum requirements.

Based on the requirements, models come in various designs, ranging from upright,
canister, backpack, integrated four-wheeled unit, and drum, with a full accessory
kit as standard.

Their safety and ergonomic design is certified by the IMQ Certification body, and
they bear the ENEC mark, recognized throughout the European Community.

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30
 PRESSURE WASHERS

Comet Spa is an Italian company established in 1959. with 3 production sites,

many branches and numerous distributors, comet operates in more than 80
countries around the globe. Its success is based on innovation and customer
satisfaction, always geared towards the continuous improvement of technology,
reliability and performance. Comet has three core business segments: Diaphragm,
piston and centrifugal pumps for agriculture High pressure piston pumps for the
industrial sector Professional and semi-professional high pressure cleaners Comet
Spa is an international excellence that enjoys the appreciation of the industry as a
whole, and has earned itself a reputation as one of the leading world player. Comet
S.p.A. boasts a consolidated and capillary presence in the market of high pressure
cleaners, using both warm and cold water. The wide range of products includes
models from semi-professional to professional, with electric or diesel engines. A
complete range of special accessories also guarantees the right solution for
extraordinary cleaning issues.

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 CHAPTER – IV
JOB DESCRIPTION

32
 JOB DESCRIPTIONS
KEY AREA / JOB DESCRIPTION
My role in the internship is to assist Marketing Personnel’s of the company. Some
of the jobs and tasks performed by me are:
 I have assisted Marketing Manager and Marketing Executives of the company
for performing their daily tasks.
 I have visited customers place to explain them features of Cleaning
Equipments and giving them demo and information about the products.
 Listen to the grievances of the customers.
 I learned how to interact with the prospective clients and how to convert cold
calls in to sales.
 I have prepared a questionnaire of to analyze the effectiveness of marketing
activities.

33
CHAPTER – IV
FIELD WORK

34
 FIELD WORK

Q1. Are you interested in taking demo of Comac Cleaning Equipments ?

Options No of Respondents Percentage of Respondents
Yes 100 74
No 35 26

Interpretation:
100 respondents have taken demo out of 135. Rest of our survey will be based on
the 100 respondents only who have taken demo.

35
Q2. Which time is comfortable for demo?
Options Percentage of Respondents
Morning 16
Afternoon 62
Evening 10
Night till 8.30 12

Interpretation:
62% of the respondents have taken demo in Afternoon after lunch hours, 16% of
the respondents have taken demo in Morning, 10% of the respondents have taken
demo in Evening and 12% respondents have taken demo in Night.

36
After demo was arranged questions were asked
Q3. Does our business executive come to your place for giving demo?
Options Percentage of Respondents
Yes 100
No 0

Interpretation :
100% of the respondents say that business executive of the company come to give
demo of the cleaning equipments.

37
Q4. Does he give all the required information and demo according to your
requirements?
Options Percentage of Respondents
Yes 88
No 12

Interpretation:
88% of the respondents say that demo executive has given all the required
information and 12% of the respondents say that demo executive was not clear in
some facts they would like to clear their queries.

38
Q5. Are you satisfied with the information he has given to you or you have
more queries?
Options Percentage of Respondents
Have More Queries 26
No information he has given is enough 74

Interpretation:
74% of the respondents are satisfied with the information given by the demo
executive and 26% of the respondents have more queries. Meeting was arranged
with the senior executives for clarifying the doubts of the prospective customers.

39
Q6. How do you rate the range of Floor Cleaners, Scrubbing Machine and
Pressure Washing Machines?
Options Percentage of Respondents
Highly Satisfactory 36
Satisfactory 42
Average 12
Dissatisfactory 6
Highly Dissatisfactory 4

Interpretation:
36% of the respondents are highly satisfied with the range of Floor Cleaners,
Scrubbing Machine and Pressure Washing Machines, 42% of the respondents are
satisfied with the range of Floor Cleaners, Scrubbing Machine and Pressure
Washing Machines, 12% of the respondents say that range of Floor Cleaners,
Scrubbing Machine and Pressure Washing Machines are average and 6% of the
respondents are not satisfied with the features.

40
Q7. How do you rate the features of Cleaning Equipments?
Options Percentage of Respondents
Highly Satisfactory 32
Satisfactory 48
Average 18
Dissatisfactory 2
Highly Dissatisfactory 0

Interpretation:
48% of the respondents are satisfied with the features of Cleaning Equipments,
18% of the respondents say that features of Cleaning Equipments is average and
32% respondents say that features of cleaning equipments is highly satisfactory.

41
Q8. How do you rate the Cleaning Power of Cleaning Equipments?
Options Percentage of Respondents
Highly Satisfactory 32
Satisfactory 56
Average 10
Dissatisfactory 2
Highly Dissatisfactory 0

Interpretation:
56% of the respondents say that Cleaning Power of Cleaning Equipments is
satisfactory, 10% of the respondents say that Cleaning Power of Cleaning
Equipments is average.

42
Q9. How do you rate the Pricing of Cleaning Equipments?
Options Percentage of Respondents
Highly Satisfactory 36
Satisfactory 42
Average 12
Dissatisfactory 6
Highly Dissatisfactory 4

Interpretation:
36% of the respondents are highly satisfied with the Pricing of Cleaning
Equipments, 42% of the respondents are satisfied with the Pricing of Cleaning
Equipments, 12% of the respondents say that Pricing of Cleaning Equipments are
average and 6% of the respondents are not satisfied with the Pricing of Cleaning
Equipments.

43
Q10. How do you rate the discount offers of the company?
Options Percentage of Respondents
Highly Satisfactory 32
Satisfactory 48
Average 20
Dissatisfactory 2
Highly Dissatisfactory 0

Interpretation:
48% of the respondents are satisfied with the discount offers of the company, 20%
of the respondents say that discount offers of the company is average and 32%
respondents say that discount offers of the company is highly satisfactory.

44
Q11. How do you rate the promotional offer of the company?
Option Percentage of Respondents
Attractive 66
Not at All Attractive 34

Interpretation:
66% of the respondents say that promotional offers of the company are attractive
and 34% of the respondents say that promotional offer must be more attractive.

45
Q12. Do you know company is offering 2 years after sales services?
Option Percentage of Respondents
Yes 58
No 42

Interpretation:
58% of the respondents are aware about the company’s after sales service support
and 42% of the respondents are not aware.

46
Q13. Are you interested in opting Comac Industrial / Personal Cleaning System?
Option Percentage of Respondents
Yes 68
No 32

Interpretation:
68% of the respondents have shown their interest in opting Comac Industrial /
Personal Cleaning System. We were able to convert 16 Cold Call leads in to sales.
Which was a great achievement for us.

47
 CHAPTER - VI
LEARNINGS IN THE
INTERNSHIP

48
 LEARNINGS IN THE INTERNSHIP

Customers is King and Marketing Activities must be aggressive to attract

customers. I have taken appointments and visited customers personally for giving
them demo and information about the products and services offered by Comac
India Pvt. Ltd.
I gained knowledge about the concept of Marketing.

Some of the learning’s are :

1. I learned how Marketing Department works in a company like Comac India
Pvt. Ltd.
2. I learned how to work in team.
3. I learned how to behave with employees and customers.
4. I learned how to conduct survey of customers.

This internship was fruitful for my career and provided me a vision to think
further for my future.

49
 CHAPTER – VII
CONTRIBUTION AND
ACHIEVEMENTS

50
 CONTRIBUTION AND ACHIEVEMENTS

In this training period I have taken appointments and visited customers personally
for giving them demo and information about the products and services offered by
Comac India Pvt. Ltd.

Comac India Pvt. Ltd. Cleaning Equipments are good and are the first choice of
customers. 60 prospective Customers have shown their interest but we are able to
conver 16 leads in to sales.

ACHIEVEMENTS
 I have achieved targets given to me by the Marketing Manager.

 We are able to convert 16 leads in to sales out of 100.

 I was also appreciated by Manager during the internship for my field work
and behavior with the employees & customers.

51
BIBLIOGRAPHY

52
 BIBLIOGRAPHY

Books:
 Kotler, Philip. (1999):’Marketing Management’ Prentice Hall Of India Pvt. Ltd.,
New Delhi.

 Kothari, C.R (2001):’Research Methodology’, Vishwa Publication., New Delhi

 Saxena, Rajan. (2003):’Marketing Management’ Tata Mcgraw-Hill Publishing

Company Limited. New Delhi

 Verma H.V(1993):’Marketing Of Services’, Gobal Business Press, New Delhi

Websites :
 www.wikipedia.org
 www.comacindia.com
 www.icmrindia.com
 www.ibef.org

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ANNEXURE

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 QUESTIONNAIRE
Name Age :
Address Sex : M / F
Contact No. Designation
Department

Q1. Are you interested in taking demo of Comac Cleaning Equipments ?

a. Yes b. No
Q2. Which time is comfortable for demo?
a. Morning b. Afternoon
c. Evening d. Night till 8.30

After demo was arranged questions were asked

Q3. Does our business executive come to your place for giving demo?
a. Yes b. No
Q4. Does he give all the required information and demo according to your
requirements?
a. Yes b. No
Q5. Are you satisfied with the information he has given to you or you have
more queries?
a. Have More Queries
b. No information he has given is enough
Q6. How do you rate the range of Floor Cleaners, Scrubbing Machine and
Pressure Washing Machines?
a. Highly Satisfactory b. Satisfactory
c. Average d. Dissatisfactory
e. Highly Dissatisfactory
Q7. How do you rate the features of Cleaning Equipments?
a. Highly Satisfactory b. Satisfactory
c. Average d. Dissatisfactory

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e. Highly Dissatisfactory
Q8. How do you rate the Cleaning Power of Cleaning Equipments?
a. Highly Satisfactory b. Satisfactory
c. Average d. Dissatisfactory
e. Highly Dissatisfactory
Q9. How do you rate the Pricing of Cleaning Equipments?
a. Highly Satisfactory b. Satisfactory
c. Average d. Dissatisfactory
e. Highly Dissatisfactory
Q10. How do you rate the discount offers of the company?
a. Highly Satisfactory b. Satisfactory
c. Average d. Dissatisfactory
e. Highly Dissatisfactory
Q11. How do you rate the promotional offer of the company?
a. Attractive b. Not at All Attractive
Q12. Do you know company is offering 2 years after sales services?
a. Yes b. No
Q13. Are you interested in opting Comac Industrial / Personal Cleaning System?
a. Yes b. No

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