SALES REPORT ON MAGGI

PRESENTED BY:SHILPIKA MINZ ROLL NO.-18 FINANCE-II

An overview
Maggi noodles is a brand of instant noodles manufactured by Nestl. The brand is popular in Australia, India, South Africa, Brazil, Nepal, New Zealand, Brunei, Malaysia, Singapore, Sri Lanka, Bangladesh, Pakistan, and the Philippines. In several countries, it is also known as "maggi mee" (mee is Indonesian/Malay/Hokkien for noodles). Maggi noodles are part of the Maggi family, a Nestl brand of instant soups, stocks, and noodles. In Malaysia, there are fried noodles made from maggi noodles known as Maggi goreng. Maggi noodles recently introduced a new variety of its noodles, to cater for the health conscious like 'No MSG', 'Less Salt', and 'No Trans fat'. A wholewheat flour based noodle variation marketed by the name "Vegetable Atta Noodles" has been introduced in India (Atta flour is used in preparing most forms of wheat based breads in India) and caters to health conscious buyers wary of the refined flour used in the regular Maggi noodles. This move helps the brand in India as suburban mothers, who feed the noodles to children as an afterschool snack, are the primary customers of the brand. Recently, a line of rice noodles and whole wheat with pulses, carrots, beans, and onions has also been introduced in India. In fact, "Maggi" has become a well-known brand for instant noodles in India and Malaysia. Nestl India Ltd (NIL) offered a variety of culinary products such as instant noodles, soups, sauces and ketchups, cooking aids (seasonings), etc., under the Maggi brand (Refer to Exhibit II for Maggi's product portfolio as of mid-2006). Of these, instant noodles had been NIL's main product category in the culinary segment since the launch of Maggi 2 Minute Noodles (Maggi noodles) in 1982. Over the years, Maggi noodles became a popular snack food product in India. In mid 2008, New Zealand supermarkets introduced replacement formulations for its Beef, Oriental, and Curry flavours. A new feature is an extra sachet containing dehydrated vegetables. Maggi claims the new range contains 88% less total fat and 86% less saturated fat than the average of top-three (unnamed) 2-minute-noodle competitors. The new Maggi range also has considerably lower fat than its own previous formulation. However, the salt content has been increased by 31 percent. Consumers have not reacted well to the new formulations, complaining that they want the original chicken flavour back. In the Philippines, packs of Maggi noodles were recalled by Nestle Philippines after it was said to be contaminated with salmonella. Maggi noodles also contain the additives E150d and E627. E150d is sometimes made from maize. Claimed to be "2 minute noodles", The Maggi noodle cake and seasoning is added into boiling water for two minutes and it is ready for consumption. Egg, seaweed, boiled vegetables or lemon can also be added to the noodles for a better flavour.

Flavours
Maggi Noodles are available in a large assortment of different flavours. They are:
y y y y y y y y y y y y y y y y y y y y y y y y y y y y y y y y y y y y y

Original Flavour Chicken Curry (a healthier alternative is also sold in supermarkets) Kari Letup ("Explosive" Curry) in Malaysia Laksa Lemak (discontinued) Tom yam Chicken & Corn Beef Oriental Masala Prawn Dal Sambar (whole wheat noodles) Dal Atta noodles Asam Laksa Cheese Pizza (only in Saudi Arabia and South Africa, was available for a period of time in Australia and New Zealand) Sup Tulang (bone soup) (in Malaysia) Chatpata Tomato Ruhi Dashi Koki Kapi Stronger Chicken Crispy Chicken Vegetable Atta Noodles (whole wheat noodles) Shahi Pulao (rice noodles) Chilly Chow (rice noodles) Lemon Masala (rice noodles) Mi Goreng Char Mee Mi Goreng Kicap Bawang Mi Goreng Pluz Asli Capsica Itik (duck) Mi Udang Pulau Pinang' (was available in Malaysia) Maggi goreng sedap Boerewors (in South Africa)

Maggi noodles also produces instant noodles known as "Hot Bowl" noodles named "Cuppa Mania" in India. New drinkable Maggi noodle soups are also available.

STEPS IN PERSONAL SELLING Prospecting Pre-approach Approach

Closing

Handling objections

Presentation and Demonstration

FOLLOW UP

PROSPECTING
First we need to identify our target prospects, i.e, who is most likely to buy my product and my service. As I am an out station candidate staying in the hostel, I will be targeting all the hostel people known to meand also try to contact people related to them. If you don't already know who your target prospect is, ask yourself "Who is most likely to buy my product or service? Who will appreciate the value of what I have to offer?" And if you're still not sure who your target market is, you may find the answer in your current customer base. Make a list of your top 10 customers. You know who they are. Then, think about what it is they have in common. If the answer isn't obvious, look beneath the surface. For example, maybe your B2B customers work in different industries but share common priorities or a similar work flow. Once you figure out what the common denominator is, you can use it to identify your best sales prospects. Take this exercise one step further. For each customer, identify why they buy from you. Is it something unique about your products? Is it your speedy turnaround time? Some facet of service you provide? Now not only do you know who your prime customer is, you know what your unique selling proposition should be.

Here's an example: I know an entrepreneur, John, who sells boxes. One of his bestsellers is a tall, wardrobe-style box with a bar for hanging clothing. The box is a favorite with moving companies. However, John began selling these boxes to a menswear store. Then to another. And somewhere along the way, he became a bit of a specialist. Realizing he had something to offer, he began to concentrate his sales and marketing efforts on menswear stores. Instead of trying to reach the entire universe of "companies that need boxes," he's targeting his efforts to the menswear industry--a group that has already demonstrated a need for his products. PROSPECTING.Looking for new customers Business-to-Business situations Prospecting is especially important Helps with new accounts Directories, Periodicals, Personal leads

 EMPLOYER LEADS:  Telemarketing, Employer leads, Customer leads, Trade Shows  TELEPHONE DIRECTORIES:  White and Yellow Pages  TRADE & PROFESSIONAL DIRECTORIES:  Thomas Register of American Manufacturers  NEWSPAPERS  Birth announcements, Engagements  COMMERCIAL LISTS  Lists purchased for potential customers  CUSTOMERS REFERRALS:  Satisfied Customers  Ask for names from customers Endless Chain method

 COLD CANVASSING  Random and without appointment  Telephone random numbers  Door-to-door business contacts METHODS OF PROSPECTING
As previously discussed, prospecting methods will vary with the type of product or service being sold. Following are some of the methods which are commonly used. The "cold-canvas" or "cold turkey" method. Under this method the salesperson calls on any of the persons or companies within a certain class or group. She does not carefully preselect her prospects. Instead she goes from door-to-door and depends upon the law of averages to give her sales. It is sometimes a discouraging type of selling because many persons are not at home or in the office when the salesperson calls without an appointment. This method of prospecting also has a high refusal rate. Lists. To avoid the "hit-and-miss" results of cold canvassing, lists are sometimes used. These lists are carefully prepared with reference to sex, age, marital status, income, occupation, and so on, and help to identify those persons who might be interested in purchasing a particular product or service. Often these lists are purchased from commercial companies. They are frequently used for direct-mail advertising with the salesperson following up on the inquiries received. Company leads. Often prospective buyers will contact the company directly, and such information is given to the salesperson who follows up on the call. Or managers of auto and appliance agencies will usually instruct service and repair personnel to inform the salesperson of any persons who have older cars or appliances in need of repairs and are likely to qualify as prospective buyers. Company advertising. Companies may receive inquires from their advertising which are relayed to the salespeople. Sometimes a free gift is offered to the prospect who requests information about the product or service. Then a salesperson delivers the gift and further explains the product. Friends and acquaintances. Sometimes a salesperson`s friends and acquaintances will serve as a good beginning source of prospects. Also such persons as neighbors, relatives, fraternity brothers, business associates, people from whom the salesperson buys, and others are excellent sources for locating other prospects. The customer reference method. Under this method the salesperson attempts to obtain the names of additional prospects from persons she has interviewed or who have purchased from her. With others helping her, this simple method can provide the salesperson with a continuous supply of prospects.

The testimonial method. This method is similar to the customer reference method. It differs, however, by selecting persons who are well known and/or influential in the community. The salesperson keeps in close contact with these people and uses their names and assistance in selling to others. Group prospecting. Sometimes the salesperson can make arrangements to give a group demonstration to clubs or service organizations. Or she can give demonstrations at the home of someone who is willing to sponsor her. Such products as cosmetics and household supplies are often sold in this manner, and the sponsoring party is usually rewarded with merchandise based on the number of persons who attend or the volume of sales made. Surveys by junior salespeople. Some companies use junior salespeople to make surveys or canvasses of consumer demand. They seldom attempt to sell the product but instead pave the way for the experienced salesperson to make the actual presentation. Sales spotters. These are persons who aid in prospecting by providing information on potential buyers. The associate receives cash or premium rewards from the salesperson if this information results in a sale. Public exhibitions and displays. Many companies display their product or service at public exhibitions. Products usually displayed at such shows are automobiles, boats, sporting goods, computers, and equipment, furniture, and many other products. Company representatives pass out literature and explain the product at these exhibits. They also secure the names and addresses of interested persons which are given to the salespeople. Personal observation. The salesperson frequently comes in contact with different people and different situations. If she is alert and keeps her eyes open, these circumstances can often help her to find persons who are likely to be good prospects. In summary, there are many different methods for prospecting. Their use and effectiveness will vary with the product or service being sold, and the enterprising salesperson will attempt to use as many as possible to increase her sales.

PRE-APPROACH In my experience, pre-approach should lay the foundation and background for the approach. Most sales pitches start off introducing the company and listing some of its accomplishments and perhaps larger clients. This is to establish credibility and confidence in the company and its products/services. Often this stage is overdone, and could be better used if the pre-approach contained more rapport and synergy building elements. This may be accomplished by doing research on the company or group to which you are presenting. If it is a general audience use a general approach. Get some tips from television talk shows and game shows that target a general

 Preapproach is getting ready for the face-to-face encounter in a selling situation.

Sales Preparation

 Industry Trends  Researching potential customers  Becoming familiar with policies and procedures
Business to Business company

 Dealing with previous customers  Past sales records  Notes about buyers personality  Family and personal interests
Hobbies
APPROACH

 Approach is the actual face-to-face meeting.

Presentation and demonstration
a sales presentation is an advertisement delivered in person to the customer. The sole purpose of it is to make the customer buy your product. In consumer world, advertisements are extensively used - either in TV or Radio or Magazines/Paper or Internet. But In business to business world, advertising through conventional media does not work, so companies developed a set of slides - which contain certain messages to the customer. And this is conventionally called as "sales presentation"

You must first prepare for the sale by becoming familiar with your product. To do so, you will research the product and create a F.A.B. sheet with a product description and mention its possible uses. Then, being the top salesperson that you are, you will create and present a model of the product for the presentation/demonstration. REMEMBER to utilize effective probing techniques with the customer to find out what features they are looking for in your product. On the sheet provided, you will identify EACH step of the sales process and give a description of how you will present or demonstrate your product to a potential customer. Be prepared to answer objections from your potential customers and provide a follow up plan!!
Planning a sales presentation is not something that can be done on a fly. Often in a complex sale, you would require inputs from various departments within your own company - to capture the value your product/service can provide, to answer the objections/concers of the customer, and to establish credibility to your sales presentation. The primary purpose of the planning your sales presentation is to have a thorough preparation for the presentation. The thoroughness of your preparation will establish a strong rapport between buyer and seller (which is an essential ingredient for

consultative selling).

HANDLING OBJECTIONS
Uncovering and dealing with sales objections challenges you intellectually and emotionally. It requires that you know not only your product, but yourself and your prospect as well. Product knowledge, creativity, sales tools, and confidence in yourself, your product, and your company must all come together in overcoming sales objections and closing the sale. You must combine technique with honesty and conviction to get the prospect to resolve any lingering doubt or conflict. Things not to do when overcoming sales objections
1) Never but never argue.

2) Never but never argue. 3) Never assume you understand an unspecified word 4) Never Insult the Prospect 5) Never Avoid the Issue 6) Dont Shift Responsibility 7) ) Never, but never make the person wrong 8) Never Contradict the Prospect 9) Dont dwell too long on an objection 10) Never guess an answer

Some General Tips for Handling Objections

Keep the buyers attitude toward your product positive. Let buyers know you are on their side Help with objections. If you get no response, give a multiple choice question to display an attitude of genuine caring. o Your goal is to help your prospect realistically examine reasons for and against buying now. o The main thing is not to be satisfied with a false objection or stall. o Bring out any or all of your main selling benefits now and keep on selling!
o o o o