SALES MANAGEMENT

MEANING
Sales Management means managing the sales.
(or)
Sales Management originally referred to the designing,planning and directing sales
force personnel to achieve organisational objectives..In recent terms include s all
marketing activities including advertising,sales promotion,marketing
research,physical distribution,pricing production planning and sales force
management.

Definition:
Sales Management means the Planning, Direction and control of personal selling
activities of a business unit including
Recruiting,Selecting,Training,Equpping,Assigning,Routing,Supervising,Paying
and Motivating,as these tasks apply to the personal selling activities.

----------American Marketing Association.

Sales Management is primarily the direction of men with all the management
functions,of organisation,control,recruititng,training,supervision and motivation.

----------Hampton and Zabin.

CHARACTERISTICS:

 Sales Management is one of the basic function of a business enterprises.

It is responsible to an important part of marketing functions.
It is also responsible for the effective functioning of personal selling
activities.
The underlying objectives of sales management includes achievement of
sufficient sales assignments giving major contribution to profits,and
experiencing continuous growth.

OBJECTIVE
Increase in sales volume through the supply of ever increasing
volume of socially responsibleproducts that final buyers want at
satisfactory prices.
Continuing growth of the organization.
Forecasting and charting the future course of operations.
To maximizing the profit by minimizing cost.
To increase the sales.
To expand the business.
NATURE AND IMPORTANCE OF SALES MANAGEMENT

Helps to achieve organization objective.

Helps to achieve companies target.
It generate revenue to the organization.
Timely communication.
Sales Management duty is to reduce cost of sales and distribution.
Sales team continiously moniter the customer prefencess, compititor
situation,government policies.
Contribution towards achieving the organisational objectives.
Direction and control of sales force.
Creation of goodwill.
Increase in foreign trade earnings.
Consumer satisfaction.
INTRODUCTION OF COMPANY

AEGIS PARIWARBANK started its operations in the year2010 with a

VIJAYAVADA,MOGHALRAJPURAM branch and has in a short span grown into
a trusted household name for making BANK a viable form of saving and
borrowing to all sections of the society AEGIS automobiles now has a turn over
exceeding Rs. 50000 LAKSHS , 85 Branches IN AP and 16 BRANCHES .
AEGIS PARIWARBANK has to date disbursed over Rs. 2 CROS as Prize Money.
AEGIS PARIWARBANK operates in States., Andhra where it has a reputation for
timely disbursement of funds and excellent customer service which differentiates it
from other banks
Using state of the art Computer Systems / Networks and a transparent accounting
system, AEGIS PARIWARBANK have transformed this contemporary method of
Savings into an attractive personalized alternative to the Banking System

General Information

AEGIS PARIWARBANK provides a good source of finance for different type of

people viz., small investors, businessmen, small scale industrialists etc.
AEGIS PARIWARBANK is a good means of savings for any contingency
requiring substantial amount.
It serves all persons whether they desire for savings or borrowing to meet
extraordinary expenses on special occasions like Marriages, Construction of
houses etc.,
Adequate care is necessary to choose a suitable Group. The selection of a
particular Group, largely depends on the subscriber's capacity to provide surplus
funds month after month from his normal income for this purpose. This aspect is
very important for the subscriber as well as the company's point of view to avoid
any embarrassment at the time of releasing the prize money or in releasing chit
installments month after month.

 FUNCTIONS OF AEGIS PARIWARBANK One-Stop Supermarket

for Investment & Insurance Products.
Taking invaluable products and services to customers' doorstep across India.
Delivering Mutual Funds, Debentures, Fixed Deposits, Life & Non-Life
Insurance Products.
A proven, nationwide distribution network for Investment & Insurance
Products.
85 Branches and a 16-strong Sales and Agency force.
Pan-India customer base of 1 CROW.
Unique value propositions for Insurance and Investment Product
Manufacturers.
A vital member of the AEGIS PARIWARBANK Group. Legacy of three
decades in the AEGIS services.

SERVICES
SRIHARI DAIRY PRODUCTS has been designed to provide total customer
services online. You can now complete all the formalities of joining a chit scheme
in the luxury of your home.
Online-Application.
Online enrollment form for subscribers.
Enquiries
Subscribers can make any specific enquiry here.

Complaints-Suggestions
Subscribers can tell their specific request here.

BRANCH DETAILS
AEGIS PARIWARBANK CHIPPILI Branch
K.NAVEEN , Branch Manager (BM).
This is one of the important branch in chittoor district. Turnover of the branch is
12CROW per month.

Total number of employees inBANGARUPALEM branch are 85 ,their work under

various departments like
Branch Manager(BM)
Senior Officer Assistant(SOA)
Legal Department
Accounts Department
Front Officer
SALES MANAGERS
Systems

 WORKERS
SAVINGS ACCOUNTS
ATM
LOANS
FIXED DEPOSISTS

MY ROLE

My role in the office ,i worked as SALES OFFICER .

It was very nice working in the office with the employees,it was very good
experience.
I worked from morning 9:30 am to evening 5: pm.
Staff provided me good SAVINGS with selling time

I spoked with 8 to 9 customers regarding their dairy and products and took
their feedback.
Even I worked in account section by entrying the customers details that
who had not payed the dues .
I prepared documents for new customers.
Employees in the office helped me a lot in my work ,their trained me
regarding my work and assigned me the work very clearly.
Their was a hormonious relationship between the employees.
I came to know many things regarding the roles tasks duties responsibles
played by the Front officer.
While doing the task I spoke with branch manager K.NAVEEN garu,and he
answered my doughts very politely .
I got good compliments from the branch manager and employees.
Evening by 4 pm i complited the work which was assigned to me ,and I
submited to the manager .
Finally I got good apprication by the manager and staff, and manager gave
me the compilition letter.
I thanked all the employees and manager for giving me great opportunity
and encouraging and guiding me to complite my responsibilities, tasks .
I approached the manager with a great intrest ,I am very intrested in the service
field and so I took an appointment with the manager before two days of my
activity. I went to manager and spoke about the activity conducting by my
college .I was very glad that sir accepted to do the activity for one day in the office

.
I was assigned work by the manager but under the controll of K.NAVEEN sir
Senior Officer Assistant (SOA) .sir helped me a lot and suggested trained me how
OPINION REGARDIND THE FIELD WORK
In my opinion this is a great opportunity in order to get experienced before we go
to the real work place.
These helps us a lot and by doing these I got full confidence that I can survival in
the corporate world with out any problem .
I got good experience and idea in the MARKETING FIELD.

CONCLUSION
AEGIS PARIWARBANK is good BANK providing loans to the customers,and
satisfying them.
It is designed for the customers services.Services are used to borrow and save the
money.
I would like to conclude that I learnt many things practically ,which helps me in
future .Management and staff had good co-ordination that lead to reach the targets
and success.
BANK is good and their services are very use full.

It is a CONTRACT between the foreman, as the Promoter is

called, and the subscribers, who join voluntarily. It is a
FINANCIAL SYSTEM under which the periodical and regular
savings of a group of subscribers are made available to each
subscriber, a SPECIFIED AMOUNT every month (instalment)
for a SPECIFIED PERIOD.
The Pooled funds every month are offered to the subscribers
at monthly AUCTIONS and the subscriber who BIDS for the
highest DISCOUNT is declared the PRIZE WINNER and
given the PRIZE AMOUNT on proper security. A Prized
subscriber also should continue to pay the subscriptions till
the termination of the chit. The amount foregone as discount,
less foreman?s commission is distributed among the
subscribers as dividend.
2. What is a Chit group?

A Chit group refers to a specified number of members

agreeing to subscribe a specified amount for a specified
period. For example, 40 members, 40 months, Rs.500/- a
month. The number of members and the number of months
are to be the same.
3. Who is a foreman?
Any person under the Act responsible for the conduct of the
chit and includes any Person, such as branch manager,
discharging his functions.
4. Is the contract of the subscribers with the foreman valid
for an indefinite period?
No. It is valid only for the duration of a CHIT GROUP and
until the liabilities of subscribers to foreman or vice versa are
discharged or paid in full.
5. What are the benefits of chit Subscribers?
a) To save in small amounts to receive a lump sum during
the period of chit.
b) To borrow the future savings in advance. Some
subscribers join chit funds to borrow and others to save.
6. What is Chit agreement?
The Chit agreement is a contract between the foreman and
the individual subscribers to a chit group. It is a set of byelaws or regulations dealing with the procedure for the
conduct of chits. It will be signed in duplicate, duly
witnessed. The chit agreements shall contain the name and
address of the subscriber, the number of tickets allotted to
him, the number of instalments and the instalment amount
payable, the interest/penalty for delayed payment, the
probable date of commencement of chit and its duration, the
manner of deciding the prize winner at each instalment, the
maximum discount to be foregone at each instalment, the
mode and proportion of dividend and foreman?s
commission, the date, time and place of auction, the
instalment at which the foreman is to get the chit amount, the
name of the bank, the security to be furnished by prized
subscriber etc., Though each subscriber is supposed to sign
the chit agreement, in practice, each subscriber signs a
declaration in the application form that he has read and
understood the terms and conditions of the Chit Agreement.

The declaration of all the subscribers are detached from the

application form, pasted in a piece of paper and filed with the
registrar.

7. How are the subscribers enrolled for a group?

The subscribers have to fill in an application form furnishing
particulars of their names, residential and office addresses,
approximate gross monthly salary, names of nominees and
their relationship to them. They also have to sign the
declaration that they have read and understood the terms &
conditions of the Chit Agreement.

BENEFITS OF CHIT
1. A good source of Finance for all contigencies.
1
1. Way of saving or borrowing to meet Special expenses like
2 marriage or building or purchase of a house or flat
1. Source of finance for businessmen
3

2.

3. REMITTANCE OF SUBSCRIPTION

SALES
MANAGEMENT

MEANING
Sales Management means managing the sales.
(or)
Sales Management originally referred to the
designing,planning and directing sales force
personnel to achieve organisational
objectives..In recent terms include s all
marketing activities including advertising,sales
promotion,marketing research,physical

distribution,pricing production planning and

sales force management.

Definition:
Sales Management means the Planning,
Direction and control of personal selling
activities of a business unit including
Recruiting,Selecting,Training,Equpping,Assigni
ng,Routing,Supervising,Paying and
Motivating,as these tasks apply to the personal
selling activities.

----------American
Marketing Association.

Sales Management is primarily the direction of

men with all the management functions,of
organisation,control,recruititng,training,supervi
sion and motivation.

----------Hampton
and Zabin.

CHARACTERISTICS:
Sales Management is one of the basic
function of a business enterprises.
It is responsible to an important part

of marketing functions.
It is also responsible for the effective
functioning of personal selling
activities.
The underlying objectives of sales
management includes achievement of
sufficient sales assignments giving
major contribution to profits,and
experiencing continuous growth.

OBJECTIVE
Increase in sales volume through
the supply of ever increasing
volume of socially
responsibleproducts that final
buyers want at satisfactory
prices.
Continuing growth of the
organization.
Forecasting and charting the
future course of operations.
To maximizing the profit by
minimizing cost.
To increase the sales.
To expand the business.
NATURE AND IMPORTANCE OF
SALES MANAGEMENT

Helps to achieve organization objective.

Helps to achieve companies target.
It generate revenue to the organization.
Timely communication.
Sales Management duty is to reduce cost

of sales and distribution.

Sales team continiously moniter the
customer prefencess, compititor
situation,government policies.
Contribution towards achieving the
organisational objectives.
Direction and control of sales force.
Creation of goodwill.
Increase in foreign trade earnings.
Consumer satisfaction.
INTRODUCTION OF
COMPANY

Shriram Chits started its operations in the

year 1974 with a single branch and has in a
short span grown into a trusted household name
for making Chits a viable form of saving and
borrowing to all sections of the society. Shriram
now has a turn over exceeding Rs. 2500
Crores, 465 Branches and 5000 employees.
Shriram Chits has todate disbursed over Rs.
8000 Crores as Prize Money.
Shriram Chits operates in four States. Tamil
Nadu,
Andhra
Pradesh,Karnataka
and
Maharashtra, where it has a reputation for
timely disbursement of funds and excellent
customer service which differentiates it from
other companies.
Using state of the art Computer Systems /
Networks and a transparent accounting system,
Shriram Chits have transformed this
contemporary method of Savings into an
attractive personalised alternative to the
Banking System

General Information

CHITS provides a good source of finance for

different type of people viz., small investors,
businessmen, small scale industrialists etc.
CHITS is a good means of savings for any
contingency requiring substantial amount.
It serves all persons whether they desire for
savings or borrowing to meet extraordinary
expenses on special occasions like Marriages,
Construction of houses etc.,
Adequate care is necessary to choose a suitable
Group. The selection of a particular Group,
largely depends on the subscriber's capacity to
provide surplus funds month after month from
his normal income for this purpose. This aspect
is very important for the subscriber as well as
the company's point of view to avoid any
embarrassment at the time of releasing the
prize money or in releasing chit instalments
month after month.

FUNCTIONS OF SHIRRAM CHITS

One-Stop Supermarket for Investment &
Insurance Products.
Taking invaluable products and services

to customers' doorstep across India.

Delivering Mutual Funds, Debentures,
Fixed Deposits, Life & Non-Life
Insurance Products.
A proven, nationwide distribution
network for Investment & Insurance
Products.
750 Branches and a 75,000-strong Sales
and Agency force.
Pan-India customer base of 40 lakhs.
Unique value propositions for Insurance
and Investment Product Manufacturers.
A vital member of the Shriram Group.
Legacy of three decades in the financial
services.

Commercial Vehicle
Finance
Shriram Transport Finance Company Ltd.
India's largest player in commercial vehicle
finance.

Life Insurance
Life Insurance Products offered by Shriram
Life Insurance.

General Insurance
General Insurance products offered by Shriram
General Insurance
Retail Finance
Shriram City Union Finance Ltd.,set up in
1986 is a leading provider of retail loans.

SERVICES
Shiramchits has been designed to provide
total customer services online. You can now
complete all the formalities of joining a chit
scheme in the luxury of your home.
Online-Application.
Online enrollment form for subscribers.
Enquiries
Subscribers can make any specific
enquiry here.

Complaints-Suggestions
Subscribers can tell their specific request
here.

BRANCH DETAILS
Shriram Chits Private Limited Palamaner
Branch
K.ANJANEYULU Palamaner Branch
Manager (BM).
This is one of the important branch in
chittoor district. Turnover of the branch is 1
crore per month.
Lones are given for various activities
Business loans
Two wheeler loans
Four wheeler loans
Gold loans

 General Insurance
CHITS
Personal loans
Total number of employees in palamaner
branch are 40 ,their work under various
departments like
Branch Manager(BM)
Senior Officer Assistant(SOA)
Legal Department
Shirram Chits Life Insurance
Corporation(SCLIC)
Accounts Department
Front Officer
Collection Department
Preparation of Document
Systems
Aucationer

MY ROLE

My role in the office ,i worked as FRONT

OFFICER .
It was very nice working in the office
with the employees,it was very good
experience.
I worked from morning 9:30 am to
evening 5:30 pm.
Staff provided me good cabin with
table and chair .
I spoked with 8 to 9 customers regarding
their loans and accounts and took their
feedback.
Even I worked in account section by
entrying the customers details that who
had not payed the dues .
I prepared documents for new
customers.
Employees in the office helped me a lot
in my work ,their trained me regarding
my work and assigned me the work very
clearly.
Their was a hormonious relationship
between the employees.

 I came to know many things regarding

the roles tasks duties responsibles played
by the Front officer.
While doing the task I spoke with
branch manager k.ANJANEYULU
garu,and he answered my doughts very
politely .
I got good compliments from the branch
manager and employees.
Evening by 4 pm i complited the work
which was assigned to me ,and I
submited to the manager .
Finally I got good apprication by the
manager and staff, and manager gave me
the compilition letter.
I thanked all the employees and
manager for giving me great opportunity
and encouraging and guiding me to
complite my responsibilities, tasks .
I approached the manager with a great
intrest ,I am very intrested in the service field
and so I took an appointment with the manager
before two days of my activity. I went to
manager and spoke about the activity
conducting by my college .I was very glad that
sir accepted to do the activity for one day in
the office .
I was assigned work by the manager but under
the controll of U.GAYATHRI mam Senior

Officer Assistant (SOA) .Madam helped me a

lot and suggested trained me how to spek wit
customers .
OPINION REGARDIND THE FIELD
WORK
In my opinion this is a great opportunity in
order to get experienced before we go to the
real work place.
These helps us a lot and by doing these I got
full confidence that I can survival in the
corporate world with out any problem .
I got good experience and idea in the
MARKETING FIELD.
CONCLUSION
I would like to conclude that I learnt many
things practically ,which helps me in future
.Management and staff had good co-ordination
that lead to reach the targets and success.
Company is good and their services are very
usefull.

It is a CONTRACT between the foreman, as the Promoter

is called, and the subscribers, who join voluntarily. It is a
FINANCIAL SYSTEM under which the periodical and
regular savings of a group of subscribers are made
available to each subscriber, a SPECIFIED AMOUNT
every month (instalment) for a SPECIFIED PERIOD.
The Pooled funds every month are offered to the
subscribers at monthly AUCTIONS and the subscriber who
BIDS for the highest DISCOUNT is declared the PRIZE

WINNER and given the PRIZE AMOUNT on proper

security. A Prized subscriber also should continue to pay
the subscriptions till the termination of the chit. The amount
foregone as discount, less foreman?s commission is
distributed among the subscribers as dividend.
2.

What is a Chit group?

A Chit group refers to a specified number of members
agreeing to subscribe a specified amount for a specified
period. For example, 40 members, 40 months, Rs.500/- a
month. The number of members and the number of months
are to be the same.

3.

Who is a foreman?
Any person under the Act responsible for the conduct of
the chit and includes any Person, such as branch
manager, discharging his functions.

4.

Is the contract of the subscribers with the foreman

valid for an indefinite period?
No. It is valid only for the duration of a CHIT GROUP and
until the liabilities of subscribers to foreman or vice versa
are discharged or paid in full.

5.

What are the benefits of chit Subscribers?

a) To save in small amounts to receive a lump sum during
the period of chit.
b) To borrow the future savings in advance. Some
subscribers join chit funds to borrow and others to save.

6.

What is Chit agreement?

The Chit agreement is a contract between the foreman and
the individual subscribers to a chit group. It is a set of byelaws or regulations dealing with the procedure for the
conduct of chits. It will be signed in duplicate, duly
witnessed. The chit agreements shall contain the name
and address of the subscriber, the number of tickets
allotted to him, the number of instalments and the
instalment amount payable, the interest/penalty for delayed
payment, the probable date of commencement of chit and
its duration, the manner of deciding the prize winner at
each instalment, the maximum discount to be foregone at
each instalment, the mode and proportion of dividend and
foreman?s commission, the date, time and place of

auction, the instalment at which the foreman is to get the

chit amount, the name of the bank, the security to be
furnished by prized subscriber etc., Though each
subscriber is supposed to sign the chit agreement, in
practice, each subscriber signs a declaration in the
application form that he has read and understood the
terms and conditions of the Chit Agreement. The
declaration of all the subscribers are detached from the
application form, pasted in a piece of paper and filed with
the registrar.
7.

How are the subscribers enrolled for a group?

The subscribers have to fill in an application form
furnishing particulars of their names, residential and office
addresses, approximate gross monthly salary, names of
nominees and their relationship to them. They also have to
sign the declaration that they have read and understood
the terms & conditions of the Chit Agreement.

BENEFITS OF CHIT
1.1 A good source of Finance for all contigencies.
1.2

Way of saving or borrowing to meet Special expenses like

marriage or building or purchase of a house or flat

1.3 Source of finance for businessmen

2.

3.

REMITTANCE OF SUBSCRIPTION