Sales Management and Analytics

CIA-1

Submitted by:
Ragh Sai 1723026
Shreyam Gupta 1723035
Punya Gulati 1723231
Industry: Retail Industry
Retail Store: Galaxy Mart

Location: Nobo Nagar, Kalena Agrahara, Bengaluru, Karnataka 560076

About Galaxy Mart

Galaxy Mart is a Medium size retail store situated in two locations across Bangalore. Galaxy
mart was opened in the year 2011 and almost have 100+ employees working in the both the
stores together.

About the Interview

Mr. Shafeeq is the sales executive and head of the purchase department of Galaxy Mart. He
has been working as a Sales executive in galaxy mart since 2015. The following were the
questions that were asked to Mr. Shafeeq during the interview:

1. How do you generate prospects and get new customers?

Mr. Shafeeq said that since Galaxy Mart is a medium size retail store, the investment
in marketing and sales department is very less. But they have weekly offers on certain
products and even on fruits and vegetables.
He also replied that they do not search for new customers as their stores are set up in
residential areas where there are no retail stores in that locality. He said that even
Galaxy mart was opened, there were hardly any retail stores around Nobo nagar.
2. How do you reach out to the prospects and existing customers?
As mentioned in the previous question, Galaxy mart does not look out for new prospects
or hunt for new customers by themselves.
Mr. Shafeeq said that their existing customers help them by spreading a word about
galaxy mart as word of mouth is one of the strongest ways of communication.
But, they send texts on customers’ phones if there are any offers running or if there are
any upcoming offers.
He said that they have a loyalty program, where 10 points for every 250 Rs are added
to the customer’s account, there is no card given as their investments are really less.
Whenever the customer provides his/her mobile number, automatically the number of
points will be shown and can be redeemed too. 1 point is equal to 1 Rs.
3. Do you have to reach targets and keep a track on your sales?
As already mentioned, galaxy mart is a medium sized retail store. There are only two
sales executives together in both the stores.
He said that there are no individual targets or sales. The store has to make a particular
amount of sale every day. If they fall short on a particular day, they try to cover it up
on the following day.
He also added that they have highest sale on Saturdays as working class people come
and shop on Saturdays and buy week or two worth of groceries all at once so the store
is usually crowded on Saturdays.
4. What are the marketing methods used by galaxy mart?
Mr. Shafeeq mentioned that they fix to traditional ways of marketing. They have few
billboards around Bannerghatta road and Akshay Nagar. He also added that they
distribute pamphlets in newspapers and magazines.
He also added that their existing customer help them with word of mouth by suggesting
galaxy to others.
5. How do you keep a track of sales?
Mr. Shafeeq said that they use a sales tracking software called Zendek Sell which helps
them to track what all items a customer purchased and when. He said it helps them in
reaching out to customers who haven’t been to galaxy mart in a while or have stopped
coming.
6. What separates galaxy mart from their competitors?
When asked this question Mr. Shafeeq replied that they care more about their customers
and their loyalty rather than opening a lot of stores and generating a lot of sales.
He said if you build a good relationship with the customers, Sales will increase
automatically.
7. Do you get any incentives for making sales ?
Mr. Shafeeq replied that they do not get incentives or any compensations for making
sales or reaching the targets. But at the end of the every financial year they get a bonus
which is usually 10% of their Annual Salary.
Attributes of the Sales Executive
By the observations that we made from the interview, Mr Shafeeq possessed the following
traits:

 He is easily approachable.
When we approached him for an interviewer, he set us an appointment the very day.
He was very enthusiastic and was very thrilled to answer to all our questions. He was
also very interested to know more about us and what the project is about.

 He was good in Communication. Possessed good communication skills.

Mr. Shafeeq possessed very good communication skills, he was speaking good English
and was processing our questions very quickly. He also possessed good grasping skills
and was also very good at connecting dots.
 He was an enthusiastic and energetic man.
Mr. Shafeeq was such an energetic man that he was going and greeting customers and
was taking feedback from them and was asking if there is any such product they could
not find so that he can try getting them.
He was also helping the customers by suggesting them products if they were not able
to decide which one to buy.
Annexures