Can on Project

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A

STUDY

ON

“A STUDY ON EFFECTIVE PERSONAL SELLING ON

CANON”

(Conducted on behalf of canon camera, Surat)

[From 5th February, 2012 to 25th February, 2012]

A Project Report submitted in partial fulfillment of the

requirements

For the award of the degree of

BACHELOR OF BUSINESS ADMINISTRATION

TO

VEER NARMAD SOUTH GUJARAT UNIVERSITY, SURAT

Submitted By:

KAKADIYA RAJESH H

T.Y.B.B.A. (Sem.–VI) Roll No: 15

under the guidance of

PROF. JAGRUTI PATEL

MR. VISHAL (SERVICE MANAGER)

Submitted To:

THE CO-ORDINATOR

BHAGWAN MAHAVIR COLLEGE OF BUSINESS ADMINISTRATION

VESU (SURAT)

1

BM COLLEGE OF BUSINESS ADMINISTRATION



I have undergone the project work at “CANON”. I have

collected the information, which is included in this report. I take

the opportunity to express the feeling of grateful towards Veer

Narmad South Gujarat University for the project work of

T.Y.B.B.A.

The co-coordinator of BHAGVAN MAHAVIR COLLEGE

OF BUSINESS ADMINISTRATION for giving me an

opportunity for project work at CANON and I also express my

guide Ms Jagruti Patel for his valuable guidance and help

throughout my project.

I really thank to Tomonori Iwashita (Managing Director

of CANON and also sales manager Vishal Sir for their co-

ordination and help in accomplishing my project report at this

moment. I am also very much thankful to all those who

supported me during the deed of the project work.

Yours faithfully

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Certificate

This is to certify that Mr. Kakadiya Rajesh Himmatbhai a Students of T.Y.BBA (6 th

Semester) Marketing having Roll No.15 has prepared project work on “A study on effective

personal selling on canon” under my guidance and supervision. His Project work has been

found satisfactory. I wish him future endeavors.

Date :

Place : Surat

Signature of I/c Principal Signature of Project Guide

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INTRODUCTION OF CAMERA INDUSTRY5




A camera is a device that records and stores images. These images may be still photographs or

moving images such as videos or movies. The term camera comes from the word "dark

chamber, an early mechanism for projecting images. The modern camera evolved from the

camera.

Cameras may work with the light of the visible spectrum or with other portions of the

electromagnetic spectrum. A camera generally consists of an enclosed hollow with an opening

(aperture) at one end for light to enter, and a recording or viewing surface for capturing the

light at the other end. A majority of cameras have a lens positioned in front of the camera's

opening to gather the incoming light and focus all or part of the image on the recording surface.

The diameter of the aperture is often controlled by a diaphragm mechanism, but some camerashave a fixed-size aperture. Most 20th century cameras used photographic film as a recording

surface, while the majority of new ones now use an electronic image sensor . The still camera

takes one photo each time the user presses the shutter button. A typical movie camera

continuously takes 24 film frames per second as long as the user holds down the shutter button,

or until the shutter button Introduction to Cameras.

The camera contains a sensor that converts light from the lens into electrical signals. These

signals are digitized into an array of values called pixels and processed by a Vision

Appliance™ to perform the inspection.

The resolution (precision) of the inspection depends upon the working distance, the field-of-

view (FOV), and the number of physical pixels in the camera's sensor. A standard VGA

camera has 640 x 480 physical pixels (width x height), and each physical pixel is about 7.4

microns square. From these numbers, resolution can be estimated for your "real world" units.

We usually specify resolution as a fraction of a physical pixel, as this is independent of your particular imaging setup.

The sensors used by machine vision cameras are highly specialized, and hence more expensive

than say, a web cam. First, it is desirable to have square physical pixels. This makes

measurement calculations easier and more precise. Second, the cameras can be triggered by the

machine vision system to take a picture based on the Part-in-Place signal. Third, the cameras

have sophisticated exposure and fast electronic shutters that can 'freeze' the motion of most

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parts. DALSA offers a full range of Area Scan and Line Scan sensors cameras that interface

with our Vision Appliance controllers is pressed a second time.

A camera in its barest form is simply a light tight container that utilizes a lens with iris, a

shutter that has variable speeds, and contains a sensitive piece of media, either film or a digital

sensor.

Many of today's latest cameras share similar features. The core features that are present are also

present on most cameras, new or old. Almost every camera has three variables of control that

are used to create a proper exposure. Those three variables a re Aperture, Shutter Speed , and

ISO . The aperture is the measurement of the iris inside of the lens. The shutter speed refers to

the amount of time the shutter remains open during the exposure. The ISO refers to the

sensitivity level of the film or digit al sensor. All three of these items use standard units of sure.

Every one of these units of measure is divided into 'stops.' One stop is equal to a whole unit

measurement of Light Value. The universal manual controls of most cameras Aperture units

are measured in f-stops. The common whole units available on cameras are: f1.0, 1.4, 2, 2.8, 4,

5.6, 8, 11, 16, 22, and 32. Each number is one stop brighter or darker than the one next to it.

Think of an aperture in side a lens like the pupil in your eye. It grows or shrinks based on the

amount of light that is in front of the camera in order to balance the exposure.

Shutter Speed units are measured in seconds. Common shutter speeds are 1 second, 1/2, 1/4,

1/8, 1/15, 1/30, 1/60, 1/125, 1/250, 1/500, 1/100 0. Each umber is one stop faster or slower than

the next to it. ISO refers to the international standard for the sensitivity of the photographic

medium. In years past, the same units were called ASA in the United States while Europe used

a different DIN system. Common whole ISO units of measure are 6, 12, 25, 50, 100, 200, 400,

800, 1600, 3200, 6400. Cameras perform best with the least grain or digital noise in the photos

at their lowest ISO setting. Ideally, you would always shoot at the lowest ISO value possible,

but ISO sometimes must be increased in order to keep the proper exposure level, such as when

indoors, or photographing in the evening.

A combination of these three numbers creates what is known as an Exposure Value.

Furthermore, a unit of measure called Light Value is broken up in one stop increments. Light

value is based off of an ISO value of 100. Common units of Light value are 0, 1, through 19,

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20. A Light Value of 0 represents the combination of f1.0 at 1 second for ISO 100. Each of

these three variables can be changed in your camera to create different effects on the photo, but

keep the same balanced light exposure.

Tripods come in handy when you need to hold the camera still in order to get a sharp photo.

Long exposures for landscape photos at dawn and dusk, sports, wildlife, or indoor photography

may require a tripod. The general rule of thumb is that your shutter speed needs to be 1/X of a

second or faster in order for you to hand - hold your camera and still get a sharp photo. X being

the focal length of your camera lens. If you have a 50mm camera lens, you should b e able to

hand - hold your camera at speeds faster than 1/50th second. Any speeds slower than that mayrequire a tripod or some means of stabilizing the camera.

PEST ANALYSIS

Political factors

Political factors for Corporation can be changed at any time. The Government holds the

power to change any policies and regulations which may affect at the time. The credit

crunch and the recession may become reduced, therefore resulting in better trades for

Corporation. However this also means that the same has occurred for’s competitors. This

means that must develop ideas on how to stay ahead of its competitors. The laws which

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can affect Corporation would consist of new international policies. Internationally the

Government may change or increase trading restrictions which would definitely change

the way works, because it needs to trade. The Government also has the power to change

minimum wage, tax, VAT etc. These factors must be concentrated on so that is prepared

for any major global changes. Also, minimum wage would also increase because reports

indicate that since 1999 it has increased from over three pounds to five.

Economic factors:

Currently the state of our economy is not in a good position. From all the historic

recessions, we are currently reported to be in the worst one. The economic growth has

shrunk which means that the growth of the economy is negative. The recession and the

credit crunch may be deducted over the next year. Economically, due to this many changes

can occur such as the interest and exchanges rates. Due to the recession being deducted in

the near future, exchange rates may also decrease, however steadily. must be aware of any

trading restrictions the Government has made. Since it is an international company the

exchange rates can be different to whichever country they trade with. If the exchange rates

in different countries have changed, would need to work out what prices are their products

being sold at and whether it would be worth it.

Social factors:

Corporation would be predicted to do well. The company has already gained a lot of

reputation because of the quality products and services they provide. Technology has been

improved by a mass majority. May even have new competitors which may impact on

them. Must ensure that they stay ahead of technology. They must be able to create

revolutionary equipment for people because that’s what their company would rely on to

stay alive. Companies such as Microsoft and Apple would also do the same. People have

trends which must learn so that they may create products which can relate towards them.

For example, many young adults tend to listen to music; therefore would create products

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After the founder's death in 1987, Samsung Group was separated into four business groups -Samsung Group, Shinsegae Group, CJ Group and Hansol Group. Shinsegae (discount store,department store) was originally part of Samsung Group, separated in the 1990s from theSamsung Group along with CJ Group and the Hansol Group (Paper/Telecom). Today these

separated groups are independent and they are not part of or connected to the Samsung Group.One Hansol Group representative said, "Only people ignorant of the laws governing the

business world could believe something so absurd," adding, "When Hansol separated from theSamsung Group in 1991, it severed all payment guarantees and share-holding ties withSamsung affiliates." One Hansol Group source asserted, "Hansol, Shinsegae, and CJ have beenunder independent management since their respective separations from the Samsung Group."One Shinsegae Department Store executive director said, "Shinsegae has no paymentguarantees associated with the Samsung Group."

In the 1980s, Samsung Electronics began to invest heavily in research and development,investments that were pivotal in pushing the company to the forefront of the global electronicsindustry. In 1982, it built a television assembly plant in Portugal; in 1984, a plant in New York;in 1985, a plant in Tokyo; in 1987, a facility in England; and another facility in Austin in 1996.In total, Samsung has invested about $5.6 billion in the Austin location – by far the largestforeign investment in Texas and one of the largest single foreign investments in the UnitedStates. The new investment will bring the total Samsung investment in Austin to more than $9

billion.

INDUSTRY GROWTH

Digitization has helped the growth of many consumer electronics products and digital cameras

are one of the beneficiaries of this technological advancement. The digital camera industry had

seen unprecedented growth in the recent past, but the global economic environment has slowed

its pace.

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One of the segments of the digital camera market – the single lens reflex (SLR) cameras, which

give photographers enough room for experimentation with interchangeable lenses - is growing

at a higher rate. Digital SLRs help achieve a broader range of quality photographs with better

image sensors and processors.

The popularity and acceptance of SLR cameras could be estimated from the fact that during the

year ended March 2010, global shipment of digital SLR camera reached the same level

achieved by the conventional film SLRs in 1981 with 7.5 million units. Digital SLR cameras

hold immense potential for growth in the future with the ease of their usage, digitization, major

innovations, diversity in product concepts, declining prices and growth in emerging markets.

Emerging markets especially China, India, and Eastern Europe are experiencing strong growth

in the sales of digital SLR cameras, while the growth rate has slowed in Japan and the United

States. Although the market for digital cameras is expanding, the profit margins of the overall

industry have been shrinking because of the fierce price war.

In the near future, growth of the digital camera market will be driven mostly by digital SLR

cameras. The current economic slowdown is expected to affect the shipment of compact

cameras or cameras with built-in-lenses. Further, as digital SLR sales are driving the camera

market, so are the dedicated accessories like interchangeable lenses. The market for

interchangeable lens is expected to grow as a result of the rapid market penetration of digital

SLR cameras.

The report titled “Digital SLR Cameras Driving Growth of the Digital Camera Market,”

analyzes the overall digital camera market. The major focus of the report is on the digital SLR

segment that holds immense business opportunities for camera makers in the near future. The

report assesses the factors that are driving the growth of this industry and also presents the

major trends being witnessed. It also analyzes the interchangeable lens segment that is

following the growth path of the digital SLR camera market. The competitive landscape of the

digital camera industry has been assessed keeping in view the overall digital camera market,

the digital SLR market and the interchangeable lens segment. Further, the major companies

operating in this industry have been studied and the future trends have been outlined in this

report.

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Mumbai, Maharashtra, January 24, 2012 Net scribes (India) Pvt. Ltd. a knowledge consulting

Solutions Company, announces the launch of its report Digital Camera Market in India 2012.

Adoption rate of digital cameras in India is rising steadily due to rapid growth of consumerism

and is anticipated to witness a dynamic growth in the near future. Currently, vendors in the

market offer their products under the 'Point and Shoot' and 'DSLR' segments. Primarily,

increasing disposable income especially amongst the youth working class and a surge in travel

plans amongst consumers is expected to further increase the demand for digital cameras.

Upcoming innovative and technologically advanced products such as mirror less cameras and

3D cameras are likely to gain acceptance amongst consumers which in turn will provide a

boost to the Indian digital camera market.

The report begins with a market overview, which provides an insight to the overall digital

camera market. It describes the primary reasons which are propelling the market forward. The

section also talks about the prevailing competition amongst major players and the market size

and growth figures in India in terms of revenue as well as total camera units. This section also

features Porter's five forces analysis of the digital camera market in India, thereby offering a

clear picture of the market scenario and market entry barriers for prospective new entrants.

This section is followed by the technology section which enlightens the readers about the

image sensors used in digital cameras for producing images. The sensors discussed in the

report comprise of CMOS and CCD sensors. The section enlists the working procedures and

advantages of these sensors, thereby providing detailed information about the Pros and Cons of

each individual sensor. Distribution model section of the report briefly summarizes the various

channels of product distribution, adopted by major players in the market to sell their products.

It brings forth the present marketing strategies put in place by the players so as to increase their

market reach and penetration.

Pricing strategy analysis of top three vendors in the market have been derived after an in-depth

analysis of the players concerned. The list generated after the research offers valuable insight

about the various lucrative segments in the market. This section also features a separate

analysis column which helps in clearly distinguishing the prime product segments on which

these vendors primarily emphasize on.

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An analysis of the drivers and challenges explains the factors leading to the growth of the

market including increased disposable income, declining prices, rise in e-commerce, increased

travel plans and growing inclination for digital cameras. Strong opportunity exists in the

market as increasing disposable income and higher consumption pattern drive the demand for

digital cameras. This coupled with the fact that the increasing travel plans and constant decline

of prices will lead to a developing market. Additionally, growing tendency to own a digital

camera and to be able to share images online will fuel growth in this market. The key

challenges identified are presence of grey market and emergence of Smart devices with camera

features. Basically, grey markets sell products prior to their official launch at comparatively

lower prices and hence consumers are attracted by the fact of getting the latest product first

hand, which in turn reduces the revenue generated by the overall market. The unprecedented

growth in adoption of smart devices capable of capturing high quality images is also a factor

hindering the full fledged growth in the market. A majority of the population still prefer

devices such as Smartphone’s as a substitute of digital cameras. The prime reason for this

tendency happens to be the common notion to own a multifunction product.

Trends identified in the market comprise of introduction of mirror less cameras, maintaining an

India specific product portfolio, providing attractive features and specific focus on a particular range of products. Some of the key players in the market have introduced the mirror less

cameras in their product portfolio. This segment has attracted a lot of attention as these

products have a comparatively lower body weight and are much more compact as compared to

bulky DSLR cameras and hence owing to the portability quotient, these devices are finding a

growing acceptability amongst both consumers as well vendors. It is also seen that most of the

major players in the market India specific product portfolio wherein they price their products

by keeping in mind the fact that India is a price sensitive country. Off late, the digital camera

market has also seen the emergence of products with attractive features such as swivel LCD

screens, direct image sharing over the internet, HD video recording and 3D imaging amongst

other. Players are primarily incorporating these attractive features so as to lure consumers and

gain a competitive edge over their competitors. Lastly, the key players in the market have

exhibited a common tendency to bank upon a particular range of products. They spend a

substantial amount of their operating expenses for the marketing of these products. This

strategy is primarily adopted so as to increase brand visibility and awareness amongst

consumers.

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HISTORY OF THE CAMERA

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The history of the camera can be traced back much further than the introduction of

photography. Photographic cameras evolved from the camera obscura, and continued to change

through many generations of photographic technology, including daguerreotypes, calotypes,

dry plates, film, and digital cameras.

The history of the camera is a very long one, from Joseph Niepce taking the first photograph to

the Kodak roll film camera to the c.d. being used as a digital image storing device. Below is a

detailed table which will take you through the development of the camera.

Year Event 1814 A Frenchman called Joseph obtained the first ever photographic image with

his “Camera Obscura”. This image was taken by having the shutter left open

for eight hours ad faded shortly after.

1837 The French artist Louis Jacques Mandé Daguerre took the first fixed image on

his Daguerreotype. This image did not fade and took less than thirty minutes

of exposure.

1841 William Henry Talbot patented the process of Calotype- which involves the

first negative-positive printing process making it possible to make multiplecopies of a picture.

1843 The first advertisement using a photograph is made in Philadelphia

1851 The Collodion process is invented by Frederick Scott Archer. This requires

only two or three seconds of sunlight exposure for the image to be captured.

1859 The panoramic camera is patented In Sutton.

1871 A man called Richard Leach Maddox invents a gelatin dry plate silver

bromide process-negatives are no longer needed to be developed immediately.

1880 Eastman dry plate company is founded.

1884 Flexible, paper based photographic film is invented by company “Eastman”.

1888 Eastman has another invention, the Kodak roll film camera.

1900 The turn of the century brought around the first mass marketed camera “the

Browning”.

1913-1914 The first 35mm still camera is developed

1927 Electricity company General Electric invents the modern flash bulb which

enables the photograph to be brighter or taken in dark areas and seen clearly in

the finished picture.

1935 Eastman Kodak starts selling Kodachrome film on the market

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1941 Eastman Kodak introduces Kodacolour negative film

1948 Edwin Land markets his invention, the Polaroid camera.

1954 Eastman Kodak develops hi-speed tri-x film.

1960 EG&G produces a camera that can withstand extreme underwater depths for the U.S. navy.

1963 Polaroid releases instant color film.

1968 The first ever literally “out of this world” photograph is taken. And we receive

an image of our planet taken from the moon.

1973 Polaroid develops one step instant color film, shoot and print with one click.

1978 Konica invents the point and shoot auto focus camera

1980 Sony publicly gives a demonstration of their newest addition to the original

camera, the camcorder.

1984 Four years later canon demonstrates their next big thing for many years, an

electronic still camera.

1985 Pixar releases a digital imaging processor.

1990 Eastman Kodak develops the photo cd as a digital image storing device.

This was the first picture ever taken by a camera:

This is the first Camera it was called a "Camera Obscura":

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PERSONAL SEELING

Personal selling is the process of communicating with a potential buyer (or buyers) face-to-facewith the purpose of selling a product or service. The main thing that sets personal selling apartfrom other methods of selling is that the salesperson conducts business with the customer in

person. Though personal selling is more likely to be effective with certain types of products or services, it has important applications for nearly all kinds of small businesses. In fact, most of

history's successful entrepreneurs have been skilled salespeople, able to represent and promotetheir companies and products in the marketplace.

Personal selling is one part of a company's promotion mix, along with advertising, sales promotion, and public relations. Advertising is any form of paid sales presentation that is notdone face-to-face. Television and radio commercials, newspaper and magazine advertisements,and direct mail inserts are well-known forms of advertising. Sales promotion is the use of incentives-such as coupons, discounts, rebates, contests, or special displays-to entice acustomer to buy a product or service. Public relations are the act of building up a company'simage in the eyes of the community in the hopes of translating the feelings of goodwill intosales. An example of public relations might include a company sponsoring a charity event.

Personal selling offers entrepreneurs both advantages and disadvantages in comparison withthe other elements of the promotion mix. On the positive side, personal selling allows thesalesperson to target the message specifically to the audience and receive immediate feedback.In this way, it is more precise than other forms of promotion and often has a greater persuasive impact. Conversely, personal selling cannot reach as many potential customers as advertising,

plus the cost of each contact is much higher. Another advantage is that personal selling can bean important source of marketing information. Salespeople may learn about competitors'

products, for example, or about emerging customer needs that may lead to the development of a new product. If the sales force is well trained-acting as problem solvers and advisors for

customers rather than using hard-sell tactics-personal selling may help a small business buildloyal, long-term relationships with customers.

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A small business may choose to use any or all of the promotion mix elements in selling its products. Deciding how to allocate resources for each component involves a number of factors.Some of the things entrepreneurs should consider when deciding on the ideal promotion mixinclude the type of product or service, the value of the product or service, and the budget

allotted for marketing.

When to Use Personal Selling

In general, if a product has a high unit value and requires a demonstration of its benefits, it iswell suited for personal sales. For example, an encyclopedia is a high-priced item and most

people do not feel they need one. After a demonstration, however, most people agree it would be a useful item to have. Therefore, encyclopedias are well suited to a promotion mix thatemphasizes personal selling. Highly technical products, such as computers and copiers, are also

primarily sold through personal sales methods. Products that involve a trade-in, likeautomobiles, are usually handled through personal selling to help facilitate the trade-in process.Finally, a company that cannot afford a mass-advertising campaign might consider personalselling as an alternative to advertising. Since sales force compensation is largely based onactual sales, personal selling may require less money up front than other parts of the promotionmix.

Sellers' Agents

One method that many small manufacturers and wholesalers use to reduce the costs of personalselling-which can be the most critical aspect of the promotion mix for these types of

businesses-is to hire an experienced selling agent. Selling agents are independent salespeople

who work under contract with one or more companies and are usually paid a straightcommission on sales. Hiring a selling agent allows a small business to save the time and moneyit would have to invest in recruiting and training an in-house sales force. In addition, an agentwith experience in selling similar products may provide readymade customers and quick entryinto a sales territory. Selling agents are particularly helpful for businesses whose productsexperience seasonal or fluctuating sales, since they are only paid for the sales they make.

The main disadvantages of selling agents are that they usually work for several different firms,so they are unable to devote 100 percent of their attention to any one client, and that it may bedifficult to retain the customers gained in this way once the relationship with the agent issevered. It is also difficult to control the selling methods used by agents, and they may not be

able to provide the service that some customers require.

Types of Sales Positions

There are many different types of personal sales jobs. A driver-salesperson merely delivers the product and has few selling responsibilities. An inside order taker-such as a sales clerk in aretail store or a telephone representative with a catalog sales company-takes orders from withina selling environment and requires some selling skills. In contrast, an outside order taker goesto the customer's place of business to take orders. Some selling skills are required in this

position, especially to establish new accounts. A missionary sales person, rather than selling anactual product or service, instead tries to make a customer feel good about the company and

products he or she represents. The pharmaceutical and liquor industries frequently employmissionary salespeople.

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A sales engineer might be found in technical industries such as computers and copiers. Salesengineers provide technical support, explain the product, and help adapt the product to thecustomer's needs. Finally, a creative salesperson may attempt to sell goods (such as vacuumcleaners or encyclopedias), but more often represents ideas, such as services (insurance) or

causes (charities). These salespeople usually deal with customers who are unaware of their need for the service or product, so they must possess the most developed selling skills of all thetypes of salespeople.

Steps in Completing a Sale

The many different types of salespeople all go through the same basic steps when making asale: prospecting and qualifying, pre-approach, approach, presentation and demonstration,handling objections, closing, and follow-up. Although training for personal sales forces mayvary from one organization to another, the majority of the training will include some version of these steps.

Prospecting and qualifying involve locating potential customers and finding out if they are in a position to buy. Prospecting, or lead-generation, can be as simple as asking current customersfor names of acquaintances who may also be interested, or as sophisticated as using a databaseor mailing list. Often the company provides leads, but a truly successful salesperson will also

be able to generate his or her own leads. Prospecting usually involves an element of cold-calling-that is, calling an unknown potential customer and introducing oneself and the product.After possible customers have been located through prospecting, a salesperson must qualifythem. This entails assessing their readiness and ability to buy. Personal selling almost alwaysrequires a salesperson to contact many prospects before completing a sale.

The pre-approach step involves researching the prospective customer-often another company.The salesperson may read up on the company, talk to other vendors, or study the overallindustry. At this stage, the salesperson will also try to determine the best time to make the salescall and establish sales call objectives. During the next step, the approach, it is crucial for asalesperson to make a positive first impression while introducing himself or herself, thecompany represented, and the product or service being offered. It is also important that thesalesperson listen carefully to the prospect and respond appropriately.

Once the approach has been made, the salesperson should be ready to launch into thedemonstration or presentation. Depending on the company and the product or service, there are

generally three types of presentations. The prepared or "canned" approach involves a tightlyscripted talk that is either memorized or read. The formula approach is less rigid. Depending onthe buyer's response to some carefully asked questions, the seller will go to a formula

presentation that he or she hopes will meet the customer's needs. The third presentation style isthe need-satisfaction approach, in which the seller tries to uncover the customer's needs, mostly

by listening. Presentations and demonstrations may involve any number of visual aids, such asflip-charts, or samples of the products themselves. One of the keys to a successful presentationis product knowledge. The more the salesperson knows about the product or service, the morerelaxed he or she will be, and the more able to answer questions, shape his or her presentationto address customer concerns and desires, and handle objections.

Handling objections is the next phase of selling. Almost every customer will present objectionsto making a purchase. A good salesperson is not flustered by these objections and handles them

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http://www.answers.com/topic/seller

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in a positive, confident manner. One approach to handling objections, used frequently withcanned presentations, is simply to acknowledge the objection then continue with the

presentation.

The next step in the process of completing a sale-closing, or asking the buyer to make a purchase-is often identified by novice salespeople as the toughest step. In fact, some newsalespeople are so reluctant to be perceived as aggressive that they never try to close the sale.Consequently, the customer may become annoyed and decide not to purchase just for thatreason. Customers must be given the opportunity to purchase. Salespeople need to learn to look for signals that a closing is appropriate. Common signals that customers give include askingquestions, making comments, leaning forward or nodding, or asking about price or terms.

The last step in completing a sale-following up-is often neglected, but is important for manyreasons. The follow-up, which can be done in person or by telephone, gives the customer thechance to ask questions and reinforce his or her buying decision. The salesperson can reviewhow to use the product, go over instructions and payment arrangements, and make sure the

product has arrived in proper working order. This step ensures repeat business, is a goodopportunity to obtain referrals, and increases the chances that subsequent payments will bemade.

Improving the Reputation of Personal Selling

Personal selling involves specific steps, requires training and experience, and employs somehighly talented people. Unfortunately, personal selling is also commonly perceived as being aless than reputable field of work. Unethical salespeople, aggressive or hard sell tactics, and

misleading sales pitches have made many buyers wary of personal sellers. Fortunately, muchhas been done to address this issue. Selling associations such as the Direct Selling Associationhave adopted codes of ethics that dictate standards of behavior that all members are to follow.Most organizations with personal sales forces also adopt their own codes of ethics that provideguidelines regarding the type of sales pitch that can be made, and the hours during which asales call may be made. Many companies also prohibit the use of misleading information or

pressure tactics to make a sale.

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RESEARCH METHODOLOGY

According to the Fred Kerlinger “Research is an organized inquiry designed and carried out to provide information for solving problems”.

SCOPE OF THE STUDY:-

Scope of the study is to know the attitude of people about pepe jeans through of different areas.Piplod,ghod dod road in Surat city.

Marketing research characteristics

First, marketing research is systematic. Thus systematic planning is required at all the stages of the marketing research process. The procedures followed at each stage are methodologically

sound, well documented, and, as much as possible, planned in advance. Marketing research

uses the scientific method in that data are collected and analyzed to test prior notions or

hypotheses. Experts in marketing research have shown that studies featuring multiple and often

competing hypotheses yield more meaningful results than those featuring only one dominant

hypothesis. Marketing research is objective. It attempts to provide accurate information that

reflects a true state of affairs. It should be conducted impartially.

More convenience. More comfort. Canon opens doors to the future and brings innovation to people's lives.

Increased beauty and precision. Greater speed and efficiency. Lower environmental impact.

Canon's technological innovations enable people to make use of a variety of images andinformation to freely express and reproduce their ideas and thoughts, anytime, anywhere.

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Blue Surface Emitting Laser (SEL)

Imagining the Future of Imaging

While imaging was the product of man's imagination, its progress prompted the developmentof culture, art and science, and made a significant contribution to the evolution of mankind.The cross-media imaging strategy that Canon pursues will further advance the imagingtechnology pursued by man. For Canon, imaging includes not only images but also documents.In this segment we provide an overview of imaging both as a 'visual recording of events' and a'recording of information by text' and explore the future vision and the possibilities of imagingtechnology as imagined by Canon.

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The Challenge of Developing Super Machine Vision

As humans, whenever we acquire visual information in the form of brightness, color, contrast,texture, structure, and the like, we can, based on experience, instantly analyze that information

to determine whether the object we perceive is large or small, an animal or another person, aman or a woman, dangerous or benign, and so on. This type of visual information is, however,generally very voluminous, and highly powerful, high-speed data processing is thereforerequired in order to analyze and assess this data, and to respond to it in a short period of time.

Leveraging autofocus technologies accumulated in the development of cameras and businessmachines and also making best use of the image recognition and data processing technologiesemployed in face detection and character recognition technologies, Canon is currently hard atwork in the pursuit of Super Machine Vision (SMV).

In 2005, the company launched its Robot Vision development project with the aim of making it possible to visually inspect laser printer roller components using robotic vision combining proprietary optics, imaging, and recognition technologies.

Following on from this, the SMV development project is further advancing the associatedtechnologies in order to realize intelligent robot vision that goes beyond the original goals. Thisenables robots to act beyond their programming, to, in much the same way as a human,autonomously sense changes in conditions around them, make judgments based on thesechanges, and also learn from acquired experience.

To this end, Canon has taken two approaches to SMV development, focusing on IndustrialMachine Vision and Monitoring Machine Vision.

Industrial Machine Vision Using Cutting-Edge Technologies

The aim of the Industrial Machine Vision approach is to develop vision systems for automatic production robots used in the assembly and inspection processes for a wide range of company products. Performing the same function as the human eye, the Illumination & Capture Unitemployed in these systems incorporates some of Canon's most advanced technologies.Meanwhile, the Processing Unit that operates as the brain of the system is packed full of

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recognition and image processing technologies accumulated over the company's long history.In order to realize intelligent learning capabilities, furthermore, the unit's algorithms have beendeveloped in line with Statistical Machine Learning - an approach whereby estimation andlearning are made possible through the analysis of statistical data.

3D CAD Design

Canon uses 3-D computer-aided design (3D CAD) to develop products. Besidesenabling the confirmation of positional relationships of componentsfrom all angles, CAD supports innovation through simulated functionand performance evaluations and the sharing of data between companydivisions.

Production Engineering Technologies

Production engineering technologies for next-generation manufacturing are as important asthose used in product development. These help realize fully automated production lines thatrun 24 hours a day year round, enabling in-house production of key components and

processing tools that provide new functionality, higher performance, and lower costs, as well ascutting-edge nano-order processing and measuring technologies.

Toner Cartridge Production System

Fulfilling Advanced Cost, Space, and Reliability Needs

Automating production systems is an extremely effective way to improve production speed and product quality while cutting costs. Aiming to make the company even more competitive,Canon endeavors to establish automated production lines that run 24 hours a day, 365 days ayear.

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Automated Toner Cartridge Production Line

Canon has automated several hundred processes required in the production of toner cartridgesfor Canon laser printers, from parts processing and assembly to inspection and packaging. One

of the technologies enabling this achievement is the Automated Moltopren Sealing Apparatusused to seal the toner. Moltopren, a sealing material formed from sponge and double-sidedtape, had been considered difficult to handle in automated procedures due to its susceptibilityto information caused by fluctuations in temperature, humidity, and tensile force. Drawing onits proprietary technologies, however, Canon completely automated the moltopren sealing

process, from the supply procedure to cutting, processing, precision sealing of containers, andinspection. A proprietary high-precision dispenser is also used to apply grease and other fluidsubstances. These production systems are uniquely developed and designed by Canon.Employing the latest technologies, including 3-D CAD, analysis simulation, and virtual reality,Canon is working to quickly create new production systems for use in production lines.Targeting the cutting edge of production technology, Canon is actively pursuing the realization

of fully automated production lines.

Can on Project

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