PROJECT

On

INSTITUTIONAL / CORPORATE

SALES

At

FERRERO INDIA

SUBMITTED TOWARDS PARTIAL FULFILLMENT

OF

MBA DEGREE OF IILM ISTITUTE OF HIGHER EDUCATION

ACADEMIC SESSION

2010-2012

By:-

Ira Jain

PG20101095

2010-2012

Acknowledgement

If words are consider to be signs of gratitude then let these words convey the very same. My sincere

gratitude to FERRERO ROCHER INDIA for providing me with an opportunity to do summer training, and giving

necessary directions on doing this project to the best of my ability.

I would like to thank to mention my special gratitude to Mr.Rohit Saini, & Mrs.Priya Dubey, my reporting

seniors for the much needed help and guidance during my stay in the company.

I would like to extend my deep sense of gratitude towards Mr. Vikas Tiwari for his guidance and help in

marinating excel sheets and presentations. I would also like to thank Mr Bhuvnesh Mahajan , Mr. Waris and Mr.

Rajesh Kumar for their humble support.

Declaration

I, Ira Jain of IILM INSTITUTE OF HIGHER EDUCATION do here by declare that the project

“INSTITUTIONAL/ CORPORATE SALES” is the project of my own knowledge and effort. No part of this report

has been submitted to any one at time before. It is presented before the partial fulfillment of PGDM/20010-2012

Ira Jain

PG20101095

Executive Summary

I did my summer project in Ferrero Rocher India. An attempt was made to learn the ways to make new

corporate clients for long term relationships. In my two months summer training I got field experience where I got

to interact with different corporate executives in Delhi/NCR and Noida and got a chance to use my marketing and

selling skills to convince them to have Ferrero Rocher as their corporate gifting product.

I was also given a chance to visit the various people linked with the distribution channel of the company with my

mentor. This widened by knowledge about the working of the company.

After the summer project I feel very energetic and enthusiastic as every part of it is filled with experience and

learning. My summer internship project has increased my co

nfidence levels and my understanding on how professional life is to be maintained. An important lesson learnt is

how to deal with the customer and convince them.

My internship taught me the different types of customers, their different requirements and ways to handle

them, different ideas that can be used to convince the client and working of distribution channel.

A questionnaire was made for the clients we met in the meeting to find the effectiveness of the program and for

making the statistical and graphical representations.

Ira Jain

PG20101095

Objective

Theory alone can’t groom a management student to a successful manage. To being emerge as a winner in this hyper

competitive environment one should have proper blend of both theory and experience. Summer training provides a

student an opportunity to apply theoretical knowledge in to the practical world. All this helps him/her to expand his

horizons of knowledge base.

The objective of my internship was to look for the prospective corporate and MNCs clients in the market who

undergoes corporate gifting, to contact them and finally to convince them to use Ferrero Products. This project was

about doing corporate sales and learning the convincing and selling tactics. I was also made to learn the

maintenance of data on Microsoft excel sheet. This is because my internship was not just a task for 2 months for the

company instead it was an initiation step of their entrance into B-2-B sector, therefore I was also told to keep the

record of all the companies I contacted and dealt with on an Microsoft excel sheet.

Brief History about Chocolates

Confectionery history has a record of at least 4000 years. When Egyptians displayed their pleasures on papyrus.

Sweetmeats were being sold in the market place in 1566 BC.Yet chocolate did not appear on the scene until the

ancient Aztec and Mayan cultures discovered the value of cacao plant. It is reputed to have originated in the

Amazon or Orinoco basin. Mayans and Aztecs took beans from the “cacao” tree and made a drink they called

“xocoatl”.Aztec Indian legend held that cacao seeds had been brought from paradise and that wisdom and power

came from eating the fruit of the cacao tree.

The word chocolate is said to derive from the Mayan “xocoatl”;cocoa from the Aztec “cacahuatl”.The Mexican

Indian word “chocolate “comes from a combination of the terms Chocó (foam) and atl (water);early chocolate was

only consumed in the beverage form. As part of a ritual in twelfth-century Mesoamerican marriages, a mug of the

frothy chocolate was shared.

Chocolate was first noted in 1519 when Spanish explorer Hernando Cortez visited the court of Emploror

Montezuma of Mexico. Prince Albert’s explosition in 1851 in London was the first time the united states was

introduced to bonbons, chocolate creams, hand candies i.e. called “boiled sweets” and caramels. Daniel Peter of

Vevey, Switzerland, experimented for eight years before finally inventing a means of making milk chocolate for

eating in 1876.

Chocolate is created from the cocoa bean. A cacao tree with fruits pods in various stages of ripening. Chocolate

comprises a number of raw and processed food produced from the seed of the tropical cacao tree. The seeds of the

cacao tree have an intense bitter taste and must be fermented to develop the favour.chocolate contains alkaloids

such as the bromine and phenethylamine,which have physiological effects on the body. Dark chocolate has recently

been promoted for its health benefits, including a substantial amount of antioxidants that reduce the formation of

free radicals. Chocolate has become one of the most popular flavors in the world. Gifts of chocolate molded into

different shapes have become traditional on certain holidays: chocolate bunnies and eggs are popular on

easter.chocolate coins on Hanukkah, Santaclaus and other holiday symbols on Christmas, valentine’s day,

independence day, republic day, marriage party, marriage aniversery.chocolate is also used in cold and hot

beverages to produce chocolate milk and hot chocolate

Ferrero Rocher

Ferrero Rocher is a spherical chocolate sweet made by Italian chocolatier Ferrero SpA, the producer of Tic

Tac, Kinder Surprise and Nutella. Introduced in 1982, the chocolates consist of a whole roasted hazelnut

encased in a thin wafer shell filled with hazelnut cream and covered in milk chocolate and chopped

hazelnuts.[1] The sweets each contain 73 calories, and are individually packaged inside a gold-coloured

wrapper. Rocher comes from French and means "rock".

Ferrero History

 

The driving force behind the global development of the Ferrero Group is Michele Ferrero. With his energy and

passion for creating new products using avant-garde ideas and technologies, Mr. Ferrero has revolutionized the

eating habits of millions of consumers the world over.

Thanks to the continued and valuable support of his wife Maria Franca, Michele was the first postwar Italian

entrepreneur to open offices and manufacturing plants abroad, transforming an Italian company into a true

multinational conglomerate.

The roots of this success can be traced back to the 1940s, when Michele’s parents, Piera and Pietro Ferrero,

succeeded in turning their pastry shop into a factory. This first turning point was achieved thanks to products

“invented” by Pietro Ferrero and his young son Michele using locally grown hazelnuts; and to the successful sales

talent of Giovanni Ferrero, Pietro’s younger brother.

Ferrero is now in its third generation. Michele and Maria Franca’s sons, Pietro and Giovanni Ferrero , head the

Group as Managing Directors; and the company continues to grow under their guidance.

Today , Ferrero remains a solid family owned company; and behind the brands, the balance sheets and the growth

of a multinational company, lie the past, the present and the future of an ingenious and tenacious family from the

Piedmont region of Italy.

The great leader of the Group’s development is Michele Ferrero. With the desire to make and create new products

with state-of-the-art ideas, he has revolutionised the food habits of millions of consumers.

Thanks to his consistent and efficient partnership with his wife Maria Franca, he was the first Italian manufacturer

after World War II to open production sites and offices abroad in the confectionary sector, turning the Company

into a truly international Group.

We have to return to the ‘40s to discover the roots of this success. These were the years when Piera and Pietro,

Michele’s parents, transformed a pastry shop into a factory.

These first and decisive steps forward were thanks to the products “invented” by Pietro Ferrero and his son

Michele, who was then very young. Another key to success was the effective sales network organised by Giovanni,

Pietro’s brother, who died in 1949.

And now Ferrero’s story has reached the third generation. Pietro and Giovanni Ferrero, sons of Michele and Maria

Franca, worked together at the top of the Group as Managing Directors for more than 10 years. In April 2011,

Pietro Ferrero Jr. tragically died in South Africa while working on a humanitarian mission, inspired and driven by

him, that aimed to extend the Ferrero Company Enterprises.

Today, Giovanni Ferrero continues to run the Company successfully, aiming to reach even more ambitious goals

and ensuring that the company inspiration and motivation that was so strongly shared with his brother stays alive.

Today, just as yesterday, it is a structure based on solid family values.

In short, behind the trademark, the turnover and the expansion of a multinational company, there is the story of a

brilliant and strong-willed Piedmontese family that gathers its extraordinary strength for growth from the Ferrero

Foundation’s motto: “Work Create Give”.

Ferrero Mission

 

High quality, crafted precision, product freshness, careful selection of the finest raw materials, respect and care for

our consumers. These are the Ferrero “key values” which have endeared our products to millions of consumers all

over the world.

Ferrero products are the result of unique and innovative ideas that become part of everyday traditions and, in most

countries, are considered true icons.

Ferrero also means caring about food safety, the environment, social issues within the local country where it

operates and commitment to its own human resources throughout the world.

Today, many Ferrero products are “global”, making Ferrero the fourth largest confectionary company in the world.

Ferrero’s distinguished characteristic is its “glocal” approach (think globally, act locally); that is a

Company vision focusing on international development yet adapting to local traditions and needs and giving back

to the local community.

Ferrero is also very committed to consumers and their needs. Over the years, Ferrero has built a mutual relationship

based on trust, experience, “feeling” and insight; an enduring loyalty that joints Ferrero with all its consumers

worldwide. It is this relationship with consumers that has been the core of our success.

Ferrero Varities

A range of Ferrero chocolates benefit from the advertising of the Rocher type. These different chocolates are sold

separately, and also as boxed collections of mixed types.

Ferrero Rocher – a whole hazelnut, coated in milk chocolate, surrounded by 'Nutella' filling, and encased in a

nut croquante.

Ferrero Rondnoir – a 'pearl' of dark chocolate, surrounded by a dark chocolate cream, encased in a croquante

and encrusted with dark chocolate Sprinkles.

Ferrero Raffaello – a half almond, surrounded by meringue and milk cream, encased in coconut wafer coated

with coconut flakes.

Ferrero Garden (Coconut) – a half almond, surrounded by coconut cream, encased in wafer coated with

coconut flakes, and topped with white chocolate icing cap.

Ferrero Garden (Lemon) – as above, but with lemon cream centre and flavouring, and lemon icing cap.

Ferrero Garden (Forest Fruits) – as above, but with strawberry & raspberry cream centre and flavouring, and

strawberry icing cap.

Ferrero Garden (Pistachio)[3] – as above, but with pistachio cream centre and flavouring, and pistachio icing

cap.

Ferrero Garden (Almond) – as above, but with almond cream centre and flavouring, and almond icing cap.

Ferrero Garden (Hazelnut) – as above, but with nutella-type centre, and a white chocolate icing cap.

Ferrero Giotto – a chocolate cream centre, within a wafer sphere coated with hazelnut pieces.

The Rocher always bears a golden coloured wrapper, the Rondnoir a dark brown wrapper, and the Garden a silver

wrapper with an illustration of the flavour under the name tag—for example, a strawberry, or a coconut.

KINDER CHOCOLATE

Kinder Chocolate (Kinder is the German word for children) is a confectionery product of the Italian chocolate

manufacturer Ferrero SpA; it is known in Germany as Kinderschokolade. The German offspring of Ferrero SpA,

Ferrero oHG mbH, also formerly known as Assia GmbH, founded in 1956, introduced Kinderschokolade to the

German market in 1967. In 1968, Kinderschokolade was then introduced to Ferrero's country of origin, Italy.

Within the following 10 years, Kinderschokolade was successfully marketed in the Mediterranean and Eastern

Europe and later across 4 continents.

NUTELLA

Nutella is the brand name of a hazelnut flavoured sweet spread by the Italian company Ferrero at the end of 1963.

The recipe was developed from an earlier Ferrero spread released in 1949. Nutella is sold in over 75 countries.

OTHER PRODUCTS BY FERRERO

CSR INITIATIVES AT FERRERO ROCHER

Environmental Policy

Ferrero is constantly working to improve the performance in energy efficiency and environmental impact of its

activities, at the same time giving careful consideration to product safety requirements and competitiveness. Our

attention to these issues is demonstrated, above all, by our ongoing efforts to raise our associates awareness about

managing the production processes with maximum energy efficiency, this includes the design specifications of our

system, which are always set to attain the highest standards of energy efficiency.

The Ferrero Group demonstrates its commitment by putting into effect the following measures:

a reduction in energy consumption and the sensible and increasingly efficient use of energy;

a reduction in fossil fuel consumption and, consequently, in greenhouse gas emissions;

the development of initiatives which are integrated with the local community, with the aim to achieve

greater synergy in the energy and environmental sectors as well as positive relations with local institutions;

the participation in research and technological innovation projects in collaboration with universities,

research institutes and private companies in order to develop experimental systems to find the most

promising technological solutions.

In the development of new products, we also look for maximum environmental compatibility in the packaging. In

particular, Ferrero supports the development of environmentally sound packaging solutions by considering the

entire packaging life cycle (from the origins to the end of cycle,

intended as recycling and/or re-use and/or energy recovery) and the impact that this can have on the food by

optimizing preservation and reducing food waste.

We are committed to reducing the environmental impact of packaging by adopting a strategy in the packaging

development and design stages that aims to optimise the main variables that influence the eco-sustainability profile

of materials:

Renewability: reintegration of resources used in the production cycle; use of materials obtained from renewable

sources, where possible.

Recyclability: development of new materials that are biodegradable and/or can be easily reintegrated into the

production cycle. Replacement, where technically possible, of composite or coupled materials with simple materials

that come from the same sources.

Reduction: downsizing of materials, reduction and/or elimination of over packaging when not justified by technical

and/or qualitative reasons.

Reuse: development of packaging solutions that can have other functional uses or be reabsorbed as such into the

production cycle, thus extending the average life of the item.

We monitor for continual improvement in environmental policy results throughout the entire procurement chain

from the production and purchasing of raw materials, to manufacturing processes, packaging, distribution and then

consumption.

Our associates receive the appropriate information and training in order to achieve maximum participation of

anyone in the application of Company procedures.

In particular, each associate must:

strive to use energy resources correctly and avoid waste through simple daily actions such as: turning off

lights and electrical equipment when leaving the work place, checking that water taps are closed and

printing documents only when strictly necessary;

Adequately separate waste materials to facilitate correct disposal and recycling.

Tools and strategies adopted

The Ferrero strategy is characterized by a range of investments and activities that comply with the principles of

sustainable development. In particular, we are committed to:

assigning a share of investment funds to the self-production of energy from renewable sources;

implementing environmental management systems certified according to the international ISO

14001 standards for continual improvement in environmental performance and organization;

identify the indicators and ensure the monitoring and control trends of Company actions in terms of

environmental impact;

adopting a system for the periodic monitoring of environmental indicators which ensures that performance

of the various industrial activities is controlled;

organizing activities to increase environmental awareness and training for associates with the aim of letting

everyone know about these initiatives and improving the level of competence and professionalism of

associates.

Social responsibilities

All Ferrero associates maintain relations inside and outside the Group with integrity, honesty and correctness.

Ferrero does not allow behavior that consists of directly or indirectly promising or offering money or similar

valuables to public officials and/or civil servants or members of their families from which the Company may derive

any advantage. In the same way, it condemns any behavior designed to obtain any type of contribution, financing or

other payout of the same kind from public administrations or international bodies, by means of altered or falsified

statements and/or documents, the omission of information or, more generally, tricks or scams designed to mislead

the institution in question. Gifts to government representatives, public officials and civil servants are permitted, if

allowed by the national legislation in question, if of a modest value which does not in any case compromise the

integrity and reputation of either of the parties and does not influence the independent judgment of the receiver.

Ferrero strives to make a positive contribution to promoting the quality of life, the socio-economic development of

the communities it operates in and the training of human capital and local ability while, at the same time,

conducting its own Company business in a way that is compatible with correct business practices. We respect the

cultural, economic and social rights of the local communities we work in and we contribute to their development

wherever possible.

CORPORATE GIFTING

A year of hard work, coupled with dedication, sure deserves to be rewarded. On the other hand, welcoming a new

client and silently staying conscious in their mind is never so easy. Enter corporate gifts!

Today’s corporate world strives on relationships and networking. In order to stand out and make your presence felt,

gifts are among the easiest and most accessible options. Most corporate gifts are embellished with the name; tagline

and logo of their company, helping them increase their brand value. Gone are the days when formal gifts were

limited to flower bouquets. Every year, the size of India’s corporate gift market grows. Companies are going out of

the way to lure both, their employees and business associates. To capitalize this lucrative business opportunity, gift

manufacturers introduce innovative gifts in the market. With increasing demand, comes the need for innovative

designs. Whilst designing gifts, the Indian culture must be kept in mind.

PRODUCT LINE

Though the concept of corporate and promotional gifting is on an all-time high, the product line is constantly

changing. For decades now, the most common material used to make corporate gifts is leather. Folders, visiting

card holders, planners, diaries, bags have ranked amongst one of the most sold items. Innovative gifts with utility

value are also in high demand.

The current trend of gifting has also veered from the traditional gifts to custom gift hampers, photo frames, candle

stands, chocolates, cakes, table tops, perfumes, watches, candle stands and lots more. High-end corporate firms gift

mobile phones, laptops and a variety of electronic devices. In today’s scenario, personalized gifts are preferred over

generalized ones. One advantage of personalized gifts is that the one who receives it tends to preserve it. That’s

what corporate gifting today aims at.

Gifting sweets on occasions has always been the benchmark of Indian tradition. However, with changing times,

chocolates have replaced the traditional ‘mithai’. Elaborating the trend of gifting chocolates as corporate gifts,

Floyd Pereira, Owner, Dark Temptations Cakes and Chocolates quips, Chocolates are considered an all-time

favorite. Since chocolates are liked by all, a number of corporate companies gift chocolates. Many of them

customize chocolate hampers, depending on the recipient. A variety of chocolates, when put together and packed

creatively, looks visually appealing as well.

 

BUDGET COUNTS

Every company perceives corporate gifting differently. With a variety of products available, the product rates scale

a vast range. Corporate gifting largely depends on the company’s budget. Corporate gifts are usually customized to

the company’s needs. Products can range from as low Rs 15 to Rs 1000, depending on the product. A few

companies gift electronic items as well, for which the prices are obviously high. The demand for wooden products

is also gaining demand. Most corporate gift manufacturers opine that, larger the number of gifts ordered, the more a

company can save up on. A number of corporate banks give out bulk orders which are customized as per their

needs. Most companies have vast budgets, especially when giving New Year gifts or Diwali gift. Assorted

chocolate hampers and roasted almond chocolates top the chart. A half-kilo box of assorted chocolates costs

approximately Rs 480.

Apart from building the corporate identity of a company, corporate gifting is a great way to express appreciation

and gratitude. Corporate gifting helps enhance goodwill. However, it’s not possible to measure the level of our

relation with the client after corporate gifting. It is an expression of our appreciation for the work done. And after

all, who doesn’t enjoy receiving gifts. Its important to make sure that the gifts are chosen carefully.

Much thought and time has to go into corporate gifting and all the companies seem to be hitting the search button to

‘gift it right’.

ADVANTAGES

There’s more to a business than simply equal give and take of payment in trade of a service or an item. To last in

the business, there is a need to apply more effort and present more than required to the customers. Giving of

corporate gifts to customers may just do precisely that.

Companies may not get anything monetary in value in giving customers corporate gifts, but they definitely drive the

business going and steady, sometimes much more than their items can.

Corporate gifts remind customers why they picked out the company to handle their transactions with. A corporate

gift received gives them the feeling of being exceptional and of being respected. Companies, in return, get things

that money can’t buy: the customers’ commitment and faith, brand consciousness creation, and goodwill

promotion.

There are lots of gift ideas you can choose from. You can choose the common given items, such as ballpoint pens,

mugs, note pads, kitchen magnets, and planners. Although they are viewed as uninventive by some, they serve their

function. Because they are the most useful and the most omnipresent items, the company’s logo and brand are often

seen and carved in people’s heads.

Companies likewise need to think outside the box ideas in order to be current. Unusual corporate gift tokens like

bobble head figurines, kitchen items, cosmetic kits, bath essentials, and mini game items also suggest that they are

innovative and creative.

Because clients almost never reject corporate gifts, the name and logo of the company that are engraved on the

tokens are quickly spread around. That’s one way of promoting the company without the expensive cost of TV and

print ads.

The items that you give away to customers, those gifts that have your name and logo etched, boost the profile of

your business. This is because people who see your logo are constantly reminded of your business, which means it

produces awareness and recognition of your products or services.ccc

Corporate gifts should first and foremost build goodwill relationship between the company and its clients. By

ensuring that you have the customers’ loyalty and trust first, growth in awareness and sales will naturally follow.

With the ever increasing challenges and competition faced by business organizations and companies, many

business houses have started using several techniques to elevate shareholder value and corporate earnings. Most of

these business organizations, today, have discovered the importance of corporate gifts and corporate awards.

From the client to the front lines to the boardroom across the country, corporate giveaways and awards offer many

benefits to improve the performance of an organization. Gifting these corporate awards you are not only showing

your gratitude towards your employees but also thanking them for the dedication and hard work.

There are many benefits of presenting corporate presents to potential clients and employees working in an

organization. Following are few benefits of giving corporate presents:

You can easily inform the target market about the new product launched by your company. If the product

introduced by your company has some new features in it and you are longing to occupy a lion share in the target

market then it is great to offer customers something along with the brochure.

Build Brand Loyalty:

If your customers like free gift items, there is high possibility that you may notice repeated sales of that particular

product. This in turn will help in building a greater brand loyalty towards the product introduced by your company.

Creates Brand Awareness:

These corporate presents imprinted with the name, logo and message of your company helps in creating brand

awareness. If you are a newbie in the market and want to make your presence felt then distributing gifts is a perfect

idea to attract the attention of customers towards your product or company.

Retains brand image:

Corporate presents help in retaining brand image in your potential customer or client's mind for a long time. Gifting

products such as desk calender, pen, mouse pad, umbrellas, etc. with a logo and name of your company imprinted

on them reminds them about your brand every time they use it.

Attracts new customers:

It is important for a business organization to learn how to retain their old clients. Giving them free gifts along with

warm and good wishes during festive season help you to continue business with them for a long time.

With so many benefits associated with corporate presents,you should definitely use them for promoting, marketing

and retaining the brand name of your company in your potential customers mind.

MOSTLY USED ITEMS FOR CORPORATE GIFTS

Other major products used in corporate gifting apart from sweets and chocolates are as follows:

Imported multipurpose Knives( Swiss made)

Imported Pens

Torches,

Faber Castell Items

Transparent pens

Key chains

Jars

Apparel

Automotive Products

Awards

Badges

Bags and Totes

Beverage Products

Cell Phone Accessories

Clocks

Candles

Computer Accessories

Desk Accessories

Eco-Friendly Products

Food Gifts and Coffee

Golf Products

Logo Cookies

Magnets

Norwood Products

Advertising Bags

Advertising Calendars

Advertising Caps

Advertising Clocks

Advertising Novelties

Advertising Tags

Badge Reel

Corporate Silver Gifts

Custom Printed Bags

Desktop Gifts

Engraved Key Chains

Jute Promotional Bags

Key Rings

Leather Corporate Gifts

Mini Mirror

Name Card Case

Novelty Keychain

Promotional Bags

Promotional Balloons

Promotional Ballpoint Pen

Promotional Clock

Promotional Clothing

Promotional Displays

Promotional Kitchenware

Promotional Leather Goods

Promotional Mug

Promotional Pen

Promotional Polo T-Shirts

Promotional Sports Bags

Promotional Sports Caps

Promotional Steel Products

Promotional Watch

Promotional eye Wears

VARIOUS PHASES IN MAKING SALES

1. Selecting a prospective customer

In this step we look for the companies who are successful enough and undergo various activities like corporate

gifting, corporate social responsibility etc. here we basically looked for the major companies in Delhi, Noida and

Gurgaon.

This step was a crucial step because prior to making a call we should be confident enough that the company is

looking for a large number of packed gift items.

After the call, the next step I am left is of looking for the contact number of the person concerned. Although my

company gave a huge excel data which contained large number of companies that are successfully running in Delhi

and NCR region with their contact number and person concerned. But most of the times the telephone numbers

were changed for which I needed to rely upon the internet and just dial facility.

2. Making a call

In this step we make a call to the prospective customer we have selected. Call making is extremely important

because it is the first interaction with the customer and this conversation will highly effect the chances of turning

this customer into the client.

There were various point that we had to keep in mind while making a call.

It was of prime importance that we knew our product well. Any question if asked about the product has to

be answered properly because if not it will effect the client-making process in negative way.

While having conversation, proper language and etiquette is required.

The meeting should be set at the nearest time log available and convenient time should be allotted according

to the customer.( Time and Date of Call: Look at your watch at the beginning of the call and write down the

time and date. This allows you to track how long your first contact lasts, and it gives you a point of

reference for later calls)

It is of extreme importance to record the name of the representative of the company and his designation.

Record all the essential information you got while making a call. This can be used for later reference.

If the company or the customer is not willing to buy the product right now then take their email Id and mail

them the quotation and the description of the product so that they can take reference of this mail while

making their purchase decisions.

3. Setting up a meeting

Follow up after a call is of extreme importance. Therefore we needed to make sure that a meeting was set because

that raised the chances of getting sales even more.

Few points that are needed to be kept in mind while handling a meeting are as follows.

The attire wore should be completely formal. Because it not just gives the sense of corporate personality to

your self but it also has an impact on the customer.

Being on time is another crucial factor that is of extreme importance but if not reached on the meeting on

time it would ruin the impression and the image of the company.

Giving the chance to customer to talk is also important. Also while talking don’t keep on persuading the

customer rather tell him the advantages of the product and benefits of the deal.

After the deal has been done talk about something not-related to the deal e.g. About their company etc. It

would help in making a better client relationship.

Even if the company is not willing to purchase the product right now or is not giving any final words then

take his email Id and mail him the quotation and product description so that he can acknowledge this mail

later on when he is making a decision.

4. Making the sale.

If the customer is interested in the product then there are extremely high chances of getting the sales.

First few questions that he would ask would be- what benefit would I get? How much discount? Will it be a speedy

delivery? Will the product be available to them at any point of the year, if they can avail any free packaging service

and what king of packaging services are available.Etc.

To ensure that every question in answered appropriately, we needed to be properly equip with the information and

answers.

We needed to learn complete chart of discount that can be given at a particular number of products purchased with

complete knowledge of distribution channel and service system.

There are various offers which were available at Ferrero which somewhat compelled the customer to buy the

product like:

Good discount

Free packaging

Speedy delivery service

Availability of product through out the year

Freshest chocolate boxes (just a month old)

Exchange of the chocolate box in the case of any damage

Free delivery service

New offers during festive season

All these facts were good enough to make the customer atleast consider the option buying Ferrero Rocher.

5. Ending the deal

If the customer is ready to buy the product then we needed to ask him for the payment method. Usually we

preferred payment on delivery and post-dated–cheque. But sometimes changes to this method were made according

to wishes of the customer (only if the customer is extremely reliable and successful. E.g. BMW wanted to pay for

the product with 1 month credit and it was allotted as this customer is a highly valued customer)

Email ID of the customer is taken to be in touch with them regularly and to keep them updated about the new

schemes and new offers that are available to them.

After the deal has been done, talk about something not-related to the deal e.g. about their company etc. It would

help in making a better client relationship.

6. Sending the delivery

It is of extreme importance to deliver the product on time and on the specific date as told by the customer. This is

because late delivery and improper service has a bad impact on the image of the company which can effect the

business relation with the client.

Ferrero has a good distribution system across Delhi which ensured proper delivery of the product on time.

Companies Which We Called During Internship

BMW mathura road

embassy of spain

eicher goodearth

ranbaxy

swaroski group

dicovery

gobbs kay india

earnt and young

fujitsu india

australian high commision

embassy of greece

ginni international

embassy of UAE

mitsubishi

italian trade commision

newzealand high commision

singapore embassy

french embassy

switzerland embassy

toyota tsusho

uss embassy

itc limited

Archies

ferns and petals

audi mathura road

Papam flower gifting shop

farenheit moto nagar skoda

Vlcc

asian motors najafgarh road

honda globus motors

wedding caterers

toyota

teleste india

harpreet ford moti nagar

BMW moti nagar

Canada embassy

kingfisher

motorola

capital IQ

sony erricsson

Dell

Wipro

Oracle

thought work

ciena india pvt ltd

KLG systems

punj lloyd

Bechtel india

flour daniel india

foster wheeler india

Fashion house

UOP india pvt

technova india

efunds gurgaon

ibm daksh grgn

convergys

progeon infosys bpo

accenture services

mphasis noida

wns global servises

Companies who brought sales

Ferns and Petals : Rs 400000 per month

BMW Mathura road : Rs 11500 per month

Total Sales Made= 411500 Rs per month

Graph explaining companies called, companies met and companies who became clients.

Out of All the companies we met 30% agreed to give sales

70%

30%

companies whom we metbut no sales

companies finally who gavesales

Companies already using ferrero rocher

40%

60%

already using ferrero Rocher

new users

why companies wanted to buy ferrero

10%

30%

10%

50%

corporate gifting

wanted something new to try(harpreet motors)

annual celebrations

needed in their own businessprocesses

Distribution of ferrero rocher sales wise

51%34%

1%

10%

T-16

T-24

T-30

T-3

percentage sales of Ferrero Products

0%

10%

20%

30%

40%

50%

60%

Ferrero Rocher kinder Joy Tictac Nutella

Series1

Major Competitors In Market

Sentiments… A Corporate State Of Mind

Total Gift Corporation

Asian Agencies

Promotional Items Delhi

Exalon Promotion

Ferns And Petals

Corporate Gift Mart

Indi crafts

Jolly Paper Products

Balaji Time Square

Corporate Gifts India

Difficulties faced in making sales

Most of the times a client would ask why he should go for such an expensive gift product when a Cadbury

chocolate worth rs 100 can work the same. This question is expected from middle level firms as they have a

tendency to save the expenses as much as possible but the higher and successful companies goes for a quality

product therefore such questions are not unusually asked there. When such questions are put in front we usually

explain to them how this product is no1 in Europe and no. 3 worldwide and that we serve quality. This needs a lot

of consoling and persuasion to make the customer finally agree to the product.

Other corporate gifts that are highly prevalent in the corporate world are wallets, paperweight, pens with Pen

holders etc. the advantage of such gifts are that they stay for a long term where as chocolate is a perishable product

which makes it a little forgettable.

The companies which order large number of product usually ask for heavy discount which sometimes get a little

uncomfortable. E.g Ernst and Young wanted 5000 pieces of product but with huge discount scheme.

Sometimes while making a call, customer will keep on procrastinating the meeting time and would not set up a

meeting. And neither would he say no to the deal, thus confusing us with their willingness to buy.

Few companies also wanted different payment method then desired by our company. We preferred payment on

time and post dated cheques but few companies wanted to pay on credit.

Sometimes calling through out the day with no successful outcome brought lot of pressure and stress. Also only

calling used to make the job monotonous and dull which itself was threatening.

Learning From My Internship

In past 2 months of my internship I learned various aspects of marketing and client-making.

From calling etiquettes to convincing techniques, from being presentable at the meeting to making good relation

with the client everything was properly taught to me by my mentor.

I learned how important it is to answer every query of the client to make a profitable.

I was taught at my internship that how important it is for a company to uncover all the hidden areas of making

sales. Corporate sales started after I joined the company. Before my internship only retail and traditional sales were

happening. This is because Ferrero Rocher is very new to India, it has only been 2 years that Ferrero Rocher entered

India and in this mean time it majorly focused on traditional sales and distribution channels. Now that much of area

has been covered under traditional sales, it is focusing on b-2-b sales. We were told to maintain a complete excel

sheet and a complete record of the companies we contacted so that after our internship, the company can continue

with the work we have started. We were told that we are initiating a whole new project for the company which

definitely increased the pressure of being a good performer on us.

Apart from just making a good call, corporate meetings too was a great learning. I learned how important it is to be

formally presentable and properly equip with the data and information about the company and the product.

During the corporate meeting I learned that customer will be willing to buy the product only if deal sounds

profitable and convincing to him. He wants it all on his terms. Therefore it is of extreme importance to convince

him about the benefits of this deal.

I learned that to have a good convincing power, you need to have good communication skills and knowledge. Also

confidence is of utmost importance, this is because if you are not confident enough then the customer will not be

convinced.

I also learned that it is extremely important to have good business relation with the customer .this is done by

sending mails regularly and by asking the customer if he is having any doubt or is facing any kind of difficulty with

the services.

Apart from this, my internship also explained me how important it is to treat every customer with equality even if

he is not from as big and as successful company that I contacted before. Also I was aquatinted about the various

distribution channels of the company and their working which taught me about the complexities of an organization.

Since I got the opportunity to visit various companies like discovery, ferns and petals, BMW etc it helped me

highly in increasing my confidence in handling corporate meetings which will highly benefit me in my future.

I got the exposure to meet high profile executives of various companies which boosted my moral and confidence.

I also learnt a whole lot about various personal level problems faced by employees of the company and what all an

HR manager does to maintain the office decorum and solve this problem so as to keep the working of an

organization unaffected.

I could relate my academic study to the real working processes, which benefited me to a greater extent than is

possible with traditional academic instruction. I learned from real problems and in real situations.

I was also given a chance to meet the various distribution channel members with my mentor. This was a great

opportunity to actually learn the working of the company. we met the caterers of various different companies and

conducted a meeting with them to place Ferrero product in their canteens as well. This was a great learning

experience for me as I learned how distribution channel member are convinced and handled.

Benefits Of The Program

In retrospective, I can say that I benefited more from the internship program than I thought i would be. It helped me in following ways:-

Having a rare opportunity to use the knowledge and skills that I had acquired back at the college to provide

better results during y internship which gave me the sense of confidence and self belief.

Career-wise, the internship programme undoubtedly enriched my curriculum vitae (CV). Also, having

gotten a chance to interact with tremendously .helpful and talented employees of the company.

The internship programme gave me a chance not only to work with company but also gave me an

opportunity to visit various successful companies which further improved my professionalism

Working with people from different corporates was a rare chance that you can’t easily get from any other

organization. Therefore to me this was another opportunity to socialise and improve my proffesional

contacts.

To conclude, I can state that my internship was a rewarding experience and provided me with some new

perspectives that I did not come across during my studies in the college. I also have to stress that my colleagues at

the Ferrero India contributed greatly to making my stay there a very enjoyable one. Particularly, working together

with them was a true pleasure and their faith in my abilities was a real source of motivation to date

Questionnaire

1. Is the customer aware of ferrero rocher chocolate box?

a. yes

b. no

2. Are they willing to buy the product?

a. yes

b. no

3. Are they already using Ferrero product?

a. yes

b. no

4. What is their main agenda?

a. getting better discount

b. getting quality product

c. speedy delivery

d. other

5. why are they interested in buying Ferrero?

a. corporate gifting

b. employee of the month

c. annual celebrations

d. festivals

e. other

6. Were they more inclined towards the discount available?

a. yes

b. no

7. What is that they like about Ferrero ?

a. high quality product

b. represent high class

c. its taste

d. other

8. What were they using previously for corporate gifting?

a. Ferrero

b. Other chocolate or Indian sweet product

c. Non eatable gift product

d. Other

9. What was the reason behind sales not happening?

a. wanted extremely high discount rate

b. were not happy with the product

c. wanted to order later during the required time

d. wanted to consider other options as well

e. other

10. were they interested in packed Ferrero Rocher box?

a. yes

b. no

Recommendations

Most important step that Ferrero India Pvt Ltd must follow to improve its position is the market is to create its own

personalized website. It not just helps in the promotion of the company but also ensures the authenticity of the

company.

Apart from this company should also employ particular group of the people who will handle the complete corporate

sales and distribution channel for this purpose.

Better brochure should be provided to the employee when he is visiting a high profile company because it lays a

good impression on the company. Also it is something tangible that a customer can keep with himself.

Also distribution channel particularly for the corporate clients should be increased. Various measures should be

taken to increase the contacts with the caterers of the different companies and various other distributaries.

T3 Ferrero chocolate (smallest pack) should also be gifted and opened for tasting purposes during the meeting so

that they oblige and are more convinced to buy the product. This act will highly enhance the chances of making the

sales.

Someone should be appointed by the company who would handle all the mailers and the email account of the

company and will mail the prospective customer with the brochures and the pamphlets explaining the offers and

schemes available.

BIBLIOGRAPGY

BOOKS REFERRED TO :

The True History Of Chocolate by Sophie D. Coe

WEB SITE CONSULTED :

www.ferrerochocolatesusa.com

www.ferrerousa.com

www.ferrero.com

www.chocolatemonthclub.com/chocolatehistory.htm

www.green-organic-world.com/history-of-chocolate.html

small-biz-center.blogspot.com/.../benefits-of-corporate-gift-giving-can.html

uberarticles.com/.../corporate-gifts-why-they-are-essential-in-business

Chapter ContentDeclaration

Acknowledgement

1. Executive summary

2. Objective

3. Company profileBrief history about chocolates

Ferrero history

Ferrero mission

Ferrero varieties

Other products by ferrero

4. Csr initiatives at ferrero rocher

5. Corporate gifting

Mostly used items for corporate gifts

6. Various phases in making sales

Selecting a prospective customer

Making a call

Setting up a meeting

Making the sale.

Ending the deal

Sending the delivery

7. Companies which we called during internship

8. Difficulties faced in making sales