Category: COMMERCE & MANAGEMENT BLOG

Ability to feel
The salesman with poor empathy. He aims at the target as best he can and proceeds along his sales track; but if his target—the customer—fails to perform as predicted, the sale is missed.
The salesman with good empathy. He senses the reactions of the customer and is able to adjust to these reactions. He is not simply bound by a prepared sales track, but he functions in terms of the real interaction between himself and the customer. Sensing what the customer is feeling, he is able to change pace, double back on his track, and make whatever creative modifications might be necessary to home in on the target and close the sale.
• 44% of sales people give up after one “no”
• 22% give up after two “no’s”
• 14% give up after three “no’s”
• 12% give up after four “no’s”
It means just 8% of salesmen request for the order a fifth time and rest 92% give up.
Intensive Knowledge: Salesmen must possess comprehensive and intensive knowledge of products to be sold by him like technical and semi technical nature of product, product knowledge is the key factor of success.
Competitors Knowledge : Keep the eyes open on the competition like what they are offering, can help you to make your products, services and marketing stand out.
Communication Skills: Being able to communicate effectively is the most important of all life skills so to become a good salesman it is must.
Good listener: Only a good listener can be effective communicator.
Customer is always right Attitude: Convince customers that they will get good service at this company and Convince employees to give customers good service.
Never contradict with prospective buyer and always say Sir you are right.

If the Internet is anything to go by, India’s technological and economic growth has moved into the top gear. With more India’s online shopping registering a phenomenal 100 per cent annual growth, many retail chains and consumer durable companies are joining the Web bandwagon to tap the e- shopping market.
When the concept of ‘Online Shopping’ was at a rudimentary stage and e-commerce firms were just developing, the inability to deliver fast was one of the major obstacles to attaining success in the industry. The scenario has undergone massive metamorphosis since then, owing to the rising competition and increasing awareness among customers.
According to Google, India has more than 100 million Internet users, out of which around half opt for online purchases and the number is growing every year. With such a large market size, companies, right from retail shops to consumer goods, are entering the Web space to attract potential customers. Even traditional retailers like Shoppers Stop, Westside and Pantaloons are looking at the online shopping space for growth.
According to the Associated Chambers of Commerce and Industry of India (Assocham), the size of the online retail industry is expected to touch Rs 7,000 crore by 2015, up from Rs 2,000 crore now, at an annual growth rate of 35 per cent.
According to industry leaders, portals offering daily deals and discount offers with good delivery services attract the largest number of online shoppers. Discount cards offer 15-90 per cent discounts on deals from about 2,000 dining, movie and retail chains in various cities – for movie tickets, dining and hospital bills or for shopping for local brands. People are not only using the Web to book air tickets and movie tickets but also do not hesitate in placing orders for mobiles, laptops and other consumer electronics and home appliances. Keeping in mind this growing potential, not just large brands but even general retail chains are upgrading their sites for ecommerce, making it more convenient for customers to place online purchase orders.
According to eBay, Indian online shoppers remain brand savvy, even when they are shopping online. The eBay India Census has found that brands such as Sony, Nokia, Samsung, Apple and Reebok continue to top buyers’ charts. Category-wise lifestyle products, such as cosmetics, jewellery, watches, fashion products and fitness equipment contribute over 45 per cent to eBay’s sales in India.
India first came into interaction with the online E-Commerce via the IRCTC. The government of India experimented this online strategy to make it convenient for its public to book the train tickets. Hence, the government came forward with the IRCTC Online Passenger Reservation System, which for the first time encountered the online ticket booking from anywhere at any time.
After the unpredicted success of the IRCTC, the online ticket booking system was followed by the airlines (like AirDeccan, Indian Airlines, Spicejet, etc.). Airline agency encouraged, web booking to save the commission given to agents and thus in a way made a major population of the country to try E-Commerce for the first time.
The acceptance of the ecommerce on a large scale by the Indian people influenced other business players also to try this technique for their E-businesses and gain high profits. Though online shopping has been present since the 2000 but it gained popularity only with deep discount model of Flipkart. In a way it re-launched online shopping in India. Soon other portals like Amazon, Flipkart, Jabong, etc. started hunting India for their businesses.
The Key drivers of in Indian ecommerce have been:
• Increasing broadband Internet and G penetration.
• Growing Living standards
• Availability of much wider product range
• Busy lifestyles and lack of time for offline shopping
• Increased usage of online categorized sites
India’s eCommerce market, which was at 2.5 billion in 2009, reached $8.5 billion in 2012 and now it is estimated to reach $20 billion by the end of 2015. The survey also estimates that the country’s eCommerce market to reach $56 billion by 2023, driven by rising online retail.

The Vyapam Scam (Hindi acronym of the Madhya Pradesh Professional Examination Board (MPPEB) scam) hits headlines recently, when Akshay Singh, a reporter with a news channel collapsed while interviewing parents of a medical student, who found dead three years ago. Till now approx. 48 people (unofficial figure) have died who are directly or indirectly related to and/or linked with the said Scam. Now questions stems from the unexplained deaths, as the state government itself has admitted that more than 20 people who were involved into the probe had died unnaturally.

The MPPEB, popularly known as “Vyapam”, is a self financed autonomous body, responsible for conducting various entrance examinations in the Indian state of Madhya Pradesh, for recruitment to various state government jobs and also for admission in various government and non-government educational institutions in the state of Madhya Pradesh.

So now the question arises as to what the Vyapam Scam is all about. The Vyapam Scam is an admission and recruitment scam involving senior bureaucrats, politicians and businessman of the state of Madhya Pradesh. The financial and administrative irregularity in conducting the said examinations was first reported in the mid 1990’s which further turned up into filing of a FIR in the year 2000. The scam is related to offering of high marks to the undeserving candidates against acceptance of kickbacks from them. It is alleged that many of the senior politicians including then education minister of M.P. had accepted the kickbacks from some undeserved candidates and offered them high marks in the entrance examinations. But no strict action was taken by the government against the culprits until 2009.

It is in the year 2009, when major complaints surfaced in the pre-medical tests, an Indore based RTI activist Mr. Anand Rai, filed a PIL, requesting the investigation of the matter and pursuant to that PIL a committee was formed by the state government to probe into the matter. The said committee submitted its report in the year 2011 and found over 100 people guilty for causing financial and administrative irregularities in the entrance test to give undue benefits to some candidates belonging to rich families against some kickbacks. The colossal scale of the Vyapam scam came in to light in the year 2013, when STF found 17 peoples, impersonating the PMT candidates against the huge money received from them. Later on during the investigation STF had come to know that these scamsters had rigged five entrance tests involving the PMT entrance test and found that more than 250 candidates was selected through fraudulent means. Since 2012, around 2000 people have been arrested by the Local Police and STF, involving then education minister and bureaucrats. In the year 2015, STF found evidence against the State Governor for criminal conspiracy in rigging up the entrance examinations conducted by the MPPEB or Vyapam.

After the allegations made against the state Governor, the CM of the state had moved to the High Court, requesting the Court to hand over the probe to the CBI, which the High Court duly accepted and ordered for the CBI investigation. Now at this present time what is needed is an independent and complete investigation into the swathe-up and the wider conspiracy, if any, behind these deaths. It is needed to be determined that whether these were engineered to protect someone.

In June with announcements made in budget 205-16, Govt. is making necessary planning to fund and amount of Rs. 20, 0000 crores in National Investment & Infrastructure Fund (NIIF). Govt. is planning to invest some of the dividend income from Public Sector Undertakings in this fund. The estimated income from dividends during the year 2015-16 is budgeted to Rs. 36174 crores. For the time being, it is planned to invest Rs.15000 crores out dividends likely to be received from two rich companies like ONGC & Coal India Ltd. Remaining Rs.5000 crores is likely to be given by central government in the NIIF.
NIIF funds will be used to raise debts and inturn to be invested as equity in infrastructure finance companies such as Indian Railways Finance Corporation and National Housing Bank.
Government has recently announced investment in 100 planned smart cities and new urban renewal scheme for which funds would come from centre, states and public sector undertakings. Few days back, cabinet has approved a sum of Rs. 1 Lakh crore in next five years for 100 smart cities.
If funds available at NIIF are properly used/invested and amount allocated for 100 smart cities is properly utilized in a planned manner, face of our country in the world could be changed to a great extent.

According to the World Bank’s projections, India would be the fastest growing major economies of the world in the year 2015. It was revealed in Global Economic Prospect report on 11.06.2014 by Chief Economist and senior vice President World Bank. During the quarter January-March 2015, Indian economy could grow at 7.5% against China’s 7%. The World Bank has estimated that India’s growth rate in calendar year 2015 would grow at 7.4% against China’s 7.1%. The Govt’s economic survey had projected India’s growth rate between 8.1% to 8.5% in 2015-16. However, World Bank has projected India’s growth rate at 7.9% in 2016-17 against China’s 7.4%. However in 2015 and in subsequent years, India’s growth rate would be overtaking that of China.

According to Global Financial Services Major i.e. city group has estimated still a higher growth of India in 2015-16. As per its estimates, India GDP growth rate is likely to revived to 7.9% in 2015-16 and 8.1% for 2016-17. This is possible due to structural reforms and higher investments in Indian economy.

On the whole, World Bank expects developing economics to grow 4.4% in the current year and likely to grow at 5.2% in 2016 and 5.4% in 207. Though World Bank’s estimates are slightly low than govt., it is a matter of great satisfaction for India that our growth rate would soon overtake China.

According to the United Nations annual hunger report, India is having highest number of hungary people in the world. During the year 2014-15, their number was 194 million in India this fact has been revealed in the UN body Food and Agriculture Organization (FAO) in its report titled “State of Food Insecurity in the world 2015”. At global level, number of hungary people in the year 1990-92 was one billion which came down to 795 million in 2015.

In India number of such people in the year 1990-92 was 210.1 million which came down to 194 million in 2015 and thus rate of reduction remained very slow. Though the number has come down, but 194 million is quite alarming inspite of many social programmes to fight hunger and poverty.

As compared to India, the reduction in hungary people in china was much better. During the year 1990-92, number of such people in China was 289 million which came down to 133.8 million in 2014-15 and hence number reduced to more than 50% as against India’s reduction rate of around less than 10%.

Even after 68 years of independence, the number of hungary people in India is so high which is matter of great concern. These figures are eye openers for govt. and calls for suitable policy initiative to curve this social problem.

Amul is a pride name in co-operative sector known worldwide for milk and milk products. Owner of Amul is Gujrat Co-operative Milk Marketing Federation (GCMMF) Anand, Gujrat. Its turnover crossed Rs.20,000 crore and went to Rs.20,735 crores during financial year ending 31.03.2015 with a growth rate of 14.28% over previous year. This turnover of Amul is more than the combined sales of its three viral companies in food business i.e. Nestle, ITC and Hindustan Uni Lever for the year 2013-14.
Out of this turnover, around 35-40% comes from various values added products and rest from liquid milk. This turnover from milk was 80-90% of the total 5 years ago. There is an increase of 25-35% in items like Tetra pack milk, Dahi, Butter, Milk based beverages and Ice-Creams. Products preferred by youth are aggressively in demand and adds to increase in turnover. Some of the products like Amul Cool, Apric Ice-Creams, Amul Pro, and energy drink stamina are in great demand from youth. Some of these products have been recently launched in metro cities like Delhi and Mumbai. They are to be launched in other metro cities looking to their demand.
Present managing Director Sh. R. S. Sodhi deserves complements for this rare achievement of increasing turnover to this level and bringing name to cooperative sector in the country.