SR INDIA VOYAGES PVT. LTD.

SUBMITTED BY,

Sudeep Mishra

ROLL NO.-37

INTRODUCTION

SR India Voyages is an admired wing of providing maximum merriment Holidays, a great name in tourism arena and one of the premier tour operators based in Delhi providing personalized services to a select clientele over the years. SR INDIA is a company that believes in offering the most exotic and unique destinations to travelers.

SR INDIA VOYAGES holds two offices one in Delhi and other one in Gurgaon.. 

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PRODUCTS SOLD Some of the various services offered by SR INDIA VOYAGES are :

Air tickets Hotel Reservation Euro Rail Reservation Tour packages Travel Insurance Cruise Reservation Group Tours Forex Visa assistance

WHAT IS REQUIRED TO BE DON E FOR OPTIMUM PROSPECTING ?

- A large percentage of Promotion for the products. Remaining in constant contact with current clients or old clients is very much essential.

- An important first step in approaching new clients is to identify a target market on which to focus the sales efforts. The target market may be defined by age, income, organizational membership, profession, product ownership, etc., and based on the products that one is selling. The needs of that market will dictate your sales approach.

- Newsletters send through mails keep the clients informed of current events, additional products and services offered, and helps maintain the image of the company. Newsletters as a prospecting aid by sending them to a targeted list of desired clients is also very helpful

- Referral prospecting is the most common and powerful that an SR VOYAGES sales person adopt. It is done by continually reminding current clients that one needs and appreciate referrals, the likelihood that new prospects will arrive after conversations with their family and friends..

- Traditional media like newspaper, magazines, posters, pamphlets are created by the company. On the level of individual Agents, one can look for help through social networking sites like Facebook, Twitter etc. It helps in creating larger network and awareness about the product.

HOW TO PREPARE FOR SALES CALL? Basically when doing a sales call, an agent, like face to face presentation, has to have thorough knowledge about the product, some information about the other person on the line and his/her needs. The agent should be prepared enough to answer any queries that the customer might have.

Sales call is mainly done to get an appointment with the customer, therefore it is important that the salesperson make a good impression of himself and the company. Unlike face to face presentation, sales call takes little less time, therefore the salesperson should be skilled and well-equipped enough to pitch for his/her product in those few minutes call.

HOW DO YOU PREPARE FOR A SALES PRESENTATION?

One has to design a presentation that best fits the needs of the prospective client . If your product or service is very detailed, use charts, pictures and handouts to help your point. A slide presentation is always helpful, but one important point to remember is to customize the slides based on the need of a particular client and not a same slide presentation for every other clients.

- An agent should know brief information about their prospect customer, be it personal or social. This small information will help in knowing the prospect’s wants and in building relationship with the person.

- An agent should have a thorough knowledge and information about his/her company, the varieties of products available. This will help gain the attention and trust of the client or customer.

- Before an agent ever contact a customer, he/she must be confident that they are the expert. They should take the time to study.

- Practice the presentation until the words are second nature and that it comes naturally and fluently so as to leave no doubt on the client. This will also help boost confidence.

- The agent must be well aware of the questions that might come up during the presentation and must know the answers for these questions based on past experiences and readings and leave enough room to personalize it for each individual customer. Customers will have questions and concerns that may not be covered in your presentation.

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IN WHAT WAYS NON-VERBAL COMMUNICATION PLAY A PART IN SALES?

- Small gestures like knotting the head while the client is speaking or telling a story for instance, makes the client feel that he/she is heard and will help him/her be more open to the agent.

- Nonverbal communication provides cues to other people i.e. the client to help guide or instruct him/ her.

- The agent must engage in what the client is speaking through non-verbal gestures like smiling when the other person is speaking and making eye contact during the conversation.

- Nonverbal communication adds depth to verbal communication. It can be seen in the expression of emotions.

- Not only human gestures but also the like of pictures, graphs, charts etc., help in better understanding and comprehending much more better than verbal communication sometimes.

- Non-verbal communication compliments verbal communication and it helps in better understanding. It is as important as verbal communication.

WHAT’S THE BEST WAY TO START A PRESENTATION AND WHAT’S INVOLVED IN GIVING A GOOD

PRESENTATION?

- The best way to start a presentation is to first listen to what the prospect have to say and mastering the key to listening will take the conversation or the presentation to a whole new level.

- Another effecting way to start a presentation would be by starting with a short real-life story. It could be from your experience or stories you heard from your colleague or from anyone. The story should be one that the client can relate to with he’s or her’s. This will help ease the conversation and it is a good way to start.

- An agent should never start the conversation talking about the product or if one starts with the product, he/she make it sound like a story so it can be comprehended by the prospect or the client.

- One should try to keep the conversation as light as possible so as not to bore the client. - Another effective way to start the presentation is by showing a video clip. Instead of

introducing about the company verbally, one can do it through videos or small clips. This will help keep the atmosphere light and interesting.

- One can also start off the presentation by posting question to the client, but the question ask should be such that it does not irritate the other person.

- Like mentioned above, giving a good presentation involves listening to the customer or the client, responding to their queries, using lees technical terms so as not to lose the attention of the client. Making small comments like for instance, great, really, perfect, right, go on, I understand, sorry etc., can really help the conversation or the communication effective.

- One should never forget to say ’please’ and ‘thank you’ to the customer. This shows courtesy and respect and small comments like these can make a very big impression.

- One should not sell a product but provide a solution.

HOW DO YOU HANDLE OBJECTIONS?

Some of the main objections that a client give to an travel salesperson are ‘I don’t need it’, ‘I cannot afford it’, ‘it is a bad timing’, ‘will do it later’, ‘I don’t trust you’, and many more. A good salesperson is a person who knows how to turn around these objections into consideration.

In order to achieve that, one should use terms like ‘I understand your concern’, ‘I understand your situation’, ‘I can help you with that’, ‘I can assure you’, ‘I advice you to’ and many more.

A salesperson should also be able to convey to the client that he/she is willing to go the extra mile for him/her if the sale is made and this should done with a conviction so that the client can trust the agent. One should remember, trust is the most important context when selling travel packages and the salesperson should pitch to earn that trust from his/her clients.

WHAT NEGOTIATION STRATEGY WAS USED ?

Having a good product knowledge always helps in better negotiation, it helps in overcoming many objections and makes one a stronger negotiator.

When negotiating, one should keep calm and not be aggressive as this can turn the presentation to a disaster.

The key to negotiating efficiently is to first listen to the client/customer and then make your part of negotiating.

To be a better negotiator, one needs confidence and in order to get that confidence, a salesperson should practice at every opportunity.

CONCLUSIONSA day with a salesperson helps me understand so much better about sales and the hard work needed to put into it. Sale is not as simply as we thought it would be, it takes a lot than it seems to and it brings out the fighter in a person. It only takes a few words to break the conversation/relationship that you’ve build for almost an hour. It takes patience and deliberation when dealing with clients/ customers, listening to their worries, complaints, objections and bear embarrassments and insults.

I also learn how listening is the best and the most effective trait when pitching for product like travel packages. I also understood now how agents have to do prior learning on their part about the products, their company and how they have to be the expert in the conversation in order to overcome objections, to win the trust of their client, and then finally get a sale.

Another important learning from this exercise is how vital it is to continually maintain a contact with the customer, be it existing or new customer. The broader one knows to keep its network, the better it is for his/her career especially in sales. And also the best way to get a new client is through referrals from the old or existing clients. Therefore, like mentioned earlier, a good and healthy relationship is to be maintained with the customers.

When selling products like travel packages, an agent’s best strategy is not to try to sell a product but provide a complete travel solutions . An travel agent do not take no for an answer but in turn has the wit and guts to turn an objection into a potential buy and that is the skill I admire in a salesperson.

An agent has to be liked by the customer as well as the product in order to get the final sale, therefore one not only sell their product but also themselves. A salesperson has to have contents on what to speak and how to carry a conversation, therefore he/she have to well-read, witty, well-humored, a good presence of mind, courteous, polite and a Mr./Mrs.-know all.

One the few challenges faced during the day was time constraint, on both our parts. There was so much to learn but so little time. All in all, it was a great learning experience for me and hopefully I will get to incorporate these important learning’s in my life and in my career.