PROJECT DUPONT

SURGICAL GOWNS

GROUP MEMBERS
HUSNAIN SHAH (GROUP LEADER) MUHAMMAD MEHRAN KHAN HASSAN MUZAFAR KHAN HUSSAIN ZAIDI HAIDER IQBAL BILAL SAEED HAMZA BIN NUSRAT

INTRODUCTION

CLASS PROJECT OF PERSONAL SELLING. DURATION 5 WEEKS. SALE OF SURGICAL GOWNS OF DUPONT.

WHAT WE ACHIEVED??
SALES OF

RS.89200

PRODUCT FEATURES

COMPETITORS INFO

S A L E P R O C E S S

DEFINE TARGET MARKET

SALES METHOD

PRESENTING

NEGOTIATING

CLOSING

WHAT WE DID?
PRIVATE HOSPITALS 35

WHOLE SELLERS 6

PROSPECTS

PHARMA COMPANIES 14

GOVERNMENT HOSPITALS 20

TIME LINE
5 4 3 WEEKS 2 1 0 GOVERNMENT HOSPITALS PRIVATE HOSPITALS PHARMA WHOLE SELLERS COMPANIES

PROSPECTS

TARGET MARKET
MAJOR HOSPITALS :
RAWALPINDI ISLAMABAD FAISALABAD MULTAN JEHLUM GUJRAT MUZAFFARABAD WAH CANTT

INCLUDING A FEW HOSPITAL :

PHARMA COMPANIES :
RAWALPINDI ISLAMABAD

TARGET AUDIENCE

SURGEONS

SALES PROGRESSION
MEDICSI & MAHROOF

KULSUM

ALI MEDICAL

HAIR TRANSPLANT

AHMED MEDICAL

SURGICAL CENTER

HEART INTERNATIONAL

INTERNATIIONAL HAIR TRANSPLANT

BILAL HOSPITAL

QUAID-E AZAM HOSPITAL

MARYUM MAMORIAL

WHOLE SELLERS

PROBLEMS FACED
INSUFFICIENT PRODUCT KNOWLEDGE INSUFFICIENT KNOWLEDGE ABOUT COMPETITORS PRICING ISSUES DEMAND OF CUSTOMIZATION UNETHICAL PURCHASE PRACTICES OF PROCUREMENT MANAGERS TIME CONSTRAINTS

LOST LEADS
HOSPITALS MEDICSI KULSUM HAFEEZ SURGICAL AHMED MEDICAL SURGICAL CENTER TOTAL QUANTITY 5000 500 800 200 100 6600

LEARNING
PRACTICAL EXPERIENCE OF SALES PROCESS HOW TO DEVELOP TRUST BETWEEN COMPANY AND BUYER HOW TO MAINTAIN MOTIVATIONAL LEVELS IN TOUGH TIMES ESPACIALLY WHEN THERE ARE NO SALES UNDERSTAING DIFFERENT CUSTOMER BEHAVIOURS TEAM WORK