Professional Selling- Saluja (Ford) UNIVERSITY OF THE FRASER VALLEY Page 1 Professional Selling- Saluja (Ford) Bachelor 0f Business Administration Business 221- Professional Selling Instructor‘s name:- Dr. Shyam Vyas Group Project Group Number:- 4 Date of Submission:- March 28, 2012 Date Due: - March 28, 2012 Name Email-Id Phone Number Student Id Gitish Bhalla
[email protected] 9888882611 200098591 Aashwin Bhatt
[email protected] 9888753888 200068423 Anubhav Beri
[email protected] 9780626497 200098441 UNIVERSITY OF THE FRASER VALLEY Page 2 Professional Selling- Saluja (Ford) Table of Contents Page No 1. Acknowledgement 5 2. Objective of Report 6 3. Research Methodology 7 4. About NPS 8 5. Executive Summary 9 6. Company History 13 7. Facts of Ford 15 8. Current Position and Working of Ford 15 9. Products of Ford 16 10. SWOT Analysis 17 11. Customer Analysis 19 12. Competitor Analysis 20 13. Conclusion of Focused group discussion 22 14. 10 Steps of Sales Process 23 I. Prospecting 24 II. Pre-approach 25 III. Approach 26 IV. Presentation 27 V. Trial Close 29 VI. Determine Objections 30 VII. Meet Objections 30 UNIVERSITY OF THE FRASER VALLEY Page 3 Professional Selling- Saluja (Ford) VIII. Trial close 31 IX. The Close 32 X. Follow up 32 15. Annexure 34 a) Map of Chandigarh 34 b) Demographics of Chandigarh 35 c) In-depth interview 1 39 d) In-depth interview 2 40 e) In-depth interview 3 42 f) In-depth interview 4 43 g) In-depth interview 5 44 h) Focused Group discussion 1 45 i) Focused Group discussion 2 48 j) Focused Group discussion 3 50 k) Focused Group discussion 4 52 l) 25 articles on Ford 54 m) 10 articles on Toyota 114 n) 10 articles on Hyundai 134 o) 10 articles on BMW 156 p) Interview with Mr.