Mini project done on case study

1. MINI PROJECT
1)Personal Selling and Relationship are prime factors in Business Marketing.
How do you value the Govt of India’s Vaccine diplomacy in this background?
Substantiate your views.
Personal selling occurs when a sales representative meets with a potential client for
the purposeof transacting a sale, while relationship marketing is a facet of
customer relationship management (CRM) that focuses on customer loyalty and
long-term customer engagement rather than shorter-term goals like customer
acquisition and individual sales. The goal of relationship marketing (or customer
relationship marketing) is to create strong, even emotional, customer connections
to a brand that can lead to ongoing business, free word-of-mouth promotion and
information from customers that can generate leads.
This vaccine diplomacy has the potential to generate immense goodwill to India. I
am sure with Modi Govt because India has one immense gift- the ability to
manufacture fine vaccines at low prices. And this ability is what drives India’s
vaccine diplomacy primarily, the second credit is to the ever-robust Ministry of
External Affairs.
My views on vaccine diplomacy
 It could provide innovative opportunities to promote India’s foreign policy
and diplomatic relations between nations in its neighbourhood and across the
globe.
 It also includes the joint development of life-saving vaccines and related
technologies, with the major actors typically scientists coming together
to work irrespective of the kind of diplomatic relationship between the
participating countries
 Financing shipments from India’s assistance programmes for cash-
strapped neighbouring countries desperately needing such assistance,
India shall earn the long-term goodwill of its immediate neighbours and
across Indian ocean countries
 Leverage overwesterncountries: While the affluent western world,
notably the US and Europe, are focused almost exclusively on their own
problems, India is being appreciated for helping its neighbours and

2. developing countries, who could not afford US and European vaccines
 Make India globalsupply centre: Beyond India's immediate
neighbours, South Korea, Qatar, Bahrain, Saudi Arabia, Morocco and
South Africa have all shown inclinations to purchase vaccines from
India which is estimated to be 60% of the global supply of inoculants.
 BoostPharma Manufacturing in India: India can become the
pharmacy of the world. If Indian vaccines help developing countries to
meet their urgent needs, they can becomethe future long term
destination for market expansion of Indian pharma.
 Help in reviving the economy: If India becomes the manufacturing hub
to corona vaccines across the world, it shall give a boostto the GDP of
India
2)Personal Selling provides Opportunity to prove & demonstrate trust and
Quality. Especiallythis competence is viewedas mark of reliability in complex
or new goods & Services deliverance. Has India has proved this competence for
future?
Personal selling enables a salesperson to demonstrate a productand tailor the
message to the prospect;it is effective in closing a sale. They also are familiar with
the selling process, which consists of prospectingand qualifying, approaching
customers, presenting and demonstrating the product, handling objections, closing
the sale, and following up on the sale. Personal selling provides a detailed
explanation or demonstration of the product. This capability is especially desirable
for complex or new goods and services. The sales message can be varied according
to the motivations and interests of each prospective customer. Moreover, when the
prospecthas questions or raises objections, the salespersonis there to provide
explanations.
India will prove competence for future:
The world is slowly limping back to work. There is some slowdown in infections
and death rates in many developed countries, but the coronavirus is not done with
the world yet. Till now, more people have been infected by the virus globally, with
over 3.33 lakh deaths.
That is the human cost. The economic and social impact is unprecedented. This is
one of the worst global economic declines ever since records have been kept. Most
of the countries are going to witness negative growth ranging from 5-15%. But

3. there is enough resilience in the system with new technologies and global
connectivity in financial markets. India needs to have a clear policy to survive and
grow in the post-Covid-19 world. Based on these early signs, five trends and suggested
policy responses are listed below.
Public health at the centre of development: India could be a major
manufacturing basefor vaccines, and it could provide facilities and training for
many developing countries, and establish R&D for early detection and monitoring
of such future situations.
Climate-friendly economy: The focus should be green transport, electric cars and
public transport in order to meet green standards. It is important to note that our
cities are polluted so much that it would be difficult to add more polluting
industries and cars. At a global level, a postCovid-19 economy will be mostly a
green economy.
Focus on agriculture: India needs to refocus on the agriculture sector after Covid,
but in different directions such as a) organic agriculture to meet the growing
demand in urban areas for quality food. There is enough market, but the
government needs to have policies to promote, certify and streamline markets with
reliable organic food. Sustainable agriculture should be the focus, and approaches
and technologies are now mature and available. India needs a serious policy and
programmatic approach to take advantage of these methods through incentives.
3)In new Sales Imperative, ‘Prescriptive Approach’ increases purchase ease
by 86% than ‘Responsive approach’. Analyse whether India has been building
future oriented greatglobalgoodwillby its prescriptive approach?
Prescriptive approach that guides customers through decision making increases the
likeliness of purchase ease and decreases the likeliness of purchase regret.
It involves telling people what they should do, rather than simply giving suggestions
or describing what is done. prescriptive sellers learn from the purchase processes
and challenges of a handful of customers to effectively prescribe to a wide range of
similar customers, scaling their capability. Selling prescriptively is less an individual
rep skill than an organizational aptitude that can be deployed across channels, from
sales conversations to marketing content to customer diagnostic exercises.
The responsive approach typically depressed purchase ease, a
proactive, prescriptive approachincreased purchase ease by 86%. Prescriptive
suppliers give a clear recommendation for action backed by a specific rationale; they

4. present a concise offering and a stable view of their capabilities; and they explain
complex aspects of the purchase process clearly.
India has been building future oriented great global goodwill by its prescriptive
approachthrough vaccine diplomacy can be an effective use of soft power that can
help New Delhi win friends and generate goodwill. India has already sent 1 million
Covid-19 vaccine doses to Nepal, 2 million to Bangladesh, 150,000 to Bhutan,
100,000 to Maldives and 1.5 million to Myanmar, per media reports. It has also
sent 2 million doses to Brazil.
India approved two vaccines for emergency use – one developed
by AstraZeneca and Oxford University, which is being produced locally by the
Serum Institute of India, and the other, named Covaxin, was developed
domestically. India’s generosity with its neighbors can help to mend ties, whether
it be with Bangladesh or with Sri Lanka. India’s efforts would help enhance the
international prestige of the country’s scientists and products. Theshots “will have
positive impact beyond insulating people from this disease. It will add to the
national pride and confidence.” So India will building future by sending Covid
vaccines free of costto its neighbours as a ‘goodwill gesture’.
Ankit Sha
PG19021