Ajay Pandey completed a shadow project report for his sales management course. The report details his observations from shadowing Amit Kumar Jha, a relationship manager at Magic Auto dealership in New Delhi. Magic Auto is a dealership of Maruti Suzuki, selling Maruti's premium brands through their new Nexa retail network. The Nexa network aims to provide an improved experience for wealthier customers looking to purchase more sophisticated premium models beyond their first cars. Through his observations, Ajay learned about effective customer engagement techniques, the importance of understanding the product details, and properly preparing for and conducting sales presentations.

1. SALES MANAGEMENT
SHADOW PROJECT REPORT
Name : Ajay pandey
ROLL NO: 23/081
SUBMITTED To: DR. RAJNEESH MAHAJAN

2. NAME: AMIT KUMAR JHA
RELATIONSHIP MANAGER
MOB NO: 9599785378
Amit.jha@nexadealer.com
Address: Magic Auto,Dwarka sec 9
New delhi 110075

3. ABOUT THE COMPANY
Maruti Suzuki opened its first premium dealership in India as it endeavors to cast off the
image of being a budget car maker. The dealership in Dwarka, New Delhi will sell only
the Ciaz sedan for now, though the upcoming crossover S-Cross and premium hatchback
YRA will join the list upon their launch in India.
Called Nexa, NEXA Maruti intends to open several such showrooms across India that will
retail only the company's premium models. Since the company hopes to engage the
monetarily-endowed, these showrooms are expected to provide an improved experience to
buyers. is a retail network from Maruti Suzuki that caters the high-end consumers who have gone
beyond their first cars and are now looking for an experience. It offers a high level of sophistication
and is based on the principles of exclusivity, pampering and listening to the consumer.
But creating Nexa was a mammoth task for the brand and Hakuhodo India team, the agency
entrusted with the responsibility of creating Nexa. On to the drawing board, the agency had to
revisit the entire journey of customer's experience while buying a Maruti.

4. OBSERVATIONS
Product description and knowledge:
 Before approaching the client/merchant there has to be awareness about the product that
you are going to sell.
 Know the FAB principles of the product i.e the products Features-the physical
characteristics, Advantages- a performance characteristic, Benefits- a result of an
advantage.
 Use SELL Sequence in your sales presentation means to S - Show features, E – Explain
advantage, L – Lead into benefit, L – Let customer’s talk.
The prospect techniques used were:
 Cold canvassing:- Most of the times the company’s sales guy had to perform cold calling
and request for an appointment and time to time follow up with the customer regarding
the product they are going to sell.
 Data Updating & Follow Up:-After collecting the information about the customers the
sales person complied all the potential customers in the excel sheet and they also updated
the profiler of the customer in the CRM Next software and they get back to the customers
again for the purchase of the car.

5. PREPARING FOR THE SALES PRESENTATION
There are various sequences of events to be completed in preparing for sales presentation:
 Approach: - Before making the presentation, the bank ensures the way they approach their
customers is correct or not and also the approach is different while approaching the
portfolio & new customers.
 Fully discuss the product: - The sales person provides full detailed information about the
Bank’s product and services.
 Explain your business proposition: - This area focuses on establishing a long- term
relationship with the customers.
 Suggested Product: - After the detailed explanation of the product, the sales person
suggests which product will benefit the customers to fulfill its banking or financial
requirement.
 Close: - The meeting will be closed when the customers are satisfied with products or their
needs are fulfilled.
 Exit
CONCLUSION:
In this section I will be discussing about the takeaways/learning from this company in my
successful completion of the project:
 The life of a salesperson.
 Psychology of selling.
 Building a relationship with the customer irrespective of whether he/she buys the products
or not.
 Be formally dressed always and keep a positive attitude within yourself.
 Start with a good purpose and it will lead to a great passion.
 Be punctual for a sales meeting with the client