Submitted To: Dr.
Vinita Shrivastava
Submitted By: Manish Singh (JN23PGA028)
“Reflective Note: My Observation on Sales Scenario at
Havells Galaxy”
Date: 05 March 2024
Location: Havells Galaxy Electrical Store
Introduction:
Today, I visited the Havells Galaxy Store, which is located in Indirapuram, Ghaziabad. Where I intending to
purchase a table fan. This note reflects on the sales interaction, analyzing it through the lens of the selling
process concepts covered in the “Sales Management & Business Development”.
Here are the steps which I observed during the selling process done by the salesperson at Havells Galaxy.
Pre-Sales preparation:
Prospect Identification: As I entered the store, I was already identified as a potential customer by
the salesperson.
Preparation: The salesperson likely had prior knowledge of Havells’ table fan range and their
features & prices.
Pre-Approach:
Greeting and Introduction: The salesperson greeted me warmly and introduced himself.
Establishing Rapport: The salesperson engaged me in brief small talk, then he creates a friendly
and comfortable atomphere for me.
Approach:
Asking Questions: The salesperson asked open-ended questions to understand my needs and
preferences. He inquired about the room size, desired fan size, noise level concerns, and budget as
well.
Active listening: He actively listened to my responses, and then demonstrating genuine intrest in my
requirements.
Presentation:
Product Demonstration: The salesperson showcased various table fan models, highlighting their
features and benefits relevant to my needs. Then he demonstrated the fan’s functionalities, such as
oscillation and speed settings.
Features and Benefits: The salesperson focused on how each feature addressed my specific needs,
like mentioning the silent operation for a bedroom or the adjustable tilt for wider air circulation.
Objection Handling:
Anticipating Concerns: While I didn’t raise any objections, the salesperson had anticipated
potential concerns like prices or lack of certain features. He addressed these concerns proactively by
highlighting the fan’s value proposition and then showcasing the alternative models within my
budget.
Closing the Sale:
Trial Close: The salesperson had used trial close by asking about my initial impression of a specific
model, gauging my purchase intent.
Confirmation and Completion: After I expressed interest in a particular model, the salesperson
assisted me with the purchase process, ensuring a smooth and efficient transaction.
