GYANODAYA INSTITUTE OF

MANAGEMENT & TECHNOLOGY

NEEMUCH (M.P.)
A Major Research
“Summer Intern Project”
On
“Sales and marketing management”
In
Dhakad Naturals
IN PARTIAL FULFILLMENT OF DEGREE
OF

MASTER BUSINESS ADMINISTRATION

Academic Session
2024-25

SUBMITTED TO: SUBMITTED BY

Prof. Vinita Dawar Ma’am Divya Dhakad
MBA 3rd SEM
NEEMUCH ROLL NO:
 DECLARATION
I am DIVYA DHAKAD student of GYANODAYA INSTITUTE OF
MANAGEMENT AND TECHNOLOGY NEEMUCH (MBA 3RD
SEM) hereby declare that I have completed my summer
training project on the topic.
Sales and marketing management
In the academic year 2024-25 the information submitted
here in is true and original to my knowledge.
I have done this work independently under the guidance
of MR. UDAY RAM DHAKAD and PROF. VINITA DAWAR
MA’AM this work has been submitted in full time for the
award of MBA degree. the findings and conclusion of this
report are based on my personal study and experience,
during the tenure summer training.

DATE ………… SIGNETURE OF STUDENT

PLACE: NEEMUCH DIVYA DHAKAD
 ACKNOWLEDGEMENT
Through this acknowledgement I express my sincere
gratitude towards all those people who helped me in this
project, which has been a learning experience. This space
wouldn't be enough to extend my warm gratitude towards
my project guide MR. UDAY RAM DHAKAD for efforts in
coordinating with my work and guiding in right direction. I
escalate a heart Felt regards to our Institution Head Dr
Vinita Dawar Ma’am for giving me the essential hand in
concluding this work. It would be injustice to proceed
without acknowledging those vital supports I received
from my beloved classmates and friends, without whom I
would have been half done. I also use this space to offer
my sincere love to my parents and all others who had been
there, helping me walk through this work.

Divya Dhakad
 CONTENT TABLE
1. Company Overview
• Overview of Dhakad Naturals
• Vision of Dhakad Naturals

2. Industry and Market Analysis

• Overview of the Organic and Herbal Product Market in India
• Key Trends in Natural Beauty and Wellness Products

3. Strategies of Dhakad Naturals

• Sales Strategies
• Marketing Strategies

4. Overview of Sales and Marketing

a. Objectives of Sales Management

b. Emerging Trends in Sales management
c. Types of Sales Management
d. Marketing Management
e. Process of Marketing
f. Marketing Funnel stages
g. Types of Marketing

5. Conclusion
 1. Company Overview
Overview of Dhakad Naturals
Dhakad Naturals is an Indian company specializing in organic
and herbal products, often catering to hair and skincare needs.
Based in Madhya Pradesh, they offer a range of natural powders
such as reetha (soapnut), shikakai, hibiscus, and rose petal
powders, each known for their health benefits. These products
are popular for promoting hair growth, scalp health, skin
brightening, and overall wellness. Dhakad Naturals is recognized
for maintaining organic standards and offering a chemical-free
product line for those interested in natural personal care
solutions.

Vision of Dhakad Naturals

Dhakad Naturals, as a brand, aims to deliver pure, organic, and
ethically-sourced natural products. Their vision centres around
promoting wellness through sustainable and eco-friendly
practices, focusing on creating products that are free from
harmful chemicals and additives. They are likely committed to
empowering local farmers by sourcing directly from them,
ensuring fair trade practices, and encouraging organic farming
methods. This not only supports rural communities but also
maintains the authenticity and quality of the ingredients used.
Additionally, the company may emphasize transparency,
consumer health, and environmental responsibility, aiming to
make natural wellness accessible to a broader audience while
respecting nature’s resources.

2.Industry and Market Analysis

Overview of Organic and Herbal Market in India
The Indian organic and herbal products market has seen
significant growth, driven by rising health consciousness and a
shift towards chemical-free alternatives. Consumers are
increasingly preferring products with natural ingredients, which
has made herbal and organic brands more popular in skincare,
haircare, and wellness categories. The market is projected to
grow as more consumers move toward sustainable and eco-
friendly options, influenced by increasing awareness around
the harmful effects of synthetic chemicals.
Key Trends in Natural Beauty and Wellness Products
• Sustainability: Brands like Dhakad Naturals are tapping
into eco-friendly packaging and sourcing practices.
• Holistic Wellness: Consumers seek products that support
overall well-being, including skin and hair health.
• Technological Integration: Digital marketing and e-
commerce platforms have become essential for reaching a
wider audience.

Comparison with Competitors

Brands like Biotique, Khadi Natural, and Forest Essentials also
focus on natural ingredients but typically have larger product
lines and brand recognition. Dhakad Naturals can differentiate
itself through a focus on regional ingredients (like hibiscus and
reetha) and organic standards, appealing to a niche yet growing
segment of environmentally conscious consumers. While
competitors like Biotique and Khadi have extensive retail
networks, Dhakad Naturals can leverage its online presence for
more targeted marketing and a more personalized customer
experience.
 3.Strategies of Dhakad Naturals
Sales Strategies
1. Current Sales Channels
o Dhakad Naturals likely utilizes online marketplaces

such as Amazon, Flipkart, and their own website to

reach customers directly. Partnerships with retailers
or distributors may also broaden their reach.

2. Distribution Network & Expansion

o The company might rely on both local and national

distribution channels to ensure product availability

across India. Expansion into international markets
could be part of long-term growth strategies.
3. Sales Metrics & KPIs
o Key performance indicators (KPIs) might include

revenue growth, average order value, customer

acquisition costs, and conversion rates.

Marketing Strategies
1. Brand Positioning & Messaging
o Dhakad Naturals could position itself as a premium,
eco-friendly brand that offers chemical-free, organic
personal care products, emphasizing wellness and
sustainability.
2. Digital Marketing Tactics
 o The brand might use social media (Instagram,
Facebook) for customer engagement, SEO to drive
organic traffic, and content marketing (blogs,
tutorials) to educate customers on the benefits of
herbal products.
3. Offline Marketing Approaches
o Participation in exhibitions, pop-up stores, and

offering product samples could help create awareness

and attract more customers who prefer trying
products before buying.
 4. Overview of SALES AND
MARKETING
Marketing and sales management deal with an understanding
of customer needs. It includes the response to them through
the development, production, and sales of goods and services
and the impact on customers' needs following the strategic
purposes of the organization.
What is sales management?
Sales management is the management of activities and
processes relating to effectively planning, coordinating,
implementing, controlling, and evaluating an organisation's
sales performance. Sales management is a core business
process in most organisations. Sales managers and those in
related roles support a company's revenue generation and
profits.
Sales management is the process of leading, motivating, and
influencing people to achieve sales objectives. The sales
manager manages the entire sales cycle, including forecasting
and budgeting sales revenue, recruitment, selection of sales
personnel, and ensuring everyone receives proper training and
performance evaluations.

Effective sales management requires a thorough understanding

of the sales process and how you can employ different
techniques to drive sales. By carefully analysing key
performance indicators (KPIs), optimising your selling approach,
and enhancing your team with the right competencies and tools
to succeed, you can turn your sales department into a profit-
generating department.

The process of evolving a sales force, synchronizing sales

operations, and executing sales techniques that assist a
business to consistently achieve its sales targets is called sales
management. Precise sales management processes are
essential when it comes to boosting sales performance for any
size of the operation or any industry. the sales management
process can be the difference between surviving and flourishing
in an increasingly competitive marketplace.

There are three aspects of sales management within the sales

process:
• Sales Operations which involves building the sales team.
Salespeople need to be great at selling the company's
product. Set targets, assign territories, establish goals and
counsel them throughout the process.
 • Sales Strategy entails defining the sales process. A sales
cycle is an essential part of every business. It is a series of
tasks that help a company's product reach its users.
Therefore, having a sales pipeline, or sales funnel, will
make that ensier to complete these tasks. With the
standard sales funnel the number of deals in the funnel,
the average size of a deal in the funnel, closure ratio, sales
velocity, etc. can be measured.

• Sales Analysis or reporting is what enables an

assessment of the current efforts vis-a-vis the targets. It
involves sales metrics or quantifiable indicators that help
measure each aspect of sales operations
• The Sales and Marketing departments in the organization
are quintessentially linked. While the marketing function of
an organization positions itself to establish the needs of
the actual and prospective customers and also the most
important task of product promotion, the sales
department engages in active selling of the company's
products to customers.

Aspects of Sales Management

Sales Management relates to the process of constituting a

marketing team, coordinating sales activities, and implementing
sales techniques. The basic goal of sales management is to
assist businesses to achieve their sales goals.

A. Objectives of Sales Management

A sales manager's responsibility is to set long-term goals and
objectives for their team. By understanding how sales
objectives fit into the organisation, you'll better understand the
big picture and can communicate better with senior
management. Some of the main goals of sales management
include:
Revenue generation Increased sales volume
• Sustained profits
• Sales department growth
• Market leadership
• Prospect conversions
• Motivating the sales force
• Enhancement of sales and profit
• increasing customer base
• Enhancing upsells and cross-sells
• Motivating the sales rep to increase productivity
B. Emerging Trends in Sales management

Customer Satisfaction will assume the top position in the list of

key sales metrics. A deeper look into the customer journey will
allow the sales reps to track the lifetime value of the customers.
Sales professions can increase their professional competencies
to meet future job demands by completing a certified sales &
marketing course.

Customer engagement will grow on emerging channels like

SMS, mobile chat,

and video chat. The role of Al is not to replace them but rather
to reduce the burden of tedious tasks and empower them to
deliver enhanced customer and brand experience.

The secret of effective sales management is the continuous

adaption to and areas of improvement that are found in the
stages of planning, monitoring & tracking as well as
consequently eliminating all weaknesses. Marketing
management has increased in sophistication and it is practical
for marketing strategy policymakers to focus on emerging
technologies, patterns, and methods.
C. Types of sales managements

While some selling forms are about maximising sales volume

(numbers), others are driving revenue through high-value
accounts. Some sales jobs have a short sales cycle completed
over the phone, whilst others have sales processes that take
months or even years. Each type of sale involves different skills
and activities, so finding your niche is essential.

B2C sales management: Business-to-consumer (B2C) sales

involve selling goods and services directly to consumers. B2C
sales often drive leads from aggressive marketing strategies.

B2B sales management: Business-to-business (B2B) sales

involve selling goods and services directly to other businesses.
B2B sales tend to involve higher-value products with longer
sales cycles.

Enterprise sales management: Enterprise sales involve

selling complex goods or services directly to large companies.
Companies that sell enterprise solutions may have multiple
teams for different aspects of the deal, such as sales engineers
and inside and outside sales teams.

SaaS sales management: Software as a service (SaaS)

companies sell software or applications over the web, usually
by subscription.

D. MARKETING MANAGEMENT
Marketing is the process of identifying customers and "creating,
communicating. delivering, and exchanging" goods and services
for the satisfaction and retention of those customers. It is one
of the primary components of business management and
commerce.
Marketing is typically conducted by the seller, typically a retailer
or manufacturer. Products can be marketed to other businesses
(B2B) or directly to consumers (B2C)

In this context, marketing can be defined as "the management

process that seeks to maximise returns to shareholders by
developing relationships with valued customers and creating a
competitive advantage".

E. PROCESS OF MARKETING: -

The marketing process is the series of steps businesses follow to

promote their products or services to potential customers. It
involves identifying the target audience, creating a marketing
strategy, implementing the plan, and capturing customer value.
Essentially, it's the process of making people aware of what a
business offers and convincing them to buy it.
1.Understanding Customers and Markets:-
The first step of the strategist marketing process includes
understanding customers and markets. The foundations of this
step include understanding customer wants and needs.

2.Creating a Customer-Driven Marketing Strategy:-

The following step involves creating a customer-driven
marketing strategy.

3.Creating an Integrated Marketing Plan:-

Once a marketing strategy has been established, it is time to
create a marketing plan. The marketing plan broadly relates to
the 4Ps of marketing: product, price, promotion, and place.

4. Fostering Long-Term Sustainable Customer Relationships:-

Once marketers have established an integrated marketing plan,
they must focus on building customer relationships.

5.Capturing Value from Customers:-

Once the first four steps of the marketing process are complete,
it is time for the company to capture value from customers.

STEPS IN PROCESS OF MARKETING:-

F. MARKETING FUNNEL
A marketing funnel is a model of the customer journey. It
represents the buying stages people go through after becoming
aware of a business, service, or product.
The funnel shape illustrates the audience narrowing as the
journey progresses toward purchase.
A marketing funnel is a multi-stage process that guides
potential customers from first learning about a product to
making a purchase. Marketing teams often use the AIDA model,
which stands for Awareness, Interest, Desire, and Action, to
create targeted strategies that move people through these
stages

Marketing Funnel Stages:

The marketing funnel stages differ by model because businesses
create funnels to suit their needs. For example, business-to-
business and business-to-consumer customer journeys tend to
work differently.

To optimize your marketing efforts at each stage of the funnel,

here are some tips:
1. Awareness: Focus on creating compelling and targeted
content to increase brand visibility. Utilize social media
advertising, influencer partnerships, and search engine
optimization to reach a wider audience.

2. Interest:
Provide valuable and engaging content to capture the
interest of potential customers. Offer free resources, host
webinars or workshops, and encourage social media
interactions to keep them engaged with your brand.

3. Consideration:
Showcase the unique value proposition of your product or
service. Offer personalized demos, provide detailed
product information, and share customer testimonials to
build trust and credibility.

4. Purchase:
Make the purchasing process seamless and convenient.
Optimize your website or app for easy navigation, provide
multiple payment options, and offer incentives such as
discounts or free shipping to encourage conversions.
Remember to track and analyze data at each stage to identify
areas for improvement and make data-driven decisions. By
continuously optimizing your marketing efforts, you can
enhance customer engagement and drive more conversions.

Marketing Funnel Stages:

G. Types of Marketing:-
• Traditional marketing
• Digital marketing
Where your marketing campaigns live depends entirely on
where your customers spend their time. It's up to you to
conduct market research that determines which types of
marketing and which mix of tools within each type is best for
building your brand. Here are several types of marketing that
are relevant today, some of which have stood the test of time.

Traditional marketing :-
Traditional marketing encompasses strategies that have been
used since the invention of marketing itself back in the 1800s.
These strategies are much more overt, and sometimes less
targeted. Take a look at the 10 most common traditional
marketing strategies.

1. Outbound marketing
When a marketing strategy is referred to as "outbound," it's
focused on how the message is being delivered. Outbound
marketing happens when a company shares their message out
to an audience. Billboard advertisements are a good example of
outbound marketing-in the case of a billboard, the company is
trying to share certain information out to the people driving by.
2. Personalized marketing
Personalized marketing is a strategy in which the company uses
historical data to create a personalized experience for you. This
could include direct mail that uses your name in marketing
materials or grocery stores that offer you coupons for items you
regularly purchase.

3. Direct mail
Direct mail is when companies send advertisements to a
specific address. This allows businesses to target a specific area.
A good example of direct mail marketing is a weekly grocery
store advertisement.
4. Partner marketing
The partner marketing strategy requires two companies to work
together to create one cohesive message. A common example
of this is a company sponsoring something at another company.
For example, a cafe may provide free WiFi courtesy of Google.

Digital marketing:-
Digital marketing encompasses all marketing strategies that are
implemented in a digital format. Some of the strategies above
may sometimes happen digitally. but the following seven forms
of marketing only happen online:

1. Inbound marketing
Inbound marketing is a strategy used to bring potential
customers to you instead of sharing a message out. This is a
long-term strategy that involves many different types of digital
marketing tactics to encourage a potential customer to move
further down the marketing funnel.
2. Searching engine marketing
Search engine marketing is the strategy of utilizing search
engines such as Google. Search engine marketing can include
paid advertisements such as pay per-click (PPC) advertisements
and suggested posts. It can also include organic SEO strategies,
such as creating optimized content in the hopes of ranking.
Search engine optimization (SEO) is the process of affecting the
visibility of a website or a web page in a search engine's
"natural" or unpaid ("organic") search results. SEO may target
different kinds of search, including image search, local search,
video search, academic search, news search and industry-
specific vertical search engines.
SEARCH ENGINE
3. Content marketing
Content marketing involves creating content, such as ebooks or
webinars, to encourage potential customers to interact with
your brand more frequently. The goal of content marketing is
for potential customers to share some information, such as an
email address, so the company can continue marketing to you
in different ways.
Types of Content Marketing

5. Social media marketing

Social media marketing uses social media platforms as a key channel to
share your messaging. Social media marketing can be paid ads, organic
content, or user-generated content. Social media marketing is
commonly used by ecommerce businesses.
Sometimes, social media marketing can go viral. The major social media
platforms (at the moment) are Facebook, Instagram, Twitter, LinkedIn,
Pinterest, YouTube, and Snapchat.

1.Facebook Marketing
Facebook is the world's most popular social network for both
businesses and individuals. With over one billion users, your friends and
fans are likely already using the platform and you should be too! In fact,
people are 51% more likely to make a purchase after "liking" a brand on
Facebook. Facebook marketing requires a good intellects and unique
thinking to make the campaign effective

2. Twitter marketing
A game of 140 characters Twitter's flexible, real-time platform allows
you to get creative and drive results at the same time. Whether you're
looking to drive sales, increase brand awareness or launch a product.
3. Pinterest Marketing
It is a visual discovery social network. It is a way of sharing images of
anything, from fashion to pets to pot plants. You can create your own
online pinboards to suit any theme and share it with likeminded people.
Pinterest completely revolves around the premise of being creative and
visual. people. Pinterest completely revolves around the premise of
being creative and visual.
4.Instagram Marketing
The new revolutionary photo-sharing program, making it easier than
ever to share your best pictures with the world. The social media
program allows you to upload, add digital filters, and then post your
pictures on your Instagram- feed, as well as other social networking
sites. You can connect your Instagram account with Facebook, Twitter,
Tumblr, Flickr, Foursquare and your email account. This makes it easy to
share your pictures on multiple platforms all at Once.

5.Email marketing
Email marketing is a strategy where you send potential customers
marketing messaging through email. It's used in both B2B and B2C
marketing strategies and is one of the most effective ways to ensure
you're hitting your target market. One of the major benefits of email
marketing is that it's easy to implement some sort of segmentation in
your marketing messaging. If you're looking to test which audiences
respond to certain messages, this is a good marketing strategy the to
use.
 5. Conclusion

Dhakad Naturals stands as a strong player in the organic and herbal

product market, focusing on natural, chemical-free solutions for
personal care. Through effective sales strategies that include a blend of
online channels and a targeted digital marketing approach, the brand is
positioned well in the growing wellness market. By leveraging
sustainability and authenticity in its messaging, Dhakad Naturals has
the opportunity to expand its reach. With continuous efforts in
customer engagement and product innovation, the company can
further solidify its place in India’s organic beauty industry.