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SUMMER INTERNSHIP PROGRAMME

PROJECT REPORT

ON

A STUDY OF

CORPORATE SALES AND EVENT MANAGEMENT

Emerald Honda

Submitted To: - Submitted By:-

Xcellon Institute Chirag Jain



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Preface

MBA is a stepping-stone to the management carrier and to develop good manager it is

necessary that the theoretical must be supplemented with exposure to the real

environment. Theoretical knowledge just provides the base and it‘s not sufficient to

produce a good entrepreneurs or good mangers that’s why practical knowledge is

needed. In accordance with the requirement of MBA course this report is been drafted.

Summer Internship is an opportunity to apply the knowledge that student gains from the

management program. I got an opportunity to experience corporate selling and Event

Management simultaneously. It provides experiences of challenges in the field of Selling

and to organize an Event. It helps in providing insights that customers do have towards

Particular product or service.

The automotive industry is the industry involved in the design, development,

manufacture, marketing, and sale of motor vehicles. This industry provides much more

help to customer for the transportation. This industry plays a very important role in

human life.

It consist industry analysis, company profile, tasks performed and my experience and

learning which I have gained from the task of Corporate selling and from Event

Management. It is to document the learning and experience which can actually be

considered as an effective education.



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Acknowledgement

This project has helped me in many ways from gaining experience to exploring my

communication skills but, this would not become possible without the support my

company Mr. Kunal Tawar and my academic guide Prof. Dr. Renu Choudhary I sincerely

thank full to them.

My company guide Mr. Mr. Kunal Tawar helped me in providing information about

Corporate sales and about Events. He guided me in solving problems and handling

query of customers. I also thank other staff members of Emerald Honda, Ahmedabad

and all of them for their support during the project.

I am also thankful to my academic guide Prof Dr. Renu Chaudhary who helped and

constantly motivated me to have learning attitude during the project. Her guidance

helped me to learn more from the project which would letter become helpful for me to

grow better and to correct my mistakes. I also like to extend my thanks to Prof. Devang

Patel for their guidelines which enabled me to work in this project in better manner and

also the Career Centre Team which helped me to get this project.

There were many other people who supported me directly or indirectly and contributed

their support in the accomplishment of this project.

Regards,

Chirag Jain

M00110



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Executive Summary

The global automotive industry, increasingly characterized by global mergers and

relocation of production centers to emerging developing economies, is in the grips of a

global price-war. The industry is subject to imperfect competition which has resulted intoo much of everything — too much capacity, too many competitors and too much

redundancy and overlap. The industry is concerned with consumer demands for styling,

safety, and comfort; and with labor relations and manufacturing efficiency. This project

include about corporate sales and event management. Through event we create

awareness about our products.

My project involved Marketing of Honda cars for that I used to visit corporate office for

cold calling and attend Banks activity which was organized at different places and I have

to attend all the activities.



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No. Table of Contents PagN

Chapter 1 About the Industry

1.1. Industry Brief …………………………………………........................

1.2. The Automotive Market Split into Four Segments…….........................

1.3. History………………………………………………………………... 1

1.4. Top vehicle manufacturing groups…………………………………... 1

1.5. Automotive Industry In India………………………………………… 1

1.6. Domestic Market by Segment………………………………………... 1

Chapter 2 Company Information

2.1. Company Brief ……………………………………………………….. 1

2.2. Management team……………………………………………………. 1

2.3. Products and Services………………………………………………… 1

2.4. Products Name and Specifications…………………………………… 2

2.5. Corporate Sales………………………………………………………... 2

Chapter 3 Task Allotted…………………………………………………………. 3

Chapter 4 Results Achieved……………………………………………………... 3

Chapter 5 Achievements / Failure……………………………………………….

3

Chapter6 Experiential Learning……………………………………………….. 3

Chapter 7 Bibliography…………………………………………………………... 3

Chapter 8 Annexure……………………………………………………………….. 3



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CHAPTER 1

ABOUT THE INDUSTRY



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1.1. Industry brief

Automobile industry is a symbol of technical marvel by human kind .The automotive

industry is a term that covers a wide range of companies and organizations involved in

the design, development, manufacture, marketing, and selling of motor vehicles, towed

vehicles, motorcycles and mopeds. It is one of the world's most important economic

sectors by revenue. Being one of the fastest growing sectors in the world its dynamic

growth phases are explained by nature of competition, product life cycle and consumer

demand. Today, the global automobile industry is concerned with consumer demands

for styling, safety, and comfort; and with labor relations and manufacturing efficiency.

The industry is at the crossroads with global mergers and relocation of production

centers to emerging developing economies.

Due to its deep forward and backward linkages with several key segments of theeconomy, the automobile industry is having a strong multiplier effect on the growth of a

country and hence is capable of being the driver of economic growth. It plays a major

catalytic role in developing transport sector in one hand and help industrial sector on the

other to grow faster and thereby generate a significant employment opportunities. Also

as many countries are opening the land border for trade and developing international

road links, the contribution of automobile sector in increasing exports and imports will be

significantly high. As automobile industry is becoming more and more standardized, the

level of competition is increasing and production base of most of auto-giant companiesare being shifted from the developed countries to developing countries to take the

advantage of low cost of production. Thus, many developing countries are making

serious efforts to grab these opportunities which include many Asian countries such as

Thailand, China, India and Indonesia.

The rising competition and increasing global trade are the major factors in improving the

global distribution system and has forced many auto-giants such as General Motors,

Ford, Toyota, Honda, Volkswagen, and Daimler Chrysler, to shift their production bases

in different developing countries which help them operate efficiently in a globally

competitive marketplace. During the second half of the 1990's, the globalization of the

automotive industry has greatly accelerated due to the construction of important

overseas facilities and establishment of mergers between giant multinational automobile

manufacturers. Over the years, it is being observed that Asia is emerging as a global

automotive hub. Exports of automobiles including components from Asia are also



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increasing by leaps and bounds. Asia has become the major consumer as well as

supplier of automobiles.

At this juncture, the study makes an attempt to evaluate the growth pattern, changes in

ownership structures, trade pattern, and role of government etc. in automobile sector of

selected Asian countries (viz. China, India, Indonesia and Thailand). The objective of the

study is to understand the dynamics of Indian automobile sector in comparison to the

same sector in other selected Asian countries. Thailand is a major auto exporting

country from Asia. The sector is mainly driven by Japanese FDI. Chinese automobile

sector is growing very fast and is poised to make its dent in the international trade arena

very soon with its strong position in component sector. India, on the other hand is

consolidating its position with strong domestic and external demand. The Indonesian

automotive industry is essentially an assembly industry, dominated by the major

Japanese car manufacturers is also coming up in post-liberalization period and

increasing its exports. Japan and Korea Rep already have developed automobile

industry.



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1.2. The Automotive Market Split into Four Segments

Automobiles

Two-wheelers Passenger

vehicles

Commercial

vehicles

Three-

wheelers

Mopeds

Medium

and heavy

Commercial

Vehicles

Utility

vehicles

Goods

carriers

Passeng

Carrier

Light

CommercialVehicles

Passenger

cars

Multi-

purpose

vehicles

Electric two

wheelers

Motorcycles

Scooters



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1.3. History

The first practical automobile with a petrol engine was built by Karl Benz in 1885 in

Mannheim, Germany. Benz was granted a patent for his automobile on 29 January

1886, and began the first production of automobiles in 1888, after Bertha Benz, his wife,

had proved with the first long-distance trip in August 1888 (104 km (65 mi) from

Mannheim to Pforzheim and back) that the horseless coach was absolutely suitable for

daily use. Since 2008 a Bertha Benz Memorial Route commemorates this event.

Soon after, in 1889, Gottlieb Daimler and Wilhelm Maybach in Stuttgart designed a

vehicle from scratch to be an automobile, rather than a horse-drawn carriage fitted with

an engine. They also are usually credited as inventors of the first motorcycle, the

DaimlerReitwagen, in 1885, but Italy's Enrico Bernardi, of the University of Padua, in

1882, patented a 0.024 horsepower (17.9 W) 122 cc(7.4 cu in) one-cylinder petrol motor,fitting it into his son's tricycle, making it at least a candidate for the first automobile, and

first motorcycle. Bernardi enlarged the tricycle in 1892 to carry two adults.

The automotive industry began in the 1890s with hundreds of manufacturers that

pioneered the horseless carriage. For many decades, the United States led the world in

total automobile production. In 1929 before the Great Depression, the world had

32,028,500 automobiles in use, and the U.S. automobile industry produced over 90% of

them. At that time the U.S. had one car per 4.87 persons. After WWII the U.S. produced

about 75 percent of world's auto production. In 1980 the U.S. was overtaken by Japan

and became world's leader again in 1994. In 2006, Japan narrowly passed the U.S. in

production and held this rank until 2009, when China took the top spot with 13.8 million

units. By producing 18.4 million units in 2011, China produced more than twice the

number of automobiles made by the U.S. in second place with 8.7 million units, while

Japan was in third place with 8.4 million units.



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1.4. Top vehicle manufacturing groups

No. Company Name Ownership

1 General Motors Company United States

2 Volkswagen Group AG Germany

3 Toyota Motor Corporation Japan

4 Hyundai Motor South Korea

5 Ford Motor Company United States

6 Nissan Japan

7 Fiat S.P.A. Italy

8 Honda Motor Company Japan

9 Renault France

10 Suzuki Motor Corporation Japan

11 BMW AG Germany

12 Daimler AG Germany

13 Mitsubishi Motors Corporation Japan

14 Tata Motors, Ltd India

15 Mahindra & Mahindra, Ltd India

16 AB Volvo Sweden



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1.5. Automotive Industry In India

India is also an emerging market for worldwide auto-giants. Due to low cost of labor

many multinational companies are investing in India. Its automotive industry has grown

very rapidly from the middle of 1990’s. Recently, there are two big investments expected

to boost the sector further, one is from Maruti and the other is from Honda Siel. Tata’s

proposed investment to manufacture cheap car is also expected to boost the industry.

India is the second most populated country in the World, and the growth rate of Indian

economy is very high, which indicates the presence of huge demand in different

industrial sectors. Automobile industry is not the exception in this regard. Indian

automobile sector has huge demands from its own country. This demand also attracts

the giant automobile suppliers throughout the world to come and invest in the Indian

automotive industry.

The automotive industry in India is one of the larger markets in the world and had

previously been one of the fastest growing globally, but is now seeing flat or negative

growth rates.[1][2] India's passenger car and commercial vehicle manufacturing industry

is the sixth largest in the world, with an annual production of more than 3.9 million units

in 2011.[3] According to recent reports, India overtook Brazil and became the sixth

largest passenger vehicle producer in the world (beating such old and new auto makers

as Belgium, United Kingdom, Italy, Canada, Mexico, Russia, Spain, France, Brazil),

grew 16 to 18 per cent to sell around three million units in the course of 2011-12.In 2009,

India emerged as Asia's fourth largest exporter of passenger cars, behind Japan, South

Korea, and Thailand. In 2010, India beat Thailand to become Asia's third largest exporter

of passenger cars.

As of 2010, India is home to 40 million passenger vehicles. More than 3.7 million

automotive vehicles were produced in India in 2010 (an increase of 33.9%), making the

country the second (after China) fastest growing automobile market in the world in that

year. According to the Society of Indian Automobile Manufacturers, annual vehicle sales

are projected to increase to 4 million by 2015, no longer 5 million as previously

projected.

The majority of India's car manufacturing industry is based around three clusters in the

south, west and north. The southern cluster consisting of Chennai is the biggest with



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35% of the revenue share. The western hub near Mumbai and Pune contributes to 33%

of the market and the northern cluster around the National Capital Region contributes

32%. Chennai, with the India operations of Ford,Hyundai, Renault, Mitsubishi, Nissan,

BMW, Hindustan Motors, Daimler, Caparo, and PSA Peugeot Citroën is about to begin

their operations by 2014. Chennai accounts for 60% of the country's automotive exports.

Gurgaon and Manesar in Haryana form the northern cluster where the country's largest

car manufacturer, Maruti Suzuki, is based. The Chakan corridor near Pune,

Maharashtrais the western cluster with companies like General Motors, Volkswagen,

Skoda, Mahindra and Mahindra, Tata Motors, Mercedes Benz,Land Rover, Jaguar Cars,

Fiat and Force Motors having assembly plants in the area. Nashik has a major base of

Mahindra & Mahindra with a UV assembly unit and an Engine assembly unit.

Aurangabad with Audi, Skoda and Volkswagen also forms part of the western cluster.

Another emerging cluster is in the state of Gujarat with manufacturing facility of General

Motors in Halol and further planned for Tata Nano at their plant in Sanand. Ford, Maruti

Suzuki and Peugeot-Citroen plants are also set to come up in Gujarat.[13]Kolkata with

Hindustan Motors, Noida with Honda and Bangalore with Toyota are some of the other

automotive manufacturing regions around the country.

Due to the contribution of many different factors like sales incentives, introduction of new

models as well as variants coupled with easy availability of low cost finance with

comfortable repayment options, demand and sales of automobiles are rising

continuously. Government has also contributed in this growth by liberalizing the norms

for foreign investment and import of technology and that appears to have benefited the

automobile sector. The production of total vehicles increased from 4.2 million in 1998- 99

to 7.3 million in 2003-04. It is likely that the production of such vehicles will exceed 10

million in the next few years.

The increase in the exports of automobile sector is also due to the adaptation of

international standards. After a temporary slump during 1998- 99 and 1999-00, such

exports registered robust growth rates in last few years. Investment is also a major factor

for this growth of Indian automotive industry, with investment exceeding US$ 11.11

billion, the turnover of the automobile industry exceeded US$ 13.22 billion in 2002-03.

The turnover has increased to US$ 18.5 billion by the end of 2004-05. Recently in 2006,

Maruti invested US$ 0.67 billion and Honda invested US$ 0.2 billion on small cars. It is

expected that by the year 2016, the turnover of the Indian automobile sector could grow



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to $145 billion. Today, this sector has emerged as a sunrise sector. However, the

overcapacity problem is haunting many of the players as demand may not go up

significantly. Hence, many players are looking for an external market for Indian

automobiles. The prospect of component industry is quite positive. The leading local

firms have established over 200 technical cooperation agreements with foreign firms to

be able to reach international standards in cost and manufacturing.

1.6. Domestic Market by Segment

Domestic Market Share by Segment

Segment Market Share

Two wheelers 76%

Passenger vehicle 16.3%

Commercial Vehicle 4.4%

Three Wheelers 3.4%



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CHAPTER 2

COMPANY INFORMATION



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2.1. Company brief

Honda Siel Cars India Ltd., (HSCI) was incorporated in December 1995 as a joint

venture between Honda Motor Co. Ltd., Japan and Siel Limited, a Siddharth Shriram

Group Company, with a commitment to providing Honda’s latest passenger car models

and technologies, to the Indian customers. The total investment made by the company in

India till date is Rs 1620 crores in Greater Noida plant and Rs 784 crores in Tapukara

plant. HSCI’s first state-of-the-art manufacturing unit was set up at Greater Noida, U.P in

1997. The green-field project is spread across 150 acres of land (over 6,00,000 sq. m.).

The annual capacity of this facility is 100,000 units. The company’s second

manufacturing facility is in Tapukara, Rajasthan.

This facility is spread over 600 acres and will have an initial production capacity of

60,000 units per annum, with an investment of about Rs 1,000

crore. The first phase of this facility was inaugurated in September 2008.

The company’s product range includes Honda Jazz, Honda City, Honda Civic and

Honda Accord which are produced at the Greater Noida facility with an indigenization

level of 77%, 76%, 74% and 28% respectively. The

CR-V is imported from Japan as Completely Built Units. Honda’s models are strongly

associated with advanced design and technology, apart from its established qualities of

durability, reliability and fuel-efficiency.

Emerald Honda, the new authorized Honda car dealer in the heart of Ahmedabad.

Emerald Honda is a part of the K M Thakkar group of companies who are involved in

automobile industry since last 20 years. With Oceanic TVS the group has got a

customer base of 70,000 satisfied customers with a work force of more than 485

employees. Emerald Honda, the new Honda car dealer, with world class facilities. Acar show room and workshop with Class, Convenience and Comfort.

A showroom that offers ONE STOP SOLUTION for all our needs related to a car

purchase. Beginning from giving a good value for our used car to helping us select our

new car to fitting it with accessories to match our taste, finance requirements, RTO,

insurance, preventive maintenance, regular and free service, accident repairs,



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roadside assistance ALL UNDER ONE ROOF. JUST A PHONE CALL AWAY!

Being located at Ashram road and Ambawadi, they are in the heart of Ahmedabad.

The service centre located at Ashram Road gives us the advantage of being just next

door for the service of car. At Emerald Honda, they make the process of buying a car a

happy and memorable experience. Emerald Honda is a world class show room that

meets the needs of a demanding customer and exceeds his expectations. Emerald

Honda is the culmination of a long cherished dream to give their customer the class,

convenience and comfort that they so rightly deserve. They offer 3S convenience.

Sales, Service and Spares. All under one roof. At Emerald Honda, offer a hassle-free

one stop solution

.



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2.2. Management team

NAME DESIGNTION

K. M. Thakkar Chairman

Mr.Nishish Arora Vice-Chairman

Mr. Ashley Corporate Manager

Mr. Jaymin Sales Manager

Mr.Kunal Tawar ASM Corporate Sales

Ms. Nisha CRMMr. Satish Account Head

2.3. Products and Services

1. Products

Honda Brio

Honda Amaze

Honda Jazz

Honda City

Honda Civic

Honda Accord

Honda CR-V

2. Services



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Em protect

Em fina

Em care

Em serve

Em shild

AutoTerrace

2.4. Products Name and Specifications

(A) Honda Brio

It is hatchback car. It is mainly create for city drive because length is low The 6

variants are available in Brio E- MT, EX-MT, S-MT, V-MT, VX-MT and VX-AT.

The price of Brio is 476000 Rs to 701000 it does vary according to the variants .

Below specifications is given here:-

Engine Type SOHC i-VTEC

No. of Cylinders

No. of Valves

Displacement (cc)

Max Power ps(kw) @ rpm

Max Torque Nm @ rpm

Fuel Supply System

Fuel Efficiency for MT*

Fuel Efficiency for AT*

4

16

1198

88(65) @ 6000

109 @ 4500

PGM - Fi

19.4 km/L

16.5 km/L

Transmission Manual5 Forward & 1

Reverse

Automatic 5 Speed AT

Steering Type Collapsible Electric Power



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Steering

Turning Radius MT (m) 4.5

Turning Radius AT (m) 4.7

Brake

System

Front

Disc

Rear Drum

Suspension

System

FrontMcpherson Strut

Rear Torsion Beam

Dimensions & Weight Overall Length (mm)

Overall Width (mm)

Overall Height (mm)

Wheelbase (mm)

Front Track (mm)Rear Track (mm)

Ground Clearance (mm)

Kerb Weight MT (kg)

Kerb Weight AT (kg)

Tyre Size

Fuel Capacity (litres)

Seating Capacity

3610

1680

1500

23451480

1465

165

920(E,EX), 930(S,VX), 925(V)

970(VX)

175/65 R14

35

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(B) Honda Amaze

Its new Honda car which launch in Petrol and Diesel also. So its first diesel car of Honda. It is

Sedan Car and in this segment this is more specious car to other one. In this model 4 variants

are available E-MT, EX-MT, S-MT, VX-MT in diesel and price is 734000 Rs to 912000 Rs its

vary according to the variants and 6 variants are available E-MT, EX-MT, S-MT, S-AT, VX-MT,

VX-AT in petrol and price is 610000 Rs to 830000 Rs.

Below the specification is given here-

Petrol Diesel



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Engine

Type 4 Cylinder, SOHC i-VTEC 4 Cylinder, DOHC i-DTEC

Displacement(CC) 1198 1498

No. of Valves 16 16

Power (ps @ rpm) 88 @ 6000 100 @ 3600

Torque (nm @

rpm)109 @ 4500 200 @ 1750

Fuel Efficiency *

(km/Itr)MT-18.0 & AT-15.5 MT-25.8

Transmission Manual 5 Forward & 1 Reverse 5 Forward & 1 Reverse

Automatic 5 Speed -

Dimensions

& Weight

Overall Length

(mm) 3990 3990

Overall Width

(mm)1680 1680

Overall

Height(mm)1505 1505

Wheelbase (mm) 2405 2405

Ground

Clearance (mm)165 165

Kerb Weight MT

(kg) 950(E),955(EX),965(S,VX) 1060(E),1065(EX),1075(S,VX)

Kerb Weight AT

(kg)1010(S),1005(VX) -

Tyre Size 175/65 R14 175/65 R14

Fuel Tank

Capacity (Litres)35 35

Seating Capacity 5 5

Boot Space

(Litres)

400 400

Steering

System

Type Collapsible Electric Power Steering Collapsible Electric Power Steering

Turning Radius

MT (m)4.5 4.7

Turning Radius AT 4.7 -



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(m)

Suspension

System

Front McPherson Strut McPherson Strut

Rear Torsion Beam Torsion Beam

Brake System Front Disc Disc

Rear Drum Drum

(C) Honda City

Below specification is given here-

Dimensions Overall Length (mm) 4440

Overall Width (mm) 1695

Overall Height (mm) 1485

Wheelbase (mm) 2550

Ground Clearance

(mm)165

Kerb Weight (Kg)1085

Kg1090 Kg

1100

Kg(MT)

/1150

Kg(AT)

1095

Kg(MT)

/1145 Kg

(AT)

1095kg(MT)1100 Kg(MT)

/1160 Kg(AT)

Fuel Tank Capacity

(Ltrs)42

Engine Engine 1.5L (SOHC) 4 Cylinder, 16 valve i-VTEC

Displacement (cc) 1497

Fuel System Electronic Fuel Injection

Fuel Efficiency*

(Kmpl)16.8 16.8 (MT) / 15.6 (AT)



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PerformanceMax. Power

(PS/rpm)118/6600

Max. Torque

(Nm/rpm)146/4800

Transmission Manual Synchronized, 5 Speed Forward & 1 Reverse

Automatic5 AT with Paddle shift & 1 Reverse

Suspension Front Suspension McPherson Strut with Stabilizer, Coil Spring

Rear Suspension Torsion Beam Axle with Stabilizer, Coil Spring

Steering Steering System Rack & Pinion

Power Assist Power Steering (EPS)

Minimum Turing

Radius (m)

5.3

Brakes Front Brake Disc

Rear Brake Drum

Tyres &

WheelsWheel Type Steel Steel Alloy

Alloy (New

Design)

Wheel Size 15x5.5J

Tyres 175/65 R15 (Tubeless)

(D) Honda Accord

Below Specifications is given here

Accord 2.4

Engine

Type 16 Valve DOHC-iVTEC

No. of Cylinders Inline 4 Cylinder

Displacement (cc) 2,354

Maximum Horsepower PS(kW)@rpm 180 (133)@6500

Maximum Torque Nm(kgm)@rpm 222 (22.6)@4300

Fuel Supply System PGM-FI

Fuel Efficiency* Manual -12.88 km/l, Automatic - 11.8 km/l

Transmission



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Manual 5 Forward 1 Reverse

Automatic 5 Speed (AT) with Paddle Shift and GLC

Steering

Gear Type

Rack & Pinion VGR(Variable Gear Ratio) &

Hydraulic Power Steering

Turning Radius (m) 5.6

Brake System

Front Multilateral Disc

Rear Solid Disc

Suspension System

FrontIndependent Double Wishbone with Coil Spring and

Stabilizer

Rear MultiLink with Coil Spring and Stabilizer

Dimension & Weight

Overall Length (mm) 4,950

Overall Width (mm) 1,845

Overall Height (mm) 1,475

Wheelbase (mm) 2,800

Tread (Front/Rear ) (mm) 1585/1585

Ground Clearance (mm) 155

Kerb Weight (kg) Manual - 1500; Automatic - 1525

Tyre Size 215 / 60 R 16 Radial TubelessWheel Size 16"

Fuel Tank Capacity (lts) 70 Litres

Seating Capacity 5

(E) Honda CR-V

Below specification is given here

DIMENSIONS ANDWEIGHTS

2.0L 2WD 2.4L REAL TIME™ 4WD

Dimensions (mm) 4545 (L) x 1820 (W) x 1685 (H)

Wheelbase (mm) 2620



25

Front Tread (mm) 1565

Rear Tread (mm) 1565

Ground Clearance (mm) 170 170

Kerb Weight (Kg) for MT 1470 – 1480 NA

Kerb Weight (Kg) for AT 1500 – 1510 1600

Fuel Tank Capacity (ltrs) 58

ENGINE

Engine SOHC i-VTEC in line, 4 Cylinder DOHC i-VTEC in line, 4 Cylinder

Fuel Type Petrol

Fuel System PGM-FI

Displacement (cc) 1997 2354

Fuel Efficiency* 13.7 km/l 12 km/lPERFORMANCE

Max. Power (ps/rpm) 156/6500 190/7000



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2.5. Corporate Sales

There are two types of sales which a company makes including corporate sales and other

sales. Corporate sales are those sales which involve the dealings between two large

companies. For example, DSL services which are provided to households and small

companies are not corporate sales but DSL services which are provided to a large company

can be considered as a corporate sale. Corporate sales are considered very profitable because

they are large sales and they result in strong

relationships with the buyers Corporate sales are that sales which one organization sales to

another organization without middleman or it is B to B sales Corporate Sales is selling of a

company’s product and services to large institutions, companies, or organizations. These

sales are normally transacted between the selling company's Corporate sales specialists /

agent direct with the decision makers of the buying company.

Corporate sales refer to the business to business (B2B) sales. It is the sales activity that is

characterized by the sales of a company's products to another company. Here instead of the

individual customer, the customer is another company Direct sale is direct marketing such as

door-to-door, office-to-office, home party selling etc. corporate sales is lucrative for businesses

of all levels, but especially for small to average-sized businesses it is not sales from direct

marketing. The corporate market segment is significant and provides fitness clubs with an

excellent opportunity to generate incremental memberships and revenues. With the continuous

increases in health-related costs, it is no surprise that employers view them as their number

one concern.

It is a well known fact that fitness-related programs help corporate executives control their

healthcare costs. As a result, they are very interested and motivated to explore the solutions

that your corporate sales team can provide.

Corporate sales are considered very profitable because they are large sales & they result in

strong relationship with the buyers Corporate sales is the selling of goods or services where

the primary customer is another business entity. For example, DELL sells its computer and

peripherals online to its customers. To manufacture a single computer, it buys computer parts

(e.g. motherboard, circuitry, and electronics) from different suppliers. As such, these suppliers

engage in CORPORATE SALES because it sells its products to Dell, which intends to use the

said products for business purposes.



27

CHAPTER 3

TASK ALLOTTED



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3. Task Allotted

1. Get all the product knowledge.

2. Observed sales consultant at the showroom

3. Attend activity, observed two person which was hired from an advertising agency and

collect data from that which was organized in following petrol pumps-

Indian Oil Petrol Pump, Near IIM Road

Indian Oil Petrol Pump, Shahibhug

Indian Oil Petrol Pump, Vijay Nagar

4. Attend Banks activity, distributed pamphlets to bank customers and bank employees,

explained products which was organized in following banks

SBI Bank, ONGC Chandkheda

HDFC Bank, Vastrapur

LIC, Relief Road

SBI Bank, Vasana

Axis Bank, Chandkheda

Central Bank, Vastrapur

5. Went to Banks to organize an event at outside of the Banks

Canara Bank, Navragpura

Allahabad Bank, Navrangpura

HDFC Bank, Navrangpura SBI Bank, Navrangpura

Co-operation Bank, Navrangpura

Central Bank, Navrangpura

Standard Charted Bank, CG Road

Kotak Mahindra Bank, CG Road

HDFC Financial ltd, CG Road

Central Bank, CG Road

UCO Bank, CG Road

Axis Bank, Ambavadi

6. Did Cold Calling in Corporate offices. So I went following corporate buildings for direct

marketing of Honda Cars

Safal Prelude, Corporate Road, Prahlad Nagar (all corporate offices)



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Venus Atlantis, Corporate Road, Prahlad Nagar (corporate house)

White House Building, Panchwati, Ambavadi

President House, Ambavadi

Ashirvad Paras, Corporate Road, Prahlad Nagar

Parshwnath Estat, Corporate Road, Prahlad Nagar

Flourish Pure Food, Navrangpura

7. Attend Sales training for 3 days

8. Attend Centre Mall activity for regular 11 days where I have to explain products to

customers.

9. Follow up the enquiries which was generated in events

10. Other tasks like

Kept pamphlets into the cars which were stated outside of the corporate buildings.

Went to RTO for car number plats.

Went to BSNL Vasana and distributed pamphlets to BSNL employees.

Helped to organize an event for BSNL employees.



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CHAPTER 4

RESULTS ACHIEVED



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4. Results Achieved

I have achieved following results as per my point of view.

1. Successfully did all the activities and generated enquiries.

2. Visited around 120 to 130 corporate offices.

3. Got permission from 8 banks for distributes the pamphlets.

4. Handled customers in all activities.



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CHAPTER 6

EXPERIENTIAL LEARNING



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5. Experiential Learning

Activities Performed Experiential Learning

Read the brochures of the

Honda Products

Got product knowledge of Honda Cars and learnt some

technical knowledge of cars which help in future to

understand the cars

Visit workshop and service

centre

Learnt some knowledge about operation management

Attend an Event of sales

promotion and took

inquiries from hires

advertising agency

1. Indian Oil Petrol

Pump, near IIM


Pump, Shahibhaug

3. SBI Bank , ONGC

Chandkheda


Pump, Vijay Nagar

5. HDFC Bank ,

Vastrapur

6. LIC Office, Relief

Road

Have to check advertising agency that they were doing

work well or not and explained some features to customer

so increases some confidence.

Attend Walking with salesconsultant

Learnt some selling skills from sales consultant and keptsome things which in mind which customer asked and

sales consultant gave to answer of that question

Follow up the enquiry

which came from Petrol

Knew that advertising agency was not worked and didn’t

get not much more benefit but the activity and plan was



34

pump activities good.

Went to Renault

showroom and did

comparative analysis

Knew that Honda services are better from Renault and got

some product knowledge or Renault car

Attend Sales Training

1. Induction training

2. Sales process

3. Product knowledge

Got some more knowledge about automotive industry and

learnt selling skills and how to explain car and build some

confidence that to explain a car

Did meetings in Banks

and distribute pamphlets

to employees and did

meeting for organizing an

Event

1. Canara Bank,

Navragpura

2. SBI Bank,

Navrangpura

3. HDFC Bank,

Navrangpura

4. Co-operation Bank

, Navrangpura

5. Allahabad Bank,

Navrangpura

6. Standard Charted

Bank, CG Road

7. Kotak Mahindra

Bank, CG Road

8. HDFC Financial

ltd, CG Road

9. Central Bank, CG

Learnt that deal with senior head and learnt some skills

about that how to do corporate sales and organize an

Event, got some communication styles which help me in

future. Knew that it was not tough task because I have

brand name and Banks seen benefit from that events

because generated enquiries will also follow up by banks

because of to achieve their car loans target.



35

Road

10. UCO Bank, CG

Road

11. Axis Bank,

Ambavadi

Visited corporate offices

for cold calling

1. Safal Prelude,

Corporate Road,

Prahlad Nagar (all

corporate offices)

2. Venus Atlantis,Corporate Road,

Prahlad Nagar

(corporate house)

3. White House

Building,

Panchwati,

Ambavadi

4. President House,

Ambavadi

5. Ashirvad Paras,

Corporate Road,

Prahlad Nagar

6. Parshwnath Estat,

Corporate Road,

Prahlad Nagar

7. Flourish Pure

Food,

Navrangpura

In these each corporate building has around 20 to 30

corporate offices. So I visited all these offices and did cold

calling or direct marketing. So I have brand with me but I

feel no sense of it to do direct marketing of Honda Cars to

the corporate buildings. Somehow it may be create

awareness about our product but when customer want to

buy a car than he will contact to us but it’s create corporate

relations so from that companies product sales will

increase. But at personally I learnt many things from that

task.

1. First of all to go in corporate house it would be

difficult because of watchman doesn’t allow doing

these type of marketing so for that I have found one

way do to these.

2. Have seen corporate offices so it was great

experience for me.

3. Meet to Director or Manager of company so it was

also great experience for me.

4. Many times I not meet to senior person of company

and only meet to Receptionist.

5. Learnt that how to fix meetings with senior person.

6. Got some communication skills.



36

Attend Central Mall activity

for 12 days

Explained Honda cars to customer so I got communication

skills and learnt to handle the customers. Most successful

day was Sunday because I handled around 30 to 40

customers during 3 hours so I continually spoke for 3 hours

it was great experience day for me.

1. Corporate relations are very important for an

organization because it builds a good image of

company in corporate world.

2. Corporate sale is very important for a company

because it contributes a proxy 40% of total sale of

company.

3. The processor of corporate sale in organization isvery lengthy and complicated.



37

Skills Used

Interpersonal Skill

This is most the common and one of the most important skills during my

internship period. This skill helps a person to interact with others in much better andpleasant manner. It is an art to present one’s views, thoughts, and ideas before its

listeners to make others. It is part of business interaction so person should have the

capabilities to make his dealings in appropriate way. Through this I can better create my

relations with the other fellow an due to this they much corporate with me.

Communication Skill

Communication means exchange of messages between people for the purpose

of achieving common meanings. It is an art to make information flow smoother. This Skill

helps me with interacting with the external as well internal peoples.

Human Skills

I learnt the Human Skill in true manner. Human Skills associated with a manager’s ability

to work well with others, both as a member of a group and as a leader who gets things

done through others. In Emerald Honda I worked along the corporate sales

manager and he guide me a lot as well as the Senior trainee also facilitate me.

Decision Making Skill

The skill involves the process through which managers identify organizational problems

and attempt to resolve them. Although this skill involves in high level management but I

worked with really senior managers of Company and I learnt lot by observing them.

Similarly when I work at corporate sales department the issue of prices change an

urgent meeting is conduct to guide the sales team with update prices of Honda products.



38

CHAPTER 7

BIBILOGRAPHY



39

7. Bibliography

1. www.trade.gov/mas/manufacturing/oaai/build/groups/public/@tg_oaai/documents

/webcontent/tg_oaai_003756.pdf

2. http://acma.in/pdf/Status_Indian_Auto_Industry.pdf

3. www.emeraldhonda.com

4. www.ibef.com

5. www.hondacarindia.com

6. www.indiancarsbike.in

7. www.zigwheels.com

8. www.en.wikepedia.org



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9. Annexure

1. These two snaps of Centre Mall



41

2. This snap of sales promotion activity at Corporation Bank Navrangpura



42

chirag sip final

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