Internship Report

Topics: Sales, Marketing, Sales management Pages: 37 (11972 words) Published: September 14, 2009

This summer I had to pass an internship. And the summer was very interesting and rather hard. Why hard? After studying in Suleyman Demirel University and learning a lot of subjects about my future profession I tried to realize and apply my skills on the job and it was very difficult to face with work at ones and first time so seriously. Also I had priceless experience, unforgettable feelings…that was very interesting. The name of the company where I worked called “Dudar” ltd. The field in which the company operates is sales. A sale is the pinnacle activity involved in selling products or services in return for money or other compensation. It is an act of completion of a commercial activity. The "deal is closed", means the customer has consented to the proposed product or service by making full or partial payment (as in case of installments) to the seller. A sale is completed by the seller, the owner of the goods. It starts with consent (or agreement) to an acquisition or appropriation or request followed by the passing of title (property or ownership) in the item and the application and due settlement of a price, the obligation for which arises due to the seller's requirement to pass ownership, being a price the seller is happy to part with ownership of or any claim upon the item. The purchaser, though a party to the sale does not execute the sale, only the seller does that. To be precise the sale completes prior to the payment and gives rise to the obligation of payment. If the seller completes the first two above stages (consent and passing ownership) of the sale prior to settlement of the price the sale is still valid and gives rise to an obligation to pay. It can be performed by some techniques: * Direct sales, involving person to person contact

** Buying Facilitation Method
* Pro forma sales
* Agency-based
** Sales agents (real estate, manufacturing)
** Sales outsourcing through direct branded representation ** Transaction sales
** Consultative sales
** Complex sales
** Consignment
** Telemarketing or telesales
** Retail or consumer
* Door-to-door or traveling salesperson
* Request for proposal – An invitation for suppliers, through a bidding process, to submit a proposal on a specific product or service. An RFP is usually part of a complex sales process, also known as enterprise sales. * Business - to-business – Business – to - business sales are much more relationship based owing to the lack of emotional attachment to the products in question. Industrial/Professional Sales is selling from one business to another * Electronic

** Web – Business-to-business and business-to-consumer
** Electronic Data Interchange (EDI) – A set of standard for structuring information to be electronically exchanged between and within businesses * Indirect, human-mediated but with indirect contact

** Mail-order
* Sales Methods:
** Selling technique
** SPIN Selling
** Consultative selling
** Solution selling
** Strategic Selling
** Sales Negotiation
** Reverse Selling
** Paint-the-Picture
Some people confuse sales with marketing, but difference is very big, but they have the same goal. Marketing improves the selling environment and plays a very important role in sales. If the marketing department generates a potential customers list, it can be beneficial for sales. The marketing department's goal is increase the number of interactions between potential customers and the sales team using promotional techniques such as advertising, sales promotion, publicity, and public relations, creating new sales channels, or creating new products (Product Development), among other things. In most large corporations, the marketing department is structured in a similar fashion to the sales department and the managers of these teams must coordinate efforts in order to drive profits and business success. For example, an "inbound" focused campaign seeks to drive more customers...
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