PROJECT REPORT ON

SUMMER TRAINING SALES

AND MARKETING STRATEGIES IN B2B AT
M.F PACKAGING

Submitted in partial fulfilment of the requirements

For the award of the degree of

BACHELOR OF BUSINESS ADMINISTRATION (BBA)

To

GURU GOBIND SINGH INDRAPRASTHA UNIVERSITY

INSTITUTE OF INNOVATION IN TECHNOLOGY &

MANAGEMENT
Guide: Submitted by:
Mrs. Annu Aggarwal Mohammed Mehtab
08624401720
 CERTIFICATE

I, Mr. Mohammed Mehtab, Roll No. 08624401720 certify that the Project Report
(BBA311) entitled “Sales and Marketing Strategies in B2B at M.F Packaging” is
done by me and it is an authentic work carried out by me at M.F Packaging. The
matter embodied in this project work has not been submitted earlier for the award
of any degree or diploma to the best of my knowledge and belief.

Signature of the Student

Date:

Certified that the Project Report (BBA-311) entitled “Sales and Marketing
Strategies in B2B at M.F Packaging” done by Mr. Mohammed Mehtab, Roll No.
08624401720 is completed under my guidance.

Signature of the Guide

Name of the Guide:
Designation Date:
Countersigned
(Director / Project Coordinator)
 ACKNOWLEDGEMENT

I hereby acknowledge all those who directly or indirectly helped me to draft the
project report. It would not have been possible for me to complete the task without
their help and guidance. I would like to express my special gratitude to my teacher
Ms. Annu Aggarwal who gave me golden opportunity to do this wonderful major
project on the topic “Sales and Marketing Strategies in B2B at M.F
Packaging”, which also helped me in doing a lot of Research and I came to know
about so many new things I am really thankful to them.

I am thankful to all those persons who co-operated with me. They not only
rendered timeout of their busy scheduled but also answered my queries without
hesitation.

I must mention my hearty gratitude towards my family, other faculties and friends
who supported me to go ahead with the project.

Mohammed Mehtab
08624401720
 Executive Summary
M.F Packaging is a versatile manufacturer in quality paper products of Greater
Noida, India. It plays a vital role to contribute to the demand of several largest
companies in India such as, Home & we Pvt Ltd., Spack Automotives Pvt Ltd.,
Master Stroke Pvt Ltd., Tharanco., My Home Collection Pvt ltd., and so on. It is a
great chance for me to do my internship in M.F Packaging. This is a large factory
with all the facilities of printing and packaging. M.F Packaging is capable of
supplying all kinds of printing and packaging products of distinguished design and
outstanding quality as per buyer requirements. So, it is a matter of concern that
why this industry is well renounced in this packaging world. In the whole
procedure of delivering goods to the customers, maintain relationship and to
communicate with them, have a great influence and responsibilities. When, the
order is taken from buyer the duty comes to the floor of managers and before going
production they do almost everything to make the business smoothly. So, the work
starts with the order taking and making business relationship. Then sample
making, planning, booking of every single material for samples and getting
approval are all the key responsibilities of marketing managers. In production,
sample goes in bulk so, the responsibilities become huge and it comes to the
relation with operation also. I was selected for the buyer Spack Automotives Pvt
Ltd. And I find it very challenging to fulfill their requirements and deliver the
goods on time and also receiving the payments. It was a great joy to work in this
place and I really enjoyed it.
 TABLE OF CONTENT

S.NO TOPIC PAGE NO.

Chapter-1: Introduction
Sales And Marketing
Business-To-Business(B2B)
Advantages Of B2B
Disadvantages Of B2B
Sales And Marketing Strategies
1
Objective Of Study
Literature Review
Research Methodology
Research Design
Sources Of Data
Limitation Of Study

2 Chapter-2: Profile of the organization

3 Chapter-3: Data Analysis & Interpretation

Chapter-4: Finding
4 Recommendation
Conclusion

5 References/ Bibliography

6 Appendices
CHAPTER-1
INTRODUCTION
1.1 INTRODUCTION
To generate sales and profitability, each business or organization must develop and implement an
acceptable and successful marketing plan.

Sales and marketing are crucial pillars of every business. They are closely linked and act as
a
catalyst for generating revenue (profit). While marketing is about building awareness about a
brand and organization, sales turn that viewership into profits by converting the potential
customers into actual customers.

Marketing encompasses all activities that help spark interest in your business. Marketers use
market research and analysis to understand the interests of potential customers. Marketing
departments are responsible for running campaigns to attract people to the business' brand,
product, or service.

Sales is a term used to describe the activities that lead to the selling of goods or services.
Salespeople are responsible for managing relationships with potential clients (prospects) and
providing a solution for prospects that eventually leads to a sale.

Consumer views towards marketing are transforming on a daily basis, especially since the
pandemic. People's demands and desires, as well as customer traits, are changing. To adapt to
this transformation, every business must utilize strategic management tools, which are referred
to as marketing strategies, in order to maintain their organization's reproductive success and
competitiveness in the market place. Marketing strategies and activities play a major role in the
growth of any organization or business.

The study is about the whole procedure of delivering goods to the customers, maintain
relationship and to communicate with them, have a great influence and responsibilities.

There are the following goals for the internship program and the studies:

o For acquiring, coordinating extensive information about the responsibility for the work.
o To explore the specific world of industry.
o Comparing the realistic scenarios to the lessons learned.
1.2 SALES AND MARKETING
1.2.1 SALES

Sales refer to the exchange of goods and services in return for the money. It is a process to
transfer goods from manufacturer to distributor, distributor to wholesaler, wholesaler to retailer
and from retailer to the consumer. The primary object of sales is to increase revenue.

Generally, to promote sales of a product or services a special discount or offers are encouraged
to attract the consumer. Few activities involved in strengthening the sales are:

o Demonstration of the product

o Establishing tie-up with various companies

o Customers satisfaction

o Building contacts

1.2.2 MARKETING

Marketing is a process that involves research and analysing customer requirement, according to
which a company manufactures a product to satisfy their need. The marketing team regularly do
market research to examine the likes and dislikes of customers or a group with different tools. In
other words, marketing is all about discovering human needs and satisfying them with the
desired product, thus resulting in sufficient income.

Few activities that are involved in Marketing:

o Market research

o Manufacturing of product

o Promotion of product

o Advertising of the product

o Selling the product

o After sell service

o Customeí satisfaction
1.3 BUSINESS-TO-BUSINESS(B2B)
Business-to-business (B2B) is a business model where a business sells or purchases products or
services to and from another business. This type of relationship is common among
manufacturers, wholesalers, distributors, and retailers that will resell the products or services.
Generally, B2B transactions occur in the supply chain, where a specific company will purchase raw materials f
B2B products or services are also more valuable than those at the consumer level. This is because businesses th
For instance, a bicycle manufacturer will buy a truckload of bicycle tires compared to what a biking enthusiast
In B2B companies, their marketing campaigns target other businesses instead of consumers, which is Clients o
1.3.1 HOW DOES B2B WORK?

In the B2B business model, one business sells a set of products or services to another business.
There is usually a group or department in that particular company that uses the products and
services. It could be a single user on the buyer side making a transaction in support of the
business goals of the company.
Some B2B transactions also involve the company using the products, such as computers,
merchandise products, furniture, and productivity software.
For more complex or larger service or product purchases, the selection process of B2B
product or service is handled by a buying committee, including:
o A technical decision-maker or someone who assesses the capabilities of the
prospective products or services
o A business decision-maker, such as those responsible for the finances and budgeting
o Influencers, such as those individuals who present inputs on the decision.
Often, large purchases involve a request for proposal, in which the buyer invites possible
vendors to submit proposals detailing their products or services, terms, and pricing.
1.5 ADVANTAGES OF B2B
There are many advantages of B2B over other types of businesses.
Predictable and Stable Market
The B2B market consists of businesses serving other businesses. It is a predictable market since
sales and purchases are based on rational decisions rather than impulse decisions.
B2B deals and contracts also tend to last longer, which could take a year more with guaranteed
pricing and terms negotiated between the two businesses.
High Level of Customer Loyalty
Because of longer deals and contracts, there is a much better evolution of supply chain
management in B2B. It provides a collaborative mindset in distribution channels, which helps
develop a high level of customer loyalty between businesses.
Customer loyalty also drives B2C companies to achieve a consistent and reliable service to other
businesses.
High Order and Sale
Since companies are involved in the sales transaction, the amount will be of big value compared
to when consumers purchase the products or services. For instance, instead of selling furniture
to 1000 customers, B2B companies sell 1000 furniture to a single company in a single sale
transaction.
This is because buyers who engage with B2B companies often buy in bulk and have
greater purchases.
1.6 DISADVANTAGES OF B2B
There are also some disadvantages to conducting B2B models.
Limited Target Market
From the name itself, B2B sales have a limited reach considering the transactions and deals
occur solely between businesses, thus the customer pool is not as open compared to B2C.
That is why customer loyalty is much needed in order to generate long-lasting
relationships between businesses. The loss of one long-standing partnership with a
business could be detrimental to the revenue sheets of a B2B company.
Bargaining Power of Clients
It is common for long-term clients to seek preferential treatment like discounts on purchases or
services, considering they are making bulk transactions. Clients have some bargaining power
compared to end-users who purchase in small quantities.
Discounts or requests can be challenging to manage, and if not done carefully, they could
hurt the bottom line of the company.
Longer Purchase Decision Time
The majority of the clients involve one or more decision-makers and the total time for a purchase
decision usually runs on the short side.
A complicated set of factors, such as multiple stakeholders, are involved in the B2B sales cycle,
with total decision times that can stretch out for several months.
B2B companies cannot depend on a fast turnaround with new clients for an influx of
working capital. They also must maintain the financial solvency of their company to operate
with long gaps between sales.
1.7 SALES AND MARKETING STRATEGIES
Embrace sales enablement
One of the critical steps in a B2B buyer’s journey is research. You want to make sure your
company is the one serving them the information they need to make an intelligent decision.
According to a 2020 Edelman study, 49% of decision-makers say thought leadership content influences their pu
Research the trends in your industry and survey your current customers to learn how your

product provides value to them and where they’re having issues, then create pieces of content
around those insights.

Align sales and marketing teams to work towards the same goal
By not aligning your marketing and sales teams, your business is losing a sizable chunk of potential revenue. To
Get your marketing people to create content assets regularly and share them with the sales team. Let them teach t
One of the biggest challenges to the alignment of sales and marketing departments is the lack of

shared and/or accurate data on target accounts and campaigns. Using project management
software can help you overcome this issue and keep track of essential details useful to both
teams.

Sell solutions, not products

Think of your business as a solutions expert that just happens to sell whatever product or
service you’re offering. Try to remember that your product doesn’t matter as much as what it
can do for the buyer.
So instead of singing praises about all its unique features, focus on highlighting the benefits it
can provide to the customer. Diagnose the problems their business is facing and the needs that
they have and tell them how your product or service will help solve those problems and satisfy
their needs.
This sales strategy works because it allows your prospect to feel understood, heard, and
valued from the very beginning. By offering a solution that’s tailored to their specific
situation, you’ll increase trust and your chances of closing the deal.

Ask for Referrals

Referrals are a great way to get your foot in more doors. All you need to do is ask current
customers to refer your company to their peers, and you’ll get a pre-warmed lead ready
for following up.

Develop a Lead-Nurturing Plan

Not closing the deal immediately doesn’t mean that the customer will never buy from you. Keep
nurturing your leads by continuing frequent value-adding conversations and communications.

Leverage Account-Based Marketing

Even if your product or service caters to many industries, approaching every single industry
as your target market leads to impersonal and ineffective sales approaches.
Instead of casting a wide net and then drilling down to find companies that are interested in your
product, flip the script. Identify your target companies first, then approach them with
personalized sales solutions. This makes them feel special and more likely to be receptive to
what you have to say.
Run a competitive analysis.

Scope out the market and see what other businesses are marketing to your target audience with
a competitive analysis. Things to be on the lookout for when inspecting competitors are:
o Competitor product offerings
o Competitor sales tactics and results
o Competitor marketing content and social media presence
B2B Email Marketing
Email marketing is a tried and true method of reaching both individual consumers and business
customers. Emails lead to engagement which turns subscribers into leads … and then customers.
Email marketing is also a powerful vehicle for sharing your brand’s content. 83% of B2B
companies use email newsletters as part of their content marketing program, and 40% of B2B
marketers say these newsletters are most critical to their content marketing success.
1.8 OBJECTIVE OF THE STUDY
It is truly said that “A study without objectives is like a tree without roots.” In any area of
research, the first and the foremost task is to decide and define the objectives of the research i.e.,
the reason why the research study should be conducted. A research study may have many
objectives, but all these objectives revolve around one major objective, which is the focus of the
study. In this objective, the prime objective is to identify the opportunities and challenges of the
marketing through social networking sites.
In order to pursue the afore-mentioned prime objective, some allied objectives have also been
identified which are as follows: -
o To get a clear understanding of the current situation,
o To know about their marketing policies,
o To know about the business environment that affects to their sales & marketing activities.
o To know about the company’s adjusting strategies which suit their
competitive environment & improve their potential profits.
o To focus on the importance, benefits, reasons of Marketing strategies or activities of M.F
Packaging.
1.9 LITERATURE REVIEW

Nadia Jimenez, Sonia San-Martin, Jose Ignacio Azuela Academia Revista Latinoamericana de
Administración in there research paper titled"Trust and satisfaction: the keys to client loyalty
stated that The importance of customer loyalty impacts almost every metric important to running
a business. Without happy customers that continue to buy from you, the business won’t survive.
New customers (as we’ll talk about below) tend to cost more to acquire and don’t spend as much
money as loyal, repeat customers. Keeping customers coming back for more is critical to
business success. And it’s why short-term profit grabs don’t work. Loyal customers are just
better for business: they help you grow and keep profits high. Here (Jimenez, N., San-Martin, S.,
& Azuela, J. I. (2016).

Megan Mosley in her article titled"Why is Word of Mouth Marketing so Important?" stated that
Consumers trust their friends. This is why word of mouth marketing is the most valuable
source of marketing.
According to a Nielsen study, 92% of consumers believe suggestions from friends and
family more than they do advertising - this stat alone solidified the word of mouth use case.
WOM also doesn’t stop after just one interaction. One person will tell another, and that person
will someone else, then that person will continue the chain and spread the word further,
making it a great vehicle for exposure and distribution - if used well.
same is true in reverse - negative news can spread just as fast, but the essential benefit of WOM
in the connected era is personal endorsement, which is not only more readily available, but is
seen as significantly more valuable to modern consumers.
Here, (Mosley, 2021)

Dyana Rothman in her article titled"How to Structure Your Organization for Sales and
Marketing Alignment" stated that Creating the right structure between marketing and sales is
imperative for proper alignment. This means defining roles in marketing and sales in a way that
helps you move leads through the pipeline more effectively. Outlining specific roles ensures that
every part of the customer’s journey is accounted for.
Dividing sales into a lead qualification team—and one that works specifically on closing deal—
creates the best results. Lead qualification teams can focus on qualifying leads, and your sales
account executives can focus on closing deals. How does your marketing team work with sales?
Take some time to look at your role descriptions to ensure that they are truly cross-functional.
Here, (Rothman 2020)

Manisha R. in her article titled "Importance of Marketing" stated that Marketing is an important
function of business that helps in selling of goods and services and ultimately attaining profit.
Importance of marketing lies in identifying consumer’s needs and wants and
delivering appropriate product and services to customers so as to maximize their
satisfaction.
Marketing is a very important aspect in business since it contributes greatly to the success of the
organization. Production and distribution depend largely on marketing. Here (R,2021)
It is a myth that sales and marketing are basically the same. These two concepts are different in
many aspects. Marketing covers advertising, promotions, public relations, and sales.
Linda ray in ger article titled "Organizational structure of sales and arketing' stated that Sales
and marketing have distinct duties, but ultimately they have the same focus and perspective:
reaching the consumer and promoting sales. Marketing departments typically support your brand
through public relations and identity campaigns. They focus on long-term objectives and provide
support for the front-line sales staff. Sales departments usually are responsible for direct
customer contact. They promote the features and benefits of your products or services and close
the deals. Sales staff bring in the profits directly. Here, (Ray,2022)
This paper examines the sales and marketing role of M.F Packaging how this plays a crucial role
for the growth of the organization.
Sample size is 30 employees
1.10 RESEARCH METHODOLOGY
Research methodology is a careful investigation for inquiring in a systematic method and
finding solution of a problem. It comprises the defining and redefining of problem
formulating hypothesis, collection and evaluating data, making detection and reaching
conclusion.
Descriptive research design is used in this process. There are 3 types of descriptive research
design methods- observational, case study and survey method. The descriptive method used
in this project is survey method and observations to see analyze Sales and Marketing . A
questionnaire was circulated to collect the responses.
A sample design is a procedure or plan drawn up before any data are collected to obtain a
sample from a given. It is impossible to conduct research with entire population. The sample
design was selected in advance according to the objectives of the study.
Sample size determination is the act of choosing the number of observations or replicates to
include in a statistical sample. The sample size is an important feature of any empirical study in
which the goal is to make inferences about a population from a sample.

1.11 RESEARCH DESIGN

Descriptive research design is used in this process. There are 3 types of descriptive research
design methods- observational, case study and survey method. The descriptive method used in
this project is survey method. A questionnaire was circulated to collect the responses.
A sample design is a procedure or plan drawn up before any data are collected to obtain a
sample from a given. It is impossible to conduct research with entire population. The sample
design was selected in advance according to the objectives of the study.

Sample size determination is the act of choosing the number of observations or replicates to
include in a statistical sample. The sample size is an important feature of any empirical study in
which the goal is to make inferences about a population from a sample.
Sample size of this survey is 30 persons.
Type of research - Descriptive research
Data source - Primary and Secondary data
Data collection method- Survey
Data collection tools – Questionnaires
Sample size – 30

1.12 TYPES OF RESEARCH DESIGN

1.6.1 DESCRIPETIVE RESEARCH
It is typically concerned with determining the frequency with which something occurs or the
relationship between two variables. The descriptive study is typically guided by an initial
hypothesis. The objective of such a study is to answer the who, when and how of the subject
under investigation.

1.13 SOURCES OF DATA

In this study, qualitative data collection methods like interviews, group discussions, observations
& company’s documents, annual report & marketing report revision etc. will be used.
A fundamental overview of the collection of the data & utilization to prepare this report
are described below:
1.13.1 Type of the data: On the basis of primary & secondary data, this report will be prepared
o Primary Data: The primary data was collected by Hands on experience through
internship, discussion with supervisor, senior colleagues, cross functional teams
and customers, direct observation to the overall sales & marketing activities etc.
 Primary Sources of Data: Data collected is considered primary data for the first
time. The methods used to gather such data include:
 Face-to-face contact & group discussions with the respective officers
and employees of the company. Informal dialogue with the customers.
 Practical job presentations from the numerous desks covered by the
branch departments.
o Secondary Data: Secondary data are those, which have already been collected by
some other persons for their purpose and published. Secondary data are usually in the
shape of finished products. External Data, was generated from magazines, research
books and internet.
 Secondary Sources of Data: The secondary data sources are the annual reporting
manuals of M.F Packaging, and various publications. For secondary data
collection, approaches used include:
 Annual & Marketing Report,
 Sales, marketing, functional & operational related papers.
1.13.2 Sampling Technique
It refers to the technique or procedure used to select the members of the sample. I
used Non probability convenient sampling.
1.13.3 Non-Probability Sampling
Non-probability sampling is a sampling method in which not all members of the
population have an equal chance of participating in the study. Each member of
the population has a known chance of being selected
1.14 LIMITATIONS OF THE STUDY

Every possible effort has been made to make the study complete in all respects but due to a
number of uncontrollable factors, the study might have some limitations. The following points in
this direction would add to our total deliberations: -
o The sample size chosen may not be enough to give a true representation of the
total population.
o Business on the part of respondents while answering the questions cannot be rule out.
o The questionnaire method has the limitation of providing the limited information.
o Effort, time, money factor was another limiting factor during the course of project.
o Lack of time is the basic limitation in the project.
o Money played a vital factor in the whole project duration.
Lack of proper information and experience due to short period of
time.
 CHAPTER-2
ORGANIZATION PROFILE
2.1 PROFILE OF THE ORGANIZATION
2.1.1 ABOUT:
M.F Packaging was founded by S.H Rahman some more than 12 years ago. Our hard work,
dedication and vision have made M.F Packaging Company where it stands today. Since it has hit
the market, it has never looked back. It has been able to recognize itself as one of the pioneers
packaging industries in our area. We have made use of technology and ideas so that our
packages are crafted with inventiveness and concepts.
M.F Packaging is a versatile manufacturer in quality paper products of Greater Noida, India. It
plays a vital role to contribute to the demand of several largest companies in India such as,
Home & we Pvt Ltd., Spack Automotives Pvt Ltd., Master Stroke Pvt Ltd., Tharanco., My Home
Collection Pvt ltd., and so on. This is a large factory with all the facilities of printing and
packaging. M.F Packaging is capable of supplying all kinds of printing and packaging products
of distinguished design and outstanding quality as per buyer requirements. So, it is a matter of
concern that why this industry is well renounced in this packaging world.
2.1.2 Corporate Philosophy:
Introducing services and solutions that assist the human capacity of thought and intellectual
creativity. Providing productivity-enhancing services and solutions.
2.1.3 Quality Policy:
To consistently meet our customers' highest and most demanding standards of quality and
service, within agreed parameters. With our innovative techniques and in-depth process
knowledge we have established ourselves as one of the reputed suppliers of high quality
specialized products.
2.1.4 Vision and Mission:
Our vision is to provide our customers with innovative and durable product and also to keep our
commitments made. There is No-Compromise rule when it comes to quality. We also sustain
environment by producing paper bags that are eco-friendly. Our vision is to promote business
while protecting environment.
To provide major corporations and organizations with value-added commercial printing, folding
packaging and related services.
2.1.5 Specialization Capacity:
In the beginning, the company had only press machine. Now, M.F Packaging is modernized with
many multicolored machines and finishing equipment to produce top quality packaging
products.
2.1.6 List of Machinery:
MACHINE QUANTITY

Hand Shire Machine 2 No.

Pasting Machine 2 No.

Slot Cutting Machine 4 No.

Pressure Machine 2 No.

Creasing Machine 2 No.

Die Cutting Machine (auto) 4 No.

Stitching Machine 4 No.

Corrugation Machine (B-Flute) 2 No.

Corrugation Machine (C-Flute) 2 No.

Offset Printing Machine (auto) 2 No.(mono-color, bi-color)

Cutting Machine 2 No.

2.1.7 List of products:

M.F Packaging has been providing quality product and incomparable services since it has
stepped in the market. We produce Fast product at minimum cost addition to that we have at top
notch quality compared to others. Over the years, we have understood that it is important to look
after nature. Hence, we have also begun with the manufacturing of eco-friendly bags. The
company produces eco-friendly products so that the waste generated can be minimized from our
end.
o Folding Cartons
o Cartons
o B-flute / C-flute Cartons
 o Posters
o Paper Carry Bags
o Food and Beverages Packing Containers and Bags
2.1.8 CORE VALUES
 Integrity and ethical values: In a demanding business with high expectations and
standards, they honestly represent to our clients and candidates and our candidates
to clients. They do not promise what they cannot deliver.
 Improvement and Innovative: They expect our employees to think out of the box
rather than doing same and same Monotonous things in a better way.
 Optimism with Creativity: They face challenges with optimism. They see the light
in every difficulty and provide creative solutions to our customers.
 Teamwork: They believe in Direct, open, and honest communication between our
team members to deliver commitments to our clients.
 Having fun: It is important to have Fun and party hard to know each other well
and energies ourselves again for work.
2.1.9 Major Clients
o Home & we Pvt Ltd
o Spack Automotives Pvt Ltd
o Master Stroke Pvt Ltd
o Tharanco
o My Home Collection Pvt ltd
 CHAPTER-3
Analysis and Interpretation of Data
3.1 ANALYSIS OF THE DATA
Data analysis is the process of uncovering patterns and trends in the data. It is used to
summarize, condense data in a comprehensible and usable form for further advanced
analytics and prediction.
The analysis of the data is done as per the survey finding. The data is represented in graphically.
The number of the people opinion were analysed and expressed in the form of charts and
have been placed in the next few pages.

3.2 DATA INTERPRETATION

Data interpretation is the process of assigning meaning to the data. It involves explaining those
discovered patterns and trends in the data. Data interpretation is required because the numbers
can not speak for themselves. It needs manual human intervention to understand what the
numbers are saying.
A questionnaire was prepared for the purpose of getting feedback from the employees (Interns)
and manager regarding "Sales and Marketing Activities" of their company. 30 employees
(Interns) are selected from different department and were distributed the questionnaire from the
purpose of the study.
Question 1: What are your strengths as a company?
Category No. of Respondents Percentage (%)
Quality 11 36.67
Price 6 20
Speed 6 20
Service 7 23.33
30 100

STRENGHT
QualityServicePriceSpeed

23%

37%

20%

20%

Interpretation
o It is important for an organization to always work on their strength to keep ahead of
their competitor, according to the 11 respondents(36.67) Quality products are their
biggest strength.
o The cumulative of 40% (20% and 20%) respectively believe that price and speed are
their strength.
o Whereas as a healthy percentage of 23.33% came to the decision that the service is one
of their major strengths.
Question 2: Do you think M.F packaging have enough resources to expand
their business in different states of India?

Category No. Of Respondents Percentage (%)

Strongly Agreed 5 16.67
Agreed 12 40
Disagreed 9 30
Strongly Disagreed 0 0
DO NOT KNOW 4 13.33
30 100

RESOURCE TO EXPAND
DO NOT KNOW
Strongly Agreed
13%
Strongly 17%
Disagreed 0%

Disagreed
30%

Agreed
40%

Interpretation
o The survey show that 16.67% and 40% of the people who were strongly agree and agree
to the options that M.F Packaging possess relevant resources to expand their products
and services to other states of India.
o Whereas 30% respectively came to the conclusion of disagree the fact and fixtures.
o Where 13.33% of the people Do not know about their resources.
o With the point and thought that the company has to improve in the certain area so
that their more staffs know more about the company.
Question 3: Do you believe that there is an opportunity for individual career
growth and development within the company?

Category No. Of Respondents Percentage (%)

Yes 14 46.67
No 7 23.33
Not Sure 9 30
30 100

SALES

Not Sure
30%
Yes
47%

Yes
No No
23%
Not Sure

Interpretation
o Research show that 14 respondents (47%) think that there is an opportunity for
individual career growth and development within the company
o Where 7 respondents (23%) believes that there is less chance of growth and development
within the company.
o Whereas 9 respondents (30%) are not able to reach to a conclusion.
o With the point and thought that the company has to improve in the certain area so that
their more staffs get an opportunity for growth and development with in the
company.
Question 4: Of the following, which is your business lacking?
Category No. Of Respondents Percentage (%)

Lack of usage for promotional tools 8 26.67

and techniques.
Lack of technological innovation. 7 23.33

Lack of sales and marketing efforts. 12 40

Lack of creativity as far as product design 3 10

and packing is concerned.
. 30 100

Area To Improve

10%
27%

40%

23%

Lack of usage for promotional tools and techniques.

Lack of technological innovation. Lack of sales and marketing efforts.
Lack of creativity as far as product design and packing is concerned.

Interpretation
o Research show that 12 respondents (40%) think that Lack of sales and marketing
efforts is one of the major area where the company is lacking and need to improve in
this area.
o Whereas 8 (26.67%) and 7 (23.33%) respondents respectively came to the conclusion
that lack of usage for promotional tools and lack of technological innovation are the
fields where company need to improve.
o Where 3 respondents (10%) believes that lack of creativity is the area for improvement.
o The company has to improve in all above area so that the sells may increases as
per yearly targets.
Question 5: Do you feel that your opinions are heard and value by your
reporting manager?
Category No. Of Respondents Percentage (%)

Always 15 50

Never 0 0

Sometimes 6 20

Never Give Opinion 9 30

30 100

INVOLVEMENT

AlwaysNeverSometimesNever Give Opinion

30%

50%

20%
0%

Interpretation
o This Chart represent the views of employees that their opinions are heard and value
by your reporting manager.
o Out of 30 respondents 50% of them i.e. 15 employees believe that their opinion are
heard by their manager whereas 30% of employees i.e. 30 employees never give their
opinion in any decision and 20% of employees i.e. 20 said that sometimes their opinion
are considered by their manager.
Question 6: Does your job cause stress to you?
Category No. Of Respondents Percentage (%)

Yes, huge stress that I am 7 23.33

unable to handle
Yes, some stress, that I 18 60
can handle but still I want
to overcome it
No 0 0

Not Sure 5 16.67

30 100

WORK STRESS

17%
23%
Yes, huge stress that I am unable to handle
0%
Yes, some stress, that I can handle but still I want to overcome
It No

Not Sure

60%

Interpretation
o Research show that 7 respondents (23.33%) think that their job cause them huge stress.
o Whereas 18 respondents (60%) says that their job cause them stress but they can
handle but still they want to overcome it.
o Where 5 respondents (16.67%) are not sure about their work stress.
o The company has to improve their work culture so that employees can do their
work stress freely.
Question 7: Which of the following will be a good opinion for M.F Packaging
to increase their clients base?
Category No. Of Respondents Percentage (%)
Website Development 5 16.67
(Promote Your Expertise)
Perfect your current client 13 43.33
process to receive
more Referrals
Business-to-Customer 7 23.33
None 5 16.67
30 100

OPINION

17% 17%
Website Development (Promote Your Expertise)

Perfect your current client process to receive more

Referrals
Business-to-Customer
23%

None
43%

Interpretation
o The survey show that 5 respondents (17%) believes that website development is a
good opinion for M.F Packaging to grow their customer base.
o From very long time M.F Packaging is using referrals from their current clients and
13 respondents (43.33) believe this will increase their customer base.
o Whereas 7 respondents (23.33%) believe that M.F Packaging should try b2c model.
o Where 5 respondents (16.67%) are not able to reach a conclusion.
Question 8: Do you think M.F Packaging should adopt business-to-
customer(b2c) model?
Category No. Of Respondents Percentage (%)

Yes 8 26.67
No 15 50
Not Sure 7 23.33
30 100

SALES

Not Sure
23% Yes
27%

No
50%

Interpretation
o This Chart indicates that how many employees are in favor of b2c model.
o 8 Respondents (27%) think that MF Packaging must try b2c model to grow their
customer base.
o While 15 respondents (50%) believe that M.F Packaging do not need to get into
b2c model as it effect their current customers.
o Whereas 7 respondents (23.33%) are not able to reach to a conclusion that M.F
Packaging should try b2c as it’s an opportunity as well as threat because it may
effect their existing customers.
Question 9: Do you think to keep ahead of competitor M.F Packaging must
try some innovation?
Category No. Of Respondents Percentage (%)
Yes 9 30%
No 13 43.33
Not Sure 8 26.67
30 100

Interpretation
o This Chart indicates that how many employees are in favor of innovation.
o 9 Respondents (30%) think that MF Packaging must try some innovation to keep
ahead of their competitor.
o While 13 respondents (43.33%) believe that M.F Packaging do not need innovation
as they only manufacture for B2B.
o Whereas 8 respondents (26.66%) are not able to reach to a conclusion about innovation
in B2B model.
Question 10: How satisfied are you with your experience in M.F Packaging?
(1= Poor and 5=Excellent)
Category No. Of Respondents Percentages (%)
1(Very Bad) 0 0
2(Not Good) 0 0
3(Neutral) 3 10
4(Good) 11 36.67
5(Excellent) 16 53.33
30 100

Experience in M.F Packaging

Series 1

5(Excellent)

4(Good)

3(Neutral)

2(Not Good)

1(Very Bad)

0% 10% 20% 30% 40% 50% 60%

Interpretation

o This chart shows what employees think about the effectiveness of management team
o A strong management team is particularly significant if you want the business as a
whole to grow and develop. As a business grows a management team is also important
in spreading leadership responsibility.
o On a scale of 1 to 5 53.33% of employees feel the management team is excellent
whereas 36.67% of employees feels it is good, 10% of employees have neutral thoughts
with their management team.
 CHAPTER-4
FINDING, CONCLUSION AND
RECOMMENDATIONS
4.1 SUMMARY

In this study there were 30 employees of M.F Packaging who responded to the questionnaire.
The answers provided by them were a positive response on the mode of sales and Marketing.
They were satisfied with the whole step by step process. There was very little negative response
and were very few no opinions given by the respondents over the whole process. So as an
employee they were satisfied with the process and appreciate the transparency followed by M.F
Packaging in the Sales and Marketing Strategies. It is clear from the above that M.F Packaging is
adopting transparency and well communicates system.

4.2 FINDING

The data read through various sources help to understand the various aspects of Sales and
Marketing Strategies, what are main key factors that organization needs to keep in mind for their
clients and employees satisfaction and wellbeing. To maintain the constant productivity it is
necessary to take care of them. Different aspects studied through various secondary resources
related to Sales and Marketing Strategies helps in building a questionnaire which is the crucial
aspect of this study and these are the findings according to the responses collected through the
questionnaire.

o M.F Packaging know their strength and always keep working on them as these are key
factor for them to keep ahead of their competitor.

o M.F Packaging have great customer base in Greater Noida, India and some of their
clients are from different states of India as well, but they have only few clients in other
states.
Many employees believe that M.F Packing should expand themselves in other states also.
o It is important for an employees to look forward for their growth opportunity and its is
also very important for an organization to provide growth and development opportunity
to their employees so that their employees keep motivating. 14 respondents believe there
opportunity of an individual.
is growth

o It is very important for an organization to know about their weakness and find a way to
improve it. M.F Packaging know their weakness and working on it.
o If an employee work stress freely he/she can perform more effectively. A low-stress job
may not mean a slow-paced one but indicators of low-stress work may include job
 security, low travel requirements, and a non-competitive atmosphere in the workplace. 7
respondents (23.33%) of the research think that their job cause them huge stress. Whereas
18 respondents (60%) says that their job cause them stress but they can handle but still
they want to overcome it.
o Every organization keep on doing works for their growth and development. They use
different strategies for their marketing and sales. The research show that 5 respondents
(17%) believes that website development is a good opinion for M.F Packaging to grow
their customer base. Whereas from very long time M.F Packaging is using referrals from
their current clients and 13 respondents (43.33) believe this will increase their customer
base.
o B2C is a very effective way to increase customers but in B2B model business it also
create problem as clients take it as a threat and this effect client relationships. 15
respondents (50%) of the research believe that M.F Packaging do not need to get into
b2c model as it effect their current customers.
o Innovation is an important aspect of growth for an organization but it also come with
high risk. M.F Packaging is a manufacturing firm which manufacture products on
clients demand as they are following B2B model. They do not want to take risk of
innovating new product by which 13 respondents (43.33%) of the research believe that
M.F Packaging do not need innovation as they only manufacture for B2B model.
o Employees satisfaction is a very important aspect of any organisation. A strong
management team is particularly significant if you want the business as a whole to grow
and develop. As a business grows a management team is also important in spreading
leadership responsibility. On a scale of 1 to 5, 53.33% of employees feel the
management team is excellent whereas 36.67% of employees feels it is good, 10% of
employees have neutral thoughts with their management team.
4.3 RECOMMENDATIONS

M.F Packaging is fastest growing business in printing and packaging sector of Greater Noida,
India. In this part, few suggestions are given below so that the company can improves its
marketing strategies and position in its own market place.

o First of all, M.F Packaging is required to establish a webpage, where consumer can
find all the necessary information about the organization and can know the range of the
services and cost the company is offering.
o For increasing their sales, they need to go mass marketing. Besides, they need to
more educate their clients specially fresher about the necessity of quality printing and
packaging.
o Consumer product department should be given more attention so that it can develop
its internal core competency to capitalize the segment
o Effective advertising and promotional campaigns should be managed to provide a
strong base for sales and marketing teams.
o To achieve a strong position in the marketplace, the company should build research
and development center to research on innovation ways so that the company can offer
more reduced price to attain tenders.
o Corporate Social Responsibilities plays a vital role for any company. M.F Packaging
should conduct such activities for the society so that Corporate Social
Responsibilities activities may help them to attain the tenders.
o To keep ahead of competitor M.F Packaging must try some innovation and technological
up-gradation.
o M.F Packaging should also start regular sales staff training programs for their employees.
o M.F Packaging can improve their working environment by modernizing it.
o Marketing is an important aspect of the grow of a business, M.F packaging should use
the availability of modern means for strategic marketing and aggressive advertising for
growing their yearly targets.
o In order to increase business M.F Packaging should explore new markets and segments.
o Providing a working environment that is conducive for professional excellence
and competitive learning.
4.4 CONCLUSION
There is no end to improvement in any sector of an organization. There is always a room for
improvement. Every organization must take the benefit of this scope. M.F Packaging already
established a brand name in packaging and printing industry. Now they have lots of customers
and demand for their product is increasing day by day. M.F Packaging is providing packaging
and printing facilities and Modern equipment of print and Packaging industries which makes
production much easier. So if it can maintain its quality and standard, it can have a huge business
potential. No doubt, in printing & packaging Industry, marketing is very important to establish
and spread this industry. Right now they don’t have any separate marketing department but they
are optimistic about the future expansion of this department as they already started working on it.
But still management team trying their best to cope up the absence of separate marketing
department. For the convenience buyers and suppliers of raw materials, printing & packaging
industry today has developed massively with a vision to perform marketing and distribution task.
Leadership team of M.F Packaging should ensure that the marketing process is, and seen to be
fair. There should be measures that will ensure that all marketing activities supports to the
standards and policies of the company since effective marketing activities will ensure positive
financial returns for the company, either through ensuring effectiveness on the part of
employees, or minimization of costs.
M.F Packaging creates the possibility of creating and acquiring more shares in the business
market. At one time the M.F Packaging had to go the whole way to walk the path through
heterogeneous thinking. But today, M.F Packaging has been able to reach out to various
organizations from a weak position. M.F Packaging should always maintain to develop & update
their services according to the job trends in the market. M.F Packaging is making progress to
make the dynamic life easier from the proper application of its name.
4.5 BIBLIOGRAPHY
M.F Packaging, https://sites.google.com/view/mfpackaging/home

Allie Decker(2018), Strategies for business, The Ultimate Guide to Pricing Strategies
(hubspot.com)

Emeritus(2022),Sales Vs Marketing, Sales vs. Marketing: Understanding the Difference |

Emeritus India

Sales & Marketing Management - News, Strategies, Driving Results (salesandmarketing.com)

Really Simple Systems(2021),B2B sales strategies, B2B Sales Strategies for 2022 |
Really Simple Systems CRM

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 ANNEXURE- 1
QUESTIONNAIRE
Question 1: What are your strengths as a company?
o Quality
o Price
o Speed
o Service

Question 2: Do you think M.F packaging have enough resources to expand

their business in different states of India?
o Strongly Agreed
o Agreed
o Disagreed
o Strongly Disagreed
o DO NOT KNOW
Question 3: Do you believe that there is an opportunity for individual career
growth and development within the company?
o Yes
o No
o Not Sure

Question 4: Of the following, which is your business lacking?

o Lack of usage for promotional tools and techniques.
o Lack of technological innovation.
o Lack of sales and marketing efforts.
o Lack of creativity as far as product design and packing is concerned.
Question 5: Do you feel that your opinions are heard and value by your
reporting manager?
o Always
o Never
o Sometimes
o Never Give Opinion
Question 6: Does your job cause stress to you?
o Yes, huge stress that I am unable to handle
o Yes, some stress, that I can handle but still I want to overcome it
o No
o Not Sure
Question 7: Which of the following will be a good opinion for M.F Packaging
to increase their clients base?
o Website Development (Promote Your Expertise)
o Perfect your current client process to receive more Referrals
o Business-to-Customer
o None

Question 8: Do you think M.F Packaging should adopt business-to-

customer(b2c) model?
o Yes
o No
o Not Sure
Question 9: Do you think to keep ahead of competitor M.F Packaging must
try some innovation?
o Yes
o No
o Not Sure

Question 10: How satisfied are you with your experience in M.F Packaging?
(1= Poor and 5=Excellent)
o 1(Very Bad)
o 2(Not Good)
o 3(Neutral)
o 4(Good)
o 5(Excellent)