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SUMMER INTERNSHIP PROJECT REPORT
ON
“STUDY OF SALES TRAINING PROGRAM”
AT
SUBMITTED IN PARTIAL FULFILLMENT
TOWARDS THE AWARD OF
MASTER OF BUSINESS ADMINISTRATION
(2015-17)
Submitted By:
Richa Verma
University Roll No. 158410263
MBA 2nd Year (4th Trimester)
INSTITUTE OF BUSINESS MANAGEMENT

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Declaration
This is to certify that Summer Internship Report entitled “ Sales Trarining Program” carried
at Aircel ,Delhi Circle Office which is being submitted by me towards partial fulfillment for
the award of degree Master of Business Administration from Institute of Business
Management, GLA University, Mathura comprises only my original piece of work and due
acknowledgement has been made in the text to all other material used.
No part of this project has been submitted elsewhere for whatever purpose concerned.
Richa Verma
MBA 2015-17
Place: New Delhi

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Acknowledgement
Every project whether it is big or small can only be successful because of or with the effort
of a number of wonderful people who have always given their valuable and precious advice .
I sincerely appreciate the inspiration, support and guidance, help of all those people who put
their efforts and contributions in making this project a success.
I, Richa Verma, student of GLA University (Mathura), am extremely grateful as well as
thanks full to “Aircel Ltd” for the confidence bestowed in me and entrusting my project
entitled “Sales Training Program ” with special reference to Aircel Ltd.
At this time I feel deeply honoured in expressing my sincere thanks to Mrs Barkha Kalra ,
Mr. Deepak Kumar, Mr Yogesh kushwaha and all the employees of Aircel Limited - Delhi
Circle, for making their sources available at right time and providing valuable and helpfull
insights leading to the successful completion of my project.
I also extend my gratitude to my Project Guide Faculty Mentor Mr. Avnish Sharma, who
assisted and helped me in compiling the project.
Last but not the least I place a deep sense of gratitude to my family and my friends who
have been constant source of inspiration during this project work.
Richa Verma
MBA 2nd year
2015-17
Place: New Delhi

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Table of Contents
Chapter Description Page No.
Inductory page
 Preface.
 Acknowledge
 Student declaration.
 Table of contents.
1.
2.
3.
4.
Chapter 1.
Introduction to
topic.
 Introduction.
 Need and relevance of study.
 Related concepts.
4 to 6 pages
Chapter 2.
Introduction to
organisation.
 Brief profile of company.
 Brief history of organization.
 Key highlights of organization.
6 to 8 pages
Chapter 3.
Objectives &
methodology.
 Objectives of summer
internship.
 Sample size.
 Sample selection.
 Data Collection & data
sources.
 Tools used for data collection.
Methodology is subject to nature
of summer internship.
Chapter 4.
Data analysis and
interpretation.
 Objective 1.
 Figure,, interpretation.
 Objective 2.
 Objective 3.
Chapters can be designed as per
the requirement of the study.
Chapter 5.
Conclusion
 Conclusion remarks.
 Limitations of the study. 2 t0 4 pages
 References.
 Appendix.
 In alphabetical order.
 Interview questions.

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PREFACE
In partial fulfilment of the requirement of MBA 2015-17 at GLA University, Mathura, the
student is supposed to undertake a Summer Internship Programme work. As a part of that
requirement a study with the name "Sales Training Program " is done. The study or project
belongs to the HR Business function.
It is an undeniable fact that productivity and sales of an organization depends upon the
satisfaction and motivation level of its all employees and even more, on the sales training of
employees . As a result there has been a great interest in the assessment of sales training
factors and variables of employee as they impacts on increased sales, satisfaction &
motivation.
The concept of sales training has attracted considerable attention by changing market
situation and technology up gradation . HRM policies are now being designed to maximize
organizational integration, employee commitment, flexibility and quality of work & also
observed that employee’s development and employee satisfaction drive productivity and
increased sales, indirectly creating profit for an organization.
Sales Training variables improve employee satisfaction, reduce the cost of staff turnover,
build brand loyalty with staff as well as with its customers and position the company as an
employer of choice that attracts talented people to the organization. It is common knowledge

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that most employees demands for better conditions of service, while employers complain of
low sales and productivity. Employees are always on the lookout for advertisements on what
they describe as better jobs. These employees are ready to leave their jobs for other jobs.
Others use their present jobs to develop the necessary skills and experience, a requirement for
a good sales person
Introduction
Brief about project
Sales Training is one of the primary reasons for increased employees satisfaction. They are
rewarded for their services and efforts that they exert for their organizations. They can be
train in many ways

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Sales training is sales essential being prepared and important for the sales success,when a
sales person stands in front of a potential customer being prepared with product knowledge
,pricing and presentation can make all the difference in world.
CONCEPT OF SALES TRAINING:
Selling may be ultimate goal of every business but not every business people good at sales,
despite all the marketing courses they may have attended. A good sales person have possess
so many features as attitude, smart appearance, confidence, insights of business, and skills of
negotiations. These all things comes in a sales person with the effect of a good Sales Training
provided by the organization to their employees for making them competitive enough to
achieve their targeted goals and sales.
Every industry has training programs .Some programs are held in a college lecture classes,
some are held in conference halls and some are held in offices. When it comes to sales, there
are unlimited types of sales trainings and to select from those. You need to develop entirely
new set of tips, tricks and skills.
While there is no single sales training program that is best or suitable for every organization
and sales professionals, there are various things that need to be considered while selecting a
sales training program.
Types of Sales Training program:
1. On the job training:
In this type of training program the new sales professionals being trained in the
organization at the work place by the trained senior trainers and by some higher level
of sales executives .In on the job training programs sales peoples comes to know
about the basic skills and type of attributes being carried out by them at the workplace
or at the marketing time.
2. Organized sales training:
In this type of training program all the sequences and steps are properly structured and
organized. The top level management conducts the sales training programs for sales
force for imparting the knowledge and skills for their development and making them
competitive enough for exploring new market apportunities for the organisations.

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3. Books , CD’s and vedios:
The type of skills and knowledge and the attitude to be carried out by an sales professional
can be gained by showing them different types of motivational vedios and showing them
ground reality of the todays marketing scenario .the theoretical knowledge can be gained with
the help of books and the information and data available in the books.
Importance of Sales Training for an organization:
1. For increasing sales output per person.
2. For sharpening the skills of sales force.
3. For reducing market adjustment time for a new employee.
4. For better territory zoning.
5. For building a better brand.
6. For making sales force more responsible for company’s goal.
7. For making better work life balance.
8. For generating good revenue
Methods of Sales Training:
1. Use E-Learning to educate.
2. Keep training short and consistent with micro learning.
3. Reward specific achievement
4. Field train and provide detailed feedback.
5. Provide success stories.
Sales Training Process at Aircel:

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1. Asses sales training needs.
2. Set training objectives.
3. Evaluate training objectives.
4. Design sales training program.
5. Perform sales training.
6. Follow up and evaluation.
Hoffeld group sales training process.
Phase 1. Sales Readiness
Phase 2. Training.
Phase3. Continued Development.
The vital skills for success:
Sales:
This section includes skills like:
1. sales methodology
2. Psychology of sales
3. Objection handling
4. Pre-call planning
5. Meeting and Demo best practices
6. Target customer profile
Product:
This section includes specifics about the product your team is selling, including:
1. The origin story of the product
2. Functionality, including features and benefits
3. The target market
4. The product value for customers
5. The key business cases
6. Competitor landscape
System & Process:

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1. Sales process through the funnel
2. CRM data entry
3. Use of the technology stack
4. Executing a proof of concept
5. Onboarding a new customer
6. A central repository for sales enablement
Benefits of sales training program for employees at Aircel:
1. Individual development of the employees.
2. Helps in attaining organizational as well as personal goals.
3. Inner job satisfaction of the employees.
4. Self-motivation gained by the sales employees.
5. It helps in building self confidence in competitive market.
6. It helps in building the positive attitude in the minds of the sales force.
7. In helps in their current job performances.
8. It makes good coordination among other employees and management.
Steps for building sales training effective:
1. Motivating your team for training success.
2. Leveraging the benefits of virtual sales training.
3. Reinforce sales training for making new skills lasting habbits.
4. Hold reps accountable for applying new skills.
Ways for measuring sales training success:
There are many ways for measuring the success of sales training program at every type of
organization. Here we have some basic grounds for measuring the success of sales training.
Let us a look upon those basic grounds:
1. Good sales training raises sales professionals morale.
2. Good sales training builds basic knowledge.
3. Good sales training helps in changing employees behavior.
4. A good sales training helps in sharpening their attitude and confidence.

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Qualities of a good sales trainer:
1. He should be a good communicator .
2. He should possess the managerial skills.
3. A good motivator .
4. Leadership skiils.
5. Not so much of aggressive in nature.
6. Cooperative.
7. Time management skills.
8. Technical skills if needed.
9. Up to dated.
10. Versatile personality.
Nature of a good sales training program for every organization:
1. Organized.
2. Well structured.
3. Well communicated.
4. Proper sequences should be followed.
5. Planned.
6. Cost effective.
7. Effective in nature.
8. Goal oriented.
9. Aligned with company’s objectives.
10. Approved by top management.

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Details about Aircel
Company Details
Aircel is an Indian mobile network operator, headquartered in Gurgoan, which offers voice
and 2G, 3G and 4G data services. Aircel was founded by C Sivasankaran and commenced
operations in Tamil Nadu in 1999. It is the 6th mobile service provider in India with a
subscriber base of 83.05 million subscribers as of June 2015. Aircel is a market leader
in Tmil Nadu and has considerable presence in Odisha, Asam and North East circles.
Aircel
Type Subsidiary
Industry Telecommunications
Founded In 1999
Headquarters Gurgoan, Haryana India
Key people Kaizad Heerjee,CEO
Products Mobile telephony,wireless
broadband services
Revenue US$ 1.159 billion (2012
Members 83.05 million (June 2015)
Parent Maxis communication (74%)
Sindya Securities and
Investments (26%)

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The Aircel Group is a result of alliance between Maxis Communications Berhad of
Malaysia (74% equity) and Sindya Securities & Investments Private Limited (26% equity). It
is India’s fifth largest GSM mobile service provider. Aircel Group, formed in 1994, offers
affordable and outstanding mobile services to a vast subscriber base in India. Aircel has a
vision of delighting its customers by giving them the respect they deserve. Our goal is to
provide our customers with exemplary service and persistently look for new ways to surpass
their expectations.
Aircel commenced operations in 1999. In our first decade of operations, we concentrated on
building our foundations in the southern part of the country, and soon emerged as the
regional market leaders. We worked hard and achieved that success by remaining focused on
growth opportunities. Soon after our company began with its expansion in 2005 and has now
set its sight on becoming a pan India operator. Our project pipeline is robust, allowing for
sustainable long-term growth.
The company is present in all 23 telecom circles including Chennai, Tamil Nadu, Assam,
North East, Orissa, Bihar, Jammu & Kashmir, Himachal Pradesh, West Bengal, Kolkata,
Kerala, Andhra Pradesh, Karnataka, Delhi, UP(West), UP(East), Maharashtra & Goa ,
Mumbai, Haryana , Madhya Pradesh, Punjab, Gujarat and Rajasthan.
.
Slogan The joy of a little extra
Website Aircel.com

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Development Of Company
The journey of Aircel has been depicted here below where it is clearly mentioned that in line
with the business s priority to become a National Player, hiring was to be done exponentially
while not compromising on quality.
The pillars of transformation in this phase were:
Figure 1:Pillars of transformation
Nature, Structure And Characteristics Of Aircel - Delhi Circle
Nature And Characteristics

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Vision and Mission of Aircel:
Vision:
 Become the Service Provider of Choice for the Enterprise Segment
Mission:
 Entry into top 1,000 corporate as the most agile service provider
 Create well differentiated value offerings for ready adoption by large, medium and
small enterprises
 Own service offerings, platform and delivery mechanism that keep us ahead of
competition now and during technology shifts
Group Company wise % market share (Subscribers) - February 2014
Sl. No. Name of Company Total Sub Figures
Additions in
February 2014
% Market
Share
% Growth
over previous

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month
1 Bharti Airtel 2008,39,755 0 28.25% 0.00%
2 Vodafone 1643,44,169 21,55,873 23.11% 1.33%
3 IDEA 1335,50,428 33,32,724 18.78% 2.56%
4 BSNL 971,72,146 0 13.67% 0.0%
5 Aircel 691,47,005 7,02,934 9.73% 1.03%
6 Telewings 348,87,258 9,70,894 4.91% 2.86%
7 Videocon 46,66,892 4,33,738 0.66% 10.25%
8 MTNL 33,79,699 12,358 0.48% 0.37%
9 Loop Mobile 30,28,539 0 0.43% 0.00%
All India 7110,15,891 76,08,521 100.00%
Table 1:Group wise market Share
Awards & Recognitions
World HRD Congress - Employer Branding Award 2009-10 for "BEST EMPLOYER".
Since its inception, Aircel has continuously strived to provide the best products and services
to its valuable customers. It is this passion and enthusiasm that has helped us grow leaps and
bounds from what started as a one state operation in Tamil Nadu in 1999, to a pan-India
presence across 22 circles today.
Aircel has been recognized for its consistent and innovative approach, , receiving the highest
rating for overall customer satisfaction and network quality by Voice and Data in 2006, an
accolade given only to a select few. Aircel was recognized for the same award by IDC in
2007 for being successful in fulfilling our promises to our customers.
 CSR, In the year 2012 Aircel won the Award of Asia Responsible Entrepreneurship
Awards (AREA) 2012 at Enterprise Asia Award.
 In 2011 Best Green Company( Private Sector) – For ‘Save Our Tigers’ at NDTV
Greenies Eco Award .

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 Again in the Year 2011 Gold Award at CSR Event/ property of the year.
 2011, 7 Olive Crown awards for Aircel ‘Save Our Tigers’
 HR, 2013 Award for Innovation in learning - Code of conduct theatre and Award for
Best Training Venue at World HRD Congress Award
 2012 - Award for Innovation in learning - E-comic on iphone4s - Award for
Excellence in content developed - Web based training (WBT) program on Code of
Conduct
 Technology, 2014 ‘2014 Best Practices Awards’ by TDWI (The Data Warehouse
Institute) in ‘Emerging Technologies and Methods’ category.
 2013 ‘Best Practices Awards’ by TDWI (The Data Warehouse Institute) in
‘Enterprise BI’ category.
 2012 ‘Excellence Award for Security in Telecom 2012’ by Data Security Council of
India (DSCI) an institution setup by NASSCOM® Telecom 2013 IT’s
Recommendation Engine platform won in the category of “Fastest Growing Telecom
Company of the Year” at ‘Worldwide Achievers Business Leadership Awards 2013’
by Time Research Group.

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 Brand/Marketing, 2013 Silver Award in ‘Best Creative – Telecom Product &
Services Category’ at the OOH Advertising Awards 2013
Aircel’s Achievements Over the Year
Aircel has achieved the following milestones over the years:
 2009: Aircel became a national operator; launched industry first Pocket Internet,
Yahoo Search and Facebook on Mobile
 2010: Tied up with INQ, introduced Facebook voice updates and launched
pocketapps stores and hotspot wifi.
 2011: Launched 3G services and products like- Pocket Internet 3G, Pocket learning
and Pocket Finder; handset tie-ups- Android powered Ideos, iPhone 4 and Olive (low
cost tablet
 2012: Made 3G affordable to the masses by launching Pocket Internet Smart; other
products/services/initiatives launched were PocketBuddies Srf n Txt, Celebrity Chat,
Pocket Internet Games, Aircel’s tie-up with Yebhi.com, Power of Inspiration, College
brand ambassador - Harvard Certification Program, Association with Aircel Chennai
Open 2013
 2013: Introduced ‘Joy of Little Extra’ and products like Extra Talk Time, Extra
TalkTime with CSK and Extra Talk Time with Full Talk Time
 2014: Launched 4G services in four circles, launched first of its kind international
calling plans; ‘Facebook for All’, Free FB and Whatsapp with the launch of new TVC
campaign ‘Dilon ko laye extra paas’, Aircel High Flyer Contest; became the Principal
Sponsor of Kolkata team of Indian Super League - Atletico de Kolkata (ATK), tie up
with Saavn for Aircel Music Mornings, partnership with Micromax for Canvas Beat,
‘Design Your Own Plan’ facility for prepaid and postpaid customers, Astro Buddy
service, Aircel-NDTV ‘Save Our Tigers’ 3rd season

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Products, Market And Industry
Global Telecom Scenario
World telecom industry is an uprising industry, proceeding towards a goal of achieving two
third of the world's telecom connections. Over the past few years information and
communications technology has changed in a dramatic manner and as a result of that world
telecom industry is going to be a booming industry. Substantial economic growth and
mounting population enable the rapid growth of this industry.
World telecom industry is taking a crucial part of world economy. Over the last couple of
years, world telecommunication industry has been consolidating by allowing private
organizations the opportunities to run their businesses with this industry. The Government
monopolies are now being privatized and consequently competition is developing. Among
all, the domestic and small business markets are the hardest.
Telecom Industry in India
The telecom industry is one of the fastest growing industries in India. India has the third
largest network in the world after China and USA. With a growth rate of 45%, Indian telecom
industry has the highest growth rate in the world.
History of Indian Telecommunications started in 1851 when the first operational land lines
were laid by the government near Calcutta (seat of British power). Telephone services were
introduced in India in 1881. In 1883 telephone services were merged with the postal system.
Indian Radio Telegraph Company (IRT) was formed in 1923. After independence in 1947, all
the foreign telecommunication companies were nationalized to form the Posts, Telephone and
Telegraph (PTT), a monopoly run by the government's Ministry of Communications.
Telecom sector was considered as a strategic service and the government considered it best to
bring under state’s control.

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In 1997, Telecom Regulatory Authority of India (TRAI) was created. TRAI was formed to
act as a regulator to facilitate the growth of the telecom sector. New National Telecom Policy
was adopted in 1999 and cellular services were also launched in the same year.
Telecommunication sector in India can be divided into two segments: Fixed Service Provider
(FSPs), and Cellular Services. Fixed line services consist of basic services, national or
domestic long distance and international long distance services. The state operators (BSNL
and MTNL), account for almost 90 per cent of revenues from basic services. Private sector
services are boosting up as consumers preferences are changing rapidly. However, private
services majorly focus on the business/corporate sector, and offer reliable, high- end services,
such as leased lines, ISDN, closed user group and videoconferencing.
Cellular services can be further divided into two categories: Global System for Mobile
Communications (GSM) and Code Division Multiple Access (CDMA). The GSM sector is
dominated by Airtel, Vodafone-Hutch, and Idea Cellular, while the CDMA sector is
dominated by Reliance and Tata Indicom. Opening up of international and domestic long
distance telephony services are the major growth drivers for cellular industry. Cellular
operators get substantial revenue from these services, and compensate them for reduction in
tariffs on airtime, which along with rental was the main source of revenue. The reduction in
tariffs for airtime, national long distance, international long distance, and handset prices has
driven demand.
Now Aircel has a huge customer base which can be analysed by having a look at the below
given charts.

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Review Of Document & Literature
Aircel
People Practices in Aircel
Aircel fosters a young and dynamic culture marked by passion, challenge, innovation and
performance excellence; guided by values such as being Simple, Creative and Trustworthy.
We ensure that these values are imbibed and reinforced through all our processes,
communication and are reflected in the way we work. We are driven by Speed, Innovation,
cutting edge technology and above all Our Customers & People. We know that people
are our single most competitive advantage, whether they are our customers or employees;
and there is no compromise on that.
Performance Management:
Aircel’s Performance Management System (PMS) is anchored on the principles of
meritocracy. Appraisal Process is an integrated and comprehensive framework, focused on
Airtel, 28.25
Vodafone, 23.11
IDEA, 18.78
BSNL, 13.67
Aircel,
9.73
Uninor, 4.91
Videocon, 0.66
MTNL, 0.48
Loop, 0.43

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measurable KPIs. Our compensation philosophy clearly emphasis on the feature “Pay for
Performance”. The compensation philosophy advocates Pay for Person, Pay for Position,
Pay Parity and Transparency in Pay Delivery.
Leadership Development:
The ultimate competitive advantage of any organization comes down to a single imperative,
our ability to grow leaders faster than our competition. Therefore we assess capability and
potential so that we can strategize talent for future & identify our potential “NexGen
Leaders”. Our intent is to identify our potential leaders and invest in their development.
Leaves
 Privilege Leave
 Casual Leave
 Sick Leave
 Maternity Leave
 Celebration Leave
 Compensatory Off
 Special Leave
Meal Coupons
All the On - Role employees above Grade 2 are eligible for the Sodexho Meal
Coupons.

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Review Of Articles
Sales training programs includes topics related with client relationship management, better
understanding customer needs, enhancing communication with clients, providing effective
feedback to clients and improving clients interaction.
A good sales training program helps you to be successful without a lot of hard work. When
you learn how to help people buy, and understand them and their needs your success ratio
takes a tremendous jump without having increase the number of people your meeting.
Sales personnel are the revenue generators of any organization. If the sales force is not
equipped with adequate tools to showcase the company’s products or services, it would
drastically affect the revenue-generating capacity of an organization. Each organization has
specific requirements and they need to train their sales people adequately with respect to their
specific needs. So, what is the type of training an organization needs to plan for its sales
personnel.
A typical sales training program for an organization needs to cover the following:
1. Product Knowledge:
2. Sales Process
3. Sales Strategies:
4. Follow-up Process

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Here are a few reasons that demonstrate the importance of sales training.
 Tackle shortcomings
 Improvement in performance
 Employee satisfaction
 Increased productivity
 Self driven
 Area: Selling.
 Training options:
Sales Training
The majority of sales training programs focuses on sales strategy and tactics. In
Many cases, training focuses on critical areas .
Sales Process Training
Training that introduces an end-to-end sales process and techniques for each step.
This typically includes building image, discovering and exploring opportunities,
solving customer problems, resolving objections, demonstrating and gaining
commitment, and negotiations.
Sales Coaching & Development
Training that's emphasis on theory and heavy on activities and role playing. It can be
interesting for the management to sit in on this training to see their sales team
performing in a variety of situations.
Sales Presentation Training
Needed presentation skills for prospecting, demonstrations, proposals, negotiating ,
closing and customer service.
Lead Generation and Prospecting Training
This Focused training mainly for sales teams looking to penetrate their regions and
major accounts to drive leads.

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Upselling and Cross-Selling Training programs
For gaining more revenue from each deal and each account with upselling and cross-
selling techniques and ideas.
Account Management Sales Training
Building long lasting relationships with your all new as well as old customers to
influence multiple decision makers.

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Objectives &
Methodology of Project
Objectives of summer internship:
1. To study the sales training objectives of company.
2. To study the satisfaction level & opinion of sales management trainee’s about
training program.
3. To know about the problems and grievances being faced by the employees.
Methodology:
After studying about sales training program at Aircel, Delhi Circel . It is being assumed
that there is a relationship among sales, employee satisfaction and their motivation . In this
project, employee satisfaction and employee motivation has been analysed. A questionnaire
was designed to collect the required data for motivation and satisfaction.
Data collection & Data Sources :
The information is based on primary data like questionnaire, interviews and secondary
research such as reviewing available literature and/or data.
 Primary data was gathered in the form of telephonic interview feedback from
employees of Aircel through the questionnaire.
 Secondary Data was gathered with the help of internate.
Sample Size :
The sample size of the research was 115 employees of Aircel Limited. And out of them only
82 employees gave their feedback about sales training program organised by Aircel, Delhi
Circel Office.

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Tools used for Data collection:
Telephonic Interveiw:
The data has been gathered with the help of a telephonic interveiw. A kind of feedback form
being designed which contained 10 questions, some of the questions were related with
Sales Training process and sales force’s satisfaction and rest of the questions were related
with trainer .

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Data Analysis & Interpretation:
It is being assumed that total 100% of the employees said that they have received sales
training on the regular basis from aircel.
Q.1 Are you satisfied with the sales training facilities provided to you by the Aircel.
Data Interpretation:
85% of the Aircel employee said they are satisfy with the sales training facilities
being provided to them and rest 15% were wants some improvements
Yes
85%
No
15%
Chart Title

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Q.2 The other developmental programs also affect your individual personality
or not?
Data Interpretation:
65% employees said that the other developmental programs also effect their
personality and 35% did not feel any changes in their over all personality.
Q.3 Have you faced any kind of grievances during training program?
Data Interpretation:
20% of employees said that they faced the some kind of grievances while training
and rest did not face any kind of grievances
Yes
65%
No
35%
Chart Title
Yes
20%
No
80%
Chart Title

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Q.4 Are you satisfied with the company’s environment ?
Data Interpretation:
85% employees said that they are satisfied with the organisation’s training environment and
rest of 15% wants some improvements
Q.5 Did you feel changes in the sales after having training sessions?
Yes
85%
No
15%
Chart Title
Yes
100%
No
0%
Chart Title

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Data Interpretation:
Total 100% employees said that they feel changes in sales after having training
sessions
Q.6 Did you feel changes in your selling skills after having training programs?
Data Interpretation:
85% employees said that the sales training help them in increasing their selling skills
and rest 15% did not feel any new changes

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Q.7 Do you want any kind of changes in your trainers ?
Data Interpretation:
Total 90 % of the employees said that the trainer was up to date with the changes and rest
10% said that the trainer need up gradation in their knowledge.
Yes
90%
No
10%
Chart Title

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Q.8 The trainer was up to date with the market changes?
Data Interpretation:
85% of employees the said that they want training by some other senior experts
and rest 15% said that the available trainers were enough.
Yes
85%
No
15%
Chart Title

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Q.9 Do you want more training sessions within the given time period?
Data Interpretation:
25% employees said that they wants timing changes in their sales training
program and rest of 75% were okay with timings
Q.10 Do you want any changes with training schedule and timings?
Yes
75%
No
25%
Chart Title
Yes
20%
No
80%
Chart Title

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Data Interpretation:
80% of total sales employees are satisfied with the timing and schedule of the training
sessions and rest of 20% wants some changes in the timings according to their respective
destinations.
The result shows that there is a significant relationship between sales training and employee
motivation and their satisfaction .Employees feel somewhat motivated with the effective sales
training they get but there are certain other reasons also which contributes to the employee
satisfaction and motivation level like the engagement level, feeling of belongingness, culture
of organisation, growth perspective in the organisation, decision making etc .

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Suggestions & Recommendations
With the help of information which has been gathered by telephonic interveiw of Aircel
employees, it is being analysed that the employee motivation level on an average is good
and they are proud of their association with Aircel .But some of the view points from the
employees working in Aircel leads to various suggestions such as:
 The organization must provide additional and new sales training
programs for upgrading their knowledge and skills
 Organization should arrange the training programs with senior experts
and from outsiders who are excellent in this particular area.
i. Further career development Opportunities to employees who have completed
3 or more years with Aircel limited (with a proper bond for working with
Aircel for further 2 years or more).
ii. Certificate courses for IT (MS Access or any other language course),
certificate course in salesmanship, professional certificate in marketing etc.
 Off role employees should be treated ,somewhat equally as they feel
that they are being exploited by their employers as in terms of less pay,
more working hours, work overload etc.

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 Appropriate reward and recognition must also be given to Off role
employees (Setting certain target & then measuring performance of the
employees with respect to targets assigned) so that they also feel
motivated, satisfied and the sense of belongingness .
1. Give them the free holiday coupons.
2. Invite them for occasional parties.
3. Throw a pizza party or cake party in their honor.
4. Create a simple “ABCD” card that are given when someone goes
5. Give them free canteen coupons
.
 Manager should take the opinions and views of employees during taking
important decisions regarding the well being and productivity of the
organization.
Conclusion & Limitations of the Study
Limitation of study
 Sales training is a personal element for the organization as well as for an individual
so it becomes difficult to retrieve all the information and details about the training of
the employees.
 Time constraint , as the project study is vast in nature, requires lots of information and
there is less time to implement, execute and analyze.
 The survey could only be conducted in Delhi circle.
 Due to busy schedules or visits outside Delhi, the valuable feedback from all the
employees on survey was not achieved.
 In Aircel, sales training was taken care by the Aircel's head office, so the Delhi
circle HRD was also having limited access on the data about sales training which
serves as the major limitation in this project.

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Conclusion
1. It is being observed and concluded that Aircel treats its employees as an asset and
provides all kinds of needed developmental and training programs for increasing
productivity and employees knowledge and skills.
2. The main and reason behind the sales training provided by Aircel is making the sales
force competitive enough and making them capable enough that they can open the
more ways for selling opportunities and to impart the knowledge and skills related
with customers retention.
3. The 85% of sales force quit satisfy with the training provided by the organisation and
rest of 15% wants some improvements like timing changes, training on latest
technological development , more than 1 session of training during a month .
4. And almost total 100% of employees felt changes in their current as well as future
performance and sales which they imparted with the help of sales training.
5. Trainers also being evaluated that they are providing and contributing their best in
training the employees, Aircel providing the experts and experienced trainers while
training programs.
6. Training programs being conducted within the month for new updates and imparting
new knowledge and skills to the sales force.
7. The well-structured procedure being followed in sales training program with the help
of various sales techniques and tools for making them better understandable.
8. And the training environment also was very satisfactory and familiar for the
employees.
9. Some employees faced some problems like timing issue, not having proper

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References
Books :
 Marketing Management Philip Kotler
 ResearchMethododlogy C.R. Kothari
Website :
 www.aircel.com
 www.rainsalestraining.com
 www.dalecarnegie.com

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Annexure
Interview Questions
1. Are you satisfied with the sales training facilities provided to you by the Aircel.
2. The other developmental programs also affect your individual personality or not?
3. Have you faced any kind of grievances during training program?
4. Are you satisfied with the company’s environment ?
5. Did you feel changes in the sales after having training sessions?
6. Did you feel changes in your selling skills after having training programs?
7. Do you want any kind of changes in your trainers ?
8. The trainer was up to date with the market changes?
9. Do you want more training sessions within the given time period?
10. Do you want any changes with training schedule and timings?