AN OBSERVATIONAL STUDY ON

SUSEE TRUCKS PVT LTD

PROJECT REPORT SUBMITTED TO

ANNAUNIVERSITY Chennai–600025

C. ABDUL HAKEEM COLLEGE OF

ENGINEERING AND TRCHNOLOGY
Melvisharam-632 509.
Ranipet District, Tamil Nadu.

Submitted by

MOHAMMED SAALIM A (REG NO: 510620631036)

INTERNSHIP TRAINING REPORT

Submitted to the

FACULTY OF BUSINESS ADMINISTRATION

In partial fulfillment of the requirements for the

award of the degree of

MASTER OF BUSINESS ADMINISTRATION

SEPTEMBER-2021

DECLARATION
 I here by declare that my internship training report titled“A STTUDY ON
PERFORMANCE MANAGEMENT OF EMPLOYEES with SUSEE TRUCKS
PRIVATE LIMITED,VELLORE” I san original work done by me submitted in
partial fulfillment of the requirement for the award of MASTER OF
BUSINESS ADMINISTRATION-ANNA UNIVERSITY,CHENNAI
TAMILNADU.

PLACE: MOHAMMED SAALIM A

DATE: Reg No:510620631036

 BONAFIDE CERTIFICATE

Certified that this Internship training report titled “A STTUDY ON

PERFORMANCE MANAGEMENT OF EMPLOYEES with SUSEE TRUCKS
PRIVATE LIMITED,VELLORE”Is the bonafide work of Mr. MOHAMMED
SAALIM A who carried out FOUR WEEK internship training under my
supervision. Certified further , that to the best of my knowledge the work reported
here in does not form part of any other project report or dissertation on the basis
of which a degree or award was conferred on an earlier occasion on this or any
other candidate.

................................…………… ................................................
[Link] [Link]
FACULTYGUIDE HOD

PLACE:

DATE:
 ACKNOWLEDGEMENT

At the outset submit my heartfelt to the Almighty for his abundant blessings and
guidance throughtout the summer internship trining.

I take this honor tp express sincere gratitude to JANAB. V.M. ABDUL

LATHEEF SAHIB Correspondent ,[Link] Hakeem College of Engineering
and Technology, for permitting me to do the summer internship.

I convey my exceptional gratitude to [Link], Principal for his

incessant support and guidance

I am highly indebted to thank [Link], HOD, School of

Management [Link] Hakeem college of Engineering and Technology for his
immense coordination at all stages of work.

My deepest thanks to [Link] AHMED, [Link]. School of

Management, C. Abdul Hakeem College of Engineering and Technology, faculty
guide whose supervision and constructive criticism, which was of great support
for the completion of internship

I gratefully acknowledge all the faculty members of our department for their
valuable help and co-operation in all aspects.

I extend my genuine thanks to my parents and friends whose constant

encouragement and moral support made this summer internship a grand success.

MOHAMMED SAALIM A
 INDEX

CHAPTER NO Table of Content PAGE NO

1 INTRODUCTION 1

2 OVERVIEW OF 3
ORGANISATION

3 SCHEMA CHART 4

4 AUTOMOBILE 6

5 SPECIFICATION OF THE DEPARTMENT 9

6 TYPES OF PRODUCT & SERVICES IN SUSEE 16

7 SERVICE 35
DEPARTMENT

8 PERFORMANCE MANAGEMENT 36

9 CONCLUSION 40
 CHAPTER 1

Introduction

Objectives of the Study

 To provide experimental learning of the functioning of an organization.

 The development of research methodology also depends on them.

 To be able to apply conceptual learning to the real world

 It also helps in narrowing down the study and provides a focal point.

 To get exposure about the organization’s social impact.

 They also guide to the conduction of a valid and reliable study.

 Susee truck has gained immense expertise in offering transportation

service, in small commercial vehicle, large commercial vehicle, etc.,

 The commercial vehicle industry includes businesses of manufacturing

and selling vehicles which is passenger vehicle, truck, and small
commercial vehicle. A vehicle dealership is a business that facilitates the
transfer of ownership of the vehicle from an automaker or any of its
subsidiaries to the people or the customer.

 This industry largely encouraged the development of the road system in

many countries, which reflected in the development of economic
activities of the country. This industry has also emerged as main
consumer of industrial product like steel. This industry has been playing a
key role in the growth of localities and also creates employment making it
a key determinant of economic growth.

1
 This industry also gave scope to the establishment and rise of affiliated
business, logistic business.

 Commercial vehicle sector, mostly a cyclical industry, for the first time
crossed one million domestic sale mark in FY18-19, even as the party
seemed over in the second half of the fiscal. The segment was mainly
driven by demand due to new infrastructure project and fleet replacement.

 With a growth of 17.6 percent, the commercial vehicle manufacturer

dispatched 1,007,319 units from their factories across India in the
mentioned period compared to 856,916 units in FY18.

 Tata truck holds 44.41% market share in the financial year 2019, when
compared to previous year FY18 is 43.93%. Tata truck remains first in
CV sale volume.

2
 CHAPTER 2

Overview of Organisation

Susee Trucks Private Limited :

The susee group is a family owned business. This group includes

automobile Volkswagen dealership and Tata dealership, also Susee owns
an educational institution Vani vidyalaya in Vellore and Susee Polymers.

Shri. NVM, Subramania Nadar founded Susee in 1930, involved in the

trade of pulses and grains in Thirumangalam, Madurai, and Tuticorin.
The group is now run by third generation entrepreneurs.

The company also offers trucks vehicle mechanisms and maintenance

course and few other automotive full-time and part-time courses for
candidates in Susee Industrial School, Madurai. Susee Group also holds
dealership in Volkswagen, ford, Tata Trucks. Of which Tata Trucks
performs well because of efforts of management and big market and
product opportunity.

Mr. Manivannan, the managing director and head of Susee groups, which
includes Susee Trucks, Susee trucks, Susee polymers and Vani Vidyalaya
(Educational Institution). Susee group Creates 600 more Employment
Opportunities in Vellore.

Susee trucks, Tata trucks dealership is conveniently located on

Bangalore-Chennai highway in Vellore. Showroom Offers Sales,
Services, Spares (3s).

3
 CHAPTER 3

Schema chart

Managing director
General Manager Work manager

Account & Finance Sales Manager Service Admin

Hr Manager Supervisor

4
Back Office Tech Support

Showroom Delivery

Billing Customer

5
 CHAPTER 4

Automobile

Classification of automobiles:
Automobiles can be classified into several types based on several criteria. A
brief classification of automobiles is listed below:

1. Based on purpose:
1. Passenger vehicles – These automobiles carry passengers – e.g: Buses,
Passenger trains, cars
2. Goods vehicles – These vehicles are used for transportation of goods
from one place to another. e.g: Goods lorry, goods carrier

2. Based on capacity:
1. Heavy Commercial Vehicle (HCV) – Large and bulky trucks vehicles –
e.g: Large trucks, buses
2. Light Commercial Vehicle (LCV) – Small trucks vehicles – e.g: Cars,
Jeeps
3. Small Commercial Vehicel(SCV)
4. Medium Vehicle – Relatively medium sized vehicles – e.g: Small trucks,
mini buses
5. Gross Vehicle Weight(GVW).
6. UnLoaded Weight(ULW).

6
 Bharat stage standards

Table 1: Indian emission standards (4-wheeled vehicles)

Standard Reference Year Region

India 2000 Euro 1 2000 Nationwide

2001 NCR*, Mumbai, Kolkata, Chennai

Bharat Stage II Euro 2 2003-04 NCR*, 13 Cities†

2005-04 Nationwide

2005-04 NCR*, 13 Cities†

Bharat Stage III Euro 3
2010-04 Nationwide

2010-04 NCR*, 13 Cities†

Bharat Stage IV Euro 4
2017-04 Nationwide

Bharat Stage V Euro 5 (To be skipped)

Bharat Stage VI Euro 6 2018-04 Delhi

2019-04 NCR*

2020-04 [14] Nationwide

7
Construction machinery

Emission standards for diesel construction machinery were adopted on 21

September 2006. The standards are structured into two tiers:

 Bharat (CEV) Stage II—These standards are based on the EU Stage I

requirements, but also cover smaller engines that were not regulated
under the EU Stage I.

 Bharat (CEV) Stage III—These standards are based on US Tier 2/3

requirements.

8
 CHAPTER 5

Specification of the Department

In Susee Trucks the organizational work is done by various departments, all

them perform in a rhythmic way that helps the company to work efficiently and
to move forward. The main department in susee are

1. Front office

 It has sales executives, financer. Their sole purpose is to attend the

showroom customer. Capture customer orders.

 Sales

 Susee spends around more than 2 lakhs for marketing promotions. Susee
promotes their product by various marketing strategies they are Road
show, paper ad, paper insert, financer mela, exchange, mechanic meet,
captive customer meet, bulk SMS, Brochures and banners, tele calling to
existing customer.

 Susee Trucks sells around 100 vehicles per month most of them are Tata
Ace gold. Their target is to increase sale volume in each month, covering
large market area and acquiring more market share.

 Sales are done in two ways showroom sales and field sales, which is done
by visiting customers.

 Show room sales

 The responsibility of showroom sales executive is to attend each

customer who visits to the showroom register customer follow customer,
and convert customer from C1 to C2.

9
 They get monthly sales target to achieve. With help of top-level
management, they promote their product with new promotion ideas; they
work together as a team to achieve their goal.

 Susee Trucks has three showroom branches in Vellore, Kancheepuram,

and Thiruvannamalai.

 In which Vellore is the main branch. The average Vellore showroom

sales volume is around 15 per month.

 Field Sales

 Here the department consists of DSM- dealer sales manager and there
will be number of DSE’s dealer sales executives working under him.

 The objective of DSE is to visit the allocated market place attending

customers in their location and collecting new orders and following them
to convert the orders.

 They also get monthly target and incentive for selling more than three
vehicles per month.

 The responsibility of DSM is to over watch the DSE’s issue order

regarding their performance and sales and also pass orders from top-level
management to executives.

 DSM’s also helping their executives to complete their target. Each

DSM’s also has monthly target.

 DSM’s also use sales promotions to increase their sales volume also
helping DSE are to cover more targets.

10
  They mainly use Mela promotion, demo vehicle promotion, issuing
notices etc. We got a chance to visit one such mela, we shared our
experience below,

Learning out come in Mela

 DSM use mela to promote sales.

 In Susee trucks four executives work under (DSM).

 Each executive is given an opportunity of two melas and two demos in a

month. Per mela cost around 1500.

 From each mela executives get 4-6 Co’s. There will be 1 booking in a
mela from in a month.

 From each demo executives get more Co’s then mela’s says(DSM). also,
there will be one booking from demo’s.

 Panthal- demo truck- sales person- finance- driver- small banner

containing that month offers and benefits.

 Distribution of notices- visiting local shops, stands etc.

 Average walks- ins 5 to 7

 Customer visit on the mela day- 1

 Random booking in the month-1

 Formal visit of mela from GM and DSM.

 Average cost of Mela is around Rs.1500.

11
Steps to increase customer walks-in-Pre-hand formalities before
Mela

 Field work is more important before the mela day. This way customers
will have knowledge about mela, also they will prepare to visit mela by
allocating their schedule.

 Above field work out is done visiting local captives informing about
mela, distributing pamphlets etc.

 Reporting the date and time about mela in radio (this fact is considered
because most commercial vehicle drivers has a habit of listening to
radio).

 With the help of previous sales data, also with help of experienced DSM
hotspots (area with more customer’s activity, Example: markets, petrol
bunks, commercial roads or areas, stands etc.)

 These pre-hand formalities provide better communication of mela.

Examples: - friends of friend’s suggestion happens through pre-hand
formalities. I.e. customer with the knowledge of mela will spread the
word to friends and relatives. This is free advertisement; all it takes is
time to spread which is why pre-hand formalities are necessary.

The mela day

 Projected video display with audio system will engage more customer
attention. Also, promotes Attractive talks among customers about mela.

 More eyes see more the customers. So, it must be attractive, catchy.

 Pamphlets distribution around the area.

12
  Displaying good demo vehicle also using the opportunity to promote
newly launched vehicle.

 Offers and discounts displayed on the mela day can be availed only on
that particular day.

The case of kumbh mela:

 The kumbh mela held every twelve years at Allahabad, haridwar, Ujjain
is one of the largest fairs in India, where over 60 million people gathered
in January 2001, making it the largest gathering anywhere in the world.

 The mega kumbh mela is expected to generate revenue of Rs.1.2lakhs

crore for Uttar Pradesh, says apex industry body Confederation of Indian
Industry.

 The reason why I put fourth this case is having a mela 4 times a month
will not have a huge impact. There are many business examples that run
successfully because of their rarity and uniqueness.

 Let’s say if kumbh mela is not a rare event instead of 12 years it occurs
four times in a month, does it will hold the record of largest gathering in
the world? Or it will generate 1.2lakhs crore every month?

 Mela is more of a festival, where customers get discount, offers etc.

which is available only on that particular day of sales.

2. Back office

 It comprises of GM, HR, RTO, tele-calling, customer relation. Following

the responsibility, role and duty of above departments.

13
GM

 The responsibility of GM is to oversee sales in all branches of

Susee Trucks, DSM’s and in Showroom. GM takes decision with
MD. He also executes orders issued from MD, HR and finance
department is also overseen by GM.

HR

 The one of the main department in a company, responsibility of a

human resource manager is overseeing department function and
managing employee. That’s why HR manager must be well-versed
in every human resource disciplines – compensation, employee
training and development, recruiting and selecting, human relation,
etc.

HR Policies in Susee Truck:

 Employees of Susee have ESI and PF benefits. 1.5% of salary will be cut
from the salary cut is done from third month of new recruit.

 Susee truck recruit employees based on certain protocol. Firstly, HR

interview, GM interview, if candidates passed his /her interview with
MD, then they join the company.

 Compensation benefits are also provided like travel expense, promotional

cost, etc.

 Employees get leave eligibility after 1st 6 months in the company. Leave
eligibility is 1.5 days per months, there will be no salary cut for permitted
period. If it exceeds salary will be cut from the employees monthly pay.

14
 If an employee did not use his/ her leave the total salary of 18 days will
be credits on Pongal date.

 Employee salary will be credited every last day of the month before 6pm,
Susee is solid in that.

 If employee is frequently late to work, salary cut will be done.

 Employee get festival bonus. Salaries to employees are fixed by MD.

 For every new recruits Susee conducts a 10 days training program, passed
candidates will join the work. “faster you complete, faster you earn”
common words of Susee trainers.

 Employees also gets compensation benefits, they get travel expense in

training period and incentives while training. Other compensation
benefits are also provided like travel expense, promotion cost etc. MD
financially assist his employees in times of need.

3. Service

 Service Trucks has 3S (sales, service, spares). The work of service

department is to service the vehicle by changing engine oil, brake
oil, oil, filter change, they also replace damaged parts. They
conduct visual inspection where they check certain components
which will tear due to usage.

4. Storage

 Susee trucks also sell spares for the vehicle; those spares are

stored in storage, when they maintain a log for items,

15
 CHAPTER 6

TYPES OF PRODUCT AND SERVICES IN SUSEE

Product SCV LCV Passenger

Vehicle
Variants Ace gold 407 pickup Express

Ace HT SFC 407 Magic

Ace XL LPT 407

Ace PTOP SFC407TT

Ace HD SFC 407HT

Ace mint LPT 407EX2

Intra v10 SK 407

Intra v10AC 207

Intra v20 Yodha

16
 Above are the products sold by Susee trucks. Out of all Tata ace gold is
the main product for Susee trucks, in case of sales volume Tata Ace Gold
sells more in quantity because of its product benefits. 20 Lakhs units of
Tata ace was sold till now, benefiting 20 Lakhs Indian entrepreneurs.

 The equity of the Tata Ace is unparalleled and it enjoys a strong

emotional connect with the customers.

 A new SCV segment was created by Tata introducing Ace family, Tata
got the first mover advantage which is also the reason for its success.

 The point of a success, there is an emotional relation between Ace and

customers who owns it.

17
 SERVICES

 Vehicle Service in Susee Trucks is done with great care and

responsibility. Customer satisfaction is Susee’s main concern.

 With minimum Cost Susee trucks service their customer vehicle.

Service Department is Works under the responsibility of Works
Manager.

 Susee trucks follow certain protocols in service department in service

department which helps them to maintain customer satisfaction,
employee safety, and high efficiency in work. Some of them are listed
below,

 Inventory check

 Right communication about Service and maintenance to vehicle

owners. If customers are willing to service the truck, it’s their
duty to make them understand the importance of servicing.

 For each customer, it is mandatory to maintain manual job card.

 After servicing they conduct final inspection, only after issue

approval vehicle is delivered.

 For each vehicle after billing they provide gate pass, which is
mandatory to exit the service area.

18
 Product Types

Ace Gold:

 The Tata Ace Gold is the smallest and the most affordable model
from the hugely popular Tata Ace family of Small Commercial
Vehicles.

 Staying true to its famous, ‘Chota Hathi’ tagline, the Tata Ace
Gold arrives with a promise of big capabilities in smaller size.

19
 With the payload capacity of 710 kilograms only, it is effectively
the Mini version of the standard Ace model.

 From its positioning, it is evident that the Tata Ace Gold has been
designed keeping light goods operators in mind, such as
vegetable/fruit seller, eCommerce delivery teams, etc.

 It has the same dimensions as that of the standard Tata Ace, but
gets much flatter walls for the deck while getting a smaller two
cylinder 702cc engine producing 16bhp of maximum power while
the peak torque rating stands at 39Nm.

 The overall toning down of the engine size and outputs along with
thinner walls for the bed, results in a decrease in the top speed that
now stands at 60kmph.

 That said, the Tata Ace Gold with its lower specs is more that
suitable for its core target base that requires a frugal machine that
can run throughout the day in the busy city streets.

20
 Ace HT:

 The compact 4-wheel mini truck is specially designed for

steep terrain.

 The Ace HT is equipped with deep gear ratios, rendering it the

high torque needed to climb steep slopes with remarkable ease.

 This, along with its powerful twin-cylinder water-cooled diesel

engine with an output of 16bhp @3200 r/min is sure to take you
and business to greater height.

21
 Ace XL:

Engine Displacement 702 cc

Mileage 17 kmph

Gross Vehicle Weight (GVW) 1630 Kgs

Maximum Power 21 bhp @ 3400 rpm

Maximum Speed 77 km/h

22
 Intra v10

 The recently launched

Tata Intra range of compact trucks takes the idea of the compact truck
that started with the Ace and transforms it into a more modern and
contemporary product.

 Based on Tata Trucks

new ‘Premium Tough’ ideology, the Tata Intra brings in visual appeal

23
 and class alongside the expected robustness and reliability that Tata
commercial vehicles.

 These are the first ever

SCV range in India which have a frame design conceptualized with
modular platform-based design.

 With a turning circle

radius of just 4.75m, means that the intra can fit and manage even the
tightest of city markets.

 Add to it, the Tata Intra

also gets a stunning 43% grade ability to handle any sort of load
requirements.

 Among the two new Tata Intra variants, the Tata Intra V10 is designed
for usage in applications that have moderate load and lead requirements.
 It is offered with two driving modes namely Eco and Normal. However,
when you want to get the maximum output from the vehicle, you can
change the mode to normal.

24
 Intra v20

 The recently launched Tata Intra range of compact trucks is the next step
in the idea that previously originated from the Tata Ace platform.
 The new Tata Intra platform is a more modern and contemporary product
which is based on Tata Trucks new ‘Premium Tough’ ideology.
 The design features a much better visual appeal and class along with the
solid build quality and reliability that Tata commercial vehicles are
known the short commercial vehicle.

25
 Tata Intra is the first ever SCV range in India which have a frame design
conceptualized with modular platform-based design.
 With a turning circle radius of just 4.75m the Intra can fit and manage
even the tightest of city markets.
 Add to it, the Tata Intra V20, the bigger variant of the two, other being
the V10, also gets a stunning 45% grade ability to handle any sort of load
requirements.
 Among the two new Tata Intra variants, the Tata Intra V20 has been
designed for usage in applications for long lead and heavy load
requirements. It is offered with two driving modes namely Eco and
Normal.
 The Eco mode, as the name suggests, helps the Tata Intra V10 deliver
better fuel mileage which helps in deriving better Fuel Economy.
However, when you want to get the maximum output from the vehicle,
you can change the mode to normal.
 The Tata Intra V20 is powered by a 1396cc four-cylinder diesel unit that
makes a commendable 70bhp and 140Nm of peak torque.
 It also offers a Gear Shift Advisor (GSA) to aid optimum fuel efficiency.
It offers a large loading area of 8.2 ft in length while the ground clearance
stands at a decent 170mm.

26
 Ace HD

 When you choose Tata Ace High Deck mini truck you choose to
start earning from day one.

 It is economical and fuel efficient with robust and reliable diesel

engine.

 High ground clearance and high loading capacity added to its

performance, its unique design offers superior style and comfort.

27
 Ace Mint

 Tata Super Ace MINT is a part of Tata’s cherished Ace family. The small
commercial vehicle (SCV) weighs 2250 kg and has a payload capacity of
one ton.
 Super Ace Mint actually aces the performance aspect with a power output
of 70PS @ 4500 rpm and 140 Nm torque @ 1800-3000 rpm and a max
speed of 125 km/hr.
 The Direct Injection Common Rail diesel engine is BS-IV compliant.
 A high-grade ability of 38% results in greater vehicular control on
elevated roads and terrains, even when the SCV is loaded to its full
capacity.
 Cabin interior is standard with air-conditioning, power steering, and
adjustable driver seat.

28
 Ace PTOP

 On the mechanical side of the things, the Ace PTOP still retains that cute
appeal while offering durable build quality and heavy-duty equipment to
deal with transport duties in its category.

 Powered by the company’s 702cc diesel unit that makes 16bhp of

maximum power and 37.5Nm of peak torque, the Tata Ace can howl
710kg of payload day in day out through narrow city lanes or those
highway stints to close by areas.

 The gross vehicle weight comes around 1550kg while heavy-duty

parabolic leaf spring suspension does duty at the front along side semi-
elliptic leaf spring setup being used for the rear.

29
 Tata Magic

 The most preferred 4 wheeled Vehicle in last mile Public Transport, the
Tata Magic offers ultimate comfort, style and safety features making it a
great drive for both driver and travellers.

30
 Tata Magic Diesel is a commercial vehicle by Tata Trucks in the MUV
segment. Magic comes with a 4 stroke 702cc engine giving a
performance of 16 BHP @ 3200 rpm and 38 Nm @ 2000 rpm.

 At a price point of around 4.50 lakhs, Tata Magic has competition from
Mahindra Maxximo which gives the same performance at a price point of
3.05 lakhs. TATA Magic has an impressive mileage of 17.9 kmpl.

31
 Yodha:

 Yodha, a reliable pick-up truck from Tata Trucks is available in single

cab and double cab models in both 4x4 and 4x2 drive options. It was the
first product of Tata Trucks to be launched in the year 2017.

 The engine powering the Xenon Yodha is a 3.0-litre common rail diesel
mill with both BS-III and BS-IV complaints.

 The BS-III engine model delivers 72bhp and 223Nm of peak power and
torque outputs while the BS-IV engine delivers 85bhp of maximum
power and 250Nm of maximum torque.
32
 The pick-up has a reliable and rugged gearbox for a flat curve at 1000-
2000rpm in order to achieve better mileage. This helps in easy pick up in
loaded conditions.

 With a rated payload capacity of 1250 kgs, the Xenon Yodha is used for a
wide range of commercial applications and the bigger 16-inch radial tyres
helps the vehicle to be suitable for all kind of loading and terrain
requirements.

 The highlights of the pick-up include best-in-class engine and drivelines,

best-in-load body with maximum loading area, high quality paint and
thickness. Xenon Yodha comes with a warranty of 3 years or 3,00,000
kilometers.

33
 TATA 407pickup:

 Tata Trucks offer SFC 407 Ex Pickup with a GVW of 4,450 kg and ex-
showroom price of INR 6.0 lakh. SFC 407 Ex Pickup is the option to
choose for transporting lighter goods.

 It is only available in one wheelbase option of 2,750 mm with cab body

type only. The truck offers a maximum payload capacity ranging between
2,250 and 2,500 Kg and a moderate grade ability of 28%.

 SFC 407 Ex Pickup is powered by Tata 497 TCIC 3.0 Litre diesel trucks
engine which churns out 74 bhp power and 245 Nm torque.

 Manual steering helps in maneuvering the truck on rough terrains.

34
 CHAPTER 7

Service Department

Spare Part Items:

 Truck rim plate

 Bus heavy duty door lock

 Clutch plate

 Air cleaner boot

 Clutch kit (clutch plate +pressure plate)

A spare part, spare, service part, repair part, or replacement part, is

an interchangeable part that is kept in an inventory and used for the repair
or replacement of failed units.

Spare parts are an important feature of logistics engineering and supply

chain management, often comprising dedicated spare parts management
systems.

Industrialization has seen the widespread growth of commercial

manufacturing enterprises, such as the automotive industry, and later, the
computer industry.

The resulting complex systems have evolved modular support

infrastructures, with the reliance on auto parts in the automotive industry,
and replaceable computer modules known as field-replaceable units
(FRUs).

35
 CHAPTER 8

Performance Management

Sales Stages :

 C0 – Prospecting.

 C1 – Quote.

 C1A – Paper Statement.

 C2 – Advance Booking.

 C3 – Sold & Invoice.

Dealer Sale Executive:

Sale executive promotes products and service to customer and negotiate

contract with the aims of maximizing profit.
Sales executives are the key point of contact between an organization and
its clients: answering queries, offering advice and introducing new
products.
Sale executive promotes products and service to customer and negotiate
contract with the aims of maximizing profit

Their work includes:

 organising sales visits

36
  demonstrating and presenting products

 establishing new business

 maintaining accurate records

 attending trade exhibitions, conferences and meetings

 reviewing sales performance

 negotiating contracts and packages

 aim to achieve monthly or annual targets.

Promotional prospects are excellent - progression can be into senior

sales roles or into related employment areas such as marketing or
management.

Typical employers of sales executives

 Manufacturers

 Service industries

 Retailers

 Industrial organizations

 Charities

Staff with specialist knowledge are employed in industries such as

pharmaceutical, healthcare and publishing.

37
Dealer Sale Manager:

 Dealer sale manager is a bundled management information system

created specifically for automotive industry car dealerships or large
equipment manufacturers, such as General Trucks, Ford, Fiat Chrysler
dealerships, and also adapted for cars, boats, bikes, RV, and power sports
dealers.

 Newer DMS systems have seen utilization of mobile platforms as well.

Starting in 2019, the first new next generation of 'true cloud' web
platform DMS SaaS solutions have entered the market for franchised
light duty vehicle dealerships with the release of VUE® web DMS by
Dominion Dealer Solutions, a division of Dominion Enterprises.

 SaaS DMS systems eliminate computer hardware and maintenance

responsibility and cost, while simplifying deployment.

Customer Type

First Time User

Retail New User

Retail Existing User

Captive GST

Key Existing User

38
 Key Compatator Customer

Exchange

Post Sale Feedback

PSF 24 hours

 Delivery

 Invoice

 Insurance

 Toolkit

 Servicebook

 Executive

 Finance Process

 Friends Referal

PSF 15 Days

 Vehicel Problem

 Maintenance

39
 CHAPTER 9

CONCLUSION

In general, we have learned many company policies and got our live
company, meet new people most of them are humble, and their made me
stronger, learning quality, gathered more ideas. We never could imagine. Also,
thanks for all for helping us to complete this internship successfully.

Explored:

 We were find out in Susee trucks, Tata Ace gold is the main product for
Susee trucks.

 In the case of sales volume Tata Ace Gold sells more in quantity because
of its product benefits.

 20 lakhs units of Tata Ace was sold till now, benefiting 20 lakhs Indian
entrepreneurs.

 In Susee trucks mobile service is also available.

 Vehicle services in Susee trucks is done with great care and

responsibility.

 Susee trucks spends around more than 2 lakhs for Marketing promotions.
They promote their product by various marketing strategies they are Road
show, paper ad, paper insert, financer mela, exchange, mechanic meet,
brouchers and banners, tele calling to existing customer.

40
 Sales are done in two ways showroom sales and field sales, which is
done by visiting customers.

 In Susee trucks, Employee salary will be credited every last day of the
month before 6.P.M. the company is solid in that.

 For every new recruits Susee conducts a 10 days training program, passed
candidates will join the work. “faster you complete, faster you earn”
common words for Susee trainers.

 Sales executives are the key point of contact between an organization and
its clients, answering queries, offering advice and introducing new
products.

41
TATA MOTORS PROFILE

Tata Motors Limited (TML), a USD 42 billion organization, is India’s largest automobile company by
revenues. The company is a leading global manufacturer of cars, utility vehicles, buses, trucks and defence
vehicles and is working towards developing Smart Mobility Solutions for Smart Cities. Tata Motors is also
developing a smart range of EVs, to accelerate the adoption of Electric Vehicles (EV) in the country,
supporting the government’s mission on electric vehicles.

Incorporated in India, in the year 1945, Tata Motors is a part of the USD 100 billion Tata group and has
operations across India, UK, South Korea, Thailand, South Africa, and Indonesia.

A leader in the Indian commercial vehicle market, Tata Motors also ranks amongst India’s top passenger
vehicle manufacturers, with over 9 million vehicles plying on Indian roads. The company has played an
instrumental role in transforming the country into a destination for world-class automotive manufacturing
and continues to work towards building the nation. Tata Motors has always been at forefront of innovating
technologies and providing products and experiences catering to the discerning needs of our customers
across both passenger and commercial vehicles business. With its corporate brand identity - Connecting
Aspirations, Tata Motors continues to create segment-defining products that will fire up the imagination
of customers - generation after generation; reiterating the company’s promise of offering better journeys.

With some of the worlds’ most iconic brands, including Jaguar Land Rover in the UK, Tata Daewoo in South
Korea, and a network of 76 subsidiaries globally, the company has consolidated its position as the Tata
Motors Group. In India, Tata Motors’ presence cuts across the length and breadth of the country with a
manufacturing base spread across its biggest industrial hubs; Jamshedpur (Jharkhand), Pune
(Maharashtra), Lucknow (Uttar Pradesh), Pantnagar (Uttarakhand), Sanand (Gujarat) and Dharwad
(Karnataka).

Recognized for its world-class quality, originality, engineering and design excellence, the company is on
the path of shaping the future of mobility in India. With a strong team of 4,500 engineers, scientists and
technicians at the company’s Engineering Research Centre, Tata Motors’ R&D centres span multiple
geographies, including Pune (India), UK and South Korea. For the rapidly changing automotive
environment, Tata Motors launched its sub-brand – TAMO. TAMO acts as an incubating center of
innovation towards new technologies, business models and partnerships in order to define future mobility
solutions. It operates as an agile, ring-fenced vertical, in the first step on a low volume, low investment
model to provide fast tracked proves of technologies and concepts. TAMO will transform the experience
of interfacing and interacting with customers and the wider community. It will provide a digital eco-
system, which will be leveraged by Tata Motors to support the mainstream business in the future.

Sustainability and the spirit of ‘giving back to society’ serves as the guiding philosophy at Tata Motors;
along with good corporate citizenship, which is strongly embedded in the company’s DNA. Through the
Affirmative Action Programme, it has touched the lives of more than 5 lakh people in FY 16-17.