Saturday, 18 March 2017

Defination COMPANY LAW and Feature and Importance?

COMPANY LAW
The word company is derived from a Latin word `companies`
it means a group of persons who took their need together.
 In India law relating to companies are contained in The companies Act 1956.
Meaning and definition
 A company is a voluntary association of persons formed for some common purpose with capital divisible into  parts known as shares .
Justice Lindlay defines company “as an association of many persons who contribute money or money’s worth to a common stock and employ it in some trade or business and who share the profits arising there from”
According to companies act a company means a company formed and registered under companies act.
Features of a Registered comapny
1.      Voluntary Association
A company is voluntary association of persons who have come together for a common object which generally is to earn profit.
The activities of this association are governed by the law and are limited by its memorandum of association
2.      Incorporated association
A company comes into existence on incorporation or registration under the companies act. Minimum number of persons required for the purpose of incorporation is seven in case of a public company and two in case of a private company.
3.      Separate legal entity
 On incorporation company gets personality which is separate and distinct from those of its members. Company is an artificial person created by law. 
4.      Separate property
The company can own , enjoy  and dispose off its property in its own name.
5.      Legal restrictions
The formation, working and winding up of a company are strictly governed by laws, rules and regulations
6.      Perpetual succession
 unlike a person a company never dies. Its existence is not affected in any way by    the death or insolvency of any shareholder. Members may come and members may go , but the company continues its operations until it is wound up.
7.      Common seal
As a company is an artificial person it cannot sign its name on a contract. So it function with the help of seal. All contract entered into by the members will be under the common seal of the company.
8.      Share capital
A company mobilizes its capital by selling its shares. Those persons who buy these shares become its share holders and thereby become members in it
9.      Limited Liability
In case of limited companies liability of members will be limited to the amount unpaid on the shares.
10. Transferability of shares.
Members can freely transfer and sell their shares .The right to transfer share is a statutory right of members.
 Ownership and management
The owners of a company are its share holders.
The affairs of the company are managed by their representatives known as Directors
Type of companies
Companies can be classified on the basis of ;
A.    Incorporation
B.     Liability of members
C.     Number of members
D.    Ownership
A.   Incorporation
1.       Chartered company
2.       Statutory company
3.       Registered company
1. Chartered company
 The company which have formed and incorporated under a special charter granted by the king or queen.
Eg East India company.
Bank of England.
2. Statutory company
These are companies which are created by means of a special Act of Parliament or any state legislature.
Eg RBI, Railway
3. Registered company
Company formed and registered under companies Act 1956 is called Registered companies.
B.   Liability of members
1.      Limited company
2.      Company limited by guarantee
3.      Unlimited company
1.      Limited company or company limited by share
Majority of registered companies will be company limited by shares. In case of limited companies liability of members will be limited to the amount unpaid on the shares.
     2. Company limited by guarantee
Here liability of each member is limited by the memorandum to such amount as he may guarantee by the memorandum to contribute to the assets of the company in the event of its winding up.
Such  companies are formed for the promotion of art science, culture, sports etc.
3. Unlimited company
A company not having any limit on the liability of its members is termed as unlimited company.
The members are liable for the debts of the company at the time of winding up.
      C. Number of members
1.      Private company
2.      Public company
1. Private company
A private company is a company
            -which restricts the right to transfer its shares.
            -limits the number of its members to 50.
           -prohibits any invitation to public to subscribe its shares.
2. Public company
A public company means a company which is not a private company
E.   Ownership
1.      Government Company
2.      Foreign company
3.      Holding and subsidiary company
1. Government company
A company is said to be government company when 51% of the paid up capital is held by the central government or by any state government or partly by central govt or partly by one or more state govt.
2. Foreign company
A foreign company is a company incorporated outside  India and having a place of business in India.
3. Holding and subsidiary company
            À company which controls another company is known as the holding company and the so controlled company is known as subsidiary company.
One Man Company
This is a company in which one man holds practically the whole of the share capital of the company, and in order to meet the statutory requirement of minimum number of members some dummy members like his wife and son holds one or two shares each.
Distinction between public company & private company.
No.
Private Co.
Public Co.
1.
Minimum no of members is 2
Minimum no of members is 7
2.
Maximum no members is 50
No maximum limit
3.
Minimum paid up capital is Rs 1 lakh
Minimum paid up capital is 5 lakh
4.
Name must end with the word ‘Pvt Ltd’
Name must end with the word ‘Ltd’
5.
Can commence business immediately after incorporation
It shall have to wait until it receive the certificate for commencement of business.
6.
It cannot invite public to subscribe its shares and debentures
It can invite public to subscribe its shares and debentures
7.
Minimum subscription is not required for allotment of shares.
9
Minimum subscription is required for allotment of shares.
8.
Need not hold statutory meeting of the members.
It has to hold a statutory meeting and file a stat: report.
9.
Quorum required for a meeting is 2.
Quorum required for a meeting is 5
10.
There is restriction of transfer of shares
 Shares can be freely transferred.
11.
Not required to issue prospectus.
Must issue prospectus.
13.
Two directors
Three directors
Formation of a company
The procedure or formation of a company may be divided into four stages;
1. Promotion
2. Incorporation
3. Raising of capital
4. Commencement of business
I. Promotion
 It is the first stage in the formation of a company.
In this stage the idea of carrying on a business is conceived by a person or a group of persons called promoters. They make detailed investigation about the workability of the idea, amt of capital required, operating expense etc etc..
Before a company an be formed, there must be some persons who have an intention to form a company and who take the necessary steps to carry that intention into operation. Such persons are called promoters.
The promoter is the person who brings a company into existence.
II. Incorporation
A company is said to be incorporated  when it is registered with the registrar under the companies act. The certificate of incorporation is the birth certificate of the company. A company comes into existence from the date mentioned in the certificate.
Procedure for registration
The promoter has to first decide the proposed form of company as whether it is to be a public company or a private company.
They may form the company with limited liability , unlimited liability  or limited by guarantee.
 They have to decide the name of the company agreeable and desirable to all. For eg if the name proposed is identical with or closely resembles the name of an existing company , it is undesirable.
For getting registration an application has to be made to the registrar. The application shall be accompanied by the following documents:
1.      Memorandum of association
2.      Articles of association
3.      A statement of nominal capital
4.      A notice of address of the registered office of the company.
5.      A list of directors and their consent to a act signed by them
6.      A declaration that all the requirements of the act have been complied with. Such declaration shall be signed by an advocate of high court or supreme court or a chartered accountant who is engaged in the formation of company
Certificate of incorporation
If the registrar is satisfied that all the requirements of the act have been complied with he shall register the company and issue a certificate of incorporation.
Conclusive proof
Once a company is registered incorporation cannot be challenged subsequently. The certificate of incorporation is a conclusive evidence of the fact that-
1. all the requirements of the act have been complied with.
2. company is duly registered.
3. company came into existence on the date of certificate.
Advantages of incorporation
1.      Transferability of shares
2.      Separate legal entity
3.      Perpetual succession
4.      Common seal
5.      Separate property
6.      Capacity to sue
III. Raising of capital
After incorporation a company can raise capital by issuing shares. A private company cannot issue shares to public.
In case of public company a copy of prospectus is filed with the registrar and it will be issued to the public. Those who are intended in purchasing share are required to send their application money to company's  banker.
 On the last date fixed for the receipt of application if the company has received application equal to minimum subscription the directors will start with allotment of shares.
IV. Commencement of business
A private company may commence its business immediately after incorporation.
But a public company cannot commence business immediately after incorporation but it has to obtain a certificate of commencement from the registrar.
MEMORANDUM OF ASSOCIATION
Memorandum of association for a company is like the constitutional law for a country. It is the document which contains  the rules regarding constitution and activities of the company. It is a fundamental charter of the company.
It defines the extent of powers of the company, beyond that it cannot go. It is a document filed at the time of incorporation.
It is a public document ie any interested public can get a copy on payment of prescribed fees.
Contents of memorandum
1. Name clause
2. Registered office clause
3. Object clause
4. Liability clause
5. Capital clause
6. Association clause or subscription clause.
1. Name clause
The first clause of memorandum requires a company to state its name
Rules:-Should not adopt identical with or resembles that of an existing company.   Ltd for public company and Pvt Ltd for private company. Should not use a name prohibited by the Name and Emblems Act. 
2. Registered office clause
The memorandum must specify the state in which the registered office of the company is to be situated.
3. Object clause
This is the most important clause of the memorandum of association. It defines the object of the company and the extent of its powers. The object of the company must be state very clearly and a company cannot do anything beyond object clause. The objects of the company shall not be illegal or against public policy. 
4. Liability clause
This  clause state the nature of liability of members.
5. Capital clause
This clause contains the  total amount of capital with which the company is registered. This capital is known as authorized capital or nominal capital or registered capital.
6. Association clause or subscription clause
The memorandum concludes with subscription clause. The memorandum must be subscribed by at least  7 persons in case of public company and 2 in case of private company. Each subscriber must sign the document and write the number of shares taken by him.
ALTERATION OF MEMORANDUM
The alteration of the memorandum is possible only by strictly following the procedure laid down in the Act
1. Alteration of a name clause
The name of a company can be changed by passing a special resolution and with approval of central govt. If a company is registered with a name which is in the opinion of central govt is identical with or too closely resemble to the name of an existing company, it can be changed by passing an ordinary resolution but with the approval of central govt .
2. Alteration of registered office clause
If the shift of office is within local limits, ie from one place to another place in the same city , town or village that can be done by giving a notice of change to registrar.
If the shift is outside local limits, a special resolution has to be passed.
If the shift is from the jurisdiction of one registrar to another's the special resolution should be confirmed by the regional director of the state. (new sec 17 A Amendment Act 2000)
3. Alteration of object clause
•The alteration of object clause is subject to so many restrictions. A company may change its objects for the following purposes;
1. To carry business more economically or more efficiently.
2.To attain its main purposes by new or improved means.
3. To enlarge or change local area of operation
4. To restrict or abandon any of its objects specified in the memorandum.
5. To amalgamate the company with any other company.
6. To sell or dispose of the whole or any part of the undertaking of the company.
–A special resolution and approval of company law board is necessary for alteration.
4. Alteration of liability clause
Liability clause cannot be altered so as to make the liability of members unlimited.
5. Alteration of capital clause
Alteration can be made to
1.To increase share capital
2.To convert fully paid share to stock
3.Cancellation of shares  etc
Doctrine of ultra vires
  Memorandum contains  the rules regarding constitution and activities of the company. It is a fundamental charter of the company. It defines the extent of powers of the company, beyond that it cannot go.
A co can act and function within the limits of memorandum. Any act which is beyond the memorandum is ultra vires the company. Such acts are void .
Ultra means beyond and vires means powers. So ultra vires means ‘beyond powers’.
The purpose of this doctrine is to helps the shareholders , creditors and every third person dealing with the company to ensure that their investment are not diverted to unauthorized objects.
ARTICLES OF ASSOCIATION
Articles of association are the internal regulations of the company and are for the benefit of shareholders. These are the rules and regulation relating to the internal management of a company. The article define the mode and form on which the business of the company is to be carried on.

Wage,Payment,Minimum,child,labour,ACT

SHORT NOTES ON IMPORTANT
CENTRAL LABOUR LEGISLATIONS
Topics/Acts included:
Sr.
No.
ACT NAME Page
Nos.
1. EMPLOYEES’ PROVIDENT FUNDS & MISC. PROVISIONS ACT,
1952 & THE SCHEMES
2-3
2. EMPLOYEES’ STATE INSURANCE ACT, 1948 & SCHEME 4-5
3. FACTORIES ACT, 1948 6-7
4. INDUSTRIAL DISPUTES ACT, 1947 8-9
5. PAYMENT OF BONUS ACT, 1965 10-11
6. PAYMENT OF GRATUITY ACT, 1972 12-13
7. PAYMENT OF WAGES ACT, 1936 14-15
8. MATERNITY BENEFIT ACT, 1961 16-17
9. MINIMUM WAGES ACT, 1948 18-19
10. EMPLOYEE’S COMPENSATION ACT, 1923 20-21
11. CONTRACT LABOUR(REGULARATION & ABOLITION) ACT,1970 22-23
12. INDUSTRIAL EMPLOYMENT (STANDING ORDERS) ACT, 1961 24-25


EMPLOYEES’ PROVIDENT FUNDS & MISC. PROVISIONS ACT,
1952 & THE SCHEMES
Object of the Act

To provide wider terminal benefits to the Workers on completion of their employment.
Applicability
Every specified factory OR establishment in which 20 or more persons are employed.
Any factory or Establishment can also voluntarily cover under the Act, even if the
number of employees are less than 20.
Eligibility
• Any person who is employed for work of an establishment or employed through
contractor in or in connection with the work of an establishment and drawing
salary upto Rs.6,500/- p.m. (Basic + DA).
• Any disabled employee appointed after 1.4.2008 drawing salary upto Rs.25,000/-
• Any international worker (irrespective of salary limit)
Payment of Contribution
• The employer shall pay the contribution payable to the EPF, DLI and Employees’ Pension
Fund in respect of the member of the Employees’ Pension Fund employed by him directly
by or through a contractor.
• It shall be the responsibility of the principal employer to pay the contributions payable to
the EPF, DLI and Employees’ Pension Fund by himself in respect of the employees directly
employed by him and also in respect of the employees directly employed by him and also
in respect of the employees employed by or through a contractor.
Rates of Contribution
• Employer - 12%
• Employee - 12%
• Govt. - 1.16%
SCHEME EMPLOYEE’S
EMPLOYER’S CENTRAL
GOVT’S
Provident
Fund Scheme 12%
Amount > 8.33% (in case where
contribution is 12% of 10%)
10% (in case of certain
Establishments as per details given
earlier)
NIL
Insurance
Scheme NIL 0.5 NIL
Pension
Scheme NIL
8.33% (Diverted out of Provident
Fund (12) 1.16%
2
• The employer also will pay administrative charges @ 1.11% on maximum limit of
Rs.6500 whereas an exempted establishment will pay inspection charges @ 0.005% on
the total wages paid.
Benefits
• Withdrawal of accumulated amount with interest on exit from employment.
• Advances in severely restricted circumstances like buying house,
marriage/education, etc.
• Pension to the employees under Employees’ Pension Scheme a
• Insurance under Employees’ Deposit Linked Insurance Scheme.
Damages on Delayed Payment
• Less than 2 months ….@ 5% per annum
• Two months and above but less than upto four months …. @10% per annum
• Four months and above but less than upto six months …. @ 15% per annum
• Six months and above ….@ 25% per annum
• Simple Interest @12% p.a. on delayed payment of contribution.
Penal Provision
• For contraventions of Provisions of the Act, imprisonment upto 3 years and fine upto
Rs.10,000/-.
• For repeated contraventions of the Act, imprisonment upto 5 years and fine upto
Rs.25,000/-.
3

EMPLOYEES’ STATE INSURANCE ACT, 1948 &

SCHEME
Object of the Act
To provide social insurance for the employees.
Applicability of the Act & Scheme
Is extended in area-wise to factories employing 10 or more persons and establish-ments
employing 20 or more person.
Coverage of employees
Employees drawing gross wages upto Rs.15000/- per month, engaged either
directly or thrugh contractor
Rate of Contribution of the wages
Employers’ 4.75%
Employees’ 1.75%
Manner and Time Limit for making Payment of contribution
The total amount of contribution (employee’s share and employer’s share) is to
be deposited with the authorised bank through a challan in the prescribed form
in quadruplicate on or before 21st of month following the calendar month in
which the wages fall due.
Benefits to the employees under the Act
Medical, sickness, extended sickness for certain diseases, enhanced sickness,
dependents maternity, besides funeral expenses, rehabilitation allowance,
medical benefit to insured person and his or her spouse.
WAGES FOR ESI CONTRIBUTIONS
To be deemed as wages
• Basic pay
• Dearness allowance
• House rent allowance
• City compensatory allowance
• Overtime wages (but not to be taken into account for determining the coverage
of an employee)
• Payment for day of rest
4
• Production incentive
• Bonus other than statutory bonus
• Night shift allowance
• Heat, Gas & Dust allowance
• Payment for unsubstituted holidays
• Meal/food allowance
• Suspension allowance
• Lay off compensation
• Children education allowance (not being reimbursement for actual tuition fee)
NOT to be deemed as wages
• Contribution paid by kthe employer to any pension/provident fund or under ESI
Act.
• Sum paid to defray special expenses entailed by the nature of employment –
Daily allowance paid for the period spent on tour.
• Gratuity payable on discharge.
• Pay in lieu of notice of retrenchment compensation
• Benefits paid under the ESI Scheme.
• Encashment of leave
• Payment of Inam which does not form part of the terms of employment.
• Washing allowance
• Conveyance Amount towards reimbursement for duty related journey
Contribution period
1st April to 30th September.
1st October to 31st March
Contribution period
If the person joined insurance employment for the first time, say on 5th January,
his first contribution period will be from 5th January to 31st March and his
corresponding first benefit will be from 5th October to 31st December.
Penal Provision
• For contraventions of Provisions of the Act, imprisonment upto 2 years and fine
upto Rs.5,000/-.
• For repeated contraventions of the Act, imprisonment upto 5 years and fine
upto Rs.25,000/-.
5

FACTORIES ACT, 1948
Applicability of the Act
To any premises where manufacturing activities are carried out with the aid of power and
where 10 or more workers are/were working OR where manufacturing activities are
carried out without the aid of power and where 20 or more workers are/were working.
Employer to ensure health of workers pertaining to
• Cleanliness Disposal of wastes and effluents
• Ventilation and temperature dust and fume
• Overcrowding Artificial humidification Lighting
• Drinking water Spittoons.
Safety Measures
• Facing of machinery
• Work on near machinery in motion.
• Employment prohibition of young persons on dangerous machines.
• Striking gear and devices for cutting off power.
• Self-acting machines.
• Casing of new machinery.
• Prohibition of employment of women and children near cotton-openers.
• Hoists and lifts.
Working Hours, Spread Over & Overtime of Adults
• Weekly hours not more than 48 hours.
• Daily hours, not more than 9 hours.
• Intervals for rest at least ½ hour on working for 5 hours.
• Spreadover not more than 10½ hours.
• Overlapping shifts prohibited.
• Extra wages for overtime double than normal rate of wages.
• Restrictions on employment of women before 6AM and beyond 7 PM.
Welfare Measures
• Washing facilities
• Facilities for storing and drying clothing
• Facilities for sitting
• First-aid appliances – one first aid box not less than one for every 150 workers.
• Canteens when there are 250 or more workers.
• Shelters, rest rooms and lunch rooms when there are 150 or more workers.
• Creches when there are 30 or more women workers.
• Welfare office when there are 500 or more workers.
6
Employment of Young Persons
• Prohibition of employment of young children i.e. below 14 years.
• Adolescent workers (15 to 18 years of age) are permitted with less working
hours and special conditions.
Annual Leave with Wages
A worker having worked for 240 days @ one day for every 20 days of working.
Penal Provision
• For contraventions of Provisions of the Act, imprisonment upto 7 years or fine
upto Rs.2,00,000/-.
• For continuous contraventions of the Act, imprisonment upto 10 year and/or
fine upto Rs.5,000/- per day
7
INDUSTRIAL DISPUTES ACT, 1947
Object of the Act
Provisions for investigation and settlement of industrial disputes and for certain
other purposes.
Important Definition
Industry – has attained wider meaning than defined except for domestic employment,
covers from shops with nominal employees to big industrial units.
Workman – Includes almost all category of employees, except person doing
Managerial and Administrative work, and also Supervisors earning wages more
than Rs.10,000/- p.m.
Machinery to deal with Disputes
Works Committee–Joint Committee with equal number of employers and employees’
representatives for discussion of certain common problems.
Conciliation–is an attempt by Govt. Official in helping to settle the disputes.
Adjudication – Labour Court, Industrial Tribunal or National Tribunal to hear and decide
the dispute.
Persons Bound by Settlement
• When in the course of conciliation proceedings etc., all persons working or
joining subsequently.
• Otherwise than in course of conciliation, upon the parties to the settlement.
Period of Operation of Settlements and Awards
• A settlement for a period as agreed by the parties, or
• Period of six months on signing of settlement.
• An award for one year after its enforcement.
Conditions for Laying off
Failure, refusal or inability of an employer to provide work due to
• Shortage of coal, power or raw material.
• Accumulation of stocks.
• Breakdown of machinery.
• Natural calamity.
Lay off Compensation
Payment of wages except for intervening weekly holiday compensation 50% of
total or basic wages and DA for a period of lay off upto maximum 45 days in a
year.
8
Notice of Change
21 days notice to be given by an employer to workmen about changing the
conditions of service as provided in IVth Schedule.
Prohibition of strikes & lock out
• Without giving to the employer notice of strike, as hereinafter provided, within six
weeks before striking.
• Within fourteen days of giving such notice.
• Before the expiry of the date of strike specified in any such notice as aforesaid.
• During the pendency of any conciliation proceedings before a conciliation officer and
seven days after the conclusion of such proceedings.
• During the pendency of conciliation proceedings before a Board and seven days after
the conclusion of such proceedings.
• During the pendency of proceedings before a Labour Court, Tribunal or National
• Tribunal and two months, after the conclusion of such proceedings.
• During the pendency of arbitration proceedings before an arbitrator and two months
after the conclusion of such proceedings, where a notification has been issued under
Sub-Section(3A) of section 10A
• During any period in which a settlement or award is in operation, in respect of
any of the matters covered by the settlement or award.
Prior Permission from the Govt.
When there are more than 100 workmen (in UP 300 or more) during proceeding 12
months, prior permission to be obtained by the Employer for Lay Off, Retrenchment or
Closure.
Retrenchment of Workmen Compensation & Conditions
No employees who has worked for 240 days in a year shall not be
retrenched unless paid/given:
• Retrenchment compensation @ 15 days’ wages for every completed year of
service.
• Given One month’s notice or wages in lieu thereof.
• Reasons for retrenchment
• Complying with principle of ‘last come first go’.
Notice for Closure of an Undertaking
• 60 days’ notice to the authorities for intended closure in prescribed form, when
there are minimum 50 workers and less than 100 workers.
• To apply for Prior permission from Govt. atleast 90 days before the intended
closure, when there are 100 or more workmen during preceding 12 months (in UP
300 or more workmen)
Penal Provision
• For breach of provisions of the Act, the employer shall be punishable with
imprisonment upto 6 months and/or fine not exceeding Rs.5,000/-.
• On continuity of offence fine upto Rs.200/- per day.
9

PAYMENT OF BONUS ACT, 1965
Object of the Act
To provide certain statutory right to the employees to share the profit of the
employer.
Applicability of Act
Every factory where in 10 or more persons are employed and Other
establishments in which 20 or more persons are employed on any day during an
accounting year.
Certain States like Maharashtra has made this Act applicable to all the
Establishments employing minimum 10 employees.
Exemption for newly set up Establishments
Newly set up establishment is exempted from paying bonus for the initial 5
years, provided no profit is made during these years. If the employer derives
profit in any of the first five years, he has to pay bonus for that year.
Eligibility for Bonus
• Employees (other than Apprentice) drawing salary (basic + DA) upto
Rs.10,000/- p.m.
• An employee will be entitled only when he has worked for 30 working
days in that financial year.
Benefits
• Minimum Bonus is 8.33% of total salary earnings (basic + DA) for the
financial year. (Calculation to be done as if the maximum salary were
Rs.3,500/- p.m.)
• Maximum bonus is 20%
Disqualification & Deduction of Bonus
On dismissal of an employee for
• Fraud; or
• riotous or violent behaviour while on the premises of the establishment; or
• theft, misappropriation or sabotage of any property of the establishment or
• Misconduct of causing financial loss to the Employer to the extent that bonus
can be deducted for that year.
10
Time Limit for Payment of Bonus
Within 8 months from the close of accounting y ear.
Set-off and Set-on
As per Schedule IV. Sec. 15
Maintenance of Registers and Records
• A register showing the computation of the allocable surplus , in Form ‘A’.
• A register showing the set-on and set-off of the allocable surplus, in form ‘B’.
• A register showing the details of the amount of bonus paid, in Form ‘C’
Filing of Retun.
Annual Return to be filed in form ‘D’ to the concerned Authority.
Penal Provision
For breach of provisions of the Act, the employer shall be punishable with
imprisonment upto 6 months and/or fine not exceeding Rs.1,000.
11

PAYMENT OF GRATUITY ACT, 1972
Object of the Act
To provide certain reward to the employees for a long meritorious service, at the
end of their services.
Applicability
Every factory, mine, oil field, plantation, port, railways, shop or establishment
employing 10 or more employees
Once Act applies, it continues to apply even if employment strength falls below
10.
Eligibility
• Any person employed on wages/salary (irrespective of designation)
and completed 5 years of continuous service (except in case of death),
shall be eligible for gratuity at the end of their services.
Benefits
• 15 days wages (basic + DA) for every completed year of service.
• Maximum gratuity payable is Rs.10,00,000/-
Calculation Method
Monthly salary
-------------------
Gratuity = 26 X 15 days X No. of year of service
Forfeiture of Gratuity
Gratuity can be forefeited on termination of an employee
• for moral turpitude or riotous or disorderly behaviour.
• Wholly or partially for wilfully causing loss, destruction of property etc.
Display of Notice
Certain notices & abstract of Act are to be displayed at conspicuous place at the
main entrance in English language or the language understood by majority of
employees of the factory/establishment.
12
Nomination
To be obtained by employer after expiry of one year’s service, in Form ‘F’
Penal Provision
• Imprisonment upto 2 years or fine upto Rs.20,000 for avoiding to make
payment by making false statement or representation.
• For other contraventions of the Act, imprisonment upto one year and/or fine
upto Rs.10,000/-
13

PAYMENT OF WAGES ACT, 1936
Object of the Act
The main object of the Act is to regulate the payment of wages of certain
classes of employed persons, avoid unnecessary delay in the payment of wages
and to prevent unauthorised deductions from the wages.
Applicability of Act
• Factories, industrial Establishments, Tramway service or motor transport
service, Air transport service, Dock, Wharf or Jetty, Inland vessel, Mine,
quarry or oil-field Plantation, Workshop, construction activities or other
establishment etc.
• In the state of Maharashtra the Act is extended to Shops & commercial
establishments.
Coverage of Employees
The employees drawing average wage upto Rs.10,000/- p.m.
Time of payment of wages
The wages of every person employed be paid:
• When less than 1000 persons are employed shall be paid before the
expiry of the 7th day of the following month.
• When more than 1000 workers, before the expiry of the 10th day of the
following month.
Mode of Payment of Wages
• All wages shall be paid in current coins or currency notes or in both.
• After obtaining the authorization, either by cheque or by crediting the
wages in employee’s bank Account
• Wages exceeding Rs.3000/- to be paid by cheque/through bank
(Applicable in Maharashtra only)
Fines as prescribed by
•Not to imposed unless the employer is given an opportunity to show cause
To record in the register (Sec.8)
14
Deduction from wages
Deductions such as, fine, deduction for amenities and services supplied by the
employer, advances paid, over payment of wages, loan, granted for housebuilding
or other purposes, income tax payable, in pursuance of the order of the
Court, PF contributions, cooperative societies, premium for Life Insurance,
contribution to any fund constituted by employer or a trade union, recovery of
losses, ESI contributions etc. can be made from the wages, in accordance with
Section 7.
Maximum Deductions
• The maximum permissible deductions is 50% of the wages
• In the event of deduction include payment to co-operative societies, the
maximum permissible deduction is 75% of the wages.
Penal Provision
• Penalties for breach of provisions are from Rs.200/- to Rs.1000/-.
• Repeat offences attract 1 month to 6 months imprisonment and fine from
Rs.500/- to Rs.3000/-
• Delayed wage payments attract penalty f Rs.100/- per day
15
JUNEJA & ASSOCIATES (for circulation for clients’ only)
MATERNITY BENEFIT ACT, 1961
Object of the Act
To protect the dignity of motherhood and to provide certain benefits to women
employees at the time of child-birth.
Coverage of the Act
Upon all women employees either employed directly or through contractor employed in
mines, factories, plantations and also in other establishments if the State Government so
decides. Also applicable to every shop or establishment in which ten or more
persons are employed.
Conditions for eligibility of benefits
Women indulging temporary of unmarried are eligible for maternity benefit when she is
expecting a child and has worked for her employer for at least 80 days in the 12 months
immediately proceeding the date of her expected delivery.
This Act shall not be applicable when and where ESI Act is applicable.
Benefits
• Leave with average pay for six weeks before the delivery.
• Leave with average pay for six weeks after the delivery.
• A medical bonus of Rs.3500/- if the employer does not provide free medical care to the
woman.
• An additional leave with pay up to one month if the woman shows proof of illness due
to the pregnancy, delivery, miscarriage, or premature birth.
• In case of miscarriage, six weeks leave with average pay from the date of miscarriage.
Non Cash Benefits/Privilege
• Light work for ten weeks (six weeks plus one month) before the date of her expected
delivery, if she asks for it.
• Two nursing breaks in the course of her daily work until the child is 15 months old.
• No discharge or dismissal while she is on maternity leave.
• No change to her disadvantage in any of the conditions of her employment while on
maternity leave.
• Pregnant women discharged or dismissed may still claim maternity benefit from the
employer.
Exception : Women dismissed for gross misconduct lose their right under the Act for
Maternity Benefit
Maintenance of Registers and Records
Every employer shall prepare and maintain such registers, records and musterrolls
and in such manner as may be prescribed by Rules.
16
Penal Provision
For breach of provisions of the Act, the employer shall be punishable with
imprisonment upto one year and/or fine not exceeding Rs.5,000.

MINIMUM WAGES ACT, 1948

Object of the Act
To fix minimum rates of wages in certain category of employments & industries.
Applicability of Act
• The Act will applicable to certain schedule of employment in respect of which
Minimum rates of wages have been fixed by the Act.
• It applicable to employees directly employed or employed through contractors,
in such schedule of Industry.
Fixation of Minimum Rates of Wages
• The appropriate government to fix minimum rates of wages from time to time
for various industries/schedule of employments.
Procedure for fixing and revising Minimum Rates of Wages
Appointing Committee issue of Notification etc.
Composition of Committee
Representation of employer and employee in schedule employer in equal number and
independent persons not exceeding 1/3rd or its total number one such person to be
appointed by the Chairman.
Payment of Minimum Rates of Wages
Employer to pay to every employee engaged in schedule employment at a rate
not less than minimum rates of wages as fixed by Notification by not making
deduction other than prescribed.
Minimum time rate wages for piece work
Not less than minimum rates wages as fixed.
Overtime
For Over time work, the wages to be paid at double the normal rate. (1½ times or for
agriculture labour)
Maintenance of registers and records
• Annual Returns
• Register for Overtime
• Register of Wages
• Wages slip
• Muster Roll
18
Penal Provision
For breach of provisions of the Act, the employer shall be punishable with
imprisonment upto 6 months and/or fine upto Rs.500/-.
19
EMPLOYEE’S COMPENSATION ACT, 1923
Object of the Act
This Act earlier known as “Workmen’s Compensation Act is introduced as a kind
of Social Security Scheme for the workmen who suffer employment injury,
occupational decease etc.
Applicability
To those employers employing persons listed in Schedule II of the Act and to
whom ESI Act, not applicable.
Coverage of Workmen
All workers irrespective of their status or salaries either directly or through
contractor or a person recruited to work abroad.
Eligibility
• Any workman who is injured by accident arising out of and in the course
of his employment OR contracts occupational disease peculiar to his
occupation.
Benefits
• In case of death results from injury, 50% of monthly wages X relevant
factor OR Rs.1,20,000/- whichever is more.
• In case of Permanent total disablement resulted from the injury, 60% of
monthly wages X relevant factor OR Rs.1,40,000/- whichever is more
• Where permanent , partial disablement or termporary disablement results
from injurty, as per prescribed schedule.
• In case of death funeral expenses of Rs.5,000/-
• Relevant factor is based on the age of workman
• For the purpose of calculation of compensation, the monthly salary ceiling
is Rs.8000/-, as per Central Govt. Notification dated 31.05.2010.
• In the event of death or in the event of any dispute, the compensation to
be deposited with the Commissioner within one month.
20
When an employee is not liable for compensation
• In respect of any injury which does result in the total or partial disablement of
the workman for a period exceeding three days.
• In respect of any injury, not resulting in death or permanent total disablement
caused by an accident which is directly attributable to-
• The workman having been at the time thereof under the influence of drink or
drugs, or
• Willful disobedience of the workman to an order expressly given, or to a rule
expressly framed, for the purpose of securing the safety of workmen, or
• Willful removal or disregard by the workman of any safety guard or other
device which he knew to have been provided for the purpose of securing the
safety of workman.
Report of accident
Report of fatal Accident and Serious Injury within 7 days to the Commissioner
(not application when ESI Act applies).
Bar upon contracting out
• Any workman relinquishing his right for personal injury not permissible.
• Bar of benefit under other enactments :- When a person is entitled to any of
the benefits provided by this Act, he shall not be entitled to receive any
similar benefit admissible under the provisions of any other enactment.
Penal Provision
In case of default by employer - 50% of the compensation amount +
interest to be
paid to the workman or his dependents as
the case may be.
Other offences attract fine upto Rs.5000/-
21

CONTRACT LABOUR(REGULARATION & ABOLITION)
ACT,1970

Object of the Act
To regulate the employment of contract labour in certain establishments and to
provide for its abolition in certain circumstances and for matters connected
therewith.
Applicability
• Every establishment in which 20 or more workmen are employed or were
employed on any day of the preceding 12 months as contract labour.
• Every contractor who employs or who employed on any day of the preceding
twelve months 20 or more workmen.
Registration of Establishment
Every Principal employer employing 20 or more workers through the contractor
has to register with the Authority by paying prescribed fees.
Licensing of Contractor
• Every Contractor engaging 20 or more workers should obtain License from
the Authority by required fees and keeping specified Security Deposit.
• The License is issued for specified period.
Prohibition of Employment of Contract Labour
Only by the appropriate Government through issue of notification after
consultation with the Board (and not Courts) can order the prohibition of
employment of contract labour.
Welfare measures to be taken by the Contractor
• Canteen facility (if workers are 100 or more)
• First Aid facilities.
• Rest Rooms
• Drinking water, latrines and washing facilities.
Liability of Principal Employer
• To ensure provision for canteen, restrooms, sufficient supply of drinking water, latrines
and urinals, washing facilities.
• Principal employer entitled to recover from the contractor for providing such amenities
or to make deductions from amount payable.
22
Registers of Contractors
By Principal employer
• To maintain a register of contractor in respect of every establishment in prescribed
form.
By Contractor
• Maintain Muster Roll and a Register of Wages in Form XVI and Form XVII respectively
when combined.
• Register or wage-cum-Muster Roll in prescribed Form
• Register of Deductions for damage or loss.
• Register or Fines
• Register of Advances
• Register of Overtime
• To issue wage slips to the workmen at least a day prior to the disbursement of wages.
• Obtain the signature or thumb impression of the worker concerned against the entries
relating to him on the Register of wages or Muster Roll-Cum-Wages Register.
• When covered by Payment of Wages Act, register and records to be maintained under
the rules
• To display an abstract of the act and Rules in English and Hindi and in the language
spoken by the Majority of workers in such forms as may be approved by appropriate
authority.
• To display notices showing rates of wages, hours of work, wage period, dates of
payment, names and addresses of the inspector and to send copy to the inspector and
any change forthwith
• To issue an employment card to each worker in prescribed form.
• To issue service certificate to every workman on his termination in prescribed form.
Penal Provision
• For contraventions of Provisions of the Act, imprisonment upto 3 months or
fine upto Rs.1,000/-.
• For continuous contraventions of the Act, fine of Rs.100/- per day
23
JUNEJA & ASSOCIATES (for circulation for clients’ only)
INDUSTRIAL EMPLOYMENT (STANDING ORDERS) ACT, 1961
Object of the Act
To standardize the service conditions of the workmen employed in any
industrial establishment. The Act lay down uniformity in the service
conditions of the employees in Industrial Establishments, so that the
employer and the employees know in clear manner their rights and
obligations.
Applicability of the Act
• Every industrial establishment wherein 100 or more employees are
employed. In many States like Maharashtra, the Act is made
applicable if the number of employees is 50 or more.
• There are some establishments where this Act is not Applicable such
as any establishment/industry covered by Bombay Industrial
Relations Act, 1946, M.P. Industrial Employment (Standing Orders)
Act, 1961 & Industrial Establishments employing persons covered by
Civil Service Rules.
Matters to be provided in Standing orders
• Classification of workmen, e.g., whether permanent, temporary,
apprentices, probationers, or badlis. Manner of intimating to workmen
periods and hours of work, holidays, pay-days and wage rates.
• Shift working.
• Attendance and late coming.
• Conditions of, procedure in applying for, and the authority which may
grant, leave and holidays.
• Requirement to enter premises by certain gates, and liability to
search.
• Closing and re-opening of sections of the industrial establishments,
and temporary stoppages of work and the right and liabilities of the
employer and workmen arising therefrom.
• Termination of employment, and the notice thereof to be given by
employer and workmen.
• Suspension or dismissal for misconduct, and acts or omissions which
constitute misconduct.
Additional Matters
• Service Record
• Token tickets,
• Record of age,
• Fixing Age of retirement
• Medical Examination
• Secrecy
• Exclusive Service
24
Submissions of Draft Standing Orders
The employer has to submit draft Standing orders for certification within
six months from the date when the Act becomes applicable to an
industrial establishment.
Temporary Application of Model Standing Orders
Till the certification is done by the Certifying Officer, the Model Standing
orders provided by the Rules shall be applicable to the Establishment.
Procedure for Certification of Standing Orders
• The Draft Standing Order to be submitted to the Certifying Officer.
• The Certifying Officer has to forward a copy of draft standing orders to
the trade union or in the absence of union, to the workmen of the
industry.
• The trade union or the other representatives, as the case may be, are
to be heard. (Sec.5)
• After hearing both the parties and after making necessary changes
and amendment, the Certifying Officer shall certify the Standing
order.
Date of commencement of Operation of Standing Orders
On the date of expiry of 30 days from certification or on the expiry of 7
days from the Appellate order if any passed.
Display of Standing Orders
The certified Standing Orders should be displayed in English language or
in the language understood by majority of workmen on a notice board at
or near the entrance of the Establishment.
Penal Provisions
• For contraventions of provisions of the Act, a fine upto Rs. 5000/- can
be imposed.
• For repeated or continuous contravention of the Act, further fine of
Rs. 200/- per day can be imposed
25

Saturday, 11 March 2017

Steps in personal Selling process ?


Steps in personal Selling process Personal Selling consists of the following steps. 1. Pre-sale preparation: The first step in personal selling is the selection, training and motivation of salespersons. The salespersons must be fully familiar with the product, the firm, the market and the selling techniques. They should be well-informed about the competitor's products and the degree of competition. They should also be acquainted with the motives and behavior of prospective buyers.
Steps in personal Selling process 
Personal Selling consists of the following steps.
1. Pre-sale preparation: The first step in personal selling is the selection, training and motivation of salespersons. The salespersons must be fully familiar with the product, the firm, the market and the selling techniques. They should be well-informed about the competitor's products and the degree of competition. They should also be acquainted with the motives and behavior of prospective buyers.

2. Prospecting : It refers to locating or searching out prospective buyers who have the need for the product and the ability to buy it. Potential customers may be spotted through observation, enquiry and analysis of records of existing customers. Social contacts, business associations and dealers can be helpful in the identification of potential buyers.

3. Approaching : Before calling on the prospects, the salesperson should fully learn their number, needs, habits, spending capacity, motives, etc. Such knowledge helps in selecting the right sales appeal. After such learning, the salesperson should approach the customer in a polite and dignified way. He should introduce himself and his product to the customer. He should greet the customer with a smile and make him feel at home. He should introduce himself and his product to the customer. In case he is busy with some other customer, he should assure the new customer that he would be attended very soon. The salesperson has to be very careful in his approach as the first impression is the last impression.


4. Presentation : For this purpose, the salesperson has to present the product and describe its features in brief. The presentation should be matched with the attitude of the prospect so that the salesman can continuously hold his attention and create interest in the product.

5. Demonstration: In order to maintain customer's interest and to arouse his desire, the sales-person must display and demonstrate the product. He has to explain the utility and distinctive qualities of the product so that the prospect realizes the need for the product to satisfy his wants. He should not be in a hurry to impress the customer and should avoid controversy. He may suggest uses of the product and may create an impulsive urge to possess the article by appealing to human instincts.

6. Handling objections: A sale cannot be achieved simply by creating interest and desire. Every customer wants to make the best bargain for the money he is spending. Presentation and demonstration of the product are likely to create doubts and questions in his mind. The salesman should clear all doubts and objections without entering into a controversy and without losing his temper. Testimonials, money-back guarantee, tact and patience are popular means of winning over s hesitant buyers. The salesman should convince the customer that he is making the best use of his money by purchasing the product. For this purpose, the salesman should prove the superiority of his product over the competitive products. He should not lose patience if the customer puts too many queries and takes time in arriving at any decision. If the customer does not buy even after meeting rejections, the salesman should let him go without showing temper. He must believe in the universal rule that the customer is always right.

7. Closing the sale: This is the climax or critical point in the personal selling process. Completing the sale seems to be an easy task but inappropriate handling of the customer can result in loss of sale. The salesman should not force the deal but let the customer feel that he has made the final decision. He should guide the customer in making the choice without imposing his own view. Some adjustment in price or other concession may sometimes be necessary for a successful closing. The salesman should show the same interest in the customer which he exhibited during approach stage. Sales should be closed in a cordial manner so that the customer feels inclined to visit the shop again. In closing the sale, the article should be packed properly and handed over to the customer with speed and accuracy. Once the customer has purchased the article, the salesman should show and suggest an allied product. For instance, he may suggest socks, ties, handkerchiefs, vests, etc., to a customer purchasing a shirt. This is known as additional sales and requires great skill and tact.

8. Post-sale follow-up : It refers to the activities undertaken to ensure that the customer is satisfied with the article and the firm. These activities include installation of the products, checking and ensuring its smooth performance, maintenance and after-sale service. It helps to secure repeat sales identify additional prospects and to evaluate salesman's effectiveness




SELLING PROCESS
All selling process contain the same basic steps, though the detail
of each step and time required to complete it will vary according to the
product that is being sold. For example: a door to door sales
representative may go through all the steps from prospecting to closing of
sale in a matter of ten to fifteen minutes in contrast, the selling process
for computer or electronic typewriter may take several visits, even years,
for getting an order.
2.5.1 Prospecting
The selling process begins with prospecting or finding qualified
potential customers. Except in retail selling, it is unlikely that customers
will come to the sales person. In order to sell the product, the sales
person must seek out potential customers, prospecting involves two
major activities-
(a) identifying potential customers also known as prospects; and
(b) qualifying them in order to determine if they are valid
prospects.
(a) Identifying prospects
32
The identification of potential customers is not an easy job,
especially for a new sales person. Rejection rate is quite high and
immediate payoffs are usually minimal. In some consumer goods
businesses, identification of prospects usually come from friends and
acquaintances, other sales people, former customers, present customers
etc. Few of the best sources and techniques for finding prospects are
discussed below.
Present customers: The best source of prospects is usually the
sales person’s existing satisfied customers. It is much easier to sell
additional goods and services to existing customers than to attract new
customers. Indian companies are using this method of selling
successfully. For example person or an organization who has purchased
a portable typewriter from an office automation product company and is
pleased with it is usually more receptive to purchase a bigger typewriter
and similar product from the same company than someone else. This is
the main reason, present customers should get first priority by the
company when new products and services are introduced.
Endless chain: This is also an effective prospecting tactics. In this
method companies use satisfied customers as source of referrals. Sales
representatives ask current customers for names of friends or business
associates who might need similar products or services. Then, as the
sales person contacts and sells to these prospects, more referrals are
solicited. In this way the process continues further.
Centre of Influence: Another effective prospecting technique
based on referrals is the center of influence approach. A center of
influence is a person with information about other people or influence
33
over them that can help a sales person identify good prospects. Some
frequently used centers of influences are housewives, bankers, local
politicians etc.
Spotters: Some companies use spotters as a source for prospecting
potential customers. Spotters are usually ‘sales trainees’ who help sales
person identifying prospects, thus saving time and qualifying sales lead.
Cold call: Cold call is also known as unsolicited sales calls. This
prospecting techniques involves knocking on doors. The sales person
makes contact with a potential customers, introduces himself or herself,
and asks if there is a use for the product or service. This technique is
utilized by the sales person when they have time available between
scheduled appointments.
Directories: A wide variety of directories are full of prospect. The
classified telephone directory is the most obvious one. A sales person
may also find that membership directories of trade associations,
professional societies, and civic and social organizations are good sources
for prospects.
Mailing lists: In India, specialized companies compile lists of
individuals and organizations for direct mail advertisers. These lists may
also be used to identify sales prospects. The major advantages of mailing
list are that they are often more current and more selective than
directories.
Trade shows and exhibitions: A cost effective way to make
personal contacts and locate prospective buyer is to participate in trade
shows and exhibitions. Now a days more and more companies are
34
increasing their participation in these shows and exhibitions to
company’s booth by mailing invitations or promising a gift. Advance
announcements sent to trade publications may also help to attract
prospects. In view of the rising costs of personal selling trade shows have
become an increasingly important source of prospecting. India
International Trade Fair organized by Trade Fair Authority of India every
year provides a good example of usage of trade shows for prospecting.
(b) Qualifying prospects
Once the sales person has identified potential customers, he or she
must qualify them to determine, if they are valid prospects. Unless this is
done, time and energy is wasted in trying to sell to people who cannot or
will not purchase the product or service.
There are several factors to consider while qualifying a prospect.
One approach to qualifying often called MAN (Money, Authority and Need)
approach is given below:
Money: Does the prospect have the money or resources to
purchase a product or service? Ability to pay is very critical factor in
qualifying a prospect. The sales people must be familiar with financial
resources of a prospect.
Authority: Does the prospect have the authority to make
commitment? This is a particular concern when dealing with corporation,
government agencies or other large organizations. Even while selling to a
married couple, it may be difficult to identify who actually makes the
purchase decision. A sales person must identify the key decision maker
early to economise on selling time more effectively.
35
Need: Does the prospect need the product or service? If a sales
person cannot establish that the customer will benefit from purchasing a
product or service, there is no reason to waste a sales call. The prospect
either will refuse the offer or will end up dissatisfied with the purchase.
Before proceeding further the sales person should first appraise whether
money, authority and need exist with the prospect.
2.5.2 Preparation
After a prospect has been identified and qualified, the sales person
prepares for the sale of product or service. The preparation stage involves
the two key activities i.e. Pre-approach and Call Planning.
(a) Pre-approach
The pre-approach step includes all the information gathering
activities necessary to learn relevant facts about the prospect and his or
her needs and situations.
Four necessary steps of pre-approach are:
1. It should disclose the party need and ability to buy.
2. It should provide information that will enable the seller to
tailor the presentation to the prospect.
3. It should provide information that may keep the sales person
from making serious tactical errors during the presentation.
4. Finally, a good pre-approached increases the sales person
confidence and makes him confident to handle whatever may
arise during the sales.
36
(b) Call planning
Call planning involves a specific planning sequence. The sales
person defines the objective of the call, devise a selling strategy to achieve
this objective, and makes the appointments. The primary objective of any
sales effort is to get an order. For some sales call intermediate objectives
may be needed. Some examples of intermediate objectives are:
• To obtain more information about the prospect.
• To relate the prospects needs and concerns to features and
benefits of the product or service.
• To obtain permission for demonstration of the product.
• To introduce a new distributor.
The sales person must develop a strategy, or course of action to
achieve his or her objective. Careful consideration of the prospect’s
background and needs is required in order to able to formulate a tailor
made strategy appropriate for the prospect. Since sales calls are costly,
they should be arranged in advance. Cold calls i.e. calls without specific
appointment may be appropriate for introducing the sales person or
dropping off information. This method is generally inefficient for selling
most products and services and is not consistent with modern
professional selling.
2.5.3 Presentation
After establishing rapport with the prospects through calls, the
sales person proceeds to the formal sales presentation. The objective of
the presentation is to explain how the product meets the special needs of
the consumer. The job of the sales person is to inform the prospect about
37
the characteristics, capabilities and availability of goods and services that
are for sale. In order to ensure that the presentation is understood by the
prospect, the sales person should be clear in his/her communication.
Presentation should also be interesting enough to keep the attention of
the prospect focused on the proposal.
Sales presentations are classified into the different categories:
Fully automated, Semi-automated, Memorized, Organized, and
Unstructured.
Fully automated: The fully automated presentation is the most
highly structured approach, based on film or slide presentations. The
sales person simply answer questions or clear up doubts. e.g. selling life
insurance to the rural or semi-urban prospects.
Semi-automated: In this approach, the sales person reads from
brochures or literatures, adding comments to the prepared materials
when necessary. A common example is selling of pharmaceutical
products by medical representatives.
Memorized: In memorized presentation, company message is
presented, with few changes initiated by the sales person.
Organised presentation: The most popular and often the most
effective sales presentation method is the organized presentation. With
this method the sales person has complete flexibility in oral
communication but follows a company prepared outline or checklist. The
organized approach best exemplifies the selling process in which
customers are moved through four stages to a purchase decision; i.e.
attention, interest, desire and action (AIDA).
38
Unstructured presentations: (Also referred to as problem solving)
In this approach, the buyer and seller together explore the problems that
are the real sources of the company’s needs. Although unstructured
presentations are often effective and widely used, they have a number of
limitations. Such presentations tend to be not too well-focused. As a
result, points are often missed and time is wasted. Further, sales person
do not usually anticipate objections but may have to face surprise
complaint from the prospects. Because it is difficult to teach sales person
how to use the unstructured method, the problem solving presentation
seems best suited to experienced, sales person who are selling to
established customers.
Sales presentation comprises of two distinct activities, approach
and demonstration.
a) Approach
When the sales person has the name of the prospect and adequate
pre-approach information, the next step is the actual approach. It
frequently makes or breaks the entire presentation. If the approach fails,
the sales person often does not get a chance to give a presentation or
demonstration. It gets the prospect attention, it immediately inspires
interest in hearing more about the proposition, and it makes easy
transition into the demonstration phase.
Four basic approaches are in common use:
1. The introductory approach, the sales person introduces
himself to the prospect and states what company he
represents.
39
2. The product consists of handling the product to prospect
with little conversation. It can be most effective when the
product is unique and creates interest on sight.
3. The sales person starts the sale in a consumer-benefit
approach by informing the prospect of what the firm can
provide in benefits. In other words, directs the prospects
attention toward the benefits the firm has to deliver.
4. Lastly, referral approach successful in getting an audience
with prospect who is difficult to see directly. It consists of
obtaining the permission of a past or present customer to
use his or her name as a reference in meeting a new
prospect.
(b) Demonstration
The demonstration is the core of the selling process. The sales
person actually transmits the information and attempts to persuade the
prospect through product demonstration to make a customer.
Two factors should be taken into consideration in preparing an
effective product demonstration:
i) The demonstration should be carefully rehearsed to reduce
the possibility of even a minor malfunction.
ii) The demonstration should be designed to give customers
‘hand on’ experience with the product wherever possible. For
example an industrial sales representative might arrange a
demonstration before the purchaser’s technical personnel.
40
2.5.4 Handling objections
All sales person confront sales resistance i.e. actions or statements
by a prospects that postpone, hinder or prevent the completion of the
sale. Normally sales resistance takes the form of an objection which can
be classified as stated or hidden. Prospects may state their objections to
a proposition openly and give the sales person a chance to answer them.
This is an ideal situation because everything is out in the open and the
sales person does not need to read the prospect’s mind. Unfortunately, in
many instances prospects hide their real reasons for not buying. Beside
having hidden objections, their stated objection may be phoney. Unless
one can determine the real barrier to the sale one shall not be able to
overcome it. There are two major techniques for discovering hidden
objections. One is to keep the prospect talking by asking probing
questions. The other is to use insights gained through experience in
selling the product, combined with a knowledge of the prospects
situation, to perceive the hidden objection. Often objection to price and
product are also faced by sales person either in a form of unaffordable or
too high price. Product objections can be answered best when sales
people have extensive product knowledge of both their own products and
competitors. Many times prospects may be misinformed or may not
understand some of the technical aspects of the proposition. In this case,
the sales person should provide additional information. Even the
prospects objections can be met simply and effectively by altering the
product to suit the customer.
41
2.5.5 Closing
After having answered and overcome objections, it is the stage for
sales person to ask for the order from the prospects. The entire effort is
wasted unless the sales person can get the prospect to agree to buy the
product. There are several closing techniques which are being used by
sales person in India. Sales person should select among these technique
one that fits the specific prospect and selling situation. Now we would
discuss few effective closing techniques. In action close technique the
sales person take an action that will complete the sale e.g. in case of high
priced products like Motorcar, photocopier or industrial product the sales
person may negotiate with the financial institution for financial
assistance for the prospects.
The gift close technique provides the prospect with an added
incentive for taking immediate buying action. In one more yes close
techniques, the sales persons restates the benefits of the products in a
series of questions that will result in positive responses by the prospects.
The process may result in an order.
The direct close is clear and simple technique, many sales persons
feel that this is the best approach for closing, especially if there are
strong positive buying motives, the sales person will summarise the
major points that were made during presentation to the prospects prior
to asking for the sale.
Experienced sales people always try to close early. If they are not
successful, they continue the presentation and then try a different
closing technique. Good sales person know that if they have successfully
42
completed all of the earlier steps, then the prospect is worth an extra
effort at closing. In most cases this simply means switching to a different
type of close. Closing is the most important aspect of the sales process.
Unless the sales person can close the sale, the other steps in the sales
process are meaningless.
2.5.6 Follow-up
The selling process is not completed by merely making the sale, as
generally assumed by many sales person. After sales activities are
important part of the whole selling process. Effective sales-follow-up
reduces the buyer’s doubt about the product or services and improves
the chance that the person will buy again in the future. In addition to
post-sale activities, sales person are also required to maintain good customer relations. Now-a-days many companies are evolving specific policies and practices to ensure that customer’s needs are not neglected. No matter how efficient a company is, there are always some customer complaints.
The complaint should be taken seriously and handled with concern. The customer must know that the company cares about maintaining good customer relations. Reasonably frequent contacts with the present customers are, an expected part of the sales person’s job. For important customers, personal visit are appropriate. Letters, notes, phone calls, greetings are also good ways to keep in touch with customers. Many good business house also offer customer newsletter. Successful sales person never stop serving customers. In addition to handling complaints, they keep customer informed about the latest
43
products or services, fulfil reasonable request, and provide other forms of assistance. The sales people should also appreciate the customer by thanking customers for their business. Small gifts can be given after the sale and at appropriate times during the year. Sales person should try to make self-analysis for evaluating their own selling performance and methods. A Sales person should analyse every call to determine what factors influenced its eventual outcome. Self-analysis is a very useful tool in improving overall sales effectiveness.