Presentation on Field Visit (Eureka Forbes)<br />MohitMalviya<br />
Briefing…<br />Briefing is till 8 o’clock in the morning<br />8:15 to 11:15 is household knocking<br />12 to 2 reporting i...
Hierarchy….<br />National Head<br />General Manager<br />Area Sales Manager<br />Divisional Sales Manger<br />Deputy Divis...
Commission Plan & Target Cycle<br />1-5 machines 110 Rs/machine<br />5-8 machines 180 Rs/machine<br />9-12 machines 210 Rs...
Territory Design and Routing and Scheduling…<br />Territories are designed by the upper level management through consideri...
Experience….<br />My experience was awesome because I went with the Team Leader Mr. Vijay Bhardwaj and he told me minute t...
Learnings….<br />Field work is not easy but very interesting<br />Convincing is difficult<br />Short-tempered people canno...
Areas of improvement….<br />Skilled sales force<br />Continuous product innovation <br />Problem should resolve within 12 ...
thanx<br />
Upcoming SlideShare
Loading in …5
×

Eureka forbes assignment

1,313 views

Published on

Published in: Education
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
1,313
On SlideShare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
59
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Eureka forbes assignment

  1. 1. Presentation on Field Visit (Eureka Forbes)<br />MohitMalviya<br />
  2. 2. Briefing…<br />Briefing is till 8 o’clock in the morning<br />8:15 to 11:15 is household knocking<br />12 to 2 reporting including lunch<br />2 to 4 commercial knocking<br />4 to 5 reporting<br />5 to 8 demos if any/fresh knocking<br />Last reporting<br />
  3. 3. Hierarchy….<br />National Head<br />General Manager<br />Area Sales Manager<br />Divisional Sales Manger<br />Deputy Divisional Sales Manage<br />Branch Manager<br />Head of Location<br /> Team Leader<br /> Group Leader<br />Customer Sales Specialist<br />
  4. 4. Commission Plan & Target Cycle<br />1-5 machines 110 Rs/machine<br />5-8 machines 180 Rs/machine<br />9-12 machines 210 Rs/machine<br />13-15 machines 260 Rs/machine<br />16-20 machines 290 Rs/machine<br /> * with petrol 2 liter/unit extra<br /> They have a cycle of 28 days and sets target accordingly and they have a weekly closing of 7 days<br />
  5. 5. Territory Design and Routing and Scheduling…<br />Territories are designed by the upper level management through considering 4 parameters:<br />Selecting a basic geographical control unit<br />Determining the sales potential present in each unit<br />Combining units into tentative territories<br />Adjusting the differences in coverage difficulty<br />They use clover leaf territory shape in which customers are located randomly through a territory <br />
  6. 6. Experience….<br />My experience was awesome because I went with the Team Leader Mr. Vijay Bhardwaj and he told me minute things about the knocking, the presentation, greeting, and the way of convincing. He influenced me to knock the door and communicate with the people.<br />He is very tactical*<br />I learned a lot from him and he also said that we have to submit a daily activity report in which they have the details of the whole day about the field <br />
  7. 7. Learnings….<br />Field work is not easy but very interesting<br />Convincing is difficult<br />Short-tempered people cannot survive<br />Work with tactics <br />Monitoring is not effective<br />Perception about CSS has changed (appearance, dressing, communication etc.)<br />Lack of motivation <br />
  8. 8. Areas of improvement….<br />Skilled sales force<br />Continuous product innovation <br />Problem should resolve within 12 hours (service)<br />Proper training and grooming<br />Effective monitoring<br />Motivating sales force<br />Delight the customers with service, response time, gifts, discounts etc.<br />
  9. 9. thanx<br />

×