Case study on SM Tech-ppt

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Case study on SM Tech-ppt

  1. 1. SM TECHNOLOGY LTDDeveloping Sales and Distribution Strategies NewGate India
  2. 2. SM TECHNOLOGY LTD.Company Background • Established in 1999. • Service launched in INDIA in 2001 • Provides one of the inventory to the marketplace focused on semiconductor manufacturing. • Has operations in 20 countries across 5 continents • Across 10 major cities in INDIA • Mr. SATISH MEHTA is the CEO of Indian operations • Company registered office in MumbaiCompany Philosophy company philosophy is to provide the best . equipment available in the marketplace at a competitive price and our mission is to focus on customer satisfaction. Website: http://smteco.com/7/8/2010 . Group-5 2
  3. 3. SM TECHNOLOGY LTD Target • Corporate Customers • Domestic usersS T • Broadband Segmentation P • Internet • Fantastic surfing Positioning • Downloading speed 7/8/2010 Group-5 3
  4. 4. SM TECHNOLOGY LTD 4P’s of MARKETING PRODUCT PLACE PROMOTION PRICE7/8/2010 Group-5 4
  5. 5. SM TECHNOLOGY LTD. 4P’s of MARKETING PRODUCT • Fiber optic telecom network Product • Broad band internet service PLACE • Data connectivity • Voice Connectivity Services • International Bandwidth • Managed Services PROMOTION • Fantastic Surfing • Downloading speed Features • Live Audio & Video • Chat & Gaming PRICE7/8/2010 Group-5 5
  6. 6. SM TECHNOLOGY LTD. 4P’s of MARKETING • Mumbai • Pune • Surat • Delhi PRODUCT • Ahmedabad • Baroda WEST NORTH PLACE SOUTH EAST • Bangalore •Vishakhapatnam PROMOTION • Chennai • Hyderabad PRICE7/8/2010 Group-5 6
  7. 7. SM TECHNOLOGY LTD 4P’s of MARKETING National & International PRODUCT Trade show Telecom Journals Exhibitions PLACE Internet Exhibitions PROMOTION Sponsors for cricket Third party PRICE References Matches7/8/2010 Group-5 7
  8. 8. SM TECHNOLOGY LTD 4P’s of MARKETING PRODUCT PRICE ___________________________ PLACE Company’s internet telephony service was a great cost saver for users to wanted to make international call to their near PROMOTION & dear ones. PRICE7/8/2010 Group-5 8
  9. 9. COMPETITORSCOMPETITORS SALES STRATEGY SALES STRUCTUREDISTRIBUTION CHANNEL7/8/2010 Group-5 9
  10. 10. SALES STARTEGY SALES FORCECOMPETITORS Corporate Sales Domestic Sales force force (B2B) (B2C) SALES STRATEGY Sales engineers Contract ( Direct Based employees) SALES STRUCTURE Fixed salary + Straight Commission CommissionDISTRIBUTION (Based on Method CHANNEL Performance)7/8/2010 Group-5 10
  11. 11. SALES STARTEGY Salespeople were given sales quota ( target)COMPETITORS Further divided to weekly & daily sales target Salespeople had to submit daily report SALES STRATEGY No chance of any manipulation Over promising of customers not allowed SALES STRUCTURE Daily sales report: 1. Client Visit 2. Competitors’’ priceDISTRIBUTION 3. Strength &Weakness CHANNEL7/8/2010 Group-5 11
  12. 12. REQUIRED SKILLS & TRAINING Technical knowledgeCOMPETITORS Communication skill Negotiation Skill SALES Selling Skills STRATEGY SALES STRUCTUREDISTRIBUTION CHANNEL 7/8/2010 12
  13. 13. ORGANIZATIONAL SALES STRUCTURE LINE SALES ORGANIZATIONCOMPETITORS BRANCH HEAD SALES Sales Sales STRATEGY Manager-Corporate Manager-Retail Assistant Sales Assistant Sales SALES STRUCTURE Manager-Corporate Manager-Retail Salespersons- Salespersons-DISTRIBUTION Corporate Domestic/home CHANNEL7/8/2010 Group-5 13
  14. 14. Distribution Channel • Ensuring long term business Sales force relationship • Ensuring customer satisfactionCOMPETITORS • Online selling SALES Website • Order from home STRATEGY Tele- • Proposal, sales presentation SALES • Negotiation & closing the sale STRUCTURE marketing Engineers/ • InstallationDISTRIBUTION • After Sales Service CHANNEL Technicians7/8/2010 Group-5 14
  15. 15. SM TECHNOLOGY LTDDeveloping Sales and Distribution Strategies NEW STRATIGIES / TACTICS TO ACHIEVE TARGET 15 TARGET : 40% growth in sales
  16. 16. New strategies & Practices • Mumbai • Pune • Surat • Delhi Expand their • Ahmedabad broadband services • Baroda in non targeted WEST NORTH Eastern & Northern Region. SOUTH EAST Industrial Hubs like • Bangalore Kolkata,Noida, •Vishakhapatnam • Chennai Gurgaon, • Hyderabad Bhubhaneswar, can be targeted. Group-57/8/2010 16
  17. 17. New Promotional Stratigy Co-branding Catalogue Free trial Marketing offers Discounts at Retail Television Advertisement Outlet7/8/2010 Group-5 17
  18. 18. Distribution Channel • Selling done by Retail outlets Retail • Available in major electronics stores outlets • Advertisment of products TV • Order through toll free SHOPPING numbers bottom the screen7/8/2010 Group-5 18
  19. 19. ORGANIZATIONAL SALES STRUCTURE LINE SALES ORGANIZATION SALES TRAINING MANAGER BRANCH HEADMerketing Research Sales Sales Promotional Manager Manager-Corporate Manager-Retail Manager Assistant Sales Assistant Sales Manager-Corporate Manager-Retail Salespersons- Salespersons- Corporate Domestic/home7/8/2010 Group-5 19
  20. 20. REQUIRED SKILLS & TRAINING Leadership Skills Problem-solving skills Supervising salesperson Ability to read customer’s mind Separate On Job Feedback & training Training Assesment __________ Salesperson __________ For corporate Salesperson performance & domestic should be should be given assesed salesperson on field training frequently from to have a better the customers understanding 7/8/2010 20
  21. 21. 7/8/2010 Group-5 21

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