The survey of 20 retail salesmen found that most worked for brand value and compensation was typically a salary with incentives or commissions. Most planned to stay 1-2 years unless receiving a higher salary elsewhere. To increase retention, the report recommends the company identify issues, offer better pay, incentives, and promotions to improve the employee experience and reduce turnover.

1. Conduct a survey of 20 retail salesmen.Identify the reasons of their
working with the company,How they are compensated,how they are
evaluated,What is their sales target and how long they plan to work
with the company,What are the reasons for them to leave the
company,if at all they are planning to do so? Prepare a report on the
basis of this and submit it your instructor.
Submitted By,
Lincy Ann Thomas,
S2 MBA,Class No :39,
Mar Athanasios College For Advanced
Studies,
Thiruvalla.

3. KFC Nagarjuna
Pharmacy
Prestige
Reliance
Fresh
FMCGSector

4. Joy Alukkas
Mahalekshmi Silks
Kalyan Silks Seematti Silks
TextileSector

5. JewellerySector Josco Jewellers
Malabar
Gold
Bhima

6. Maruti Suzuki
Nippon Toyota
Ford
Honda
AutomobileSector

7. TelecommunicationSector
Reliance
Mobile LG
Samsung
Vodafone

8. Muthoot Finance Kosamattom
Group
ICICI Bank
BankingSector

9. OtherSector Whirlpool Home
Appliances

10. Retail is the sale of goods and services from individuals or businesses to
the end-user Retailers are part of an integrated system called the supply
chain. A retailer purchases goods or products in large quantities
from manufactures directly or through a wholesale, and then sells smaller
quantities to the consumer for a profit.
Retailing can be done in either fixed locations like stores or markets, door-
to-door or by delivery.
Retail sales workers include both those who sell retail merchandise, such as
clothing, furniture, and automobiles, (called retail salespersons) and those
who sell spare and replacement parts and equipment, especially car
parts, (called parts salespersons).
Both groups help customers find the products they want and process
customers’ payments.

11. •Telephone
Survey
•1 week in the
field

12. To collect information from the
retail salesman regarding :
• The reasons of their working with the company,
•Compensation Methods,
•Evaluation Methods,
•Their Sales Target,
•How long they plan to work with the company,
•Reasons for them to leave the company if at all they are planning to
do so.

13. Male:12
Female:11
Total 23
Male
52%
Female
48%
Gender

14. 52%
31%
17%
Age
20-25
30-45
45-55

15. Brand Value
Nearest to Home
Emerging Leadership

16. 78%
4%
18%
Reasons
Brand Value
Emerging
Leadership
Nearest to
home

17. Salary Only
Salary and Commission
Salary and Incentives

18. Salary
17%
Salary and
Commission
13%
Salary and
Incentives
70%
Compensation Methods

19. 30%
35%
22%
13%
Salary
5000-6000
6000-7000
7000-8000
8000-9000

20. One fifth of the profit
Fixed Amount for target completion

21. 24%
76%
One Fifth of
the profit
Fixed Amount
for Target
Completion

22. Per Product Commission
No.of Companies in the sample:3
Total sample:23
Per product commission in%=13.04347826

23. Experience
Performance
Experience and Performance

24. 9%
13%
78%
Evaluation Methods
Experience
Performance
Experience and
Performance

25. Monthly Target
Yearly Target
Max Sales

26. 61%
9%
30%
Sales Target
Monthly
Target
Yearly
Target
Maximum
Sales

27. •As Long they can
•1 year
•1.5 Years
•2 Years

28. 74%
13%
4%
9%
Planning Years of Work
As long they
can
1 year
1.5 Years
2 Years

29. Yes
No, Depends upon the offer

30. 26%
74%
Any Plan to leave the company?
Yes
No,Depends
Upon the offer

31. High salary Job Offer
High Salary Job offer:Better postioned job

32. 57%
43%
Reasons to leave the company
High Salary Job Offer
High Salary Job Offer and
Better position

33. The main reasons for a person to work in a company is the
brandvalue, good position, salary ,nearest to home, emerging
leadership. etc.
Most of the companies select their employees on the basis of
performance and experience.
Some companies given them a fixed amount as salary..but some
of the companies give some additional incentives, commissions etc.
based on the achievement of targets.
 Their salary is very less comparing to other jobs. That is the main
reason for them to leave the company…And I Identified that they
have no attachment with the company…

34. To increase the bond between the company and the retail sales
men…Here are some measures….
1.Organisation can make a talk with the retail salesman and identify
their problems..
2.Organisation can offer More incentives.
3.Organisation can create a friendly work environment.
4Organisation can Provide better salary to avoid them to leave the
company.
5.Organisation can give them good positions based on their improved
performance.