This report contain sales data of Dysin automobile, sales organogram, role of Sales function, key accounts management etc.

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Table of Contents
Introduction............................................................................................................................3
Vision.......................................................................................................................................3
Mission....................................................................................................................................3
Products..................................................................................................................................4
BCG Matrix..............................................................................................................................5
Details of Head of Sales & Marketing.....................................................................................6
Sales Organogram...................................................................................................................7
Job Responsibilities.................................................................................................................8
Line of Communication...........................................................................................................8
Territory Assignment..............................................................................................................8
Sales Forecasting Tools...........................................................................................................8
Ethical Issues...........................................................................................................................9
Role of Sales Function.............................................................................................................9
Key Accounts Management....................................................................................................9
Recruitment & Selection.........................................................................................................9
Training of Sales Force..........................................................................................................10
Main Expenses......................................................................................................................10
Compensation & Benefits.....................................................................................................10
Performance Appraisal..........................................................................................................11
How Performance Appraisal effect on employee’s Salary....................................................11
Recommendations................................................................................................................11

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Introduction
Dysin Automobiles Limited is an exclusive and authorized dealer of China National
Heavy Duty Truck Company (commonly known as CNHTC) headquartered in Jinan, People’s
Republic of China. CNHTC is one of the leading commercial automobiles manufacturers in the
world. Today, CNHTC manufactures a broad line of trucks, tractors, buses and special vehicle
chassis under the Sinotruk brand.
CNHTC built its first truck in 1956 to serve the growing transport industry. The challenge was
to build trucks that met the exact demands of transportation with the comfort and safety
needs of the driver. In July 2009 CNHTC and its controlling shareholder Sinotruk Hong Kong
Limited joined hands with German group MAN SE to form a long term strategic partnership.
MAN bought 25 percent stake in Sinotruk Hong Kong Limited, a listed arm of CNHTC. Sinotruk
Hong Kong Limited is set to introduce the advanced technologies of MAN SE into production
of its new engines in accordance with the Euro emission standards.
Dysin Automobiles Limited is the sole distributor and assembler of Sinotruk in Pakistan. With
a customer-focused mindset, Dysin is constantly making efforts to get consumer insights and
provide them with the best possible solutions. This philosophy is embedded in our culture
through our business core values which are customer satisfaction, innovation,
professionalism, competitiveness and growth. Each new or used purchase is supported by a
strong dealer network and by industry-leading parts and service programs to smooth your
ride on the road to success.
Vision
To constantly focus on innovation and the best technology with the visualization to
be the most customer centric automobile company.
We believe in deep collaboration and cross-pollination of our groups, which allow us
to innovate in a different way. Not to settle for anything less than excellence.
Mission
Create value, make difference, and bring inspiration and innovation to the transport
industry.
Products

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1. Light CommercialVehicles:
The light Commercial Vehicles includes:
2. Heavy Commercial Vehicles:
The Heavy Commercial Vehicles includes:
HOWO 120 T-King-Hercules T-King-Eagle-1
HOWO 336 PM 6x4 H5B 220 PM 6x2 H5B 220 PM 4x2
H5B 220 Cargo
Truck 4x2

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3. Buses:
BCG Matrix
Zhong-Tong-NavigatorZhong-Tong-Elegance
Star
High market share
High market growth
H5B-220 4x2 PrimeMover
Question Mark
Low market share
High market growth
HOWO 371 PrimeMover 6x4
Cash Cow
High market share
Low market growth
H5B-220 6x2 PrimeMover
Dog
Low market share
Low market growth
T-King Eagle 1 Ton Pick up
BCG Matrix

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Details of Head of Sales and Marketing
 Mr. Ahmed Sana Zaidi is the head of sales & marketing at Dysin Automobile Limited
from April 2017- till present. He did his M.B.A (Marketing) Institute of Business
Administration, University of the Punjab Lahore, Pakistan. He is responsible for
overall Sales and Marketing for Sinotruk Light & Heavy Commercial Vehicles.
 His Experience:
1. Worked as a Sales Manager, Team Dutro (North & Central Region) Islamabad at
HINOPAK MOTORS LIMITED from April 2014-April 2017.
2. Worked as a Senior Manager Corporate Sales at HONDA CENTER (PVT) LIMITED
Islamabad from SEPTEMBER 2011 – AUGUST 2014.
3. Worked as a Manager Fleet Sales at TPL TRAKKER LIMITED Islamabad from MAY
2010 – JUNE 2011.
4. Worked as a Manager Sales & Marketing at SIGMA MOTORS LIMITED Islamabad from
JULY 2009 – JANUARY 2010.
5. During his nine years in Dewan Farooque Motors Limited, he have been working as
Manager Sales, Islamabad – Since 2006 to June 2009 and Regional Manager Sales
(Central), Lahore – Since 2000 till 2006.
6. During my 5 years with Toyota Rawal Motors, I had learnt about the automobile
industry and worked as Manager Sales, Rawalpindi – Since 1998 till 2000 and
Assistant / Deputy Manager Sales, Rawalpindi – Since 1994 till 1998.

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Sales Organogram

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Job Responsibilities
The job responsibilities associated with each job within the sales department are; first there
is a Management Training Officer (MTO) who is under training and is giving training
involving orientation of the company, information regarding the product and the market; its
competitors in the market. The MTO is associated with a sales executive or an area sales
manager who assigns that person tasks in order to determine his performance and how well
has he understood the company. Then, the person is promoted to a sales executive position
after 1 year of staying at that current position of an MTO and is responsible to report his
work to the area sales manager. Further, the area sales manager is responsible for reporting
his assignments to regional sales manager. The regional sales manager is reporting his
duties and assignments to senior regional sales manager and the SRSM reports to National
Sales Manager.
Line of Communication
The line of communication is self-contained departments in the entire company. Line of
communication is line structured that is authority travels downwards from top and
accountability upwards from bottom along the chain of command, and each department's
manager has control over his or her department's affairs and employees.
Territory Assignment
Dysin Automobile has been operating in major cities of Pakistan i.e. Karachi, Peshawar,
Islamabad, Quetta, Gwadar, Lahore and Dera Ismail Khan. The HOD sales/marketing is
leading a team consisting of almost 50 sales representatives nationwide in overall Pakistan.
Different reps are working in the three regions of Pakistan (North, South, central). In Karachi
there is a team of about 30 sales rep working.
Sales Forecasting Tools
Sales forecasting is involved when Dysin makes Annual Plans->Sales Plans->Business Plans
What Dysin will be achieving in a Year->Quarterly->Monthly
Targets are given based on month, quarter and year. Each target is checked by Zonal Sales
Manager per week. Area sales managers are required to ask about each target from his
sales representatives on daily basis History-What you achieved in a previous year and
improving your sales accordingly
Another Forecasting tool is history. At Dysin history plays an important role in making sales
forecast. Sales Forecasting is made on real terms. Previous history is checked and new sales
target are assigned accordingly. Sales Pipeline-How much sales people are expected to close
in a given week, month, quarter or year. Percentage is Linked-Day to Day and Monthly
Percentage is linked so that Dysin can achieve what they have forecasted. Target of 940
units in 2018, in 2017 they sold 452 units HCV-351 units and LCV-101 units. Current Market
share is 5%, this sales forecasting tool are likely to help in achieving 7% Market share

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Ethical Issues
If something happens unethical then sales people take support from their immediate
bosses, more communication is involved in order to avoid ethical issue.
Sales people cannot give inaccurate information, cannot miscommunicate and he cannot
make a note of miscommitmemt. If sales people are involved in these activities warning
letter is issued to them to not repeat any mistake again otherwise he will be getting fired.
Role of Sales Function
Role of sales function is very crucial at Dysin. Sales department plays a key role. Other
departments like marketing, finance and HR are supporting departments. Main department
is sales department. Sales people and department has to put 100% otherwise Dysin could
not achieve its targets.
Key Account Management
Regional sales managers deal with key accounts. For few key accounts there is a Regional
Sales Manager. Sometimes Head of Sales deals with the crucial key accounts of Dysin.
Recruitment and Selection
At Dysin Automobile Limited, recruitmentandselectionprocessisdone withthe helpof Human
resource department.
For salesdepartmentpreferablyexperiencedpeopleare requiredemployeeswhohasdone there
MBA, so the freshgraduatesor college placementislesspreferredforsalesforce.ForInstance,if
there isvacant positionforRegional SalesManagerthenthe personmusthave degree of MBA and
experience of 10 to 15 yearsinmarketdevelopmentandsalesstrategies.Or,if there is vacant
positionforSalesManagerthenthe personmusthave degree of MBA and experienceof 8 to 10
yearsin automobileindustries.
DysinAutomobilereferssucha personforthe jobwho can be a goodresource tothe company and
whohas Amazingnetworkingskillsaswell as managementskills.
Completionof Applicationform
Basically the candidates were required to fill a form with relevant data scanned and send to
the concerned email address and then screening is done by hr. department to shortlist the
required candidates.
StructuredInterview
Here the interviewer selects a certain range of question that have answers so it’s asked to all
candidates so responses can easily be compared
Reference andBackgroundCheck
The reference is checked by calling the person he mentioned in CV by a call and a background
check is done via checking credit history, and all necessary background check is also done and
their educational certificates are also checked.

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Training of Sales Force
Every company has different training program on the basis of what the company is
producing. Dysin Automobile Limited has its own training center for employees at Lahore in
which the used to train their employees. In Pakistan, HINO truck is the first which has its
own training center for employees and Dysin Automobile Limited is the second which also
has its own training center. The training is based on product knowledge, customer’s
knowledge, selling techniques and how a sales man sell their product to customers.
Dysin Automobile Limited use to provide two types of training to their employees:
1. InternalTraining:In Internal training, new salereps has to work along with senior sales
reps whose has knowledge about products, customers and selling techniques as well as
the senior sales person guide him what to do or what not to do. Along with that they used
to provide orientation to new employees, in which they brief them about company.
2. External Training: External training is decided by company. They use to monitor their
employees and find out which employee which type of training. If a person is an
experienced person, and he is unable to achieve his target sohe is given the training about
the products as they believe that product have the market what lacks in that sales person
is his selling skills so it is polished by giving by giving him complete product knowledge.
Main Expenses
 In every company, basic expenses are salaries of employees.
 As Dysin is an automobile industry and manufacturer of trucks and for manufacturing
they have buy parts of vehicles for production, so their main expense is cost of parts that
use in production of trucks.
 Other expenses includes: Import of parts, building rents, fuel for trucks, travelling
expense and other miscellaneous expenses.
Compensation and Benefits
The main compensation methodology which they used is money in the form of salary as it is
the motivation factor which most people liked. The startingsalaryat DysinAutomobile isPKR
30,000.Dysin Automobile is offering compensation and benefits but not that much as
compare to market because it has entered into Pakistani market 5 years ago.
According to Head of Sales, they will offer more benefits to their employees in future when
their sales number increases.
The compensation that Dysin used to provide to their employees includes Medical
Allowance, Insurance Allowance, along with that they used to have family functions.

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Performance Appraisal
Performance appraisals are usually done annually which have some fundamental KPI’s. For
example an area manager has a task of selling a xyz amount of cars, and then this task is
evaluated annually, semi-annually or quarterly, or it could be the amount of new employees
generated by the manager. Sales is one of those departments whose KPI’s are very clearly
defined. Appraisals are done annually, and increments are directly linked with appraisals,
another thing related with increments is the overall achievement of results of the
organization.
How Performance Appraisal effect on employee’s
Salary?
If a firm sees a good projected future in which it can see itself making good profits then they
consider giving good increments because of effective business plans. Another thing effecting
increments is trying to keep up with the competitor, giving increments that can compete
with your competitor.
Recommendation
The Sales department is heavily dependent on the sales process and its relevant KPI’s. One
certain way of improving is to stay consistent and provide good results to stay in the market,
because their competitors like Hino Pak are present in the market from 30 or 40 years and
they are still improving. One other factor that needs to be looked upon is their Line of
Communication. Their line of communication is line structured and does not allow any
flexibility. People within the structure have to contact the person above them to get to the
next level, skipping any level is not allowed.