SM Technology Ltd is an Indian telecommunications company established in 1999 that provides broadband internet services. It has operations in 20 countries across 5 continents. The company aims to provide the best equipment at competitive prices while focusing on customer satisfaction. To achieve its target of 40% sales growth, SM plans to expand into new regions, use co-branding and promotional strategies, sell through retail outlets, and improve its sales training programs to develop leadership and problem-solving skills among salespeople.

1. SM TECHNOLOGY LTD
Developing Sales and Distribution Strategies
NewGate India

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 Mumbai
Company 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. SM TECHNOLOGY LTD
Target • Corporate
Customers • Domestic users
S T
• Broadband
Segmentation
P • Internet
• Fantastic surfing
Positioning
• Downloading speed
7/8/2010 Group-5
3

4. SM TECHNOLOGY LTD
4P’s of MARKETING
PRODUCT
PLACE
PROMOTION
PRICE
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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
PRICE
7/8/2010 Group-5 5

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
PRICE
7/8/2010 Group-5 6

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
Matches
7/8/2010 Group-5 7

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.
PRICE
7/8/2010 Group-5 8

9. COMPETITORS
COMPETITORS
SALES
STRATEGY
SALES
STRUCTURE
DISTRIBUTION
CHANNEL
7/8/2010 Group-5 9

10. SALES STARTEGY
SALES FORCE
COMPETITORS Corporate Sales Domestic Sales
force force
(B2B) (B2C)
SALES
STRATEGY Sales
engineers Contract
( Direct Based
employees)
SALES
STRUCTURE Fixed salary
+ Straight
Commission Commission
DISTRIBUTION (Based on Method
CHANNEL Performance)
7/8/2010 Group-5 10

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’’ price
DISTRIBUTION 3. Strength &Weakness
CHANNEL
7/8/2010 Group-5 11

12. REQUIRED SKILLS & TRAINING
Technical knowledge
COMPETITORS Communication skill
Negotiation Skill
SALES Selling Skills
STRATEGY
SALES
STRUCTURE
DISTRIBUTION
CHANNEL
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13. ORGANIZATIONAL SALES STRUCTURE
LINE SALES ORGANIZATION
COMPETITORS
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
CHANNEL
7/8/2010 Group-5 13

14. Distribution Channel
• Ensuring long term business
Sales force relationship
• Ensuring customer satisfaction
COMPETITORS
• Online selling
SALES Website • Order from home
STRATEGY
Tele- • Proposal, sales presentation
SALES • Negotiation & closing the sale
STRUCTURE marketing
Engineers/ • Installation
DISTRIBUTION • After Sales Service
CHANNEL Technicians
7/8/2010 Group-5 14

15. SM TECHNOLOGY LTD
Developing Sales and Distribution Strategies
NEW STRATIGIES / TACTICS
TO ACHIEVE TARGET
15
TARGET : 40% growth in sales

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-5
7/8/2010 16

17. New Promotional Stratigy
Co-branding
Catalogue Free trial
Marketing offers
Discounts
at Retail Television
Advertisement
Outlet
7/8/2010
Group-5 17

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 screen
7/8/2010 Group-5 18

19. ORGANIZATIONAL SALES STRUCTURE
LINE SALES ORGANIZATION
SALES TRAINING
MANAGER BRANCH HEAD
Merketing Research Sales Sales Promotional
Manager Manager-Corporate Manager-Retail Manager
Assistant Sales Assistant Sales
Manager-Corporate Manager-Retail
Salespersons- Salespersons-
Corporate Domestic/home
7/8/2010 Group-5 19

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. 7/8/2010 Group-5 21