Sales and Distribution Case Study

1. CG Engineering Company
BY :-
LOKESH CHANDRA (0131PG006)

2. Summary
Ashok Desai was sales manager in western region.
He was transferred to Eastern region as regional marketing
manager, where as sales & profits were low.
Ashok Desai’s new responsibilities:
 Managing effectively 11 sales engineers
 Industry customers

3. Eastern Region & New challenges
Territory consistent of West Bengal, Bihar, Assam and Orissa.
Working with new environment and people.
Time consistency in understanding the market and new
customers.
Elevation of Sales volumes and contribution (profits) quotas.
Handling 11 Sales engineers & Industry customers.

4. Problems with Sales Engineers
No incentive Scheme.
Not covering the market adequately.
Not following system of routing and scheduling.
More time in traveling & less time in selling activates.

5. Q. If you were Ashok, what would you do to achieve
the sales volume and contribution quotas?

6. Solution
Motiving them by allotting a better allowance and schemes.

7. Cont . . .
Changing their compensation plans :-
From straight salary to combination of salary, commission
and/or bonus.
Allotting the territory according to work load method i.e.,
allotting each territory to at most 3 sales engineers
depending upon the coverage area.

8. S