The document discusses minimizing the role of salespeople through the use of technology. It proposes creating diagnostic tools to collect customer information and needs, then using that data to provide recommendations, product information, and strategies to customers. Salespeople would take on more advisory roles of information provider, strategist, and change agent. The technology tools would handle tasks like delivering information, demonstrating products, and facilitating purchases. The document provides screenshots of sample interfaces and discusses training, adoption metrics, and evaluations to implement this vision of a more technologically-assisted sales process.

1. Minimizing the role of a sales person The technology way By: Homz UMRIGAR

2. Summary Areas Role of a Sales Person Applying the use of Technology as a aid to the role of the sales person Market Segments Program Development Deployment Training & Roll-out Program Adoption Matrix Evaluation Matrix Assessments Sample Screen Shots

3. Role of a Sales Person - 1 Diagnostic: This involves a salesperson in probing and finding the cause of a problem. Like an expert doctor, a sales person diagnoses the needs of his or her customers Analyst: Having diagnosed the need or the market forces the salesperson needs to analyze customer needs and market trends and identify the linkages, if any

4. Role of a Sales Person - 2 Information Provider: The salesperson is expected to play the role of an intelligence agent. In this role he or she is expected to keep the management posted of any significant developments in the territory Strategist: Another role of the salesperson is that of a strategist. He or she being the “soldier in the field” or the “ man in command”. has to evolve a strategy that can help him or her to be a market leader

5. Role of a Sales Person - 3 Tactician: A salesperson is also a tactician In the sense that he or she evolves tactics to win over the customer or to enhance dealer satisfaction. Tactics are short-term action plan flowing from the strategy , which is a long term action plan Change Agent: Last, we see a salesperson as a change agent in the market or the territory in which he or she operates, for it is he or she who introduces new product ideas and influences the life-styles and consumption patterns by making new products and services available in the territory and influencing opinion leaders to accept them and recommend the same to others

6. Applying Technology - 1 Create Diagnostic tool Registration form to collect basic information to know the requirement and publish/map data live to the sales force / BI solution Spread the information to teams (Pre-sales, sales etc) Deployment options include: internet website, sales office locations, on-site and more Recommendations based on information collected Recommendation to create a test of parameters identified based on expert judgment and standard operating procedures and processes.

7. Applying Technology - 2 Analyst linkages to products / services Based on the diagnostic tool outcome output related products / services Provide suggestions & recommendations Create live still imagery to sample Purchase option (+inventory management) Tele call for more Schedule a Face to Face Meeting

8. Applying Technology - 3 Create Information Management / Delivery System Product / Service vide in-dept modules Customization options Demo Videos Intelligence Agent (Provide a watch-list for vacant property) Purchase option (+inventory management) Tele call for more Schedule a Face to Face Meeting

9. Applying Technology - 4 Strategy Application In-Built strategic intelligence Matrix v/s others Value offering Market intelligence (Live update) Future outlook (Predications on ROI) Purchase option (+inventory management) Tele call for more Schedule a Face to Face Meeting

10. Applying Technology - 5 Tactics Application Short term Medium Term Long Term Cross linked intelligence Purchase option (+inventory management) Tele call for more Schedule a Face to Face Meeting

11. Applying Technology - 6 Change Agent New Product Ideas Life style Influence – using Key Opinion Leaders (KOL) Evangelists (EA) Recommendations (KOL + EA + Customers) Purchase option (+inventory management) Tele call for more Schedule a Face to Face Meeting Buy Now

12. Market Segments

13. Program Development

14. Deployment - Internet

15. Deployment – Intelligent Kiosk

16. Deployment – Video Reel

17. Training & Rollout

18. Program Adoption Matrix

19. Evaluation Matrix Assessments Monitor & Control using technology tools for data mining

20. Sample Screen Shots

21. Sample Screen Shots

22. Sample Screen Shots

23. Sample Screen Shots

24. Sample Screen Shots

25. Sample Screen Shots

26. Sample Screen Shots

27. Sample Screen Shots

28. Sample Screen Shot

29. Sample Screen Shot

30. Sample Screen Shot

31. Q&A Thank you !

32. Contact Information Homz UMRIGAR Cell # 932-186-6301 (India) homz@gols.in www.gols.in