SM Technology Ltd is an internet service provider established in 1999 that provides broadband internet services across India. The presentation outlines the company's marketing strategies, including targeting corporate and domestic customers. It discusses the 4Ps of marketing - product, place, promotion, and price. It also covers competitors, sales strategies, sales structure, distribution channels, and organizational sales structure. Some new strategies suggested to achieve sales targets include expanding to new cities, reorganizing the sales force, reducing churn, developing promotion strategies for domestic customers, focusing on after-sales service, using distribution channels effectively, customer retention programs, and past client reactivation.

1. Developing Sales & Distribution Strategies
Presented by:-
Ketan thakur
Nikhil Mahindra
Jaykishan lauhana

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/
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3. SM TECHNOLOGY LTD
Target • Corporate
Customers • Domestic users
S T
• Broadband
Segmentation
P • Internet
• Fantastic surfing
Positioning
• Downloading speed
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4. SM TECHNOLOGY LTD
4P’s of MARKETING
PRODUCT
PLACE
PROMOTION
PRICE
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5. SM TECHNOLOGY LTD.
4P’sof MARKETING
PRODUCT
• Fiberoptic telecom
network
Product • Broad band internet
service
PLACE • Dataconnectivity
• Voice Connectivity
Services • International Bandwidth
• Managed Services
PROMOTION • Fantastic Surfing
• Downloading speed
Features • Live Audio & Video
• Chat & Gaming
PRICE
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6. SM TECHNOLOGY LTD.
4P’sof MARKETING
• Mumbai
• Pune
• Surat • Delhi
PRODUCT
• Ahmedabad
• Baroda
WEST NORTH
PLACE
SOUTH EAST
• Bangalore •Vishakhapatnam
PROMOTION
• Chennai
• Hyderabad
PRICE
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7. SM TECHNOLOGY LTD
4P’sof MARKETING
National &
International
PRODUCT Tradeshow
Telecom
Journals Exhibitions
PLACE
Internet Exhibitions
PROMOTION
Sponsors for
cricket Third party
PRICE Matches References
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8. SM TECHNOLOGY LTD
4P’sof MARKETING
PRODUCT
PRICE
___________________________
PLACE Company’s internet telephony
servicewas a greatcostsaver
forusers towanted to make
international call to their near
PROMOTION
& dearones.
PRICE
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9. COMPETITORS
COMPETITORS
SALES
STRATEGY
SALES
STRUCTURE
DISTRIBUTION
CHANNEL
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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)
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11. SALES STARTEGY
Salespeoplewere given sales quota ( target)
COMPETITORS Further divided to weekly & daily sales target
Salespeople had to submit daily report
SALES
STRATEGY No chanceof any manipulation
Over promising of customers notallowed
SALES
STRUCTURE
Daily sales report:
1. Client Visit
2. Competitors’’ price
DISTRIBUTION 3. Strength &Weakness
CHANNEL
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12. REQUIRED SKILLS & TRAINING
Technical knowledge
Communicationskill
COMPETITORS
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
Manager-Corporate Manager-Retail
STRUCTURE
Salespersons- Salespersons-
Corporate Domestic/home
DISTRIBUTION
CHANNEL
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14. Distribution Channel
• Ensuring long term business
relationship
COMPETITORS
Sales force • Ensuring customersatisfaction
• Online selling
SALES Website • Order from home
STRATEGY
Tele- • Proposal, sales presentation
SALES • Negotiation & closing the sale
STRUCTURE marketing
DISTRIBUTION
Engineers/ • Installation
• After Sales Service
CHANNEL Technicians
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15. SM TECHNOLOGY LTD
Developing Sales and Distribution Strategies
NEW STRATIGIES / TACTICS
TO ACHIEVE TARGET
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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
Kolkata,Noida,
• Bangalore •Vishakhapatnam
• Chennai Gurgaon,
• Hyderabad Bhubhaneswar,
can be targeted.
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17. New Promotional Stratigy
Co-branding
Catalogue Free trial
Marketing offers
Discounts
Television
at Retail
Advertisement
Outlet
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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
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19. ORGANIZATIONAL SALES STRUCTURE
LINE SALES ORGANIZATION
SALES TRAINING
MANAGER BRANCH HEAD
Sales Sales Promotional
Merketing Research Manager
Manager Manager-Corporate Manager-Retail
Assistant Sales Assistant Sales
Manager-Corporate Manager-Retail
Salespersons- Salespersons-
Corporate Domestic/home
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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 given
should be
salesperson assesed
on field training frequently from
to have a better the customers
understanding
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21. QUS:-Would you like to suggest any new strategies or tactics in order to achieve the
target?
 Expand operations in the other Tier-I cities.
 Reorganize the sales force for corporate customers, service wise
 Ensure reduction of churn of sales force if any. Motivate the
contractual sales force by offering benefits to top performers.
 Develop a focussed strategy of promotion for the domestic
customer market
 Also focus on the after sales service
 Effectively use the distribution channel-reach out effectively to
customers
 Customer Retention :
 Past client reactivation
 Value Sell

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