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revealing the truth behind eureka forbes success in sales than any other companies
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Revealing truth behind
Company history
Started in 1982 in Mumbai with 20 sales representatives Products –euro clean vacuum cleaner ,aqua guard Announced a nation wide customer service no, to handle complaints. No competitors in market,
Earlier Sales
Strategy
Extensive Presentati
on
Demonstration
Customer Objection Handling
Powerful
presentation
Magical Demonstrati
on
Customized Customer Object
Handling
New Wave of Sales
Click icon to add picture
All in one place
All in one place
Old Strategy New Strategy
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No of customersSales
Comparative study of Old and New Strategy
TOPArea sales
managersSenior divisional
sales managersDivisional sales managers
Deputy divisional sales managers
Head customer sales specialist
Customer specialist
Introduction of Euro Champ
• Heart of EFL organization
• Bridge between organization and customer
• A friend in a stranger
• An educator to the consumer
A day in the Life of a Euro Champ
News paper adds
Flyers
Billboards
Posters
Recruitment
Friend-get –a friend
OYBS
KEY REQUIREMENTS
Read and write English and local language.
2 yrs university education, graduation preferred.
Must be friendly with housewives.
Understands customer mood and circumstance.
TRAINING
2 day handbook training Learning by experience Both field and classroom
training
Transfo
rmation
Boy
Man
3 times a day meeting
Monthly feedback
review15 days
review on performance
Monitoring of Performance
SalesAnnual qoutaMonthly qouta
Type Sales Demonstration
Annual quota 96 60
Monthly quota
8 5
Earlier Compensation and Reward Plan
• Base compensation- Rs 200 per month.• Non 2 wheelers- Rs 500 per month travel compensation.• Contingency compensation scheme• Friendship chain plan• The silver circle club• The champions club
Downfall - Continuous Rejection
Reasons
1. More concentrated on completion of demo Uncleaned /damaged product
2. More dependable on field managers3. Lack of formal training
Overcoming the Problems
Formalized training
Bettering the Best
CRCTC BONU
S
Feel good policy
Targets• Improving moral spirit
of sale steam• Increase in confidence• Reducing big goals to
small targets
Concerns• More interested in
earning bonus than closing deal.
• Non performers would become more lazy
Result- Improve in productivity and quality of sales
NEXT !
Friend For Life VISION and MISSION
FINAL COMMENT
BAD AFTER SALES
SERVICE
THANK YOU