SellingProcess(Asian Paints Vs. Icici)-Group1_Assignment1.pptx

7/25/2019 SellingProcess(Asian Paints Vs. Icici)-Group1_Assignment1.pptx

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Differentiators of selling between

product vs. Services(transformed toproduct)

A Comparison between Selling process ofvs. cici Bank

Group RollNo.

Name of the Student

G1

2/2014 MANAV KUMAR

3/2014 SOHAIL AHMAD KHAN

5/2014 MANSI SHISHODIA

11/2014 VIKRAM CHAUHAN

6/2013 MAYANK RAJ BAKSHI

18/2013VISHAL KUMAR

11/2013NISHTHA KAPOOR


2/13

Agenda

ObjectiveSales Manager(s) at Asian Paints vs.ICICIComparison of Selling processConcl sion


3/13

Objective

!o n"erstan" t#e "$namics an""ifferences in selling process followe" inAsian Paints an" in ICICI bank


4/13

The Sales Process

Sometimes it is eas$to remember man$steps b$ creating amnemonic "evice%

s c# as A&POCS fort#e steps of a sale.'#at is t#esignificance of eac#letter in t#ismnemonic "evice

ow is *C stomer+elations#ip B il"ing,part of t#e salesprocess

Steps of a Sale


5/13

Sales anager at Asian Paints

!o promote an" "rive sales force to se a val e a""e" selling approac# to"evelop an" grow c stomer relations#ipsManage an" -evelop sales strategies to seek o t an" establis# new b sinessPromote sales an" i"entif$ c stomer wants an" nee"s.

as to ac#ieve an" maintain e ceptional levels of c stomer service concerning"eliver$ %/ ote #an"ling% an" complaint management.+esponsibilit$ to motivate %train an" "evelop %an" manage a top0notc#performance "riven sales force of 12 or more people.+e/ ire" to coor"inate an" participate in sales meetings% local pro" ct seminars%an" tra"e s#ows3associations3organi4ations.5 pecte" to aggressivel$ i"entif$ %eval ate %"evelop% an" close new b sinessopport nities% "evelop long0term client relations#ips.-evelop an" sell sales proposals % an" con" ct ot#er relate" sales activities.-erive new b siness from prospecting t#ro g# closing an" implementation.!racking competitor information an" provi"ing it to t#e management %retaila "its an" estimation of competitor sales% see"ing of new pro" cts an" ens ringrepeat sales% an" e pan"ing e isting b siness t#ro g# client relations#ip


6/13

Sales anager at !"!"! ban#

+esponsible for ac#ieving t#e mont#l$ sales targets% assigne" to#im3#er% for vario s pro" cts an" services offere" b$ ICICI Bank.Cross sell new pro" ct an" service opport nities.Market mapping% c stomer mapping% competitor mapping in t#egeograp#$ assigne".Proactivel$ i"entif$ sales prospects an" "o b siness "evelopmentactivities in t#e geograp#$ assigne".6ollow p on new lea"s an" referrals to generate b siness.

6ollow t#e vario s internal g i"elines an" proce" res of t#e bank.5ns re c stomer satisfaction.+esolve c stomer / eries3iss es.Maintain perio"ic stat s reports% incl "ing "ail$ activit$ reportan" calls3follow0 ps ma"e.


7/13

$inancial Anal%sis of Asian Paints


8/13

Selling Process

Asian Paints !cici &an#

Prospecting0 !erritor$ of sales manager is pre0"etermine" from an e isting "atabase of"ealers

0 A mapping e ercise is "one twice a$ear w#ic# provi"es t#e sales managerwit# a "atabase of c#annel members int#e territor$% t#eir c rrent an" potentialsales for f t re% t#eir linkages% p rc#asebe#aviors% an" financials'ualif%ing0 On t#e basis of t#eir potential%viabilit$ an" effect on ot#er c#annelpartners% a "ecision is taken abo t t#e"ealers#ips at t#ese s#ops.


9/13

"omparison "ont..


eeds !dentification0 A s#opkeeper wants to "evelop t#e s#opimage b$ becoming an a t#ori4e" "ealeran" wo l" like to compete wit# ot#er s#ops#aving "ealers#ips an" also re/ ireassistance to increase b siness.Demonstration !#e terms an" con"itions of becoming

Asian paint "ealer are e plaine". !#e"emonstration kits are se" if re/ ire". Overcoming objections 0 response objection on #ig#er stocking 0 response to objection on #ig# level ofinitial investment. 0 response to t#e arg ment t#atcompetition is offering better cre"it

Prospecting-one b$ -ata confirmation an" information

"ecimation t#ro g# 76eet on Street8 6OS.

"ustomer "ontact0Calling b$ 6OS for appointment

Presentation0 S536OS present sing "etailing car" an"

e plain t#e benefits% #an" o t broc# resan" rea"ing material to t#e c stomer.

Demonstration0-ifference in ret rns on t#e "eposit mone$


10/13

"omparison "ont..


"losing0 Once all t#e objections are enco ntere"s ccessf ll$% t#e initial or"er for first billingis ma"e "epen"ing pon t#e potential an"profile of t#e s#op an" no s c# pro" ctsare bille" t#at can en" p as "ea" stock.*ead +eneration

9ea"s ma$ be generate" t#ro g# col"calls% c stomers calling on t#e #elplinec stomers% references given b$ "ealers. $ollow up and Servicing 0 !#is is an important part of sales .!#esales manager remain in to c# wit# t#ec stomers for #is after sales sagefee"back.

Overcoming objections0I"entif$ing major objections. Provi"ing sol tions.

"losing0A3c opening b$ 6os.

an"over to branc# for servicing.

,-it0Assigning an acco nt manager0+eg lar contact 0Offering "ifferent pro" cts.


11/13

!"!"! &an# Sales Academ%

ICICI Bank Sales Aca"em$ offers aCertification in Sales Management. !#e

program #as been "esigne" to attract brig#t$o ng gra" ates w#o want to b il" a careerin sales f nction. !#e co rse c rric l m #asbeen "esigne" b$ ICICI Bank to groom t#e

aspirants for taking over t#e front line salesf nction in t#e Bank. All t#e can"i"atestraine" at t#e ICICI Bank Sales Aca"em$ joint#e sales force of t#e bank.


12/13

"onclusion

Base" on "ifference of sales of pro" cts an"services offerings at t#e two 5ntities% it is clearl$

evi"ence t#at alt#o g# t#ere is similarit$ in t#e#ig# level process involve" b t t#ere aresignificant "ifferences in e ec tion an"implementation as for ICICI Bank most of t#eprocess are in0#o se w#ere as in Asian paints itis more fiel" level e ec te".


13/13

Than# ou/

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SellingProcess(Asian Paints Vs. Icici)-Group1_Assignment1.pptx