Computers

(India) Ltd.

Agenda of presentation
Introduction
Sales force staffing process
Observation
Problem analysis
Recommendation

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Computer (India) Ltd. - Introduction

Incorporated in US
2000:

India Operations (Sales & Marketing)

Products:

Notebooks
Servers
Printers
Software
Peripherals
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Company Introduction
Online selling + Sales force
Leading sellers of PC in the world
Amongst top 5 in India
Manufacturing Base

China

Market Share in India 3% (2004-2005)

PC Sales in India
2004 3.6 million
2005 (estimated) 4 million
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Sales-force Staffing Process

Planning
Recruitin
g
Selecting

Hiring

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Socializatio
n

Step 1: Planning
Regional
Sales
Manager
(1)
Gives
estimates

Regional
Administratio
n Manager

(2)
Types of trainees
needed

(3)
Prepares Job Specification (Sales
Trainees)
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Area Sales
Manager

Step 2,3,4: Recruitment, Selecting, Hiring

Junior
Administratio
n Officer

Shortlisted
Candidates

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Regional
Administratio
n Manager

(1)Screening of applications
(4) Gets acceptance of job offers
(5) Ensure new recruits report for the
training

(2) Personal Interview (RSM & ASM) & Medical

Checks

(3) Issues appointment letters

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Step 5:Socialization & Training

Training Objectives:

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Company Information
Product knowledge
Company policies
Sales & Marketing policies
Market Information
Selling Skills
Communication & Negotiation skills
Time & Territory mgmt
Customer Relationship Mgmt

Step 5:Socialization & Training

Training Methods:

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Lectures
Role plays
Group Discussions
Group Presentations
Product Demonstration
Case Discussion
Multi-media presentations
Audio-video cassettes

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Step 5:Socialization & Training

30 days training
In-house Trainers
Specialist Trainers
Senior Company executives involved
Mission, Vision, Objectives, Org Structure, Sales policies

On-job training (1 month)

After 2 months of training Coach assigned
90 days coaching period
Revitalization Plan:
90 days evaluation period
30 days given for performance improvement
No improvement Trainees asked to leave the org
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Observation
Batch of 20 trainees
40% below expectations
Affected sales performance
Problems with Staffing
Problems with Training

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Problem Analysis
Inadequate Recruitment process
Insufficient Training
Revitalization plan - Fear of failure
High Pressure
Low motivation level

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Recommendations
Psychometric testing
Training programs

Customer segment
Positive attitude
Innovation & Creativity
Check on Trainers competencies
Motivational programs
Employee friendly programs
Employee councils
Assignment of mentors
Interpersonal bonding in teams
Better incentives
Reduced work pressure & long working hours
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