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GE Countrywide Case Study
GE Countrywide Case Study
Section: A
GE Countrywide Case Study
Ques. 1: What are the roles and functions of direct sales associates in GE Countrywide?
Ans. 1: The Company GE Countrywide operates in 62 locations within the country and deals with the
Indian consumers in helping them to fulfil their aspiration for quick and easy loans.
To making consumers financially satisfied by providing easy and quick loans for their work
To govern the retail segment of the market with the full support of wealth
To increase the sales of the company
To promote the GE Countrywide by executing the event marketing strategy like as road shows,
loan plans announcements, pamphlet distribution, loan meals etc.
Collection of the primary data from the customers
Create the files by collecting KYCs from the customers for accurate information
Detail of the customers who can become the potential users
Meeting the sales target of the company
Provide the customers with the appropriate information regarding the loans granting by the
company
Ques.2: Analyse the diagram and explain various steps in sales management in GE Countrywide.
Ans. 2: GE Countrywide is the company that follows a procedural panned flowchart for its smooth
functioning. It works with the belief of PULL and PUSH strategies for marketing loan products. The
company follows the below steps to achieve its target:
Providing contact number: Initially the company provides its contact numbers to the
customers that to toll free which enables customers to call without any pain of charges to be
applied.
Application stage: Collection of data from the customers through various means or promoting
the loan plans is the primary motive of this stage. Secondary is filling the application for the
same. In this stage the schemes like events and sponsorship, loan melas, newspaper
advertising and road shows are used to attract the customers.
Document analysis stage: This stage follows the above stage. In this the data collected is been
scanned and verified for the further procedure of the applicant. In this customer leads &
queries and new customers documents are analysed.
Eligibility analysis stage: When the application is forwarded the stage comes where the
company applies the eligibility criteria for the applicants. These jobs are done by the
telemarketing executive, direct sales associates or marketing executives.
Capacity analysis stage: The stage analysis the potential customers those who can be the
strong and long worth buyers of the companies. Even the old customers who are already joint
with the company their capacity is judged. This division is taken by the relationship manager.
Deviation analysis stage: Knowing the customers who can deviate in future is seen in this
step.
Risk analysis stage: Here the branch manager analysis the risk involve in the loans provided
to the customers.
Final approval: The last stage is to approve the customer detail and granting him/her the loan.
Ques. 3: Why should a firm like GE Countrywide maintain a customer data base? In what way is it
helpful in the company?
Ans. 3: GE countrywide is the company which deals in loans. It has to carry number of document
regarding the complete information of the customer. This type of company operates in huge data
traffic and have several responsibility too. Following are the reasons that why the company need to
maintain the data base: