ACTION LEARNING PROJECT

SP Jain Institute of Management & Research

&

Voltas Limited

Action Learning Project

For Junior Management Leadership Programme (JMLP)

On

“Accessing & optimizing sales channel through service team”

By

Mr. MANISH MITTAL -TMD

Mr. ABHIMANYU SINGH -TMD

Mr. VINEET SHARMA -TMD

Mr. VIJAY SHARMA -TMD

Group name - Optimized brain

(2019)

Project Mentors:

Dr. keith D’Souza & Dr. Vidhu Shekar

1
ACTION LEARNING PROJECT

PROPOSAL DOCUMENT

AN EMPIRICAL STUDY ON OPTMIZING SALES CHANNEL THROUGH SERVICE TEAM

At

VOLTAS LIMITED

Preamble: Sales personnel deal with customer requirement & satisfaction, whereas with our technical expertise
we can highlight the niche technology which can enhance their output & thus increase our sales.

Objectives: With more no. of service personnel meeting different clients simultaneously we can become a better
media for direct sales promotion.

End point: To map actual sales add through service

Success Metrics: Improvement Customer satisfaction index, Addressing customer pain area, Customer data
base, Customer growth index

Project Scoping:
In-scope: Business detail, Spare Consumption, Customer details

Out of scope: Budget

Theory / Literature / Concept (at preliminary stage, can refer to more literature and add during the course of the project) :

Steps of study:

Step no. Details / Milestones Proposed timeline

1. To understand spares consumption pattern. 15 Days
2. To identify hidden of spare sales, apart from the regular consumption pattern. 30 days

Sign off:

<Mentor> <Mentor>