CASE STUDY 2

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.
Roles of the Direct Sales Associates:
 To provide easy and quick loans for their work by making consumers financially satisfied.
 Governing the retail segment of market along with full support of the wealth.
 Increase the sales of Direct Sales Associates:

 Promote the GE Countrywide by executing the event marketing strategy such as road
shows, loan plans announcements, pamphlet distribution, loan meals etc.
 Collecting the primary data from customers.
 Details of people who can further become the potential users
 To accomplish the sales target of the company.
 Providing the customers with an exact information about the loans granted by company.

Ques.2: Analyse the diagram and explain various steps in sales management in GE
Countrywide.

GE Countrywide is the company which follows a panoramic procedural organization chart

for its effective functioning. The company follows the steps below to achieve its goal:
• Provide a contact number: first, the company provides its contact numbers to customers,
which allows them to call for free, which allows customers to call free of charge.
• Application stage: collecting data from clients by various means or promoting loan plans is
the main reason for this stage. Secondary completes the request for the same. At this point,
programs such as events and sponsorship, loans, newspaper advertising and presentation
tours are used to attract customers.
• Document analysis step: This step follows the step above. In this, the data collected were
scanned and verified for the rest of the applicant's procedure. In this client, leads and requests
and documents from new clients are analysed.
• Eligibility analysis stage: when the request is transmitted, the stage comes when the
company applies the eligibility criteria for candidates. These tasks are performed by the
telemarketing manager, direct sales associates or marketing managers.
• Capacity analysis stage: the stage analyses potential customers, those who may be strong
and long-standing buyers of companies. Even old customers who are already in common with
the company are tried. This division is taken by the relations manager.
• Gap analysis step: Knowing the customers who may deviate in the future is seen in this
step.
• Risk analysis phase: Here, the agency director analyses the risk linked to loans granted to
clients.
• Final approval: The last step is to approve the customer's details and grant 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?
GE nationwide is the company that offers loans. It must bear document number concerning
the complete information of the customer. This type of business operates in huge data traffic
and also has several responsibilities. Here are the reasons why the company should maintain
the database:
1. Count the number of candidates and clients involved in the business
2. To keep old customers
3. Manage details of existing customers
4. Exploiting the managerial functions of the company
5. To find client authentication
6. Not to lose onto customers.
7. Maximize and increase the business sales.
8. Knowing the amount provided by the company to customers from their verified documents
9. To Retarget existing customers
10. Keeping the company's financial records safe.
 CASE STUDY 1
ANS1
By doing a cost-benefit analysis for Vishal, in the current position of Regional Sales Manager,
one can clearly identify that, apart from the designation, the work was more costly for Vishal
mentally, personally and also physically. Vishal started to suffer from high cholesterol due
to the same thing. The stress of work has taken its toll on her health. In addition, the job
specifications do not seem clear to Vishal because he himself considers that as a mid-level
manager, the plethora of work he finds it difficult to complete every day is endless and exceeds
his professional profile. In addition, Vishal has long neglected his family and is unable to find
quality time to spend with his wife. His time management is impoverished because time is too
short depending on the work he does, during a day. Vishal is therefore unable to succeed on
any of these fronts and thus makes the work less worthy and more restrictive.

ANS 2.
Vishal’s life would have been comparatively easier if he had a clear image of its job
specifications and description . He doubts the actual responsibilities of a sales manager .
Also the sales person has to deal with routine challenges and targets . Difference between my
life and Vishal’s is that I know how to manage my life and what importance should be given
to various other aspects. I know to manage my time and work accordingly .

ANS 3-
The case study has cases where planning and organizational skills become clearly visible.
The set of skills that Mr. Vishal Julka should have control and leadership, he is not able to
delegate and distribute the tasks and activities assigned to him and, moreover, he does not have
this basic skill to manage things in the position of regional sales manager. He is overloaded
with work and, moreover, the amount of stress he undergoes is due to less effective work
management has led him to reach an improper state of health at a young age.

ANS 4-
Vishal manages much, being the intermediary leverage manager of the company, he has to
attend the calls which came that day, promote sales, travel and also plan the benefits of the
sales staff. He also had to meet different clients and have a conversation with regional
distributors regarding market expansion and growth. He had no time to go to lunch and also
had incurred health issues. He was not even able to manage his personal life properly.
As a regional sales manager, he should delegate and distribute minor tasks to his subordinates
such as answering phone calls, collecting market reports, etc. reduce travel time, etc. He could
also postpone less important tasks and focus on tasks which needs more attention.

ANS 5-
Vishal would find it very difficult to manage his life in the long term. He has a lot of pressure
on his professional life, which also hurdles his personal life. The burden of his work even made
him unhealthy. He has so much work up on his sleeves that he can't do it all alone, which can
make him fail both at a personal level and professional level. But if vishal takes care of his
routine, he can do well with great efficiency.