Sales force & Channel Management

Assignment

ROCKET SINGH SALESMAN OF THE YEAR

 SWOT

1. STRENGTH
In this movie, Ranbir Kapoor represents character of Harpreet
Singh Bedi whose principles of life is based on honesty,
Integrity etc in his work. He always shows his honest behavior
towards his client. It was due his honest behavior he was able to
grab clients. His motive of doing work was "NEVER EVER
GIVE UP."
2. WEAKNESS
The weakness of Harpreet Singh Bedi is that he is very
emotional. It is his emotions sometimes which creates problem
for himself only. His ethics doesn't allow him to do any sort of
fraud or wrong work. In this movie his over honesty towards his
work also lands him in trouble as during his first sales call to a
client, he is asked for a bribe. The outraged Singh is red-faced
and files a complaint with the company. Also he was not having
absolute knowledge of his product. It was his emotions which
reflects his weakness.
3. OPPORTUNITY
A young adolescent salesman who believes in integrity, honesty
and fair play. He is a B. Com. graduate with a passing mark.
After becoming a sales internee in AYS computer company he
can learn from his higher officials and his colleague as well. He
was having zero work experience. This job gives him
confidence and learning from his boss and coworkers that how
to increase sales and work with clients.
4. THREATS
Harpreet Singh starts his own company by selling computers at
a cheaper rate than AYS from within the company which was
wrong and illegal. His unethical approach towards his own
company lands him in trouble due to which he has to sell his
company.
Ques.2: - Take away from movie on the basis of territory,
sales quota, job rotation and training?
Sol: -
Territory
 In this movie a big corporate computer assembly and service
company namely AYS gives sales territory to all its employees
in Sales department. Mr. Nitin was the Sales Manager of AYS
computer who took Harpreet to one of company’s client on the
first day itself. While going there he (Nitin) shows the sales
territory allotted to Harpreet. Also it was shown that no other
employee of the company will enter into another employees
territory.

Sales Quota
 It is any kind of sales figures given to every salesman particular
person or distributor is called Sales Quota. It can be measured
either in terms money or the stock of goods sold. Fixed amount
of sales quota is given to every employee. It also depend of the
individuals performance. In this movie when Harpreet Bedi was
asked for bribe and after his complaint, the sales quota was
doubled.
TRAINING
 In this movie training given to sales person in AYS is “on the
job” training.
 Always be prepared for every situation and handle the customer
by maintaining good relations with them.
 Negotiation.
Job Rotation
 It is a management approach where employees are shifted
between two or more assignments or jobs in order to expose
them to all verticals of the organisation.
  In this movie when Harpreet Singh filed a complaint of its
client, he was removed from the sales team and was given cold
calling department.
Ques: - What would you do if you would have been at the
place of (bedi) main character
 In this movie, If I was at the place of Bedi I would have done
some things differently. First off, the bribe situation where Bedi
wrote a complaint on company’s letterhead and submitted in the
complaint box, which in return landed him in trouble. Here in
this situation, I would have taken things in different direction.
instead of writing a complain directly, I would have called to Mr
Nitin and asked for a solution on this whole corruption scenario.
 As Bedi opened his own company by working under AYS
computer, I would have given my resignation and left the job in
order to open my own start-up.
 I would not have cheated with AYS company.
 Also I was not able to give 24 hours services instead of 24 hours
I would have given 10 hours of services.
 Neither I will do corruption nor I will give bribe.
 Other than these two things, I think he did excellent job.