Structure of department and its relation with other departments

NATIONAL SALES HEAD

SALES PLANNING BD HEAD( Finance & Corporate sales head( govt +

HEAD (1) insurance) leasing+corp.)

Regional Sales head

FINANCE MGR. (5)
(insurance)

Sales planning mgr.

plant solution(1) LIFE CYCLE MGT. HEAD ASM
SUPPORT BACKBONE FOR DMS,CLAIMS,MIS,AUDITS

(1) EXCHANE BUSINESS

Sales planning mgr.

Field solutions(1) Corporate sales exec
Govt.
2. Pvt. Corp
Sales logistic head Leasing+ innovations
(plant 1)

LIFE CYCLE EXEC.

Sales logistic billing (FIELD SOLUTION)
exec plant (2)

TPTR COORDINATOR
PLANT (2)
THE SALES JD AT THE ENTRY LEVEL:

 Relationship building with the key employees among the customers.

 Design plans to address client’s business needs.
 Meeting customers regularly to ensure the satisfaction level.
 Acting POC for all the complaints and escalate all the issues to take
necessary actions
 Advising the clients in order to create profitable processes.
 Helping sale team to upsell or cross sell the products and services
 Retaining customers by studying the competition in the market.
 Set revenue and sales target and work diligently upon them.
 Collaborate with the internal teams such as sales, engineers, senior
management, in order to meet customers’ need.

SELLING STYLE ADOPTED BY SALES PERSON OF MORRIS GARAGES is

PROBLEM SOLVING ORIENTED.

The way you connect with your customer, i.e. where your actions influence and
impact the customer’s actions is known as the Selling Style.
The selling style adopted by Morris Garages is PROBLEM SOLVING ORIENTED
(9,9).
Under this approach of selling, the salesman consults the customer to better
understand the situations and the needs, and then suggest a product accordingly.

MG SELLING STYLE

FIG : SELLING STYLE GRID

Morris Garages salesman are solution salesman as they base their sales on selling
the Solutions for the customers. At MG, it is believed that a supreme Win-Win
situation where both the customers and the company get everything they need.
Some key techniques used by MG salesman are:

 Need to build some distinctive solutions and the value propositions.

 They should not only consider and showcase some flashy features, but also
provide price solutions for the total value of the business they are presenting
to the customers. For ex- they should not only consider selling of their product
but also keep in mind the service solution which they will offer.
 Aligning the goal not just with the sales team but with the entire company’s
goal.
 Giving end- to – end solutions of sales experience, while controlling all the
aspects of negotiations.

SELLING STYLE ILLUSTRATION FOR MG SALES MAN:

1. IDENTIFY CUSTOMER:

AGE: 39 YEARS

OCCUPATION: Sr. Manager at

Samsung

FAMILY: Parents, wife, 2 kids

CURRENT CARS: Renault duster,

Maruti ertiga

DAILY ROUTINE:

 Goes to office
 Travels within city
 Meeting official for
Lunch/Dinners.

Has an active social life

 2. CHALLENGES FACED WITH THE CURRENT CARS:

Do not offer
Family doesn't Cramped
status and
fit together space
road presence

Lack modern
features

3. Other options which are availabile in the market are muvs.

 INNOVA CRISTA
 ERTIGA
 XUV 500
 MARUTI XL 6

4. But the customer wants an SUV which offers:

 Premium & Bold Design.
 Advanced technology & connected features.

Road Comfort Modern Customer

Finesse
Presence & Space features Need

5. Understanding to the customer’s need the sales man will suggest - HECTOR PLUS

SALES FORCE MOTIVATION:

MOTIVATION is a driving force within the individuals which drives them to achieve a certain
goal in order to fulfil the need and expectation.
Sales Motivation is the motivational drive in the sales person to achieve the various aspects
of his job more efficiently and effectively.
PERFORMANCE = ABILITY X MOTIVATION
It is the most difficult task for any manager to motivate the sales force, but if he/she found
the key mantra to it, the salesforce going to give the best output to it. The diverse challenges
of modern selling faced by the sales manager are:

 Salesforce has been spread across various geographical location

 Different and broad product line offered in the diverse market
 Selling jobs are highly technical and competitive
 Multifaceted sales team also make it difficult, in order to control the expense of the
sales force.
And as a salesperson grow in his career through various stages, SALES INCENTIVES &
COMPENSATION, must be adapted accordingly.
STEP 1: As a sales manager the first role while designing the motivation module is to
identify the individual needs for the sales personnel.
STEP 2: The manager needs to provide with the conditions for motivation-

 Opportunities for growth

 Achievement
 Participation
 Responsibility & recognition.
STEP 3: Ensure that the basic conditions for the good morale is also provided like adequate
pay, social opportunities, suitable physical surroundings.
ALL THESE NEEDS WOULD MET ONLY AFTER THE VARIOUS FORM OF SALES
INCENTIVES, COMPENSATIONS AND LEADERSHIP.

IMPORTANCE OF SALES MOTIVATION:

 Sales person individuality

 Brings diversity in the companies’ goals.
 Uniqueness in the sales job
 Market environmental changes.
 TECHNIQUES FOR MOTIVATION:

Non-Financial Motivators
FINANCIAL MOTIVATORS -Recognition
- Salary -Sales contest& Incentive programs
-Commission -Sales meeting
-Bonus -Sales Training
-Travel & merchandise -Promotions

THERE ARE FOUR DIFFERENT MOTIVATIONAL THEORIES TO MOTIVATE

SALESFORCE:

 NEED HIERARCHY THEORY

NEED WHAT? MOTIVATES PEOPLE

Physiological Needs Basic compensation
Safety needs Job security, Fringe Benefits
Love/Belonginess- SOCIAL Respect from the boss/ peers/customers
Esteem Promotion, Job title, responsibility and
promotion
Self-actualization Creativity and achievement in the work,
challenging job
 HERZBERG TWO FACTOR THEORY

HYGIENE FACTOR-( WHY WORK HERE?) MOTIVATIONAL FACTOR- (WHY WORK

HARDER)
Salary Recognition
Administration and corporate policy Achievement
Work conditions Work
Security Advancement
Supervisions Responsibilities
Supervisors and peers relationship

 VROOM’S EXPECTANCY THEORY

According to this theory, the tendency of strength to act in certain way depends on the
strength of expectation of the act which will be followed by the outcome of attractiveness of
that outcome to an individual.

MOTIVATION = EXPECTANCY X INSTRUMENTALITY X VALENCE

Here,
1. Expectancy = Salesman’s perception in regards to certain efforts will lead to successful
performance. - (CAN I DO IT?)
2. Instrumentality= The probability that his performance will lead to certain outcomes. – (What
do I get for doing it?)
3. Valence= Perceived attraction of the outcome, basically how much will he be rewarded.

FACTORS INFLUENCING THE GROWTH OF THE SALES PERSON

 EXPLORATION ESTABLISHMENT MAINTAINENCE DISENGAGEMENT
GROWTH IN CAREER

20 30 40 50 60

AGE

1. EXPLORATION: The stage of exploration for all the new recruits, who started selling as
the career.
2. ESTABLISHMENT: When the sales person has successfully adapted sales as a career and
want to develop in this operation.
3. MAINTAINENCE: This stage is concerned with retaining the successful position, status &
performance level within the salesforce.
4. DISENGAGEMENT: It’s the retirement stage for many in sales profession.
LINK BETWEEN MOTIVATION, EVALUATION AND COMPENSATIONS:

MOTIVATION
Salespeople’s personal Evaluative of Type and qty.
Type & Achievement sales of sales
characteristic. quantity of of sales results compensation
efforts performance
Attributes of accounts &
territory.
Perceived association of efforts,
results & rewards
Perceived value of added
rewards