Question-

How do you think Rajan should tackle the situation to ensure targets are met?

Can you suggest a system of sales planning for the future so that Rajan does not

get into this situation again?

Answer-

According to me, the targets shouldn’t be stiff, it should be easy to achieve and

flexible according to the product demand, season, and location.

If the margins on each product were increased by some amount and got

rewarded by extra payment, benefits, and awards, it would act as a motivation

for the dealers to push their products and would be easier to reach the sales

target.

By incorporating any of the below methods,

 Organic advertising

 Social media advertising

 Word of mouth

 Digital advertising

They can create more brand awareness of the company, which in turn would

help them gain more customers.

One promoter can be assigned to a group of dealers, based on product demand

and geographical locations. This would help the company to:

 Will help dealers to reach their monthly targets

 To keep a track of sales and performance of their product.

 Easy promotion of their products through the dealers

Analysing customer taste and preference because customer taste and preference

changes as the geo graphical location changes.

STP analysis for the product to segment the motorcycle, whether it belongs to

sports variant or standard variant and target the customers based on the commercial

use or non-commercial purpose at last positioning by mentioning the key

characteristics

SWOT analysis to know the strength, weakness, opportunity, and threats

The rajan’s performance is constantly decreasing over months, and his

involvements to his company’s growth is in a decay, Rajan should find a solution

to this problem by proper solution by concentrating on the target audience and

also a proper planning , and goal setting to achieving the result what is need. The

product is experiencing in less in demand in his territory, and there is a default

less interest to buy the bicycle product, but this problem can be solved via

systematic methods, stated below

SALES PLANNING FOR FUTURE

 Define your objective

 Evaluate the current situation

 List barriers to success

 Assess your strengths and assets

 Create your sales call strategy

 Identify your needs

 Outline an action plan

If this steps and systems are followed correctly , then it is very difficult to

fall into the another loop of problem like rajan experienced.