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  • Group 1 - Sales Process

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    Shreya SmritiToppo
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    The document outlines the seven stages of a sales process used by Mahindra and Mahindra for selling electric vehicles: 1) prospecting to create a pool of potential customers, 2) planning sales calls, 3) developing a customer benefit plan, 4) selecting a presentation method, 5) handling probable objections, 6) using negotiation techniques, and 7) applying closing techniques. It provides details on how the company engages customers, makes quality a priority, and adapts its process over time for increased sales and income.

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    The document outlines the seven stages of a sales process used by Mahindra and Mahindra for selling electric vehicles: 1) prospecting to create a pool of potential customers, 2) planning sales calls, 3) developing a customer benefit plan, 4) selecting a presentation method, 5) handling probable objections, 6) using negotiation techniques, and 7) applying closing techniques. It provides details on how the company engages customers, makes quality a priority, and adapts its process over time for increased sales and income.

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    © All Rights Reserved
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    17 views13 pages

    Group 1 - Sales Process

    Uploaded by

    Shreya SmritiToppo
    The document outlines the seven stages of a sales process used by Mahindra and Mahindra for selling electric vehicles: 1) prospecting to create a pool of potential customers, 2) planning sales calls, 3) developing a customer benefit plan, 4) selecting a presentation method, 5) handling probable objections, 6) using negotiation techniques, and 7) applying closing techniques. It provides details on how the company engages customers, makes quality a priority, and adapts its process over time for increased sales and income.

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    © All Rights Reserved
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    of 13

    THE SALES PROCESS

    Group 1

    Anish Bangia 2020SMN6738


    Shreya Smriti Toppo 2021SMF6579
    Ayush Jaiswal 2021SMF6530
    “THE AIM OF SELLING IS TO
    SATISFY A CUSTOMER NEED; THE
    AIM OF MARKETING IS TO FIGURE
    OUT HIS NEED,”

    Philip Kotler
    DEFINITION

    A transaction between the buyer and


    the seller in which the seller sells
    intangible or tangible goods, assets, or
    services against money is known as a
    sale. Sale is done between two or more
    parties. In broader terms, a sale can be
    is understood as a contract between
    two or more parties i.e. the buyer and
    the seller.
    THE SEVEN STAGES
    OF A SALES PROCESS
    THE MAHINDRA AND MAHINDRA SALES PROCESS WALKTHROUGH :
    FROM LISTINGS TO CLOSING

    ABOUT THE COMPANY


    The comapny was eastablished in 1945 in Ludiana as Mahindra
    & Mohammed by brothers K.C. Mahindra & J.C. Mahindra
    along with Malik Ghulam Mohammed.
    Renamed as Mahindra & Mahindra in 1948

    Entered automobile industry in 1947.


    It is the 3rd largest passenger vehicle manufacturerr of India.
    Converted into public limited co. in 1955
    PROSPECT TOOL
    A prospect pool has created by using multiple methods of prospecting like the most effective
    methods in this case a salesperson apply folling methods to creates prospects pool:

    1. E-prospecting
    2. Sales Lead club
    3. orphan Customers
    4. Existing customers that uses other products of MAHINDRA
    5. Networking and referrals

    A LIST OF PROSPECT POOL


    MEN WOMEN
    YOUNGSTERS

    Thrill of SUV Comfort


    Thrill of an SUV
    Family Car Spacious and luxurious
    More power than normal car
    Technology and Urban Touch Positioning around car
    Technology and Urban Touch
    Safety and Reliability Competitive Price
    Competitive Price
    SALES CALL PLANNING

    Company establish a long term relationship with every customer and aim to delight them in every interaction
    Products and service support customers to improve their living standards; reponsible business practices
    engage the communities
    Commitment to sustainable business is bringing green technology and awareness
    Responding to the changing needs and expectation of customers, effectively.
    Making quality a driving value in work, products and interactions with others.

    DEVELOP CUSTOMER BENEFIT PLAN


    Power steering
    Anti Lock Braking system
    AIrbags
    Automatic climate control
    Alloy wheels
    Power windows
    Air Conditions
    Autogear system
    Electric engine
    SELECTION OF PRESENTATION METHOD

    FAB technique
    As EV is new to the market and people don't have much knowledge about it.

    Need-Satisfaction Presentations
    Crude oil price, most of the time touching slies so we can generate need in mind of customers.

    PROBABLE OBJECTION
    Price Objection
    Availability Objection
    Discount and offers objection

    NEGOTIATION TECHNIQUE
    Prepare, prepare and prepare
    Anticipste compromise
    Offer and expect commitment
    Stick to your priciples
    CLOSING TECHNIQUES
    CONCLUSION
    A sales process must constantly be dynamic in order to
    adapt to shifting goals and ongoing team member
    feedback. Although there is no one-size-fits-all sales
    process, every sales manager can use the information
    above as a template and guidance to develop an
    appropriate sales process to increase their company's
    sales and income
    REFERENCES

    What is a sales process? why does your business need one? (no date) Salesforce Blog. Available at:
    https://www.salesforce.com/in/blog/2021/10/sales-
    process.html#:~:text=A%20sales%20process%20is%20a,offerings%20to%20meet%20these%20needs (Accessed:
    January 31, 2023).

    7-step sales process: When to use it and when to break it. Lucidchart. (2020, August 11). Retrieved February 14, 2023,
    from https://www.lucidchart.com/blog/what-is-the-7-step-sales-process

    “Mahindra and Mahindra Gives Dealers and Customers a Smooth Ride Across Touchpoints With Salesforce.” Salesforce.com,
    www.salesforce.com/in/resources/customer-stories/mahindra-and-mahindra.

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