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Ltd.
-A Sales Territory
case study
ByNeil DSouza
(4912)
Company Profile
Employees
Workplace locations
Business units
Unique roles
9,400
243
4
106
Sales Approach
ORGANIZATION
The Eurochamp
Attitudes and skills required Minimum 2 years university
education, graduates are preferred
High achievement drive
Reasonable spoken communication
and interpersonal skills
Perseverance
Financial requirements
1.
2.
3.
4.
5.
6.
Routine
Activities of a
EuroChamp
Morning field meeting.
Cold calling.
Daily activity reports, deposit ing payments,
and request delivery for closed sales.
Role-playing and mock demonstrations for
new recruits .
Keeping up to date with product information
in terms of innovation and upgrades.
Closing sales, collecting payments, making
courtesy calls on existing customers, and
generating references or retraining
customers.
Training
Supervision
Reporting and feedback is 3 times in a day,
1.
At the morning meeting before heading
out on cold-calls;
2.
At the midday meeting to report on door
knocking results and morning demos;
3.
And at the end-of-day review
to
register afternoon follow ups, demos, and
sales numbers.
Evaluation and
Compensation
Salary
rent allowance
a special pay
a demo allowance (for customer sales
specialist probationers),
a leave travel concession,
a holiday bonus,
medical reimbursement,
and, when applicable, a travel reimbursement
(or, for representatives who did not possess a
2-wheeler, a reimbursement of travel
expenses up to Rs. 600 per month) .
Evaluation and
Compensation
Evaluation and
Compensation
Summary