Sales Dilemma Case

Study
 CASE FACT FILES
COMPANY NAME
Technimotors Industries
KEY PERSON’S
Kamlesh Pande – CEO
SANJAY CHOUDHARY – NEW SALES HEAD (knack of selling)
Amrita - salesperson
Sunetra – salesperson

CEO’s PERCEPTION
The real key to the company success was word of mouth and
ABOUT THE COMPANY
quality that spoke for itself .
CEO’s Future Plans of
CEO got more and more comfortable with the idea that the
THE COMPANY
(AFTER SANJAY company could be a national player , not just a regional shop
JOINING)
CUSTOMER’S
PERCEPTION • Quality of engines at Technimotors at that time was better than
ever
• Most customers once they had worked with Technimotors
wanted more
TACTIC USED FOR
Getting time with the client , away from work ,trying to develop
ACQUIRING NEW
CLIENT’S a friendship and a bond by -
• Taking clients to dinners
• Followed by amusements at get wild (a strip club)
ISSUES
Issues with Amrita because of which she decided to resign
Issues with Sunetra as Sanjay refused to take her to the sleazy
clubs with him which pointed out to discrimination
AMRITA Possessed a great personality
No trouble getting appointments & finding out what problems
people were trying to solve
SUNETRA Brought significant sales experience before joining technimotors,
was assertive, skilled
 PROS AND CONS OF USING THE TACTIC
PROS
THE COMPANY HAS BECOME A
NATIONAL PLAYER
GOT NEW SET OF CUSTOMER’S –
BHARAT MOTORS (BIG-LEAGUE)
ASHOK MOTORS
POTENTIAL CLIENT’S –
DELTA MOTORS
GALAXY CORPORATION
CONS
Now that the company is aiming to go
National, such events word leaking out
could prove disastrous to the companies
Image as well as its market share
The traditional Clients may not resort to
such entertainment clubs
It is personal specific & with a change in
management even such High Profile co.
would also not approve of it
The Clients if asked for meeting in such
clubs could be entertained but it should be
out of the ‘companies policy’, i.e. personal
bonding
WOULD SUNETRA TRY TO SUE THE COMPANY

• Sunetra may not sue the company over such a Trivial matter

• But Kamlesh should resolve the issue between Sunetra & Sanjay

• Sanjay is a autocratic leader

• Hence, Kamlesh being the CEO can take the reign in his hands &

personally look into the financial expenses of the sales department

• Also, he could divide the various clients among his sales personnel's

giving them the freedom to tackle client according to their tactics as

long as it is ethical in nature

 AMRITA WAS ALWAYS PROUD TO BE PART OF
TECHNIMOTORS. IN THE END HAD AMRITA LOST
RESPECT FOR ORGANISATION?

• Amrita knew that Sanjay resorted to unethical ways to

attract clients & close deals with them
• She worked hard, pleased the clients ethically and always
submitted the bills of places actually visited with the clients
• In spite of all this Sanjay who himself resorted to unethical
means had doubted her sincerity
• Hence she was upset
 HOW MANY EMPLOYEES TECHNIMOTORS WOULD
LOSE IF WORD GOT OUT THAT COMPANY WAS MAKING
DEALS AT SLEAZY CLUBS?

• Making deals at Sleazy club is not Ethical

• Although such propositions may attract some clients but may not
influence the majority
• Making deals at such places may hamper the perception of the
employees about the company
• Orthodox, traditional viewed employees may leave the company
 HOW SHOULD KAMLESH RESPOND?

• Kamlesh’s views:
– The real key to his company’s success was word of mouth
– Quality that spoke for itself

• Also quality of engines at technimotors is better than ever

• Hence kamlesh should stick to his views/ values and sell his product on
the basis of quality & brand image
• Encourage decent sales proposals or meeting places to develop
friendship and bond with the clients
• Meeting in such clubs seems to be becoming the corporate stlye of
workin/the corporate culture since many important accounts are
looking for ‘MORE EXCITING STUFF’
• Also such exciting stuff cannot be catered to by all the sales people
• Hence, Kamlesh should stop encouraging his sales people to entertain
clients at such sleazy clubs