You are on page 1of 21

PRESENTATION

ON
MAHINDRA & KOTAK BANK

Presented to: Prof. Kruti Patel

Presented By: Hifzu Ansari(02)


Rina Chauhan(13)
Tushar Kotak(39)
BUSINESS DESCRIPTION
Company Profile: Kotak Mahindra Bank Limited

Ticker: 500247

Exchanges: BOM

2010 Sales: 95,216,000,000

Major Industry: Financial

Sub Industry: Commercial Banks

Country: INDIA

Employees: 20000
COMPANY
PRODUCTS
 As far as the product are concern there are
 Saving accounts,

 Current accounts,

 Demat account,

 Insurance, and

 Loan.

These are the various products of the bank. In which the


insurance is the life insurance. And the loan include the
all type of the loan including car loan, home loan, etc.
RECRUITMENT OF THE SALES PERSON
In the Kotak Mahindra Bank the recruitment of the sales
person is done mainly with two types

 On campus:
 Off campus :
ON CAMPUS
 The on campus recruitment is done by the bank the visit
various MBA collages for the placement and hire the
persons from there. The hire mainly the Marketing &
Finance persons. With the package of around the 2.5 lacs
per annum.
OFF CAMPUS
 The off campus recruitment is been done by the bank on
there own branches hear the B.R.M & the B.M take the
interview of the sales person. Here they are been
recruited as an sales person.

 If any person is been recruited as the sales person than


there net take home salary is 1.2 to 1.4 lacs per year.
SALES PLANNING
 For each and every person has to achieve according to
that and if they are not been able to achieve the target
than there are been classroom training which is been
given to the employees of the company. This way they
are been motivated towards achieve the target.
SALES PLANNING

Country head

ZBM

Region head

Area head

BRM

RM

Sales persons
EXECUTING AND EVALUATING SALES
TRAINING PROGRAMS.

 There are very knowledgeable person that are been


evaluating the sale training programs these people are
working as an H.R people for more than 20 year so
these person are been evaluating the sales programs.

 Also done on the hierarchy bases means the evaluation


of the sale person is been done by the Relation ship
manager, while the evaluation of Relation ship manager
and the branch relationship manager is be evaluated by
the branch manger and the branch manager is been
evaluated by the area head
TRAINING
 Continuing sales training
 For the first time they are been taken with the experience
sales person to do the calls and how to do the sales call.
 On job training

 The expert training


MOTIVATING THE SALES PERSONS

 Non monetary terms

 Monetary terms
NON MONETARY TERMS

 Awarded by the country head and that thing is been put


up on the website that this person has perform well in the
organization.

 That if there are any problems in there family than the


branch head also allow them to have a leave so this way
they are been motivated to work better an motivated
toward doing work well.
MONETARY TERMS

 The regional head when he/she visited at the branch at


that time the monetary rewards that are been decided by
the bank that are been given as per company norms.
COMPENSATING SALES PERSONNEL
 If the employees are achieving the target of the current
account and the saving account then they can achieve the
incentive of Rs. 30000 per month beyond there salary.
 The target of insurance & mutual fund than they are been
also given foreign tour to them.
 There are regular based gift are there for achieving the
target.
 Petrol allowance and mobile allowance
MANAGING EXPENSES OF SALES
PERSONNEL
 In the kotak mahidra bank there are different types of
expenses that are been reimburse at different level for the
sales officer there are flat expenses are there that are to
be paid to them on every monthly base.
SALES MEETING
These meeting are been done in 3 places.
 In the bank branch in the conference room

 Out side the bank branch.

 On call.
IN THE BANK BRANCH IN THE
CONFERENCE ROOM.
 What does the customer ask them about the product?
 What are the problems they are facing while answering
the question of the customer?
 How to make the cold call more effective?
OUT SIDE THE BANK BRANCH.

 What will be the individual target that a sales person has


to achieve?
 In this meeting the new branch head has come there
contact are been shared among all?
 In this meeting they also set they expense of the
employees?
ON CALL
 Branch manager & Area manager do meeting on the
conference call and discuss the problem and try to
sought it out. In this bank they have also the video
conferencing system is there
CONTROL ON THE SALES EXECUTIVE.

 Target for each and every sales man that is given is 30


customer daily.
 They have to make the DSR means the daily sales
report. And every evening they have to submit this sales
report in the bank.
 The Relationship manager also forced him to bring out
the business form this new customer.
 If the executive is been found guilty than he is been
scold by the Branch manager like anything.
Thank you………

You might also like