LAKSHMI

PROJECTS : SALES
STRUCTURE
DILEMMA
PRESENDTED BY -
GROUP 3
 Q. What should be the r ight mix of Sales, Af ter Sales and
Quality teams should be given the d ynamic roles in Lakshmi
P rojects?
CURRENT SCENARIO:
The sales department had the front end role of
procuring orders for the company. In recent times
the team grew substantially. • Management decided to use a
geographic and product-specific
combination sales team
The static testing of the equipment was • Management decided to split the
completed before the dispatch of products to the sales department into quality and
customer. The team made sure that every part
dispatched exactly matched its respective after-sales service requests.
production drawing.

The After sales team conducted the dynamic

CHALLENGES:
testing of the assembly to confirm that it
functioned properly. • Interdepartmental Friction
They also maintained deadlines on the
installation and commissioning of assembly • Shortage of AST & Quality Sales
employees
 Recommendation
• Nangia should increase the sales force
in the quality and after-sales department
Resource Allocation at
as there is disproportionality in the no. of
sales department employees and other
Lakshmi Projects
two departments’ employees. 45
40
• Even though customer acquisition should 40
35
be focused but customer retention and 30 28
satisfaction should be the priority. 25
20
• To focus on customer satisfaction, the 15
company should increase their 10 8 7
headcounts in various departments. 2 3 4 4
0 0 0 2
5
0 1 0 0 0 0 0 0 0 0 0 1
0
• Current team composition (2013) ves er
s
ves er
s
ves er
s
ati ag ati ag ati ag
• Total headcount - 58 nt an nt an nt an
ese s M ese s M ese yM
epr al e
epr al e
epr al i t
R lS R r-S R u
la es na la es fte li ty
alQ
S ig o la A a n
Re er-S Qu gio
n
Aft gio Re
Re
1997 2002 2008 2013
 2013
• Increase the headcount for
Quality department from 4 to 7
employees.
9; 16% • Increased number can help in
Sales team ensuring no mistakes are made
5; 9% Quality Team and there is timely dispatch of
After-Sales products to the customer
Representa-
tives • Increase the head count for the
44; 76%
After sales department from 7 to
12 employees.
• The department's roles and
responsibilities had a direct
impact on the sales of the
company and ensured customer
satisfaction.
 ANY
QUESTIONS?

Thank you!