BSS Assignment
Transcript of BSS Assignment
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GROUP NO:1
Akshay Lakshman K
Anoop K Zachariah
Ashwin A
Marthandan.R.B
Ranjini E R
Sruthi M
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B2B Sales in ICICI Prudential
Name : Shyam Sai
Designation : Executive Business Manager (EBM-1)
ICICI Prudential, Trivandrum
Industry : Insurance
Experience : 9 years
Client : Allianz Cornhill employees
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B2B Sales Process
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INTRODUCTION
The present assignment explains one of the B2Bsales deal undertook by Mr Shyam Sai, working asExecutive Business Manager (EBM-1) in ICICI
Prudential with an experience of 9 years withICICI .
One of the B2B sales regardingpension plan offered by ICICI to the employees of
Alliance Cornhill is used as reference for theassignment. In this, the main phases of doing anactual B2B sale have been explained.
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B2B Sales with Allianz Cornhill
Allianz Cornhill is one of the largest general insurance companieswith a premium income of 1.8 billion.
AC brings together the financial strength and global reach of Allianzwith the local expertise and reputation for customer services whichis its trademark.
Allianz Cornhill has more than 4000 employees on its rolls.
ICICI Prudential entered into a B2B sales with the employees ofAllianz Cornhill through their HR department.
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Continued
The employees were approached through pension planschemes referred to as ICICI Pru Easy Retirementwhichis offered by ICICI Prudential.
This B2B sales process mainly included : Need Recognition
Evaluation of Options
Resolution of Concerns
Decision Implementation
Change over time
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Recognition of Needs
(Importance of Savings)
Evaluation of Options
(Fixed Deposit,
Real Estate, Gold savings)
Resolution of Concerns
( Eliminate the doubts
regarding risks in
investment )
Decision
(Convince the client upon
the advantages of pension
plans and the returns in the
future)
Change over time
( Brings new pension plan
schemes developed
through client research)
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ACCOUNT ENTRY STRATEGY
Focus of Receptivity : HR department , Allianz Cornhill
Focus of Dissatisfaction : Project Head, Allianz Cornhill
Focus of Power : Employees ( clients ),Allianz Cornhill
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SPIN Model
SITUATION QUESTIONS :
What is the current financial position of the company ?
What is the average remuneration of employees workingunder the Project Head?
What are the Employee Saving schemes in areas likepension plans or any other corporate insurance plans?
What forms of savings does the employees are majorlyinto ?
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PROBLEM QUESTIONS :
Are the employees satisfied with the currentlyoffered pension plans?
What are the major drawbacks which the
employee feel about the current corporate savingschemes ,being offered in the company ?
Are they worried about the amount of money
they will receive after retirement ?
Do most of your employees face difficulty in paying
the instalment especially during festival seasons?
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IMPLICATION QUESTIONS :
If the schemes are not affordable then dontyou think that it will be a burden to youremployee Psychologically?
If the employees are feeling burden thendont you think that it will lead to low
performance and satisfaction?
What impact you will face on the Y-O-Ygrowth and the cost incurred if theperformance reduces ?
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NEED PAYOFF QUESTIONS
What if you can provide your employees with
a pension plan which has flexible interest rate
that will keep them stress free about future ?
What if you can provide grace period of 15
days for the employees for the payment of
instalments?
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THANK YOU