revealing eureka forbes
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Transcript of revealing eureka forbes
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Revealing truth behind
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Company history
Started in 1982 in Mumbai with 20 sales representatives Products –euro clean vacuum cleaner ,aqua guard Announced a nation wide customer service no, to handle complaints. No competitors in market,
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Earlier Sales
Strategy
Extensive Presentati
on
Demonstration
Customer Objection Handling
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Powerful
presentation
Magical Demonstrati
on
Customized Customer Object
Handling
New Wave of Sales
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All in one place
All in one place
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Old Strategy New Strategy
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No of customersSales
Comparative study of Old and New Strategy
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TOPArea sales
managersSenior divisional
sales managersDivisional sales managers
Deputy divisional sales managers
Head customer sales specialist
Customer specialist
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Introduction of Euro Champ
• Heart of EFL organization
• Bridge between organization and customer
• A friend in a stranger
• An educator to the consumer
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A day in the Life of a Euro Champ
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News paper adds
Flyers
Billboards
Posters
Recruitment
Friend-get –a friend
OYBS
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KEY REQUIREMENTS
Read and write English and local language.
2 yrs university education, graduation preferred.
Must be friendly with housewives.
Understands customer mood and circumstance.
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TRAINING
2 day handbook training Learning by experience Both field and classroom
training
Transfo
rmation
Boy
Man
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3 times a day meeting
Monthly feedback
review15 days
review on performance
Monitoring of Performance
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SalesAnnual qoutaMonthly qouta
Type Sales Demonstration
Annual quota 96 60
Monthly quota
8 5
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Earlier Compensation and Reward Plan
• Base compensation- Rs 200 per month.• Non 2 wheelers- Rs 500 per month travel compensation.• Contingency compensation scheme• Friendship chain plan• The silver circle club• The champions club
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Downfall - Continuous Rejection
Reasons
1. More concentrated on completion of demo Uncleaned /damaged product
2. More dependable on field managers3. Lack of formal training
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Overcoming the Problems
Formalized training
Bettering the Best
CRCTC BONU
S
Feel good policy
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Targets• Improving moral spirit
of sale steam• Increase in confidence• Reducing big goals to
small targets
Concerns• More interested in
earning bonus than closing deal.
• Non performers would become more lazy
Result- Improve in productivity and quality of sales
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NEXT !
Friend For Life VISION and MISSION
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FINAL COMMENT
BAD AFTER SALES
SERVICE
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THANK YOU