Sales Management Project Report

We were tasked with inter con joineing the gross gross revenue private instructor of a firm, in order to analyze the on the job(p) of their gross revenue plane section. We chose atlas Honda as our corporation for this project and secured an interview with their sales theatre director, and questioned him in level just about(predicate) the operational procedures of the sales department of Atlas Honda. This report contains his responses that vomit up light on the workings of Atlas Hondas sales posture, as well as our evaluation of their sales operations.Selected CompanyAtlas Honda is a joint take chances between Atlas Group of Pakistan and Honda Motor Company of Japan. We chose Atlas Honda as it is the market leader of motorcycles in Pakistan, and thus conducts hefty sales of motorcycles e really month, employing a number of effective sales techniques in order to repre displace sensitive customers and to retain old customers.When asked why he chose to pursue a move in s ales, he expressed his gratification in working to attain a target of sales against his competitors, the incentives offered for achieving more than the target, and the freedom and trigger opportunities that barely a sales job could pop the question. His philosophy regarding his sales c argoner resides in giving a proper output to the customer for the funds spent by him, and to create customer lifetime value and haoma gigantic-term relationships with customers.InterviewQ1. How do you see the marketplace today-changes and trends? Ans. In terms of motorbikes, in that location has non been much of a change in the market in reference to commuter bikes, hence little changes check been made to the quick CD70 model as it is still used as a guileless commuter motorcycle. The CD125 model has received a deluxe edition, giving it a sporty look to appeal to more image conscious segment.The Pridor was introduced as a 100cc sporty bike, targeted at customers who takeed something in between the exist 70cc and 125cc motorcycles. The most significant change in the market has been the development fill in sports bikes. To meet this new growingsegment in the market, we strike launched the Honda CBR150 and Honda CBR500 sports bikes. Atlas Honda confiningly observes market changes and trends and adjusts its product line accordingly.Q2. How do you view the impressiveness of cultural vicissitude in the marketplace? Ans. Here in Pakistan when we talk about cultural diversity, it is not particularly significant in terms of commuter motorcycles, as customers looking for commuting motorcycles generally nonplus the same needs such as low price and economic fuel consumption, making the disagreeence in culture largely ir pertinent. However, diversity in culture has led to a new market of customers who want high-performance sports and ar willing to pay more, a market that we draw tapped with the launch of the CBR150 and CBR500.Q3. How do you define the role of sale s support? How big atomic number 18 ethics? Ans. Sales support forms an important part of the sales department present at Atlas Honda. They assist the sales psyches by variant gist, such as market research, lead generation, making travel arrangements, scheduling meetings, sending out sales materials and review and reporting of sales. As for ethics, we rent al sorts believed in serving the customer in the best execut able-bodied way so as to cultivate long-term relationships.Q4. How do you stick out sales deplume to follow a sales process? Ans. The sales process followed consists of an initial contact, an approach where needs of the customer is tryd, followed by a presentation or proposition, finalizing the sale, and lastly follow up. Salespersons ar encouraged to stiff sales use minimum amount of picks and with minimum sales calls.Q5. How do you organize the sales force-is it local or centralized? Ans. Organization of sales force is localized, that is to say that it is decided upon by the regional sales managers, who set apart the number of salespersons to specific areas based in the amount of current and authorization customers.Q6. How do you select salespersons when positions become vacant? Ans. Our Human Resource department is responsible for hiring of new salespersons. They prepare a list of candidates and determine which candidates are mostsuitable for the position through interviews. Salespersons with prior experience are naturally given preference, however we excessively take fresh graduates, in which case they undergo a short period of training forrader starting work. Q7. How do you train new personnel? Train experient salespersons?Ans. Our training here is genuinely strong because Atlas Group believes very strongly in development of human resources. The more effort is target into developing our human resources the more the company will grow. We generally rid of hiring people from the top universities. Instead, we take mediocre s tudents who are willing to let on and work hard. In this company thither is much to learn and we provide training for new employees. As for training experienced personnel, any year we send our employees to schooling at IBA and LUMS.Additionally, every year one person is selected to study at Harvard University. So training and development is constantly discovered here. Here we throw off SAP system in our computers and for human resource we sire HAY system. So every person is evaluated quarterly and in that respectfore half yearly and thus yearly. Then the company goes over their weaknesses and provides relevant training and coaching to overcome their limitations.Q8. How do you select and interact with partners? chequer sales force size? Ans. We have a system in which we divide Pakistan 7 regions. Every region has a head called regional Manager. Then higher up him on that point is a National Manager. Then on that point is superior general Manager Marketing. Then Vice P resident Marketing. And then on that point is CEO. Every region has a geographical distribution in which there whitethorn be four or five territories according to that area. We disembowel territories under the regions. In every territory under the Regional Managers there is a offer of Sales, a Head of Services and a Head of Parts. Q9. How do you motivate the sales force? Use monetary and non-monetary incentives? sensed success of these actions? Ans. There is a monthly target which the salesperson has to achieve and upon achieving that target he gets an annual raise. We use a scale to discipline how good a salesperson is at closing sales. If he is close to the target that means its fair. If he achieves his targets that means his is good. If he goes 10% above his target that means he is very good. If he goes beyond that then it means that he is outstanding.So basically there are four categories on which a salesperson is evaluated for the raise in his salary fair, good,very good, e xcellent. Additionally, the wages for salespeople is that after a year or two there are foreign vacations awarded to them. They whitethorn win by achieving the most sales. They are sent to places like Europe, Brazil etc. They get extra money for it in addition to the vacation to enjoy and relax.Q10. How do you reimburse the sales force for expenses?Ans. Laws are defined here for the reimbursement of expenses. No one is allowed to interfere whether it may be Vice President or General Manager. The laws defined here are working on two systems. The first is called Management executive director Committee (MEC). Then there is Group Executive Committee (GEC). notwithstanding GEC has the right to change laws because only high profile members are allowed in it. So everything is defined.Every person has a grade wise allowance. Kilometers are standardized. Whether a General Manager uses it or may it be an ordinary sales representative. It is already defined that a particular amount per kilo meter would be paid when travelled. If he has to stay overnight then there is hotel allowance. If there is no hotel then there is an independent allowance given to that person. So a healthy amount of incentives are given and they are understandably defined and no one can misuse them.Q11. How do you evaluate the sales force? Frequency and methods? Ans. As I have mentioned we have got HAY system in which objectives are defined. They are evaluated on quarterly, half yearly and yearly basis. After three months an analysis is done on the objective to check whether that salesperson is achieving his target or not. We work on a PDCA format which is Plan Do Check Action. We see whether the targets are being achieved or not. If they are, then good.If not, then we examine targets are not being achieved. What were the problems faced and how can we counter them? This is PDCA. Every persons job is defined. What he has to do, what he doesnt, and his responsibilities. He knows the result that he ha s to pass water after a year. Hence, salespersons are evaluated on their achievement of target sales.Q12. How do you play a role in forecasting? What methods are utilized? Ans. For forecasting basically two methods are used. One of them is by usinghistorical growth data. We take the data of last three years, sum it up and forecast the market growth. Then there are assumptions and customs duty of alpha. Factors like history, assumption and the economy are always studied well when forecasting.Q13. How do you contribute to the firms strategies and annual planning? Ans. As a sales manager, the forecasts that are generated by my department happen upon the companys strategies and operations. For example, new strategies may need to be formulated when attempting to track new markets, or when introducing new products into existing markets. Forecasts of sales also affect the company, for example if forecasts show an increase in sales, then more salespersons may need to be hired.Q14. How do you utilize CRM and practice relationship selling? Ans. It has been almost 50 years since people are related to this company. By this you can imagine the worth of the company. Atlas Honda has worked hard to develop brandmark loyalty with its customers. We are providing our customers with services throughout Pakistan. There is hardly a single town where you cannot find a Honda service facility. Almost every city has got Hondas sales dealerships. At this very moment there are 650 dealers across Pakistan. Then we have developed the 5S concept as opposed to the 3S concept.Normally companies provide only 3S that is Sales, Service and Spare parts. But in addition to that we also provide additional Second exchange which means you can trade in your old motorcycle for a new one. Then there is Safety. Then to satisfy the customers we have customer vexation department. Theres a telephonic department which takes care of the customers. We are going to introduce new CRM software next month . If you buy a motorcycle today all your information will be entered. earlier issues will also be displayed in it. You would be greeted by your scream upon calling the department and your picture will also be shown.Q15. How have you successfully managed portfolio of products? Ans. We currently have 7 models in production. Everything is controlled by the General Manager. We have a very big setup. A very immense one. There are many things under the General Manager which are being monitored by dissententpeople. We have a department of product planning. All the pros and cons of all models are discussed there. Then the marketing department is also related to them.They decide the best way to sell the product. There are no bookish systems here in this company as you study in the university. Many of the books and theories that you have studied, you wont find them here. We have got a very straight system here. Theres only one channel of distribution. The company makes the product and then gives it to the dealer. There is no such thing as sales dealer or this and that dealer. more(prenominal) than 90% of the planning done here is successful.EvaluationQ1. How effective is this sales manager? Ans. He is a very effective sales manager. He has efficaciously organized the sales force in such a way so that no territory is left out. He is vigilant about providing training to employees so that their skills may be developed and they are able to work to their full potential. He is a good leader and actively motivates his sales force to achieve their targets and instructs his sales force to foster long term relationships with their customers.Q2. Which of his/her activities are reflective of what you learned in class and what activities differ? Ans. He organized his sales force and divided the market into territories in order to use his sales force efficiently. He instructs his sales force to use CRM to better manage and service customers and to retain their information about previous purchases and problems for easy access. He gives great importance to training and developing his salespeople so that they may overcome any weaknesses. And he gives great importance to generating customer relationship value rather than just making a one-time sale to a customer.Q3. How do they differ and why do they differ? Ans. There is hardly anything among his activities as sales manager that differs from what we studied in class, as he has organized and developed his sales force very effectively, hardly leaving any room for improvement.