revealing eureka forbes

Revealing truth behind

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,

Earlier Sales

Strategy

Extensive Presentati

on

Demonstration

Customer Objection Handling

Powerful

presentation

Magical Demonstrati

on

Customized Customer Object

Handling

New Wave of Sales

Click icon to add picture

All in one place

All in one place

Old Strategy New Strategy

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No of customersSales

Comparative study of Old and New Strategy

TOPArea sales

managersSenior divisional

sales managersDivisional sales managers

Deputy divisional sales managers

Head customer sales specialist

Customer specialist

Introduction of Euro Champ

• Heart of EFL organization

• Bridge between organization and customer

• A friend in a stranger

• An educator to the consumer

A day in the Life of a Euro Champ

News paper adds

Flyers

Billboards

Posters

Recruitment

Friend-get –a friend

OYBS

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.

TRAINING

2 day handbook training Learning by experience Both field and classroom

training

Transfo

rmation

Boy

Man

3 times a day meeting

Monthly feedback

review15 days

review on performance

Monitoring of Performance

SalesAnnual qoutaMonthly qouta

Type Sales Demonstration

Annual quota 96 60

Monthly quota

8 5

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

Downfall - Continuous Rejection

Reasons

1. More concentrated on completion of demo Uncleaned /damaged product

2. More dependable on field managers3. Lack of formal training

Overcoming the Problems

Formalized training

Bettering the Best

CRCTC BONU

S

Feel good policy

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

NEXT !

Friend For Life VISION and MISSION

FINAL COMMENT

BAD AFTER SALES

SERVICE

THANK YOU