Professional Documents
Culture Documents
Dhananjay Ghatole 209 Sameer Sawant-242 Jignesh Mehta- 232 Vinod Punjabi-249 Aniket Shah-49
Company Profile
The products basically cover Vacuum Cleaners, Water Purifiers, and Air Purifiers. Employees 9,400 Workplace locations 243 Business units 4 Unique roles 106 Concept of councillors and senators
Sales Approach
Involves three steps: Cold calls are made Product demonstrations conducted, EuroCleans (Vacuum Cleaners),Aquaguards (Water Purifiers),Euroair are then sold by the EFL field sales force.
Organisation
The Eurochamp
Attitudes and skills required Minimum 2 years university education, graduates are preferred High achievement drive Reasonable spoken communication Interpersonal skills Perseverance Financial requirements
Training
New recruits are given 2 days to go through the handbook. They then spend 1/2 weeks shadowing a senior sales representative before being assigned their own sales territories and quotas. A 7-day training program called My First Week at EFL is provided and 2 days are given to absorb the information from this training. Supplementary materials are distributed during the program including a booklet detailing EFLs code of conduct and information on the OYBS(Own Your Bike Scheme). Manuals are translated into the local languages.
Supervision
Reporting and feedback is 3 times in a day, At the morning meeting before heading out on cold-calls; At the midday meeting to report on door knocking results and morning demos; And at the end-of-day review to register afternoon follow ups, demos, and sales numbers.
A EuroChamps base compensation includes : Salary rent allowance a special pay a demo allowance (for customer sales specialist probationers), a leave travel concession, a holiday bonus, medical reimbursement,
Evaluation and Compensation total sales, and Base salary is scaled against length of service,
average sales over the last 6 months .
A contingency compensation scheme based on number of units sold could be invoked in the event of marriage or hospitalization. Confirmed EuroChamps who maintain contact with or retrained a customer 3 months and 6 months from date of purchase can earn an additional Rs. 30 and Rs. 40, respectively. Payment under this plan, termed the Friendship Chain, can not exceed Rs. 600 per month.
EFL Compensation Scheme: Front Line, (Rs. per month, approximate figures
EFL Compensation Scheme: Front Line, (Rs. per month, approximate figures
EFLs 10 Commandments
Doesnt reward only on sales volume Points are given on successful completion of various stages of selling process and compensation linked to the points scored
Summary
It has well organized sales force which includes focused leadership by EuroChamps. Each EuroChamp has the groups working under him. EuroChamps have strict daily routine activities like Daily activity reports, collecting payments etc. EFL provide well organized training programs for new recruiters. Work takes place under proper supervision.