Industry- Home Dcor and Utility Sector Company- UA Consultants, Faridabad

Profile Established in the year 2001, UA Consultants, are renowned buying and sourcing agents engaged in catering to the varied needs of handicraft and gift items all across the global markets. Company deals in supplying and exporting of variety of products such as lighting, seasonal, house wares, home decor, home improvement products, patio & garden, textiles, furniture & rugs.

Process: Shipping and Logistics: UA Consultant has strategic alliances with freight forwards and customs brokers which not only ensure that the process of shipping is within vendors control, it also saves clients substantial sums of money in terms of freight costs. Their is a certain advantage in shipping volume and signing bulk contracts from Asia and UAC in-turn use this fact as an advantage for clients

Door Step Delivery: A unique to facility for UAC clients to sit back and relax!! UAC ensures the goods are received at clients port, custom cleared and transported to clients appointed ware house or client destination with minimal handling at their end. UAC has back hand tie-ups with UPS, Fritz, FedEx and a few other area specific companies who specialize in destination delivery services.

Sales Organization and Sales Culture in UAConsultants

UA Consultant comprises a team of around 10 sales personnel which also has its hands in its marketing team as well. Company has its buyers operating in various parts of the world i.e. USA, Mexico, Germany, China, Hong Kong etc. Sales personnel reports to their designated team incharge who acts as a link between the team and companys owner, Mr. Ajay Abrol.

Buyer
Sales Head
Sales Agent Demonstrator and Designer

Business Owner
Merchandiser

Buyer places its order with pertaining requirements to sales head as well as the business owner. Buyers and sales personnel & business owner are generally brought into contact through electronic platforms like Alibaba.com, indiamart.com or various trade fares organized countrywide. Sales head many sales agents under him and also the demonstrator and designer.

Personal Selling Process No personal selling is involved in the business process of UA Consultants as the process is business to business. Sales agent gets the buyers from numerous online platforms and then makes the buyers to meet with their requirement by arranging vendors.

Recruitment, Selection and Training of Sales Personnel Sales personnel are recruited by the HR manager. HR prepares the job description and look for the suitable candidate to fill the vacancy. Sales manager/head makes the HR manager aware about his requirement for example how much work experience is required, what is the required skill set etc. Candidates dont approach the HR manager directly, whereas company has the tie-ups with various manpower consultant firms who hunt for the suitable person for the job. References by the staff are also entertained by the management. Once an HR finalizes the candidate, he is in. UA consultant believes to provide three months training to its new employee regardless of the work experience he holds. Although basic salary is provided to the employee during this training period. Candidates are made clear about the product which they are going to sell to the buyer. Cross culture communication is of high significance here so sales people are trained by the sales head on this front as well like mail format etc.

Territory and Quota Management

Because of export business, territory has no limits here. Buyers are located at various parts of the world like Mxico, US, UK, China, Germany etc. So sales personnel operates without any significant territory. However quota, which means quantitative targets, is being allocated to the sales persons. This year sales department got a target of generating revenue of $50,000. Getting new buyers is also under this quota so that sales team would get a large buyer which himself can contribute a lot to meet this target by placing a bulk order to UA consultants.

Compensation and Motivation

Compensation is generally made to the salesman on the amount enclosed in invoice. Compensation lies between 2-5%. If invoice value and buyers order is small then compensation also declines to 2% whereas if the buyers is consistently placing order or the order is cooperatively large then the compensation on invoice reaches to 5%. Sales personnel get appropriate reimbursement of 100% of telephone bills, travelling allowance etc. But otherwise no motivation workshops are being conducted in UA consultants.

Evaluation of Sales Personnel

Sales personnel are evaluated on various parameters. Primarily, sales personnel are appraised on the target accomplishment. Higher the revenue generated, better is the performance. Sales personnel are supposed to fetch not only the new buyers but also to sustain the existing ones. UA Consultant believes in the policy that cost incurred is sustaining the previous buyer is far less than creating a new buyer. Sales personnel also visit many international fares in order to meet the buyers there and hammer the nail there itself. Getting a buyer means negotiation was fruitful and worthy.

Global sales management

Entire above mentioned process is thoroughly the part of global sales management in UA consultants.