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SM TECHNOLOGY LTD Developing Sales and Distribution Strategies
NewGate India
SM TECHNOLOGY LTD. Company Background
Company Philosophy
7/8/2010
2
• Established in 1999.
• Service launched in INDIA in 2001
• Provides one of the inventory to the marketplace
focused on semiconductor manufacturing.
• Has operations in 20 countries across 5 continents
• Across 10 major cities in INDIA
• Mr. SATISH MEHTA is the CEO of Indian
operations
• Company registered office in Mumbai
.
company philosophy is to provide the best
equipment available in the marketplace at a
competitive price and our mission is to focus on
customer satisfaction.
Website: http://smteco.com/
. Group-5
SM TECHNOLOGY LTD
7/8/2010 Group-5
3
S T
P
• Corporate
• Domestic users Target
Customers
• Broadband
• Internet Segmentation
• Fantastic surfing
• Downloading speed Positioning
SM TECHNOLOGY LTD
7/8/2010 Group-5 4
PRODUCT
PLACE
PROMOTION
PRICE
4P’s of MARKETING
SM TECHNOLOGY LTD.
7/8/2010 Group-5 5
PRODUCT
PLACE
PROMOTION
PRICE
4P’s of MARKETING
Product
Services
Features
• Fiber optic telecom network
• Broad band internet service
• Data connectivity
• Voice Connectivity
• International Bandwidth
• Managed Services
• Fantastic Surfing
• Downloading speed
• Live Audio & Video
• Chat & Gaming
SM TECHNOLOGY LTD.
7/8/2010 Group-5 6
PRODUCT
PLACE
PROMOTION
PRICE
4P’s of MARKETING
•Vishakhapatnam • Bangalore
• Chennai
• Hyderabad
• Delhi
• Mumbai
• Pune
• Surat
• Ahmedabad
• Baroda
WEST NORTH
EAST SOUTH
SM TECHNOLOGY LTD
7/8/2010 Group-5 7
PRODUCT
PLACE
PROMOTION
PRICE
4P’s of MARKETING National &
International Trade show
Internet
Exhibitions Telecom Journals
Exhibitions
Sponsors for cricket
Matches
Third party References
SM TECHNOLOGY LTD
7/8/2010 Group-5 8
PRODUCT
PLACE
PROMOTION
PRICE
4P’s of MARKETING
PRICE ___________________________
Company’s internet telephony service was a great cost saver
for users to wanted to make international call to their near
& dear ones.
COMPETITORS
7/8/2010
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COMPETITORS
SALES STRATEGY
SALES STRUCTURE
DISTRIBUTION CHANNEL
SALES STARTEGY
7/8/2010
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10
SALES STRATEGY
COMPETITORS
SALES STRUCTURE
DISTRIBUTION CHANNEL
Corporate Sales force
(B2B)
Sales engineers
( Direct employees)
Fixed salary
+
Commission (Based on
Performance)
Domestic Sales force
(B2C)
Contract Based
Straight Commission
Method
SALES FORCE
SALES STARTEGY
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SALES STRATEGY
COMPETITORS
SALES STRUCTURE
DISTRIBUTION CHANNEL
Salespeople were given sales quota ( target)
Further divided to weekly & daily sales target
Salespeople had to submit daily report
No chance of any manipulation
Over promising of customers not allowed
Daily sales report:
1. Client Visit
2. Competitors’’ price
3. Strength &Weakness
REQUIRED SKILLS & TRAINING
7/8/2010 12
SALES STRATEGY
COMPETITORS
SALES STRUCTURE
DISTRIBUTION CHANNEL
Technical knowledge
Communication skill
Negotiation Skill
Selling Skills
ORGANIZATIONAL SALES STRUCTURE
7/8/2010
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SALES STRUCTURE
COMPETITORS
SALES STRATEGY
DISTRIBUTION CHANNEL
LINE SALES ORGANIZATION
BRANCH HEAD
Sales
Manager-Corporate
Assistant Sales
Manager-Corporate
Salespersons-Corporate
Sales
Manager-Retail
Assistant Sales
Manager-Retail
Salespersons-Domestic/home
Distribution Channel
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DISTRIBUTION CHANNEL
COMPETITORS
SALES STRATEGY
SALES STRUCTURE
• Ensuring long term business relationship
• Ensuring customer satisfaction Sales force
• Online selling
• Order from home Website
• Proposal, sales presentation
• Negotiation & closing the sale Tele-
marketing
• Installation
• After Sales Service Engineers/
Technicians
15
SM TECHNOLOGY LTD Developing Sales and Distribution Strategies
NEW STRATIGIES / TACTICS
TO ACHIEVE TARGET
TARGET : 40% growth in sales
New strategies & Practices
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•Vishakhapatnam • Bangalore
• Chennai
• Hyderabad
• Delhi
• Mumbai
• Pune
• Surat
• Ahmedabad
• Baroda
WEST NORTH
EAST SOUTH
Expand their broadband services in non targeted Eastern & Northern Region. Industrial Hubs like Kolkata,Noida, Gurgaon, Bhubhaneswar, can be targeted.
New Promotional Stratigy
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Co-branding
Discounts at Retail Outlet
Free trial offers
Catalogue Marketing
Television Advertisement
New Promotional Stratigy
Distribution Channel
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• Selling done by Retail outlets
• Available in major electronics stores
Retail outlets
• Advertisment of products
• Order through toll free numbers bottom the screen
TV SHOPPING
ORGANIZATIONAL SALES STRUCTURE
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LINE SALES ORGANIZATION
SALES TRAINING MANAGER BRANCH HEAD
Merketing Research Manager
Sales
Manager-Corporate
Assistant Sales
Manager-Corporate
Salespersons-Corporate
Sales
Manager-Retail
Assistant Sales
Manager-Retail
Salespersons-Domestic/home
Promotional Manager
REQUIRED SKILLS & TRAINING
7/8/2010 20
Leadership Skills
Problem-solving skills
Supervising salesperson
Ability to read customer’s mind
Separate training
__________
For corporate & domestic salesperson
On Job Training
__________
Salesperson should be given on field training to have a better understanding
Feedback & Assesment
Salesperson performance should be assesed frequently from the customers
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