8/13/2019 BSS Assignment

1/14

GROUP NO:1

Akshay Lakshman K

Anoop K Zachariah

Ashwin A

Marthandan.R.B

Ranjini E R

Sruthi M

8/13/2019 BSS Assignment

2/14

B2B Sales in ICICI Prudential

Name : Shyam Sai

Designation : Executive Business Manager (EBM-1)

ICICI Prudential, Trivandrum

Industry : Insurance

Experience : 9 years

Client : Allianz Cornhill employees

8/13/2019 BSS Assignment

3/14

B2B Sales Process

8/13/2019 BSS Assignment

4/14

INTRODUCTION

The present assignment explains one of the B2Bsales deal undertook by Mr Shyam Sai, working asExecutive Business Manager (EBM-1) in ICICI

Prudential with an experience of 9 years withICICI .

One of the B2B sales regardingpension plan offered by ICICI to the employees of

Alliance Cornhill is used as reference for theassignment. In this, the main phases of doing anactual B2B sale have been explained.

8/13/2019 BSS Assignment

5/14

8/13/2019 BSS Assignment

6/14

B2B Sales with Allianz Cornhill

Allianz Cornhill is one of the largest general insurance companieswith a premium income of 1.8 billion.

AC brings together the financial strength and global reach of Allianzwith the local expertise and reputation for customer services whichis its trademark.

Allianz Cornhill has more than 4000 employees on its rolls.

ICICI Prudential entered into a B2B sales with the employees ofAllianz Cornhill through their HR department.

8/13/2019 BSS Assignment

7/14

Continued

The employees were approached through pension planschemes referred to as ICICI Pru Easy Retirementwhichis offered by ICICI Prudential.

This B2B sales process mainly included : Need Recognition

Evaluation of Options

Resolution of Concerns

Decision Implementation

Change over time

8/13/2019 BSS Assignment

8/14

Recognition of Needs

(Importance of Savings)

Evaluation of Options

(Fixed Deposit,

Real Estate, Gold savings)

Resolution of Concerns

( Eliminate the doubts

regarding risks in

investment )

Decision

(Convince the client upon

the advantages of pension

plans and the returns in the

future)

Change over time

( Brings new pension plan

schemes developed

through client research)

8/13/2019 BSS Assignment

9/14

ACCOUNT ENTRY STRATEGY

Focus of Receptivity : HR department , Allianz Cornhill

Focus of Dissatisfaction : Project Head, Allianz Cornhill

Focus of Power : Employees ( clients ),Allianz Cornhill

8/13/2019 BSS Assignment

10/14

SPIN Model

SITUATION QUESTIONS :

What is the current financial position of the company ?

What is the average remuneration of employees workingunder the Project Head?

What are the Employee Saving schemes in areas likepension plans or any other corporate insurance plans?

What forms of savings does the employees are majorlyinto ?

8/13/2019 BSS Assignment

11/14

PROBLEM QUESTIONS :

Are the employees satisfied with the currentlyoffered pension plans?

What are the major drawbacks which the

employee feel about the current corporate savingschemes ,being offered in the company ?

Are they worried about the amount of money

they will receive after retirement ?

Do most of your employees face difficulty in paying

the instalment especially during festival seasons?

8/13/2019 BSS Assignment

12/14

IMPLICATION QUESTIONS :

If the schemes are not affordable then dontyou think that it will be a burden to youremployee Psychologically?

If the employees are feeling burden thendont you think that it will lead to low

performance and satisfaction?

What impact you will face on the Y-O-Ygrowth and the cost incurred if theperformance reduces ?

8/13/2019 BSS Assignment

13/14

NEED PAYOFF QUESTIONS

What if you can provide your employees with

a pension plan which has flexible interest rate

that will keep them stress free about future ?

What if you can provide grace period of 15

days for the employees for the payment of

instalments?

8/13/2019 BSS Assignment

14/14

THANK YOU