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Sales Management and Sales Promotion

Assignment No. 2

Submitted by :

Saran. I

MMS-Marketing

Submitted to :

Prof. Manish Sharma.

Dilkap Research Centre and Institute of Management Studies. 

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1.  You have been asked by TATA Motors to design a Sales Plan for the

“TATA NANO” in Tier II towns of India. Keeping the target population and

the price in mind, discuss how you will decide the number of Salesmen to

cover each territory. Name 3 routing patterns followed by Sales People for

territory coverage.

  :

Tata Nano is the cheapest car in the world. It is sold in home country India around Rs 1-

lakh i.e approximately USD 2000. It is manufactured by Tata Motor Limited, the largestautomobile company in India. It’s Chairman, Mr Ratan Tata envisions that Tata Nano to

become

a “People’s car which is affordable by almost everybody. Tata Nano was first launched in

India.

on 1st April 2009 and expected to be in Indian market by July 2009. Since launching, it hascreated a huge buzz all over India. Within the first two days of launching, it has received

5500 booking. The figures keep increasing every day since the launching.

What makes Tata Nano so cheap? Basically, by making things smaller, lighter, do away with

superficial parts and change the materials wherever possible without compromising the safety

and environmental compliance. It is said that Tata Nano has better mileage than Toyota Prius

and same gas emission as a scooter.

1.  Summarize Your Objectives

2.  Identify the Strategic Objectives

3.  Assess Prior Sales Performance

4.  Segment Your Customers5.  Set This Year's Objectives

6.  Develop Territories Action Plans

7.  Develop Key Accounts Plans

8.  Measure and Monitoring Results

9.  Establish your Annual Sales Planning Cycle

10. Write the Executive Summary

  Objectives: Any company ”s or sales manager “s basic objective is profit and to increase the

sales.

  Sales Performance : The sales manager must be updated with the annual sales of nano so the

sales actual performance and forecasting can be done.

  Segment Your Customers : According to income, and customer”s need. Middle class and

compatible family car(nano) .

   Territories Action Plans: Define your high performing territories and target that territories

that vehicles are used frequently and as the modes of transportation.

   Develop Key Accounts Plans : Maintain accounts of sales and profit of nano.

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Tier II towns of India Chandigarh, Pune, Visakhapatnam, Vijayawada, Mangalore, Mysore,

Kochi, Coimbatore, Madurai, and Tiruchi etc. are the cities which are developing because of 

new companies . But still the major population of these cities are middle class , so targeting

low income and middle class families nano has been designed and priced low. It’s thecheapest family and compatible car up to date.

Each Territory will be divided in 4 Zones (East, West, North, and South). in each zone there

must be a sales manager and 24 sales men. The sales manager will report directly to the

manager of Tata Motors.

Routing patterns followed by sales people for territory coverage are:

•  1) Scheduling: Scheduling is planning a salesperson’s visit time to customers. It deals

with time allocation issue.

•  2) Time Management Tools: To help outside salespeople to manage their time

efficiently and productively, the tools available are: laptop, internet, cell phones.

•  3) Sales Quotas : Sales quotas are sales goals or targets set by a company for its

marketing / sales units for a time period.

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  SEVEN STORES. 

COMPENSATION PLAN - SALESPERSON

Date of payment: 31/ 10/2010. 

Employee’s Name: ..XYZ..

Job Title : Sales Representative

Employee ID: SR01122

Manager’s Name: ABC

Salary: Rs.25,000 per month

Wages  – worked at ordinaryhourly rate

Nil Nil

Wages for additional hours workedto be off-set against Commission

Nil

Wages –

Worked at Sunday rate If Sunday(whole day) is part of normal 

working week  

Public holiday(s) 3

Gross Salary 25000

Provident Fund 2000

TA650

DA 400

Annual leave

Deductions Total 3050

Bonuses & Fringe Benefits (if applicable)

2800

Advance / Commission (Commission Of Extra Sale)

1500

Net Salary  26250

Particulars Amt