Presentation on Field Visit (Eureka Forbes)

Mohit Malviya

Briefing…

• Briefing is till 8 o’clock in the morning• 8:15 to 11:15 is household knocking• 12 to 2 reporting including lunch• 2 to 4 commercial knocking• 4 to 5 reporting• 5 to 8 demos if any/fresh knocking• Last reporting

Hierarchy….

National Head

General Manager

Area Sales Manager

Divisional Sales Manger

Deputy Divisional Sales Manage

Branch Manager

Head of Location

Team Leader

Group Leader

Customer Sales Specialist

Commission Plan & Target Cycle

• 1-5 machines 110 Rs/machine• 5-8 machines 180 Rs/machine• 9-12 machines 210 Rs/machine• 13-15 machines 260 Rs/machine• 16-20 machines 290 Rs/machine * with petrol 2 liter/unit extra

They have a cycle of 28 days and sets target accordingly and they have a weekly closing of 7 days

Territory Design and Routing and Scheduling…

• Territories are designed by the upper level management through considering 4 parameters:

1. Selecting a basic geographical control unit2. Determining the sales potential present in each unit3. Combining units into tentative territories4. Adjusting the differences in coverage difficulty

• They use clover leaf territory shape in which customers are located randomly through a territory

Experience….

• My experience was awesome because I went with the Team Leader Mr. Vijay Bhardwaj and he told me minute things about the knocking, the presentation, greeting, and the way of convincing. He influenced me to knock the door and communicate with the people.

• He is very tactical*• I learned a lot from him and he also said that we

have to submit a daily activity report in which they have the details of the whole day about the field

Learnings….

• Field work is not easy but very interesting• Convincing is difficult• Short-tempered people cannot survive• Work with tactics • Monitoring is not effective• Perception about CSS has changed (appearance,

dressing, communication etc.)• Lack of motivation

Areas of improvement….

• Skilled sales force• Continuous product innovation • Problem should resolve within 12 hours (service)• Proper training and grooming• Effective monitoring• Motivating sales force• Delight the customers with service, response time,

gifts, discounts etc.

thanx