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Good Afternoon & Welcome ! SSA HEAD MEETING on 6 th & 7 th November’2008 @ Bhubaneswar ORISSA...
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Transcript of Good Afternoon & Welcome ! SSA HEAD MEETING on 6 th & 7 th November’2008 @ Bhubaneswar ORISSA...
![Page 1: Good Afternoon & Welcome ! SSA HEAD MEETING on 6 th & 7 th November’2008 @ Bhubaneswar ORISSA TELECOM. CIRCLE 07-11-2008.](https://reader035.fdocuments.us/reader035/viewer/2022062314/56649dff5503460f94ae798d/html5/thumbnails/1.jpg)
Good Afternoon &
Welcome !
SSA HEAD MEETING on
6th & 7th November’2008 @
Bhubaneswar ORISSA TELECOM. CIRCLE
07-11-2008
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Presentation
on
“Formation of SALES TEAM in BSNL”
An Evaluation & Appraisal by
J.GANTA General Manager (Marketing)
ORISSA TELECOM. CIRCLE
07-11-2008
![Page 3: Good Afternoon & Welcome ! SSA HEAD MEETING on 6 th & 7 th November’2008 @ Bhubaneswar ORISSA TELECOM. CIRCLE 07-11-2008.](https://reader035.fdocuments.us/reader035/viewer/2022062314/56649dff5503460f94ae798d/html5/thumbnails/3.jpg)
Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
Formation of Sales team in BSNL
SALES TEAM for BSNL SALES TEAM for BSNL
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Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
Ref : No: 5-1/2008-Restg, Dtd: 10th October’2008
Highlights :
• Focus for acquisition of New Customer in the areas of GSM, WLL, Broadband, PCO Leased line etc.
• Curving out of suitable staff to the extent of 20% of total manpower.
• Each Circle shall form about 250-300 Sales team.
• Team leader shall be JTO/SDE/Sr. SDE.
• Each team leader shall have 4-6 teams which in turn will consist of 4-6 members comprising Phone Mechanic & TOAs etc.
• The responsibility of the Sales teams would be for selling the products on LL, BB, CDMA, GSM Mobile, PCOs, Leased lines etc.
Formation of Sales team in BSNL
![Page 5: Good Afternoon & Welcome ! SSA HEAD MEETING on 6 th & 7 th November’2008 @ Bhubaneswar ORISSA TELECOM. CIRCLE 07-11-2008.](https://reader035.fdocuments.us/reader035/viewer/2022062314/56649dff5503460f94ae798d/html5/thumbnails/5.jpg)
Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
Depending on the Business needs of an SSA….• More than one team leader can be assigned to a given product
OR
One team leader can be given responsibility for more than one product.
• The team leader shall report Asst General Manager (Sales).
• 5-6 teams shall report to an AGM.
• SSA head shall be responsible for the sales target.
• SSA head also shall be responsible for monitoring the achievement of Sales & also take corrective measures to achieve the target.
Formation of sales team in BSNL ….
![Page 6: Good Afternoon & Welcome ! SSA HEAD MEETING on 6 th & 7 th November’2008 @ Bhubaneswar ORISSA TELECOM. CIRCLE 07-11-2008.](https://reader035.fdocuments.us/reader035/viewer/2022062314/56649dff5503460f94ae798d/html5/thumbnails/6.jpg)
Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
• In the Circle there will be 3 Business head, of the rank of GM/DGM
• Each Business head have the responsibility for a group of service….. Viz:
Group I : GSM MobileGroup II : Landline & BroadbandGroup III : CDMA, PCO & Leased line services.
• Training to all selected staff for 2 days.
• Incentive package shall be worked out for each sales team. • Number of sales team formed shall be conveyed to BSNL HQ.
Formation of Sales team in BSNL ….
![Page 7: Good Afternoon & Welcome ! SSA HEAD MEETING on 6 th & 7 th November’2008 @ Bhubaneswar ORISSA TELECOM. CIRCLE 07-11-2008.](https://reader035.fdocuments.us/reader035/viewer/2022062314/56649dff5503460f94ae798d/html5/thumbnails/7.jpg)
Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
• To push our products with Customers.
• Majority of work force of our competitors are used for Sales promotion. Ideally 60% of total strength should be in sales team for a organization like ours.
• Our revenue has fallen due to fall in net addition in Customer base.
• Majority of our staffs having so much of experience is posted in landline segment where the prime works of providing new connections have
drastically reduced.
Why Sales team ?
Formation of Sales team in BSNL
![Page 8: Good Afternoon & Welcome ! SSA HEAD MEETING on 6 th & 7 th November’2008 @ Bhubaneswar ORISSA TELECOM. CIRCLE 07-11-2008.](https://reader035.fdocuments.us/reader035/viewer/2022062314/56649dff5503460f94ae798d/html5/thumbnails/8.jpg)
Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
• Selling is the key activity in marketing; most tangible result of the marketing activities
• Direct or personal selling is one of the ‘PROMOTION’ activities in marketing; other promotional activities are “Advertisement, Sales Promotion, and Publicity”.
• Marketing decision guide Sales management objectives
• Sales functions are part of the wider Marketing Functions
Sales Vrs. Marketing
Formation of Sales team in BSNL
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Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
Tasks performed by Salespersons in general ….
• Prospecting
• Targeting
• Communicating
• Selling
• Servicing
• Information gathering
• Image building
• Allocating
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Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
BSNL Sales Force : Role & Responsibility
The job of sales team will be to monitor and increase the retail sales of following BSNL products and services
- Landline
- Broadband
- CDMA
- GSM
- PCOs
- Leased Lines
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Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
BSNL Sales Force : Role & Responsibility
It aims to push our products & services to customers through:
• Personal Selling
• Direct marketing
• Channel Partners
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Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
BSNL Sales Force : Role & Responsibility
Channel Management:
• External: Franchisee/ Post Office/ DSAs/ PCO Operators etc.
• Internal : CSCs / Sales Team
- Assigning and Monitoring of Sales targets.
- Ensure availability of Products for all channels
- Delivery of products and collection of CAF etc.
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Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
The Personal Selling - Process
Prospecting and Qualifying :
Prospecting: identifying potential customers
Qualifying: Screening leads
Pre-approach :Learning as much as possible about a Prospective customer prior to making a sales call.
Approach : Stage where the salesperson meets the Customer for the first time
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Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
The Personal Selling - Process
Presentation and Demonstration :
• Benefits of the product are presented/demonstrated
• Understanding prospect needs is key
Handling Objections and Closing :• Asking for the order
Follow-up :• Helps, which ensures customer satisfaction
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Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
BSNL Sales Organization : CIRCLE
Circle Level :
3 Business Heads (GM or DGM) directly reporting to CGM
- GSM Mobile- Landline & Broadband- CDMA, PCO & Leased Line
Circle will have 250-300 Sales Team
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Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
BSNL Sales Organisation : SSA
• Team Leader will report to Asst General Manager(Sales). 5-6 Team Leaders will report to one AGM(Sales)
• Team Leader will be of the rank of JTO/SDE/Sr.SDE will head 4-6 sales teams
Team will consists of 4-6 members (TOAs, Phone Mechanics etc.)
![Page 17: Good Afternoon & Welcome ! SSA HEAD MEETING on 6 th & 7 th November’2008 @ Bhubaneswar ORISSA TELECOM. CIRCLE 07-11-2008.](https://reader035.fdocuments.us/reader035/viewer/2022062314/56649dff5503460f94ae798d/html5/thumbnails/17.jpg)
Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
BSNL Sales Organisation : SSA
• Responsibility of sales team in SSA will be selling one of the products (Landline, Broadband, CDMA, GSM, PCOs or Leased Line)
• Depending on the business need of an SSA more than one team leader can be assigned to a given product or one team leader can be given responsibility for more than one product.
![Page 18: Good Afternoon & Welcome ! SSA HEAD MEETING on 6 th & 7 th November’2008 @ Bhubaneswar ORISSA TELECOM. CIRCLE 07-11-2008.](https://reader035.fdocuments.us/reader035/viewer/2022062314/56649dff5503460f94ae798d/html5/thumbnails/18.jpg)
Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
BSNL Sales Organization : SSA
• SSA heads shall be responsible for the Sales target assigned to them.
• SSA heads will assigned individual targets to AGMs and Team leaders.
• Achievement of sales will be monitored on daily basis and will take necessary corrective measures to achieve the targets.
![Page 19: Good Afternoon & Welcome ! SSA HEAD MEETING on 6 th & 7 th November’2008 @ Bhubaneswar ORISSA TELECOM. CIRCLE 07-11-2008.](https://reader035.fdocuments.us/reader035/viewer/2022062314/56649dff5503460f94ae798d/html5/thumbnails/19.jpg)
Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
Managing the Sales FORCE :
• Selecting the Sales Personnel
• Training the Sales Force
• Supervising the sales force
• Motivating the sales force
• Evaluating the sales force
![Page 20: Good Afternoon & Welcome ! SSA HEAD MEETING on 6 th & 7 th November’2008 @ Bhubaneswar ORISSA TELECOM. CIRCLE 07-11-2008.](https://reader035.fdocuments.us/reader035/viewer/2022062314/56649dff5503460f94ae798d/html5/thumbnails/20.jpg)
Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
Should not be…
• Arrogant/rude
• Indifferent
• Sarcastic/superior
• Impatient
• Aggressive
• Defensive
• Negative
• Lazy
Selecting the Right person : A Sales person
Should be…
• Honest/trustworthy
• Friendly/Pleasing
• Interesting
• Good listener
• Polite
• Flexible
• Knowledgeable
• Empathizing
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Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
Traits of Successful Sales People :
• Intrinsic motivation
• Disciplined work style
• The ability to close a sale
• Ability to build relationships with customers
He should know:
Features…Products & Services
Functions…Who should have it and why
Benefits…for customers
Availability…What is the availability of Product
Competition …. Who, What and at What Price
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Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
Factors affecting sales-force motivations …
• Meeting between Manager and Sales force
• Sales targets or quotas
• Sales contest
• Sales convention and conferences
• Freedom to work
• Reward & Recognition
• Financial Incentives
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Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
Evaluating the Sales FORCE
Key Performance Indicators :
- Avg. no. of calls per day
- Avg. sales call time per contact
- Avg. revenue per sales call
- Avg. cost per sales call
- % of order per 100 sales call (conversion ratio)
- No. of new customer per period
- No. of lost customer per period
- Sales force cost as a % of total sales
- % of sales target achieved
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Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
Rolls of Sales team Vrs Franchisee/DSA
• Road shows directly/ with the help of DSA / Franchisee
• Direct Marketing / Personal selling to CIC / Corporate / Individuals.
• Monitoring the performance as per S&D Policy/ targets to franchisee etc.
• Training to Retailers.
![Page 25: Good Afternoon & Welcome ! SSA HEAD MEETING on 6 th & 7 th November’2008 @ Bhubaneswar ORISSA TELECOM. CIRCLE 07-11-2008.](https://reader035.fdocuments.us/reader035/viewer/2022062314/56649dff5503460f94ae798d/html5/thumbnails/25.jpg)
Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
Training & Skills Development :
• Sales Technique - Probing & Closing Skill
• Product Acquaintance : Features, Advantages , Benefits of own product.
• Competitor Product
• Team Spirit, motivation, communication skills
• Segmentations of Customers & their requirements
• Duration of Training ??
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Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
How to keep the Sales team motivated ?
• Incentives / Conveyance ..
• Awards
• Reorganization
• Proper selection
• Dress code
• Training ( Internal /External )
• Office Set up
![Page 27: Good Afternoon & Welcome ! SSA HEAD MEETING on 6 th & 7 th November’2008 @ Bhubaneswar ORISSA TELECOM. CIRCLE 07-11-2008.](https://reader035.fdocuments.us/reader035/viewer/2022062314/56649dff5503460f94ae798d/html5/thumbnails/27.jpg)
Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
BRAINSTORMING …………….
1 ) How to form & Manage the Sales force ?
Suggestions…
2) How to form / organize sales team ?
• Free from any other activity.
• Vertical split of Sales team.
• Proper Selection. ? ? ? …
• How the sales team will identify prospective customer ?
? ? ? ….
Pl. send your suggestion to Marketing Cell of circle Office
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Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
Our Services …
The efforts are many. Alternatives are too many.
GOAL is ONE ? ? ? ….
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Company
LOGOBSNL
ORISSA TELECOM. CIRCLE
Thank Thank YouYou