Sales Final111

8/6/2019 Sales Final111

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ARUN KHANDESH

SOURAB GUPTA

A.SHIVANAND


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AIM OF THE STUDYy To determine the sales process and performance of

Aliens group of constructions With Indian government

giving lot of importance to the construction industrybecause it helps in contributing lot of GDP to theeconomy and also effects other 180 or more industriesand participates in its growth of the country.


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COMPANY PROFILEy Alliens group is a construction and infrastructure company

headquartered in hatch city, hyderabad. The grouppromotos three organizations- alliens developers, alliens

group infra and alliens infratech.y Alliens group was founds in the year 2003 by two futuristic

visionary brothers, hari challa and venkat challa who arecommitted to revolutionizing the urban landscape ofmodern India. The group is steady fastly becoming one ofthe prime players in Hyderabad's real estate market, with a

land bank of over 800 acres and mega projects in primezones today.alliens group is executing projects worth INR5000 cores with an unparalleled growth rate of 300% in the

year 2007-08


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Cont..y In the a short span of four years alliens group is one

amongst the top real estate players in the hyderabad.

This is afar cry from the completion who`ve spentdecades to gain such momentum. This impetus ofquick and substantial growth drives us towards the

vision of being apart of the top 5 infrastructurecompanies of India by the year 2015.


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WHY ALLIENS?y One can have an idea about the importance of the construction

industry, in India from the fact that it is the second largestcontributor to the GDP after agriculture. The industry provides

employment to more than 3% of the population. Its market sizeis around USD 55 billion and is growing at around 7% to 8% perannually, faster than the GDP growth. As the construction sectoris growing faster than the country's project GDP growth, thereexist a tremendous potential for development in the related area.

y "The Directory of Construction Companies in India" is one of thetop sources of information available on construction companiesin India. It is one of the most comprehensive and accuratedirectories of construction companies in India that was everpublished. This powerful directory is your connection to all theconstruction companies in India.


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THEORYyWhat is sales?

yWhat is sales management?


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Sales management cycle

organization

analysis

planning

direction

control


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Sales management structurey SALES STRUCTURE IN ALLIENS

y

y The sales structure is different for almost same withslight changes for all the wings.

y

y FOR ALIIENS CONSTRUCTION

y The following is the sales structure


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Cont..

Vice-president

Salescoach

Teamleader

Leadmover

Leadgenerator


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SALES MANAGEMENT PROCESSyWhat will be offered?

y Planning How?

y Execution When and at what pace and scale?y Control How will feedback and contingencies be

acted upon?

y Feedback how we have to integrate and reply backactivity to activity?


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Objectives ofsales managementy Qualitative objective [long-term]

y to do entire selling job

y to search and maintain customer cooperationy to provide technical advice wherever necessary

y to assist in training of middlemans sales personnel

y to collect and report market information of interestand use to the company management


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Hierarchy ofsales processy Top Management / Principals

y Sales Management

y Regional managersyArea managers

y Branch managers

y Sales Executives

y Customer Support & Fulfilment

y Channel Partners / Distributors

y Customers


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DIRECT SALES/ SALES MGMTChallenges

.. Large number ofprospects

..high cost of sales

..low revenue forcustomers

..ineffective channel

sales team

y Needs

y ..improve collaboration withchannel partner to increase reach

and reduce cost of salesy ..track movement of opportunities

through pipeline to identifybottlenecks

y

..provide on time sales support tochannel


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responsibilitiesy Building the right sales strategy

y Hiring the right team

y Creating the right compensation plans, territories andquotas

y Setting the right projections

y Motivating your team

y Tracking revenue against goals

y Resolving conflictionsy Training and coaching sales reps

y Managing processes

y Getting the sale!


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Coordination with othersy Sales personnel as coordinators

y ..coordination with marketing

y .. coordination with distribution networky .. coordination with finance

y .. coordination with HR

y .. coordination with services


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conclusiony Crucial functions of an organization

y Principle and generating function in the organization

y Helping an organization to achieve its goalsy Contribute to profits and attain long-term growth

Sales Final111

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