Q.No.

A B C D Name Region SBU

Sales Business Unit specific Questionnaire : Sales Force Diagnosis

Business Area Kindly chose the answers from the drop down menus indicated by yellow except for question 3 and 33. Be realistic as far as possible in giving the answers.

How important do you think planning is for selling process?

How often do you plan your selling activities?

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How much time do you actually spend on the following activities contributing to the selling process? Please fill in the details for following. The total normal time per week is approximated to 45 Hrs ( 9 Hrs / Day ). The time limit can be exceeded if that is the case. Please mention in terms of Hrs. Please mention in decimal format. For example 15 mins = Presales Activities: Activity planning for the week Prospect Qualification and Cold / Fresh calling Taking appointments for sales visits Preparing quotations Selling Process: Travelling to customer locations Making Presentations and Demonstrations Negotiations Order collection Networking Initiatives Post Sales Activities: Order Processing Collecting Invoices & submission to customer Payment follow up Gathering customer feedback Forecasting Future Sales Analysis of reports and sales meetings / discussions Training, Coaching and other activities Total Hrs / Week : 0

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How important do you rate cold calling as a pre-selling activity?

Please mention the Average No. of Cold / Fresh Calls done per Week :

Have you been provided with the leads / enquiries from Segment Marketing team?

How important do you rate the Segment Marketing initiative ?

How important are the Presentations and Demonstrations in selling process?

When do you perform the Demos and Presentations?

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How important do you think the Product Promotions are in selling process ? Promotions are the activities related to advertising the product and creating awareness about the product.

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How often do you perform Product Promotion activities?

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How do you handle the References / Contacts created in selling? References are the new contacts that are created during the interactions with Customers, Dealers and others related

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How important do you think personal visits are to a fresh sales lead / enquiry ? A lead is an enquiry which you get from DIMA team, Letter, Advertisements, Telemarketing, Emails etc.

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How frequently do you personally visit the customers ?

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How important do you think Reporting of Sales Activities is?

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Please choose from the various options, the tools which best suits what you are using for Reporting. You can choose mutiple options based on your priorities from Rank 1 to Rank 5. The option selected in one column should not be selected in the other column. If you have Rank 1 Rank 2 Rank 3 Rank 4 Rank 5 Other Factor : Please Explain How do you rate the Current Pricing Structure?

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How do you rate the Current Product / Service Delivery Process?

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How will you rate the support from the managers during the entire sales process?

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How will you rate the support from your colleagues during the entire sales process?

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Do you keep track of the customers once the deal is closed?

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How do you contact the customer once the deal is closed?

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Do you keep track of the lost customers?

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How Important do you think Analysis of the Sales Report is?

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How often do you Analyse your Reports?

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What are the key parameters according to you in a sales report? Please arrange in an order of importance. Please take care that options do not repeat . Rank 1 Rank 2 Rank 3 Rank 4 Rank 5 How do you find the current level of motivation among your sales team?

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Please rank the five most important factors responsible for Employee Motivation as per your opinion. Rank 1 Rank 2 Rank 3 Rank 4 Rank 5 Other Factor : Please Explain How important do you think Training is for sales?

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Which training method do you feel is the most appropriate one? Please provide us with your choice among the Training Activities.

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What according to you are the key training needs which if imparted can significantly improve your performance. You can make multiple selections based on your priorities 1 to 5 one in each column of different colour. The option selected in one column should not be selected in the other column. Rank 1 Rank 2 Rank 3 Rank 4 Rank 5 Any Other Type of Training : Please Explain How will you rate the importance of current Coaching activity? Coaching is defined as a continous on the job training of sales personnel after they are trained. This is normally done by a superior to his subordinate while he is on a GTC (Go To Customer) Call.

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When do you think the coaching must be given to the sales force? If you have any other option please specify:

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Please rate the importance of a good CRM software in selling process according to you.

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We would like to understand further about the key issues which you and your team are facing and are important to improve the sales force productivity. Please enlist them in the space provided belowFactor 1 : Factor 2 Factor 3 Factor 4 Factor 5

WE WOULD LIKE TO THANK YOU FOR THE TIME YOU HAVE TAKEN OUT TO FILL IN THIS SHEET. WE ASSURE YOU THAT THIS INFORMATION SHALL BE USED ONLY FOR ACADEMIC PURPOSE AND WILL NOT BE A PART OF YOUR PERSONAL FILE.