Sales Force of Provincial Automobile Pvt. Ltd.

Chirag Bansal Devanshu Divya Gaurav Malik Himanshu Aggarwal Jitesh Jamrani Mudit Dixit

|2012101 |2012105 |2012115 |2012125 |2012126 |2012172

Roadmap
Introduction Sales Team Hierarchy Roles and Responsibilities Distribution Network Recruitment Training & Motivation Achieving Targets

Introduction
(M&M) is an Indian multinational automobile manufacturing corporation headquartered in Mumbai. Founded in 1945 in Ludhiana as Mahindra & Mohammed by brothers K.C. & J.C. Mahindra and Malik Ghulam Mohammed. Later on, the company changed its name to Mahindra & Mahindra in 1948. It is ranked #21 in the list of top companies of India in Fortune India 500 in 2011.

Introduction
Provincial Automobile Company Pvt. Ltd. is located in Hingna, Nagpur, which was established in 1954. Sells both Personal and Commercial vehicles in the same outlet. 100 employees work under the same roof. Separate divisions for the commercial and personal vehicles.

Sales Hierarchy Level

Managing Director

Senior General Manager

GM (Personal)

GM (Prosper)

Sales Manager

Sales Manager

Assistant Sales Manager

Assistant Sales Manager

Assistant Sales Manager

Assistant Sales Manager

Team Leaders

Team Leaders

Team Leaders

Team Leaders

SFSC, TSC & SSP

SFSC, TSC & SSP

SFSC, TSC & SSP

SFSC, TSC & SSP

Roles
Managing Director
Mr. Ashish Kale
All decision taken for provincial group Deciding the target to be achieved Deciding the incentives of the employee Recruitment for employees Managing financial stability of the provincial group.

Senior General Manager

Mr. Suri
assists managing director in decision taking recruitment of general manager and other sales force for the showroom

Roles. Continued
General Manager - Mr. Dwivedi
Prosper GM Takes care for commercial segment Personal GM Takes care for personal segment decide incentives sales target for fortnight, months and quarterly basis performance appraisal which happens once in year in April

Sales Manager
Currently only 1 mediator between general manager and assistant sales manager negotiating deal between assistant sales manager, team leader and customer dealing of final price, accessory handling and deliver of automobiles

Roles. Continued
Assistant Sales Manager
4-5 in number delegate works to team leader take care of negotiation with customers

Team Leader
20 team leads in showroom They lead employees who work in house and in field and are the ones who directly convert the actual sales.

Senior Field Sales Consultant

Converting the leads Field Sales

Roles. Continued
TSC- Training Sales Consultant
generating the leads Trainee and concerned with the Field Sales

SSP- Showroom Sales Person

concerned with the In house Sales make cold-calls

Provincial Automobile Reach

Location & Facilities

Focus of outlets in city is more sales oriented. Provincial automobiles have there outlets set up at almost every connecting highway to the city.

Mahindra First Choice

Product Line. Personal

Product Line. Commercial

Recruitment
Consultancy Employee Referrals Walk-ins

Eligibility Criteria

Training
Training is meant for the Trainee Sales Consultants. The training period is of 15 days which consists of in house training and field training.

The evaluation of the training program is done in April as it is done on yearly basis

Motivation
Monthly, quarterly and half-yearly targets.

The incentives and targets are variable.

( Figures undisclosed ) Targets are set according to the sales predicted. (Grand Maratha Festival in Maharashtra )

An internal promotion scheme.

Achieving Targets
People involved:
Quota setting done at strategic level. (MD, SGM, GM) Achieved by SFSC, TSC, SSC.

Grand Maratha Targets achieved by:

Cold Calling Lead Generation WOM Advertisements Events

Appraisal in April