Fevicol Case Study Summary
1. Fevicol is an established brand in the market. One might question the need for the TSI, when decent quantity of sales occurs due to tertiary demand. The role of the TSI comes to play to be an interface between the company and the dealer- he is responsible for making sure the dealer isn’t disconnected from the company, making sure the dealer knows the schemes, pushing sales through schemes, providing information about new products, be working on ground. The real selling comes when one has to upgrade users to premium products like Marine or SpeedX.
2. Relationships between the TSI and his dealers, WSS, the WSS’s accountant, sales person- all the relationships matter. Even if the product is excellent and you don’t have relationship with the
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Sales is a lot about numbers. You need to be in constant track of the numbers- what is the base of the dealers, how much quantity has been billed for a particular dealer for the particular month, cumulative till now for the whole year and so on. Before entering a dealer’s place, you need to know all of this to be able to sell the right quantity and get the maximum sales.
3. Got a good idea of the products of Fevicol, both Glue and WWF, their price points, the different SKUs, how to operate the Pulse tablet, the DRCP compliance rules and the points for different parameters, how the TSI scorecard is made.
4. Learned to calculate the net rate of various products, learned to operate the Mera Saathi portal to search for dealers old and new, to create new dealers, to edit dealer’s information and update mobile numbers or addresses.
5. Learned how to prepare the Blackbook, secondary sales tracker, White Glue sheet for both Winomkar and Non Winomkar dealers.
6. As a TSI you cannot be complacent, you cannot take success or failure affect you very seriously. An excellent day at sales should not make you complacent for the next few, nor should a low day at job lower your momentum for the job. Sales is a 365 day job and the numbers are to be achieved every month, not like exams where you can study at the last moment and
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