Maruti Sales Management Strategy

SALES MANAGEMENT

Company Name Maruti Suzuki India Limited
Product Vehicle Sales
Contact Person Kumar Gaurav
Designation Sales Territory Manager
Region Ghaziabad
Contact Number 9727772150
Email Id [e-mail]
Office Address 1,Road-Nelson Mandela Marg, Vasant Kunj Area, New Delhi, Delhi – 110070

Table of Contents

Introduction: 3
Firm’s Organizational Structure 6
Linkage of Firm’s Organizational Structure to the structure of STMO 8
Role of each position holder in the STMO 9
Role of an Area Sales Manager – 10
Marketing Strategy 11
Sales Strategy: 12
Linking Marketing Strategy and Sales Strategy: 13
Sales Planning Process 13
Sales Planning Process: Objectives and Targets 13
Sales Planning

The Marketing team two has a designated fund for carrying out promotional activity in each region.

The TSM during their visit to the dealership encourage the dealers to plan such activities for the customers. Once the planning is done the dealer submit the proposal to the TSM which includes in following details:

1. The complete procedure how the activity will be carried out
2. The number of customers that will be targeted by this activity
3. Benefits that will be gained by doing this activity.

Once the idea is accepted, Maruti and dealership invest 50 – 50 to execute the idea.

One such promotion activity at T. R. Sawhney Motors Pvt. Ltd as already mentioned is the monthly customer meet that takes place when the deler has achieved the assigned target in a month then the first Sunday on the next month, they invite all the customer and warm leads for some kind of social activity.

Sales Planning Process: Coverage

Each TSM is assigned a territory and all the dealerships under this territory are his responsibility. The territory is defined based on location. The dealerships in close proximity are clubbed together to constitute a

It generally lies in the range of 8000 – 12000 Rs.

Sales Program: Evaluation and Control

The evaluation of the DSE is the job of Sales Manager and the TSM. The evaluation is done on the following parameters:

1. Number of Cars sold
2. Relationship with the client
3. Sincerity
4. Product Knowledge

The DMS is used to gather the required data about DSE. The TSM analyze the performance of each DSE and depending on the performance he could invite DSE for discussions. He could provide his feedback and suggestion if an employee is not performing. He could also arrange for training as required by the executive

For the evaluation of TSMs, there is a proper appraisal cycle, which can be described as follows:

1. The TSM decide his performance goal based on his KPIs
2. Discussion with the RM on the planning to achieve this goal
3. In mid year review, the RM give his feedback and suggestions on TSM performance
4. RM does the final evaluation at the end of the financial year
5. The evaluation is then discussed with the TSM and provide feedback

For a TSM the various parameters with different weightage on which evaluation is performed are:

• 20% on Wholesale Growth for this