ACGL Sales Force Analysis

• Arpan Pal- 2010005

• Devashish Aneja-2010010
• Moumita Ghosh-2010022
• Nikhil Pachauri-2010025
• Piyush Saxena-2010030
• Ravi Agrawal-2010040
• Ruchir Khanna -2010041
• Sonam Doshi-2010048
• Srinivasan M- 2010050
• Vikrant Thakur -2010056
Design the sales force Managing the sales force

Recruiting
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Training
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Supervisi
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Motivatin
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 Sales Force Objectives and Strategies:
Prospecting:
1) Large Fleet owners
2) Dealers
Targeting
3) 80% time is directed towards maintaining
4) 20% time is directed towards acquiring new customers
Communication
5) Detailed brochures containing the bus details
6) A detailed website – used for selling to low-end customers
Selling
7) Well – trained sales personnel , proper knowledge to be able to convince and maintain
large accounts which require complex and customized products
Servicing
8) Well –trained people who have the knowledge to solve grievance and are experts at
trouble-shooting.
2) Trained people who effectively provide installation , maintenance and other services
Information gathering
9) Sales people should have analytical sales so that they can interpret sales data and develop
marketing strategies accordingly
Allocating
10) The customers that will get priority in times when there is shortage will be the high net
worth customers – large accounts
 Sales Force Structure
• Territorial structure- : company that sells one product line to one end using industry with customers in
many locations. For eg- ACGL through Tata Motors .
• Product or market structure -: company sells many products to many type of customers.
Types of sales force -:
Strategic market sales force -: 1. Strategic market sales force( for major accounts)
2. Distributor sales force( for calling and coaching distributors)
3. Geographic sales force( for villages and small buyers)

Sales force size -:

• The territorial coverage is divided into 4 regions:
- East , west, north, south assuming equal volume production
• Govt accounts in one region = 15 approx (around 50-60 accounts all over India0
• Private accounts in each region = 200 approx
• Assuming each sales person handles 10 private accounts
In addition the more experienced people will handle around 1-2 govt accounts each
• Size of dealers’ sales force
- Per district, 4 sales representatives will work towards developing associations, promotional alliances with
the dealers.
- Will identify districts on the basis of volume of sales in each region – approx 100 high potential districts to
be identified in each region.
Sales Force Compensation
Since the company is a new player it should start with Straight-
Commission plan.

The company wants high performers to gain foothold in market. The

variable amount should be the major component of salary.

Later on the company may switch focus from straight commission to

combination salary and commission.
 Managing the Sales force
 Recruiting and selecting sales representative:
Skills required:
– Technical skills.
– Good communication.
– Persuasive skills.

 Training:
– Detailed product knowledge.
– Ability to understand the psychology of prospective customers.

 Suitable hierarchy to manage the sales representatives.

Motivating sales representatives.
• Compensations and benefits along with fixed salary.
• Goal setting theory- setting monthly targets.
• Evaluating sales representatives.
• regular reviews of performance.