Sales and Communication- By Skand Vohra

Effective communication:

How communication plays an important role in our lives?

Communication is all about expressing your views, ideas, and thoughts into words. Effective communication basically means expressing yourself in the best possible manner, which not only puts forward your point of view but also helps others in understanding what you want to portray. Sales and communication go hand in hand.
A lot of us have the required content within us, positive and effective thought process but the conversion of all these thousands of ideas circulating and generating in our mind into words is what really means as effective communication.

Mr. Stanley: Sir, I have lots of positive ideas for our company but I’m unable to express them or convert them into words due to language barrier as I hail from a part of the country where “Hebrew” is not our mother tongue.
Mr. Richard: All you need to do is speak and read books.

Indeed books are a person’s best friend when it comes to self-learning. All you need to do is pick a book, and start reading, immerse yourself into the world of knowledge and learning.

Many of us hate reading books as they are long and boring, but maybe there is something, a topic that interests you or is close to you, something that depicts your hobbies etc.

Whenever you stand in front of a large crowd or your classmates, your hands start to shiver; presentation starts to feel like you are attending someone’s funeral.

Reason: “Habits die hard”

Once in a while you give presentations and thus it feels awkward as you are not used to the same situation. You need to be aware of that situation, get used to it, like the reel of a film which you keep playing.
Mind is like a machine, rust slowly starts to accumulate different parts of the brain slowly spreading like a parasite, paralysing your body parts.

“So add some oil to brain, give a kick start and get ready to enjoy the ride of your life”

Steps to effective communication:
1. Pick a book or a friend
2. Communicate with your friends in the language you are not confident in
3. Read a book of your choice and enjoy it
4. Write a note
5. Writing leads to hands co-ordinating with your mind

Usually people make fun of you when you stand in front of them and falter?

They don’t laugh at your mistakes, but at your efforts.

“EFFORTS SHOW”

A person who gives his 100% it can be seen in his eyes, the efforts that he/she has put in to improve, become better in life can be seen. People appreciate an effort full of mistakes rather an effortless session of mistakes.

“Pick a book or write a letter”

“Content is there in you, all you need is to wrap those sweet little words with a wonderful paper of words, and it would make for a perfect gift”

Recap of lecture - By Anjan Roy Chaudhary

"HAR EK SELU ZARURI HOTA HAI"


10 procedure one should follow for a successfull sales call.


1.Reveiw plan.
2.Opening of call.
3.Statement of stock.
4.Presentation.
5.Close and confirm of order.
6.Collection.
7.Merchandising.
8.Initiative/ New scheme.
9.Closure of call.
10.Call analyser. 

As the night kicked in, on came a woman on the streets of SB Road who guaranteed... she sold the best chai in the whole of Pune. Let’s meet, Sunita Pramod Agarwal urf Aunty Ji, a brash independent woman who’s earned her fanfare and a living sitting on the same side path of SB Road selling tea from 11:30 pm – 5:00 am.
The story of how she came about to being that Aunty Ji we all love, is a rather Bollywoodish Tale. Married 40 years ago, a frail baniya woman from Agra shifted into Nanapet, Pune. A few years into marriage a family feud cropped up which eventually led to her and her husband moving out of that home. It’s then that her husband started selling breakfast at the same spot and when income wasn’t enough she began to sit through the night selling tea. The rest as they say is history.
But besides all of this there were 2 other questions I didn’t have answers to, A. What was so special about a glass of Chai especially when she sold it at Rs 10? B. She set herself up at the same spot every night but not even the police ever bothered her, or so I had heard. The former was answered the minute I tasted her garam adrak ki chai, and the latter took a while to surface. Finally she spoke; “Police ke saath sambandh ache hain, aur aaj main jahaan hoon sirf unki dua se. Hum unki izzat karte hain, aur woh humari.” After her husband passed away 5 years back the police told her “Vidhwa ke aasoon poch, aur kaam kar” (Wipe these tears of a widowed and get back to work). And, thus started this relationship, which quite honestly is very surprising in today’s times.
When asked about competition, she overtly says that there is no competition what so ever. And why would there be? Every customer there vouches for the fact that the chai has no water content. She uses only Chitale milk (priced 10 Rs higher than Amul for every litre.), the best of sugandh elaichi and a lot of love.
A little more probing led into finding out that she now owns over 3 flats around the city, has 2 educated daughters, and one very beautiful 2 year old granddaughter. Then why, why would she still bury herself into making Chai for 6 straight hours every night?
All aunty had to say then was, “Mujhe ab in Bache logon se aur Business se bahut pyaar hai.” She’s a woman who wants to sell tea until her last breathe, and with a hint of nostalgia she added ‘If I were to die, I would like to die selling tea to these kids and those people who’ve made me Aunty Ji.’
A chulah stove; couple of vessels; a stool to sit on; stock of cigarettes, cream rolls, mik and ChaiPatti with a mob around in a 1-foot / 2-foot area on the side path.

- by NIKITA CHOTALIA

No one make Excuses When Winning

                      No one make Excuses When Winning

This is  the article about sales person making quota will  never going to listen excuses, so instead of excuses please come out with solution.

“Excuses keep you where you are. Solution Move you to where you want to be” please refer the article

http://www.eyesonsales.com/content/article/no_one_makes_excuses_when_winning/
http://www.topsalesmanagement.com/article.php?written_id=836

By Abhishek Vishwakarma

Session 19 and 20 - March 12, 2012

Theme for the week - हर एक सेलु ज़रूरी होता हैं

Today’s Introduction :

Philip Kotler’s visit to Hyderabad on the 5^th March, 2012

Watch the interview -> here

“Aim of marketing is to raise the standard of living”

-Philip Kotler

Talking about 4 As –

Affordability

Accessibility

Availability

Attention

Passion is important but 100% efficiency can be achieved only when passion and learning go together.

Senior Interaction :

Mr.Prithvi [2011 passout] from Hindustan Pencils

He talked about setting sales target, factors affecting the sales target, the qualitative methods used, though it is not so good to use qualitative methods.

He shared about an instance when all the four zonal General Managers from the north, east, west and south met once to talk about setting sales target.

The director wanted to increase the sales by 20% as compared to the previous year’s sales of Rs.400 crores

And the south zonal GM instantly said that he can take one-third of the target [Rs.160 crores] and the rest to be shared by the other three zones.

This leaves with us a question to think – on what factors did the south zonal GM accepted for a target of one-third of the total sales target?

SOCHO!

We had few selu exercises today. Seems Dr.Ankush Sharma is kindling the interest of sales in some guys. J

Next Class : Evaluation of the sales force

Canon Vs Nikon

                                             Canon Vs Nikon 

Why & How the two Japanese camera-makers have made India There Battleground.(article from Economic Times) 

As Many of us Having Business phone with high resolution camera in that, so why still camera industry is doing good ? Please comment on this.

Abhishek Vishwakarma 

Recap 6.3.2012

“AAKHARI DAAV SELLU KA”

We are towards the end of our journey called HUM SELLU BANATE HAI, so the last class began with the quote AAKHARI DAAV SELLU KA.

The salesman must have these characteristics

S- sustainability

C- Competitiveness

A- Ability to take advantage over others

Sustainability includes listening to others, modesty, consistency and respect for others.

Competitiveness refers to the motivation and loyalty.

FEDERER AND NADAL, great tennis players are the best example of the above mentioned qualities.

However the level of these qualities depends upon various factors decided by the organization and affected by circumstances.

Compensation is one of the factor that affects these qualities.

Types of compensation-

Financial plans and

Non financial plans

compensation structure:

Fixed salary

Incentive based

Both, salary and incentives

compensation structure should consider the following factors,

Economic condition

Living standard

Need

Type of organization etc.

compensation should be flexible and review of the compensation is must. A good compensation plan motivates the salesman and lead to the profitability of both organization as well as salesman.

In order to enhance the skills of salesman, training is provided. The primary objective of any training program is to enhance ability,skills and motivation of the trainee.

Types of training-

Cross functional

Creative training

Literacy training

Team training

Much more to come..

Badrilal parmar

rmm_048

Recap of (06/03/12)

Most Important aspect in sales is “deadline”.

A Salesman is evaluated on the following skill are as follows:

S-Sustainable

C-Competitive

A-Advantage

Salesperson should have following Quality:

• ·         Listening Skill
• ·         Modesty & Humanity
• ·         Consistency
• ·         Respect for each other

Sales force compensation:   Giving people reward for what they do. If we design the wrong compensation then competitiveness will goes on toss. We need to motivate our sales person with compensation to achieve competitiveness.

Design of the compensation depends upon company strategy. Design of compensation requires humane quality. Purpose of any compensation plan is to motivate the employee.

To achieve the competitiveness following three factors are responsible:

• ·         Demonstration
• ·         Attrition
• ·         Loyalty

“Compensation is the beauty of SALES”

Type of Salary:

• ·         Fixed Salary
• ·         Incentive based salary
• ·         Combination of both.

   Written By 

  Abhishek Vishwakarma

Recap of March 06, 2012 session - Kumaran

Theme for the week - आखरी दांव सेलू का

Finally the theme song for RMM was written and composed by Mr.Sandesh Sharma in the tune of Airtel's 'हर एक फ्रेंड ज़रूरी होता है '

Final assignment submission date was discussed and we are supposed to submit in a cd

Lecture : Chapter 11 - Sales Force Compensation

As the title of the chapter suggests, a salesman should have Sustainable Competitive Advantage. Every human expects respect from fellow humans and that applies well for a salesman too.

A salesman requires
-humility, modesty, willingness to learn, consistency, good listening skills
and moreover should respect fellow salesman.

All these characteristics puts a salesman distinguishable from others.

Competition - We need to motivate the sales force by competition and the impact of competition results in attrition and demotivation.

Compensation Plans :
Financial and Non-financial
Designing a compensation plan depends on the strategy used by the company.

Income can be either fixed salary, incentive based or a combination of both.
eg: LIC agents get commission based income

Designing a compensation plan:
1. Determining the sales force and compensation objectives
- this forms the crux of the plan
2. Determining the major compensation issues
3. Implementing long-term and short-term compensation plans
4. Relate rewards to performance
5. Measurement of performance
6. Appraise the compensation plan

Training:
Success of the training program depends on the Ability, Skill and Motivation of the sales trainer.

Recruitment is followed by an induction program which is followed by the training program.

RECAP OF 06/03/2012

  Quote of the Week

“Aakhri Daav Sellu Ka”

In order to be a good salesman, you need to have SCA-Sustainable Competitive Advantage and possess following characteristics:
  
  Listening Skills

2     Modesty/Humility

3     Consistency

4    Respect for each other.

Sustainability:

Example: Federer and Nadal- Professional tennis players  are very good examples of sustainability at its best.

To grow in sales, you should respect and be a good listener.

Competitiveness:

Sales Force compensation structure needs to be competitive.

Negative aspect of competition can be attrition, de motivation and loyalty.

Compensation is the beauty of sale.

Types of Compensation plans:

1. Financial Compensation: Increasing the salary and giving additional benefits to the employees in terms of money. Types of financial compensation

1) Straight Salary Plan

2) Straight commission plan

3) Bonus and Incentive plan

4 ) Salary and incentive plan

2. Non Financial Compensation: Giving a higher position rather than increasing the salary.

Designing an incentive plan:

 Factors to be considered while designing an incentive plan:

-Determine sales force and compensation objective

-While deciding an incentive plan, you need to analyse the present status of the individual you are offering to. For a person, who is financially sound should not be offered an incentive of a trip to Thailand. His requirement will be a higher position in the company.

Incentive plan is a actually an art rather than science as u need to be humane while deciding on an incentive plan.

 Purpose of a compensation plan-Motivate people and take care of them according to their need.

Role of a trainer:

Success of a training programme depends on three major factors possessed by a sales trainer:

A-Ability

S-Success

M-Motivation

Training
 -One of the non financial compensation is also offering individuals effective training programmes that will help them in future.

Training needs:

For an individual-Performance appraisal

For the company-To identify the specific problems

-Anticipate the problems

-Interviewing the job personnel

 -To gauge the ability, develop skills, convince and motivate them.

Types of training:

-Cross Functional training

-Team Training-Team building

-Creativity training-Ad agencies, Market Research agencies

-Literacy Training: Educating people about insurance in remote areas.

POOJA THAKUR
RMM 17

RECAP- MARCH 6,2012

AAKHRI DAAV SELU KA…

SALES FORCE COMPENSATION

S- SUSTAINABLE

C- COMPETITIIVE

A- ADVANTAGE

WHERE, SUSTAINABLE INCLUDES:-

·         LISTENING SKILLS

·         MODESTY

·         HUMILITY

·         CONSISTNCY

·         RESPECT FOR EACH OTHER

EXAMPLE- FADERAL VS NADAL

COMPETITIVENESS INCLUDES:-

·         MOTIVATE SALES EMPLOYEE

·         ATTRITION

·         LOYALTY

TYPES OF COMPENSATION PLANS

1.      FINANCIAL PLANS (SODEXO COUPONS, TRAVELLING EXPENSES RE-EMBURSEMENT)

2.      NON- FINANCIAL PLANS (DESIGNATION, PROMOTION, APPRAISAL)

COMPENSATION PLAN IS DEPENDENT ON THE STRATEGY OF THE COMPANY

TYPES OF SALARY STRUCTURE:-

1.      FIXED SALARY

2.      COMMISION BASED

3.      COMBINATION OF BOTH

FOR LIC AGENT THE SALARY STRUCTURE IS GENERALLY BASED ON COMMISSION BASED.

ROLE OF TRAINER

1.      A-ABILITY

2.      S- SKILLS

3.      M-MOTIVATION

SUCCESS IS NOT POSSIBLE WITHOUT A GOOD TRAINER.

PALAK YADAV

RMM(30)