Case Study Of Sales Management Of Maruti Suzuki
SALES MANAGEMENT
Company NameMaruti Suzuki India Limited
ProductVehicle Sales
Contact PersonKumar Gaurav
DesignationSales Territory Manager
RegionGhaziabad
Contact Number9727772150
Email
[email protected]
Office Address1, Nelson Mandela Marg, Vasant Kunj, New Delhi, Delhi 110070
Table of Contents
Introduction:3
Firm s Organizational Structure6
Linkage Firm s Organizational Structure to the structure of STMO8
Role of each position holder in the STMO9
Roles of an Area Sales Manager 10
Marketing Strategy11
Sales Strategy:12
Linking Marketing Strategy and Sales Strategy:13
Sales Planning Process13
Sales Planning Process: Objectives and Targets13
Sales Planning Process: ... Show more content on Helpwriting.net ...
Financial Issue of a dealer If the dealer is facing a personal financial crisis this
reflects on the wholesale growth for the TSM
3.Designing the compensation plan for the DSE Maruti has defined the minimum
amount that the dealership has to pay the DSE but apart from maintaining this,
dealership does not have a very liberal compensation plan. The salary of a sales
executive is less and the incentive plans are also very strict and irregular which leads
to a high attrition rate.
4.Limited Access to information while travelling or out of office: If an employee is
not in office either travelling or on leave then he does not have the access to the
information system i.e. DMS, ERP or the BI tool which delays decision making
Recommendation for improving sales process
1.The compensation plan preparations: Maruti should not only be involved in the
determining the lower limit of the salary of the sales executive but should be actively
involved during the complete compensation structuring.
2.Framing monitoring of incentive scheme: The sales executive complains that the
incentive schemes are not regular. Maruti should be involved in designing these