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Eureka Forbes Assignment

The document summarizes a presentation on a field visit to Eureka Forbes. It outlines the daily schedule for household knocking, commercial knocking, reporting, and product demonstrations. It also describes the company hierarchy and commission plan structure. Key learnings from the visit include that field work is interesting but difficult, convincing customers is a challenge, and good communication, service, and motivation are important. Areas for improvement include developing a more skilled sales force, continuous product innovation, faster service response times, and better training and monitoring of employees.

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Mohit Malviya
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82 views9 pages

Eureka Forbes Assignment

The document summarizes a presentation on a field visit to Eureka Forbes. It outlines the daily schedule for household knocking, commercial knocking, reporting, and product demonstrations. It also describes the company hierarchy and commission plan structure. Key learnings from the visit include that field work is interesting but difficult, convincing customers is a challenge, and good communication, service, and motivation are important. Areas for improvement include developing a more skilled sales force, continuous product innovation, faster service response times, and better training and monitoring of employees.

Uploaded by

Mohit Malviya
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Presentation on Field Visit

(Eureka Forbes)

Mohit Malviya
Briefing…

• Briefing is till 8 o’clock in the morning


• 8:15 to 11:15 is household knocking
• 12 to 2 reporting including lunch
• 2 to 4 commercial knocking
• 4 to 5 reporting
• 5 to 8 demos if any/fresh knocking
• Last reporting
Hierarchy….
National Head

General Manager

Area Sales Manager

Divisional Sales Manger

Deputy Divisional Sales Manage

Branch Manager

Head of Location

Team Leader

Group Leader

Customer Sales Specialist


Commission Plan & Target Cycle

• 1-5 machines 110 Rs/machine


• 5-8 machines 180 Rs/machine
• 9-12 machines 210 Rs/machine
• 13-15 machines 260 Rs/machine
• 16-20 machines 290 Rs/machine
* with petrol 2 liter/unit extra

They have a cycle of 28 days and sets target


accordingly and they have a weekly closing of 7 days
Territory Design and Routing and
Scheduling…
• Territories are designed by the upper level
management through considering 4 parameters:

1. Selecting a basic geographical control unit


2. Determining the sales potential present in each unit
3. Combining units into tentative territories
4. Adjusting the differences in coverage difficulty

• They use clover leaf territory shape in which


customers are located randomly through a territory
Experience….

• My experience was awesome because I went with the


Team Leader Mr. Vijay Bhardwaj and he told me
minute things about the knocking, the presentation,
greeting, and the way of convincing. He influenced me
to knock the door and communicate with the people.
• He is very tactical*
• I learned a lot from him and he also said that we have
to submit a daily activity report in which they have the
details of the whole day about the field
Learnings….

• Field work is not easy but very interesting


• Convincing is difficult
• Short-tempered people cannot survive
• Work with tactics
• Monitoring is not effective
• Perception about CSS has changed (appearance,
dressing, communication etc.)
• Lack of motivation
Areas of improvement….

• Skilled sales force


• Continuous product innovation
• Problem should resolve within 12 hours (service)
• Proper training and grooming
• Effective monitoring
• Motivating sales force
• Delight the customers with service, response time,
gifts, discounts etc.
thanx

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