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Sales Management MF2 Assignment-03

HDFC Bank is India's largest private sector bank. It provides various retail and commercial banking services. Territory management in banking involves dividing the market into geographic areas and assigning individual salespeople or teams to be responsible for meeting sales targets in those territories. As a sales manager at HDFC Bank, your key responsibilities would include managing team performance, coaching team members, ensuring sales targets are met, and building relationships both internally and with clients. You would focus your sales team on building trust with prospects in order to develop long-term customer loyalty and meet business goals.

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Vikrant Singh
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79 views6 pages

Sales Management MF2 Assignment-03

HDFC Bank is India's largest private sector bank. It provides various retail and commercial banking services. Territory management in banking involves dividing the market into geographic areas and assigning individual salespeople or teams to be responsible for meeting sales targets in those territories. As a sales manager at HDFC Bank, your key responsibilities would include managing team performance, coaching team members, ensuring sales targets are met, and building relationships both internally and with clients. You would focus your sales team on building trust with prospects in order to develop long-term customer loyalty and meet business goals.

Uploaded by

Vikrant Singh
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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Sales Management

MF2
Assignment-03

Submitted By
Arihant Jain
Aman Jain
Piyush Vashwani
Sriya Ganeriwal
Vikrant Singh Tomar
Yashopriya vaid
Activity 3.1
About HDFC
HDFC Bank Limited is an Indian banking and financial services company headquartered
in Mumbai, Maharashtra. It has a base of 1,04,154 permanent employees as of 30 June
2019.

HDFC Bank is India’s largest private sector bank by assets. It is the largest bank in India by
market capitalisation as of March 2020. A subsidiary of the Housing Development Finance
Corporation, HDFC Bank was incorporated in 1994, with its registered office
in Mumbai, Maharashtra, India. Its first corporate office and a full-service branch at Sandoz
House, Worli were inaugurated by the then Union Finance Minister, Manmohan Singh.

As of 30 June 2019, the Bank's distribution network was at 5500 branches across 2,764
cities. The bank also installed 430,000 POS terminals and issued 23570,000 debit cards and
12 million credit cards in FY 2017.

Products and Services:

HDFC Bank provides a number of products and services including wholesale banking, retail


banking, treasury, auto loans, two-wheeler loans, personal loans, loans against property,
consumer durable loan, lifestyle loan and credit cards. Along with this various digital
products are Payzapp and SmartBUY.

Territory Management:
Territory management is a customer group or geographic area over which either an
individual salesperson or a sales team has responsibility. These territories are usually
defined based on geography, sales potential, its history or a combination of these factors.
The ultimate aim of this division of areas is to maximise sales and profits, and to allocate
resources efficiently.

Territory Management in Banking Industry:

o JD of Territory Manager:
 Team Management and Development
 Implementation of geography mapping
 Project Approvals for the entire team/location
 Performance review
 Resolve disbursement related issues
 BSA approvals for the team / location
 Market Intelligence
o Roles and responsibilities:
 Business Target: 
 Achievement of business targets (OM, penetration, PE, NPE, etc.)  for
the teams in terms of all insurance and other products as defined and
agreed upon.
 Goal setting for the team in conjunction with the Team Leader and
Sales Manager
 Review the team’s product mix across types of loans / value of loans
(Eqt, Housing, etc.) and appropriate open market share for all
products (PAR / ULIP / Non Par) as per defined by all constituents. 
 Implement and audit of the various defined processes and practices.
 Ensure fulfilment of smooth end-to-end process for every case
sourced by the teams.
 Ensure all desired matrix and business composition (persistency,
funded, non-funded, etc.) are met
 
 Coaching and Development:
 Enable the team members to reach maximum level of efficiency to
improve professional and organizational effectiveness.  
 Handhold the recruited FSA/ LSE by training them on product
knowledge, software and processes.
 Work with the TM on NPE (non performing employee) and take
corrective actions towards making them PE (performing employee). 
 Devise PIP in consultation with SM to make them productive.
 Ensure low levels of attrition of the team members.
 Conduct exit interview for any resigned in the team.
 
 Performance Review:
 Track and analyse reports and MIS, review and implement
performance sheets
 AM/ ASM along with TM should ensure that he/ she gives appropriate
feedback to all team members, identify areas of improvement, initiate
performance improvement plan and document them
 
 Relationship Building:
 Ensure smooth relationship building between ASM / AM and below
levels of the mortgage vertical.
 Share relevant reports related to financial services with mortgage
AM/ ASM and discuss areas of improvement between the two teams
and work towards bridging the gaps between the two teams.
 
 Certification and regulatory compliance:
 Ensure his/her team is compliant towards selling of various products
by undergoing the training and certification for IRDA, AMFI etc.
 Ensure the right quality of business being sourced.

o HDFC Bank Zones:


 North
 South
 East
 West
 Central

o Sales Structure of HDFC Bank:


HDFC Bank Ltd. follows a formal organizational structure. Hence, there exist clear-cut
reporting relationships in between two hierarchical levels which help to avoid
confusion and overlapping of activities. It also maintains a vertical structure with a
large number of hierarchical levels and a narrow span of control for managers. As
HDFC Bank caters to its target market with a wide range of products (e.g. Wholesale
Banking Services, Retail Banking Services and Treasury), it has a line and staff type of
organizational structure.

Different Channels for sales force:


1. Direct Sales
2. Branch Banking
3. Alternative delivery Banking

The sales force responsibilities and activities are divided according to the product or
services sold. There are multiple product line sales forces as well as single product
line sales forces. The Branch Banking channel and the Alternate Delivery Banking
channel handle multiple product lines simultaneously. But the Direct Sales channel
operates as single product line sales force. There is different sales force for each
product line. But the basic Direct Sales force' format is same for all the product lines.

Sales Structure followed in in industry:


Activity 3.2

Q.1 Tell me about yourself and why you want to become sales manager ?

Ans. I am a dedicated objective centred individual who flourishes in high compelled


conditions. I accept that to work adequately in deals, it take an extraordinary arrangement
of abilities and accept the work I have placed in throughout the years in regard of self-
improvement makes me the ideal possibility to become the sales Manager .
Notwithstanding being viable at deals, I like to have the administrative and initiative
characteristics to have the option to drive a business group forward to accomplish reliably
high outcomes for the company I am generally working for.

Q.2 Why have you chosen our company to work for as a sales manager?

Ans. I have decided to apply to turn into a Sales Manager with your organization for many
reasons such as, The main explanation is, having explored your items and administrations
broadly in the development to the meeting, it is clear the time, exertion and assets that
have gone into building up these have been broad. On that premise, it will be simpler for me
to sell these to your clients and furthermore help my business group to do likewise. Besides,
you include a solid notoriety inside your industry which will assist my group with conquering
deals complaints as and when they emerge – this, thus, will push us to reliably accomplish
our business targets. At long last, I need to turn into a Sales Manager in an association that
bolsters its staff to empower them to accomplish their targets – once more, having explored
your association, and furthermore having addressed current and previous representatives, it
is clear I will be upheld in my part to be the most ideal Sales Manager.

Q.3. What is the most important thing you would get your sales team to focus on when
building relationships with prospects?

Ans. On the grounds your item/administration is outstanding, and thusly, on the off chance
that we fabricate trust with our clients and customers they will be unmistakably bound to
remain with us long haul, which would be uplifting news for our business targets. I would
get my team to focus on trust building exercises in the organization which will help
everyone improve their sales targets.

Q.4. What are you most proud of?

Ans. I’m most proud of my work on the board of ABC foundation because of the impact we
have had on funding life-changing programs.

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