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    BY:-Smriti Gupta Stuti Gupta Roshan Sonthalia Faraz Khan NISHANT SINGH (91039)

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    Parthajit Sar
    EFL recruits young, financially needy men from second-tier colleges as sales personnel to sell their high-end products. They use a friend-get-a-friend recruitment process where current employees recommend friends with the right qualities. The job is physically and psychologically demanding, requiring long hours of travel, negotiations and customer handling. As a result, most Euro Champs (sales personnel) drop out within a year. To retain staff, EFL introduced a new compensation plan that focuses less on sales targets and more on overall job performance. However, this increased paperwork burdens for trainees. With changing environments, EFL may need to reevaluate its overall strategy centered around the Euro Champ brand.

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    BY:-Smriti Gupta Stuti Gupta Roshan Sonthalia Faraz Khan NISHANT SINGH (91039)

    Uploaded by

    Parthajit Sar
    15 views18 pages
    EFL recruits young, financially needy men from second-tier colleges as sales personnel to sell their high-end products. They use a friend-get-a-friend recruitment process where current employees recommend friends with the right qualities. The job is physically and psychologically demanding, requiring long hours of travel, negotiations and customer handling. As a result, most Euro Champs (sales personnel) drop out within a year. To retain staff, EFL introduced a new compensation plan that focuses less on sales targets and more on overall job performance. However, this increased paperwork burdens for trainees. With changing environments, EFL may need to reevaluate its overall strategy centered around the Euro Champ brand.

    Original Description:

    SALES STRATEGY

    Original Title

    eurekaforbes-100915020344-phpapp02.pptx

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    EFL recruits young, financially needy men from second-tier colleges as sales personnel to sell their high-end products. They use a friend-get-a-friend recruitment process where current employees recommend friends with the right qualities. The job is physically and psychologically demanding, requiring long hours of travel, negotiations and customer handling. As a result, most Euro Champs (sales personnel) drop out within a year. To retain staff, EFL introduced a new compensation plan that focuses less on sales targets and more on overall job performance. However, this increased paperwork burdens for trainees. With changing environments, EFL may need to reevaluate its overall strategy centered around the Euro Champ brand.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    15 views18 pages

    BY:-Smriti Gupta Stuti Gupta Roshan Sonthalia Faraz Khan NISHANT SINGH (91039)

    Uploaded by

    Parthajit Sar
    EFL recruits young, financially needy men from second-tier colleges as sales personnel to sell their high-end products. They use a friend-get-a-friend recruitment process where current employees recommend friends with the right qualities. The job is physically and psychologically demanding, requiring long hours of travel, negotiations and customer handling. As a result, most Euro Champs (sales personnel) drop out within a year. To retain staff, EFL introduced a new compensation plan that focuses less on sales targets and more on overall job performance. However, this increased paperwork burdens for trainees. With changing environments, EFL may need to reevaluate its overall strategy centered around the Euro Champ brand.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 18

    BY:-

    SMRITI GUPTA
    STUTI GUPTA
    ROSHAN SONTHALIA
    FARAZ KHAN
    NISHANT SINGH(91039)
    EVALUATE THE
    RECRUITMENT PROCESS AT
    EFL
    High-end and complex product needing high customer interaction
    Needed Highly motivated sales personnel with drive to excel
    Needed to meet and brief customers about the product, give a demo
    and close the deal
    Extroverted, enthusiastic, outgoing and
    effective communication skills
    Targeted young men in early 20's from middle
    class
    Financially needy made them driven and young
    age made them enthusiastic
    Process needed to be subjective as the process
    needed to find people with right attitude
    Through Friend-Get-A-Friend
    Recruited from second-tier colleges through
    recruitment sessions
    Second tier collg students may not have any
    better placement offers and would take up offer
    A current Euro Champ knows the qualities
    needed and would be able to recommend
    friends with the qualities
    OYBS a scheme very effective in pulling in
    candidates and tying them up to company
    Comment on daily scheduling of
    the Euro Champs
    Cold-calling till mid-day objective of
    generating 3-4 demos for evening
    Morning meeting with Team Leader for
    updates and targets
    Office area daily reports, deposit payments,
    delivery fro closed sales
    Field - Closing deals, collect payments,
    relationship building, etc
    Night field meeting
    Euro Champs job is physically and psychologically very
    demanding
    What should EFL do to retain
    Euro Champs
    Its also psychologically demanding as lots of
    negotiations, customer handling takes place
    Job is physically demanding involving lots of
    travelling and long hours
    Demoralizing and insulting responses
    Pressure to sell more and more as 2/3
    rd
    of
    income is through sales incentives
    These reasons make Euro Champs drop out after
    1 yr on an average
    Introduce an attractive TA package which
    adequately compensates travelling efforts
    EFL should train team leaders to be able to
    recognize the signs of frustrations
    Introduce psycho-therapist services to be able to
    handle frustrating and insulting responses beter
    Change compensation structure which focuses on
    other aspects of jobs too and reduces pressure
    Introduce Gym or swimming pool, etc for after
    office relaxation
    Was the new compensation plan
    successful in improving the
    efficiency and effectiveness of
    the sales process
    Led to poaching in other areas and more worryingly
    seniors not paying much attention to the training
    Earlier compensation plan made sales exec focus
    entirely on sales and ignore other functions
    Sales Execs seemed not to have any passion left and
    were going through the motions
    Point system brought sense of accomplishment and
    feeling good about themselves
    Increased fairness of system in sales exec eyes as
    now they reward for an over all task
    But increased paper works for trainees and hence
    Euro Champ is the brand in EFL.
    Discuss
    Should EFL change its strategy
    with the changing environment

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