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    SM Technologies LTD Case Presentation

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    sakib
    SM Technologies aimed to grow sales and profits 40% in its Bangalore office. It offered broadband services for businesses and homes through a sales force, website, telemarketing, and technicians. However, the sales force wasn't divided by service type, potentially limiting knowledge and sales. For homes, commission-only contractors had high turnover. Promotion also lacked focus for homes. Recommendations included expanding operations, reorganizing the sales force by service, motivating contractors, developing a domestic promotion strategy, focusing on service, using channels effectively, reactivating past clients, and value selling.

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    SM Technologies LTD Case Presentation

    Uploaded by

    sakib
    849 views12 pages
    SM Technologies aimed to grow sales and profits 40% in its Bangalore office. It offered broadband services for businesses and homes through a sales force, website, telemarketing, and technicians. However, the sales force wasn't divided by service type, potentially limiting knowledge and sales. For homes, commission-only contractors had high turnover. Promotion also lacked focus for homes. Recommendations included expanding operations, reorganizing the sales force by service, motivating contractors, developing a domestic promotion strategy, focusing on service, using channels effectively, reactivating past clients, and value selling.

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    SM Technologies Ltd.. case presentation

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    SM Technologies Ltd case presentation

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    SM Technologies aimed to grow sales and profits 40% in its Bangalore office. It offered broadband services for businesses and homes through a sales force, website, telemarketing, and technicians. However, the sales force wasn't divided by service type, potentially limiting knowledge and sales. For homes, commission-only contractors had high turnover. Promotion also lacked focus for homes. Recommendations included expanding operations, reorganizing the sales force by service, motivating contractors, developing a domestic promotion strategy, focusing on service, using channels effectively, reactivating past clients, and value selling.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    849 views12 pages

    SM Technologies LTD Case Presentation

    Uploaded by

    sakib
    SM Technologies aimed to grow sales and profits 40% in its Bangalore office. It offered broadband services for businesses and homes through a sales force, website, telemarketing, and technicians. However, the sales force wasn't divided by service type, potentially limiting knowledge and sales. For homes, commission-only contractors had high turnover. Promotion also lacked focus for homes. Recommendations included expanding operations, reorganizing the sales force by service, motivating contractors, developing a domestic promotion strategy, focusing on service, using channels effectively, reactivating past clients, and value selling.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 12

    CASE STUDY ON

    SM TECHNOLOGIES LTD .

    CASE NUMBER - 3
    GROUP MEMBERs
    SAKIB BIN AKTHER -141003202
    MASHRUL RAHMAN -122003402
    ASRAFUL ALAM -131007702
    FAHIM AHMED - 132001902
    Case Background
    SM Technologies offered broadband enabled services for
    corporate (business) and home (or domestic) users.

    Major competitors include Reliance Infocom, Airtel, VSNL, BSNL,


    Hathway, Sify and Spectranet.

    Company targets 40% growth in sales and profits for the


    Bangalore office for 2004-2005.
    Discussion on Existing Practices
    Sales Organization Structure
    For the corporate customers, there are many different kinds
    of services offered. However, the sales force isnt divided on
    the basis of such services.
    This is likely to lead to insufficient knowledge of different
    services among the sales representatives.
    The insufficient knowledge is likely to decrease the
    prospects of selling, This applies more to corporate
    customers.
    Distribution Channel
    Sales force:
    Ensuring long term business relationship
    Ensuring customer satisfaction

    Website:
    Online selling
    Order from home

    Tele-marketing:
    Proposal, sales presentation
    Negotiation & closing the sale

    Engineers/Technicians:
    Installation
    After sales service
    Sales Strategy
    For home users, the company employed contractual sales force.
    The sales force was paid only through commission.
    This is likely to lead to high sales force churn
    Frequent replacement of sales force will reduce the efficiency and the
    performance.
    Despite the sales force getting trained by an institute, a customized
    training was not given internally in the company.
    Asst. Sales manager must also be trained in effective supervision since
    they are in direct contact with the salespersons.
    They can also identify the high potential customer segment and target on
    that business share.
    Promotion
    There was no focussed strategy of promotion for the
    domestic customer market.
    The company isnt making any significant efforts to
    ensure that the products are taken into the
    consideration set of more and more consumers in
    the target market.
    Problem we have identify
    In spit of providing training programs, some sales
    persons could not achieve their monthly sales
    target.

    They are covering limited number of cities which


    can be a barrier to there growth target.

    The company providing training program only to


    the sales person.

    They are more focusing on ensuring long term


    relationship with business customers.
    Recommendation
    Expand operations in the other cities.
    Reorganize the sales force for corporate customers, service
    wise.
    Motivate the contractual sales force by offering benefits to top
    performers.
    Develop a focussed strategy of promotion for the domestic
    customer market
    Also focus on the after sales service
    Effectively use the distribution channel-reach out effectively to
    customers
    Past client reactivation
    Value Sell
    New Promotional Strategy

    Co-
    Catalogue
    brandin Free trial

    Marketing g offers

    Television

    Advertisement
    THANK
    S!

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