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Submitted by:Vivek Mishra (0131PG008)Pranay Bisht (0131PG026)Nitin Soni (0131PG057)Abhinav Mishra (0131PG021)Ananta Shankara (0131PG049)

CG ENGINEERINGCOMPANY

ACHIEVING QUOTAS

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Brief about the case:

Mr. Ashok Desai ( regional sales manager) of CGEngineering Company.

Mr. Ashok Desai was transferred from western regionto eastern region. The company is not performing well in eastern region

on sales and profit. Territory of eastern region states are West Bengal,

Bihar, Assam and Orissa

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Both sale engineers and industrial customer were new

to Ashok. Sales engineer were compensated on straight salaries

like house rent allowance and medicalreimbursement.

There was no incentive schemes

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PROBLEMS IDENTIFIED IN THE CASE.

Sale person spending more time on travelling andless time in selling.

Sales engineers were not covering market adequately

and not following the system of routing andscheduling.

Lack of motivation , no freedom of operation and noincentive scheme.

No recognition were given on getting good order.

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Key Responsibilities Effectively manage 11 sale engineer. Achieve sale volumes Achieve sale quotas (Profit)

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Question 1

If you were Ashok , what would you do toachieve the sales volume and contributionquotas?

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Tactics : Build up method : It is a method of designing theterritories by building up from the control units.

DecideCall

frequency

Calculatenumberof calls

EstimateWorkloadcapacity

Maketentativeterritories

Developfinal

territories

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RoutingSince Sales Engineers spend more time in travelling than selling,

they should adopt one of the mentioned pattern to save ontime

Effective scheduling and routing

Base(B)

C5

C1

C4 C3 C2

Straight line / Hopscotch

B

Circular

B

Clover Leaf

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Other solutions

Motiving them in allotting a better allowance andschemes.

Incentives should be given on percentage basis. Performance to be awarded. Sales quotas should be decided

Sales volume quotas Financial quotas Combination quotas

Individual counseling

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